The Brighter Life Approach

The Brighter Life Approach
This is the HOW of the financial planning process. We will discuss the Brighter Life Approach to financial planning and selling, which are the two main roles of Sun Life
advisors. We don't just create the financial plan, but more importantly, we implement it through various Sun Life solu ons.
Introduction
Learning Objective
1. PR OSPECTIN G
Prospecting
Effective Prospecting Habits
Activity
2. APPR OACH
Types of Approaches
Securing an Appointment
Sun Script
3. N EEDS- B ASED SALES PR ESEN TATION
Activity
Meet Mike
Needs-Based Sales Presentation
Sales Presentation Tools
Client Suitability Assessment (CSA) Form
Income Protection: Understanding the Storyline

Types of Income Protection Calculation
Living on Interest: Computation Simulation
Dependency Years: Computation Exercise Activity
Filling out the Client Suitability Assessment (CSA) Form
Reminders when lling out the CSA Form
Education: Understanding the Storyline
4. H AN DLIN G OB JECTION S AN D CLOSIN G
Objections
Objection Scenarios
Closing
Trial Close Framework
SUMMAR Y
Summary
KN OWLEDGE CH ECK
Knowledge Check
ACH IEVEMEN T B ADGE
Congratulations!
DOWN LOADAB LE H AN DOUT
Downloadable Module Handout

Lesson 1 of 28
Introduction
Complete the content above before moving on.
Next: Learning Objective

We will discuss the learning objective for this module.
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Lesson 2 of 28
Learning Objective
By the end of this module, you will be able to:
Execute the Brighter Life Approach, which integrates Life Stage

Financial Planning into the Needs-Based Sales Cycle, by focusing on
the Moving Up life stage as an example.
Watch this short video to learn more.

Next: Prospecting
What is the Brighter Life Approach to Prospecting?
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Lesson 3 of 28
Prospecting
Prospecting for the Moving Up Stage

Prospec ng is seeking poten al buyers of your product. This is the cornerstone of your career. Without an adequate number of people to contact, there is no one to sell to.
From several types of prospects, we will focus on one segment---the Moving Up Life Stage.
Who are the people at this stage? Let us get to know them by discussing their priori es, financial needs, and the solu ons we can offer them.
Click the image to enlarge.
PRIORITIES
People at this par cular life stage are star ng their own families or having young children, hence, their family needs are of utmost importance.
Check these priori es and remember to be on the lookout for these when prospec ng:
In the middle or peak of their career
Clearer picture on personal goals
Working hard on realizing personal goals
Family needs becoming top priority (for those who are married)
Concern on personal health
Medium risk acceptance level
FINANCIAL NEEDS
From the Money for Life chart, their financial needs include basic needs including emergency fund, income protec on, health protec on, educa on fund, and savings for
milestones. During this life stage, the need for income protec on and health protec on are higher because of the financial dependents. These needs should be given focus to
ensure future income for the family should the uncertain happen. The family also starts to build funds for the children’s educa on, or milestones such as having a family
home. You may also even start preparing for your re rement this early. Other needs would be your discre onary or variable funds.
Check these financial needs and remember to be on the lookout for these when prospec ng:
Protec on for him/herself, own family and parents
Educa on fund for children
High day-to-day expenses
High emergency fund
Target saving for achieving personal and/or family goals
Start of re rement plan
SOLUTIONS
It is important that we match those financial needs with the appropriate product solu ons. It is good to start with a mix of Life, Health, and Wealth product solu ons. Products
with higher protec on and health coverage should be a priority. Star ng an educa on fund or a re rement fund can also be done simultaneously while building protec on
and health coverage.
Check these solu ons and remember to include these when prospec ng:
Solu ons with higher protec on over savings for married prospects
Solu ons with savings and investment at similar importance for single prospects
Dedicated plan for fulfilling target savings needs
Importance of Health & Accident covers to secure achievement of personal and family plans
Let's Review
Let's see what you've learned. Drag the item to its correct category.
PRIORITIES
Concern on personal health In the middle of career life
Medium risk acceptance level
FINANCIAL NEEDS
Protection for himself/herself,

Education fund for children
f il d
own family and parents
High emergency fund
SOLUTIONS
Solution for higher savings Dedicated plan for ful lling

over protection for married target savings needs
Solutions for savings and

investment at similar
importance for single
From several financial needs of people at this stage, we will highlight the top two in terms of focus/importance – Income Protec on and Educa on Planning.
Next: Effective Prospecting Habits

Discover the habits to help you succeed as a financial advisor.
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Lesson 4 of 28
Effective Prospecting Habits

It is essen al to develop effec ve prospec ng habits in the Needs-Based Sales Cycle.
Process 1
Know where and how to secure appropriate names
You can source the names from the following:
a. Natural Market – These are people you directly know, such as family, friends, rela ves, etc.
b. Referred Lead – Advisors should not only rely on their Natural Market as they will run out at some point. That’s
why they should always ask for referrals.
c. Center of Influence – They are clients that can influence a lot of people, such as known speakers.
d. Nest Prospects – A group of people that have common interest/organiza on/work, etc.
e. Direct Mail – Advisors can always look for prospects in social networking sites. They can start off by sending
prospects personal emails.
f. Orphan Policyholders – They are clients that do not have servicing advisors.
g. Published Sources – These are published publicly and can be accessed by everyone.
Process 2
Qualify names using CHAIN
Highly produc ve sales people avoid was ng me with prospects who remain as prospects.
As financial advisors, the first step is to iden fy the present life stage of your prospect. By doing so, you can predict
his/her financial needs and in turn, customize your approach and presenta on.
Qualify your prospects according to the CHAIN:
Character
Health
Approachability
Income
Need
Process 3
Maintain effective prospecting records
Records are necessary for real planning, useful as a scorecard, increase efficiency and is invaluable for making a
personal market analysis.
Process 4
Perform the necessary activities on a regular basis
Your goal is highly dependent on the number of people you talk to. This study by the Life Insurance Marke ng
Research Associa on (LIMRA) may be very helpful in terms of knowing how many clients you need to talk to.
For every 10 qualified suspects, there are 5 prospects with appointments. Out of the 5 prospects, you may deliver 3
sales presenta ons. Then you will have 1 closed sale!
Summary
Prospec ng habits can be developed with the right prac ce.
Let's see what you've learned.
Choose all that apply.
Check the source/s where you can seek poten al buyers:
Nest Prospects
Center of Influence
Orphans
Referred Lead
SUBMIT
Choose the best answer.
Maintain _________________ which are invaluable for making your own target market analysis.
effec ve prospec ng records
efficient prospec ng habits
effusive prospec ng records
SUBMIT
Choose the best answer.
You may qualify names according to the CHAIN. What does CHAIN stand for?
character, health, approachability, income, need
character, health, availability, income, need
character, household, approachability, investment, need
SUBMIT

How many prospects should you qualify to achieve one closed sale?
10
SUBMIT
Next: Activity
Let's put these prospecting habits into practice.
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Lesson 5 of 28
Activity
To apply what we just learned, here is an ac vity to develop your prospec ng habits. (Allo ed me: 15 mins)
List down 30 names for the target prospects of these two priority needs at the Moving Up life stage:
Click each card to proceed.
1. Breadwinners with young dependents for Income

Protection
2. Parents with children age 10 and below for

Education Planning
Next: Types of Approaches

Now that you have identified your prospects, how do you persuade them to meet with you so that you can tell your story?
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Lesson 6 of 28
Types of Approaches
There are different ways of approaching and these will depend on the availability of the prospect. Here are the types of approaches:
*Strict compliance with the Social Media Guidelines of Sun Life must be observed.
What are the condi ons that could make the approach favorable?
Click each marker to find out.





The prospect’s willingness to talk to you


A promise of enough time to tell your story


A suitable atmosphere for talking
Next: Securing an Appointment

Discover the suggested steps to secure appointments with your prospects.
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Lesson 7 of 28
Securing an Appointment
How Do We Secure an Appointment?
Let's learn this suggested process.

Process 1
Introduction
Introduce yourself and Sun Life.

Process 2
Approach
Ask if it is a convenient me to talk. Give the purpose of your call.

Process 3
Close
Ask for the appointment. Give 2 different mes and days/dates.

Process 4
Troubleshooting
Handle objec ons if necessary.

Process 5
Confirmation
Confirm the me and loca on of the appointment.

Summary
Remember that the objec ve here is to en ce the prospect to meet up with you so that you can share your advocacy.
Next: Sun Script

You will learn how to answer common concerns or objections from prospects.
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Lesson 8 of 28
Sun Script
We know that it’s going to be a challenge at first on how you’ll be doing your approach to your clients so we prepared the Sun Script.
The Sun Script contains a few spiels on the most common objec ons or responses you may get from your prospects.
But before we discuss the Sun Script, do you remember the 5 Steps in Securing an Appointment?
Match the 5 Steps according to the correct sequence.
Step 1 Introduc on
Step 2 Approach
Step 3 Close
Step 4 Troubleshoo ng
Step 5 Confirma on
SUBMIT
Here are the 5 steps at a glance:

STEP 1: Introduc on
STEP 2: Approach
STEP 3: Close
STEP 4: Troubleshoo ng
STEP 5: Confirma on
Now that you have reviewed the the 5 Steps in Securing an Appointment, let us prac ce saying the Sun Script which is organized according to those 5 Steps.
(If you are on a slow internet connec on, this sec on may take a few moments to load. Thank you for your pa ence.)
Handling Objections
Prospects are likely to respond with objec ons any me during your conversa on or your appointment.
However each prospect's response goes, it should always end with your confirma on of the TIME and PLACE, which are the two important components of the APPROACH.
The objec ve is not to get into a discussion with your prospects on the products or services you are offering.
The objec ve is to get your prospect to say YES to the appointment.
Here are some common objec ons from prospects, and the answers that you may deliver.
Let's Review
What are the types of approaches? Match the type of approach to the advisor's spiel.
I have some ideas that I’d like to show you, ideas that I am sure you'll find
Standard Approach
interes ng.
Stella is a mutual friend of ours and she authorized me to men on her

Referred Lead Approach
name.
I was assigned by our Head Office to your updated informa on about your
Service Approach
Sun Life Policy.
My Head Office informed me that they recently sent you a le er about Sun
Pre-approach Le er
Life Financial.
I recently sent you a le er outlining our financial service. Do you recall

Impact
receiving it?
SUBMIT
Match the prospect's objec on to the advisor's answer.
I can understand you're not interested in something you haven’t had a

Not interested
chance to see...
I understand you’re trying to avoid unnecessary expenses. There is no

No money
obliga on...
Probably in your life me you will never need security as much as when
No hurry
you're older.
There are several financial services companies and there are few excellent
No trust
ones.
I know how busy you are. That’s why I phoned for an appointment rather
No me
than just drop in.
You’d be the sole judge of whether or not this par cular idea would be of
No need
value to you.
Is this life insurance? Yes, why do you ask?
It is difficult to discuss these ideas over the phone and of course only by
What are these ideas?
evalua ng...
In effect you’re saying that you're not in the market for life insurance right
All occasions
now...
SUBMIT
To recap, here is the Sun Script at a glance:

Sun Script
Next: Activity
Practice using the Sun Script by doing the next activity.
LET'S PRACTICE
Lesson 9 of 28
Activity
WRITE YOUR OWN GUIDE
Prospect: MOVING UP (Breadwinner/Parent)
Check the boxes to proceed.
1. Pick one name from your prospect list.
2. Jot down per nent informa on about your chosen prospect (i.e. occupa on, age, civil status, common ground).
3. Choose the type of approach you will use.
4. Write your spiel for this prospect.

Next: Meet Mike
Let's meet Mike, one of your prospects. What is his profile?
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Lesson 10 of 28
Meet Mike
Let us say that a er you completed your Prospec ng and Approach ac vi es, you selected Mike, a breadwinner with young dependents for Income Protec on. You were
then able to successfully set an appointment with Mike.
Flip each card to understand Mike's profile:
Mike is 30 years old and is the breadwinner of

his family, in the Moving Up stage. He is the
friend of Sam, your existing client from the
Basics of Financial Planning Module. Mike has
regular income with his employment, while his
wife is a freelance consultant with seasonal
income.
Mike and Annie have a 5-year-old daughter, Lia. They

have another baby on the way.
Mike is your prospect now and he is familiar with
insurance because of Sam.
You will now proceed to the needs-based sales
presentation of the Brighter Life Approach.
Next: Needs-Based Sales Presentation

Find out what makes this a proven effective system that is practiced by successful financial planners.
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Lesson 11 of 28
Needs-Based Sales Presentation
Having a well-planned sales presenta on reflects professionalism and respect to the me given to us. Let’s not miss our chance to ‘wow’, or be er yet, help our clients towards
their path to a Brighter Life.
The Needs-Based Sales System
This proven effec ve system is prac ced by successful financial planners.
In needs-based selling, the advisor does the process steps described next.
Process 1
Introduction
Introduce Sun Life and your services as a financial advisor, as follows:
1. Meet and greet the client
2. Establish rapport
3. Introduce Sun Life and your services as a Financial Advisor

Process 2
Need Discovery
Provide an overview of the different life stages and changing needs over one’s life me, as follows:
1. Iden fy the client’s present life stage
2. Provide a checklist of the financial needs that client should be working on
3. Iden fy priority financial needs

Process 3
Priority Need/s Presentation
Expound on the client’s chosen priority need, as follows:
1. Discuss the importance of preparing for priority need/s
2. Quan fy the need/s
3. Secure the budget

Process 4
Solution Recommendation
Present a product proposal based on the client’s budget; close the sale by asking the client to sign the applica on form, as follows:
1. Recommend a product
2. Generate the proposal
3. Collect the premium

Summary
This methodical approach to selling life insurance ensures that our recommended product solu ons are customized to the client’s needs/goals.
That is why it helps build and sustain advisor-client rela onship resul ng in repeat sales and quality referrals.
Reminder: Consider the client when structuring your presenta on.
If the client is already familiar with Sun Life, skip the company introduc on. At the very least, start your presenta on with the introduc on of your services as a financial
advisor.
For new and exis ng clients with a specific goal in mind, proceed to PRIORITY NEED PRESENTATION.
The needs-based sales presenta on process offers numerous benefits. These benefits are categorized for the client, the advisor, and for the company, respec vely.
Click each tab to learn more.
T H E C L IENT T H E A DV ISO R T H E C O MP A NY
This system provides a long-term and holis c perspec ve on financial planning. Moreover, it paints a vivid picture of where the client is right now and where he
wants to be in the future. This picture will help him choose solu ons that will bridge the gap between his present financial situa on and his desired future state.
Once a financial need or goal is clearly iden fied, the client sees our product as a solu on that enables him to accomplish his financial goals. Hence, the advisor is
viewed as a solu on provider, and not as product peddler. This leads to improved advisor produc vity in terms of case size, upsell and cross sell opportuni es,
and genera ng quality referrals.
Needs-based selling is a cornerstone of quality sales prac ce--an indicator that Sun Life adheres only to the highest code of market conduct. Also, the needs-based
sales presenta on is a manifesta on that the company stays true to its financial planning advocacy.
The good news is that we have ready-made materials to help you deliver a needs-based sales presenta on to clients.
Next: Sales Presentation Tools

Discover the materials to help you deliver the needs-based sales presentation.
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Lesson 12 of 28
Sales Presentation Tools
Here are the Sales Presenta on Tools that you will need:

Flip each card to view the tools.
1. Introduction
Sun Future Planner
2. Need Discovery
Sun Future Planner

SFP Booklet
3. Priority Need/s Presentation
Sun Future Planner

4. Solution Recommendation
Proposal
Next: Client Suitability Assessment (CSA) Form

Learn how to use this form to identify the client’s financial needs and risk profile.
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Lesson 13 of 28
The CSA Form is used to iden fy the client’s financial needs and risk profile. It is a useful tool in providing your clients a summary of their customized financial plan. It is
comprised of 4 parts:
1. Financial Needs Analysis (FNA)
2. Risk Profile Ques onnaire (RPQ)
3. Selec ng a Sun Life Por olio
4. Client Declara ons
Click each tab to learn the parts of the CSA Form.
PA RT 1: P A R T 2: P A R T 3: PA RT 4 :
FINANCIAL NEEDS ANALYSIS (FNA)

Click the image to zoom in.
RISK PROFILE QUESTIONNAIRE (RPQ)

SELECTING A SUN LIFE PORTFOLIO

CLIENT DECLARATIONS
Here is a copy of the CSA Form:
SLOCPI Client Suitability Assessment_10Jun19F.pdf

198.7 KB
Next: Income Protection: Understanding the Storyline

Let’s understand the storyline of the Income Protection Need
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Lesson 14 of 28
Income Protection: Understanding the Storyline
Income Protec on aims to provide con nua on of income for the insured’s beneficiaries in the event the insured passes away. This means that this Need focuses on the
financial obliga ons the insured will leave behind, as well as the family’s financial needs a er the insured’s death. Let’s look at this sample storyline on how to present Income
Protec on to help you create your own personalized organized language. Following this storyline and understanding its logic can help you put together effec ve
presenta ons on the other needs.
Here are the key points of your storyline:

Value of the Breadwinner.
Challenge ques on: “What if you run out of me?”

Bright choice of ensuring future income
What is the impact if you have life insurance and if you do not have life insurance?
Income Con nua on Computa on
How much would you need to con nue income for your loved ones?
Sample solu on to address the gap

Compute for the prospect’s Income Protec on Fund using the Sun Future Planner

Here is the result of the sample computa on
The last page of the single need presenta on deck is your cue to quan fy the need of your prospect using the CSA form.
Take a look at the full Income Protec on deck and the Income Protec on Organized Language file:
Income Protection.pdf
1.8 MB
Income Protection Organized Language_09.2019.pdf

605.2 KB
Next: Types of Income Protection Calculation

We will learn to use this tool next.
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Lesson 15 of 28
Types of Income Protection Calculation
The calcula on type will depend on the advisor ’s assessment of what will best suit the prospect.
If the financial need of your client is Income Protec on, then the types may be Dependency Years (DY) or Living on Interest (LOI). Let's find out more about these calcula on
types.
Dependency Years (DY)

This is the calcula on type applicable if the breadwinner wants to provide income for a limited period. The computed amount is reasonable for the client and not as
big as LOI.
Living on Interest (LOI)
This is the calcula on type if the breadwinner wants to provide perpetual income to the family upon death. With LOI, only the interest earning is spent, hence, the
family can use the fund for life milestones upon recovery.
Next: Living on Interest: Computation Simulation

Learn how to compute for the client’s Income Protection Fund using Living on Interest (LOI).
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Lesson 16 of 28
Living on Interest: Computation Simulation
Given the following informa on, let us simulate how you can compute for the client's Income Protec on Fund using Living on Interest (LOI) on Sun Future Planner.
Household Expenses : PHP 40,000
Interest Rate : 4%
Liabili es : PHP 200,000
Emergency Fund : PHP 240,000
Final Expenses : PHP 1,000,000
Cash Savings : PHP 500,000
Exis ng Individual Insurance Coverage : PHP 500,000
Exis ng Group Insurance Coverage : PHP 2,000,000
Next: Dependency Years: Computation Exercise Activity

Practice how to compute for the client’s Income Protection Fund using Dependency Years (DY).
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Lesson 17 of 28
Dependency Years: Computation Exercise Activity
Given the following informa on, let us simulate how you can compute for the client's Income Protec on Fund using Dependency Years (DY) on Sun Future Planner.
Monthly expenses : PHP 60,000
Number of Dependency Years for (DY) : 10 years
Debts : PHP 100,000
Emergency Fund : PHP 360,000
Final Expenses : PHP 2,000,000
Whole Life Insurance : PHP 1,000,000
Group Life Insurance : PHP 3,000,000
Cash Savings : PHP 2,000,000
Next: Filling out the Client Suitability Assessment Form (CSA)

Be guided by a simulation on filling out the CSA Form.
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Lesson 18 of 28
Filling out the Client Suitability Assessment (CSA) Form
We will now learn how to fill out the CSA Form. Click each checkmark to learn more.
Click the hotspot to learn more.


Fill in with the client's name.
It can be the ‘owner ’ or ‘insured’ depending on the key financial need.
You are not required to input the ni y-gri y of the computa on. Just jot down the target fund – whether it’s your computed amount or client’s preference – in the Part 1 of
form.
You can use this to summarize what you and your client discussed during the sales presenta on. At one glance, your client can see the gap between the target fund and
recommended solu on.
Click the checkmarks on the le border to learn more.


Tick the client’s current life stage.


Tick the client’s goal.
1. Use the Sun Future Planner app or;

2. Ask the client about their current priority at the me of assessment.

Tick the client’s choice of type of product.
This will serve as an easy reference of the gap between the goal and recommended solu on.

Select the number of years the client can commit in contributing to keep the plan.

Select how much percentage of the current assets, such as income, cash, or other resources can the client set aside for this plan.
*Note: Product solu on benefits are arbitrary figures and for illustra on purposes only.
*SUN MAXILINK PRIME, 35 y/o, Male, Non-Smoker, Ps. 350,000 Face Amount with Total Disability Benefit, 100% Balanced Fund, Annual Regular Premium of Ps. 21,266;
Excess Premium of Ps. 78,734


Ask the client to accomplish the questionnaire by ticking the box that corresponds to his/her answer.
Emphasize to the client that there are no right or wrong answers.


Add the points indicated in the bracket beside the client’s answers.


In the event the client opts for a different fund option from what the advisor recommended, the client must provide a reason for the decision made in the box
provided.
Next: Reminders when filling out the CSA form

Important reminders to remember.
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Lesson 19 of 28
Reminders when filling out the CSA Form
The CSA form is a requirement for new business applica ons. And as such, there are certain guidelines that we need to follow:
Check each box to proceed.
1. The CSA form is required for every individual life applica on,
whether it is regular or single pay, tradi onal or VUL, regular or GIO underwri ng.
2. To avoid delays in policy issuance, the CSA form must be completely filled out and duly signed.
The Client Service Center (CSC) will not accept an incomplete form.
The NB/UW will require the submission of a new CSA form in case of missing fields.
* NB - New Business
* UW - Underwri ng
3. Always a ach a new CSA form to every individual life applica on.
Referring to a previous FNA and/or RPQ and/or CSA form on an exis ng policy is not allowed.
4. For mul ple applica ons on the same Owner/Insured:

If only one master CSA form was used to capture the total needs of the Owner/Insured, a ach a photocopy of the signed CSA form to every applica on. The same rule
shall apply to the RPQ.
Next: Education: Understanding the Storyline

Understand the storyline of the Need for
Education Fund.
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Lesson 20 of 28
Education: Understanding the Storyline
As discussed earlier, preparing for the children’s educa on is one of the priori es for most parents in the Moving Up stage. Building an educa on fund aims to save funds to
be used for the child’s educa on and other scholas c expenses. Let’s look at this sample storyline on how to present Educa on to help you create your own personalized
organized language. Following this storyline and understanding its logic can help you put together effec ve presenta ons on the other needs.
Here are the key points of your storyline:

Aspira on for children
Challenge ques on: “Can you keep up with the rising cost of educa on?”
Facts to support the problem

Bright Choice of building an educa on fund

Sample Educa on Fund Need Computa on

Sample solu on to address the gap

Compute for the prospect’s Educa on Fund using the Sun Future Planner
Take a look at the full Educa on Planning deck and the Educa on Planning Organized Language file.
Education Planning.pdf
1.5 MB
Education Planning Organized Language_09.2019.pdf

638.5 KB
Next: Handling Objections and Closing

In the Approach stage, you learned that you will encounter objections from prospects. Let's discuss objections and
closing in detail.
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Lesson 21 of 28
Objections
Here is Stella, a prospect, expressing some objec ons to the financial advisor during the appointment.
Click the icons to know what they are saying.


"I'm still young. Insurance is only for old, dying people. It's not necessary for young people like me, right? "

“I’m glad you brought that up, I was going to explain it anyway.”
What could be the reason behind Stella's objec on?

An objec on is anything the prospect says or does that is an obstacle to smooth selling.
Objec ons are integral to the sales process and are indica ons of interest.
Please remember that when you try to sell something, such as a product, an idea, or a benefit, you actually ask the prospect to
change his/her behavior. They normally fear the new or the uncertain. There is resistance on the part of the prospect.
Why do people object? Objec ons arise for one or two reasons:
The prospect does not understand what you have told. There is no human connec on.
The prospect does not have enough informa on to grasp the significance of your point.

But we need to understand that it could also mean a signal to buy. It could be an indicator telling us to give more informa on or help them buy the product.
Look at objec ons as requests for more informa on.
Here is another objec on from Stella and the response from the financial advisor:



"I already have group life insurance at my company. Why should I spend for additional insurance?

“That is a good question.”
In the end, they may be seeking clarifica ons.
Simply put, objec ons may be clarifica ons, concerns, hesita on, disbelief, doubts, ques ons, or suspicion.
As financial advisors, we should be comfortable when we hear objections.
Accept the idea that objections are normal. Expect prospects to express objections.
You will have a much sounder attitude with which to approach them.
Remember, through objections, buyers may seek your help in convincing themselves.
What are the 4 types of objec ons?
Flip each card to find out.
NO NEED
NO HURRY
NO MONEY
NO TRUST
Here are some pointers when mee ng objec ons:
Click the boxes to proceed.
Listen
Agree
Postpone
Answer the objec on
Remember, we are in a people business and we will hear a NO more often

than a YES.
But keep in mind that their NO is not directed at us personally.
We have to welcome objections.
Make it a way of life.
Next: Objection Scenarios

Discover the possible solutions you can offer your clients when they express objections.
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Lesson 22 of 28
Objection Scenarios
Let's look at some objec ons from prospects, and the possible answers from financial advisors. These objec ons are in rela on to Income Protec on and Educa on.
Match the objec on on the le to the possible answer on the right.

Part of a good financial plan is to ensure that every breadwinner covers
But my spouse is also working. My family should be covered.
his/her share.
But I don't have the budget to spare for the premiums. Life insurance assures your family the money for future delivery.
The target college fund is too big! How can I possibly accumulate that Remember, the money you don’t spend now will be the money you will
much? spend for your child.
But I've set aside money for investments so that I can leave a huge amount
Life insurance is the only investment that does not need me.
for my family.
It's useless because infla on will only eat up the value of the life insurance Infla on is hard enough... Imagine how much harder it would be without
policy. your income?
SUBMIT
Next: Closing
Did you know that Closing can happen anytime? Let's discuss this in detail.
LEARN MORE
Lesson 23 of 28
Closing
In selling, closing is about your ability to ask for the business and close the sale. It is a process and can happen any me.
It may happen in the beginning, in the middle of your presenta on or at the end of the presenta on. Be observant and alert. As
long as you see some buying signals, grab the opportunity to close.
Click the checkmarks for reminders.


Use ABC – Always Be Closing
As long as you see some buying signals, grab the opportunity to close.

Build agreement with the client
Be aware of verbal and non-verbal buying signals.
Use check ques ons to build agreement as you make your presenta on. For example,
“Does that seem reasonable?”

“How do you feel about that?”

Apply the TRIAL CLOSE
Don’t oversell. Apply the Trial Close by asking these ques ons:
“Do you think this plan will benefit you?”

“Do you have any ques ons or clarifica ons before we start the process?”
Next: Trial Close Framework

Discover the Trial Close Framework in detail.
LEARN MORE
Lesson 24 of 28
Trial Close Framework
How do we apply the TRIAL CLOSE FRAMEWORK?
Let's review some guidelines:
1 Be aware of verbal and non-verbal buying signals in the middle of your presenta on.
2 If there are some concerns, draw them out by PROBING. Apply your ques oning skill.
3 Use check ques ons to build agreement as you make your presenta on.
4 Don’t oversell.
5 Get comfortable hearing objec ons. Accept the idea that objec ons are to be expected and are normal. Remember that through
objec ons, buyers may seek your help in convincing themselves.
Watch this short video to learn more.

Next: Summary
You are about to end this module.
Let's review key concepts.
LET'S WRAP IT UP
Lesson 25 of 28
Summary
The center of our business is our clients. With the Brighter Life Approach, we can offer a tailor-fit solu on to address their needs.
You are now equipped to deliver the Brighter Life Approach, which integrates Life Stage
Financial Planning into the Needs-based Sales Cycle.
Let's review the key concepts of this module.
L IF E ST A G E F INA NC IA L P L A NNING + NEEDS- B A SED SA L ES C YC L E = T H E B R IG H T ER L IF E A P P R O A C H
Moving Up Life Stage

The Brighter Life Approach is Sun Life's way of doing the sales presenta on which requires iden fying the needs of your
client based on his/her life stage.
Next: Knowledge Check

LET'S REVIEW
Lesson 26 of 28
Knowledge Check
Ready to show what you know? Choose the best answer for each ques on.
Ques on
01/05
What is the standardized diagnos c tool used to quan fy the client’s need by assessing current situa on and determining any shor all or surplus for each
financial need/goal?
FINANCIAL NEEDS ANALYSIS
AMLA
SIMPLIFIED INSURABILITY OFFER
GIO APPLICATION
Ques on
02/05
What do you call a group of people or source of prospects that have common interests, organiza ons or work?
CENTER OF INFLUENCE
NEST PROSPECTS
NATURAL MARKET
DIRECT MAIL
Ques on
03/05
This is a part of the Needs-Based Sales Presenta on where you iden fy the client’s present life stage, provide a checklist of the financial needs that client should
be working on, and iden fy priority financial needs.
SALES PRESENTATION
INTRODUCTION
NEED DISCOVERY
SOLUTION RECOMMENDATION
Ques on
04/05
__________ is seeking poten al buyers of your product. This is the cornerstone of your career. Without an adequate number of people to contact, there is no
one to sell to.
PROSPECTING
CLOSING
SALES PRESENTATION
APPROACH
Ques on
05/05
This is the calcula on type applicable if the breadwinner wants to provide income for a limited period. The computed amount is reasonable for the client and
not as big as LOI.
DEPENDENCY YEARS (DY)
YEAR-ON-YEAR (YOY)
YEAR-TO-DATE (YTD)
LIVING ON INTEREST (LOI)

Lesson 27 of 28
Congratulations!
You have completed the module.
You have earned a badge!
Next: Downloadable Handout

You may download the handout for your review.
DOWNLOAD
Lesson 28 of 28
Downloadable Module Handout
Click the PDF document to download the module handout.
The Brighter Life Approach.pdf

48.4 MB
Click the EXIT MODULE button to exit. You may proceed to the next module.
EXIT MODULE

The Brighter Life Approach

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The Brighter Life Approach

Effective Prospecting Habits

3. N EEDS- B ASED SALES PR ESEN TATION

Needs-Based Sales Presentation

Sales Presentation Tools

Client Suitability Assessment (CSA) Form

Income Protection: Understanding the Storyline

Living on Interest: Computation Simulation

Dependency Years: Computation Exercise Activity

Filling out the Client Suitability Assessment (CSA) Form

Reminders when lling out the CSA Form

Education: Understanding the Storyline

4. H AN DLIN G OB JECTION S AN D CLOSIN G

Trial Close Framework

ACH IEVEMEN T B ADGE

DOWN LOADAB LE H AN DOUT

Downloadable Module Handout

Complete the content above before moving on.

Next: Learning Objective

By the end of this module, you will be able to:

Execute the Brighter Life Approach, which integrates Life Stage

Watch this short video to learn more.

Prospecting for the Moving Up Stage

Click the image to enlarge.

In the middle or peak of their career

Clearer picture on personal goals

Working hard on realizing personal goals

Concern on personal health

Medium risk acceptance level

Complete the content above before moving on.

Protec on for him/herself, own family and parents

Educa on fund for children

High day-to-day expenses

High emergency fund

Target saving for achieving personal and/or family goals

Start of re rement plan

Complete the content above before moving on.

Dedicated plan for fulﬁlling target savings needs

Complete the content above before moving on.

Concern on personal health In the middle of career life

Medium risk acceptance level

Protection for himself/herself,

High emergency fund

Solution for higher savings Dedicated plan for ful lling

Solutions for savings and

Complete the content above before moving on.

Next: Effective Prospecting Habits

Effective Prospecting Habits

Know where and how to secure appropriate names

You can source the names from the following:

Qualify names using CHAIN

Qualify your prospects according to the CHAIN:

Maintain effective prospecting records

Perform the necessary activities on a regular basis

Prospec ng habits can be developed with the right prac ce.

Complete the content above before moving on.

Let's see what you've learned.

Choose all that apply.

Check the source/s where you can seek poten al buyers:

Complete the content above before moving on.

Choose the best answer.

eﬀec ve prospec ng records

eﬃcient prospec ng habits

eﬀusive prospec ng records