Using your Ideal Client Avatar to Build Your Plan and Package Fees

Gen-XY Advice Foundations - Lifestyle Protection Program

Introduction - Becoming Your Clients Lifestyle Protection Adviser

Before you get started - Download the Workbook
Welcome to the XY Advice Foundations - Lifestyle Protection Course (2:05)
Before we get too serious...how about we introduce ourselves :) (0:34)
Meet theXYacademy Team (2:40)
The XY Advice Foundations framework (11:50)
What is Lifestyle Protection Advice? (10:20)
Exercise: Set Your Course Goals (1:13)

Module 1: The Value of Lifestyle Protection Advice for your Business/Branch

Introduction - The Value of Lifestyle Protection Advice for your Business (3:59)
What does Pink Face Cream Have To Do With Lifestyle Protection Advice (17:47)
What Strategic Problems is Lifestyle Protection Advice solving in your Business? (9:12)
Activity 1 - Strategic Problems solved by Lifestyle Protection Advice (6:40)
Module Recap - and what we'll cover later on in the course (4:01)
Quiz - The Value Of Lifestyle Protection Advice For Your Business/Branch

Module 2: How Lifestyle Protection Advice helps you Win the Client Value Equation

Introduction - Winning the Client Value Equation (5:57)
Creating your Ideal Client Avatar's (11:05)
Meet EW's "School Aged Family" (10:09)
Activity 2 - Create your Ideal Client Avatar (4:00)
The Value Of Lifestyle Protection Advice For Your Avatar (14:13)
Module Recap - and what we'll cover later on in the course (4:38)
Quiz - How Lifestyle Protection Advice Helps You "Win" The Client Value Equation

Module 3 - Quantifying their Need - How much would they need if something went wrong?

Introduction - Quantifying their Need (4:38)
Emergency Fund (3:30)
Disability - Income Replacement (4:33)
Critical Event/Trauma - Lump Sum & Income Replacement (6:13)
Total & Permanent Disability - Lump Sum & Income Replacement (4:04)
Death - Lump Sum & Income Replacement (4:21)
FAQ's and FSU's of Quantifying their Need (7:38)
Activity 3 - Develop your House View Lifestyle Protection Amounts (1:56)
Quiz - Quantifying their Need

Module 4 - Identifying their Want - Helping your clients choose the right level of Protection for them

Introduction - Identifying their Want (3:58)
Insurance Eligibility Criteria - What coverages and amounts are you eligible for? (8:31)
Temporary Disablement - Income Replacement (4:28)
Crisis/Trauma Cover - Need vs Want vs Affordability (7:12)
Total & Permanent Disability - If you couldn't work again, how much would you want? (5:10)
Life Cover - If you weren't around anymore, how much would be enough for your family? (5:11)
Emergency Fund - How much and what is it made up of (1:55)
Activity 4 - If you're clients ask for help prioritising cover and amount, how would you help? (2:47)
FAQ's and FSU's of Helping your clients choose the right level for them (8:23)

Module 5 - Structuring their Cover - Ownership of Policies & Funding

Module 6 - Choosing an Insurance Partner - Finding "Best Terms" for your Client

Introduction - Choosing an Insurance Partner - Finding "Best Terms"
The Pre-Assessment - knowing what the Insurers think up front
Ranking Insurance Partners - Ways to judge insurers other than by Research House rating
Recommending an Insurer - How to choose who you use for each client (8:15)
Activity 6 - Determine your Criteria for choosing Insurance Partners (0:58)

Module 7 - Getting Your Clients Started On Their Lifestyle Protection Plan

Introduction - Getting Your Clients Started On Their Lifestyle Protection Plan (3:49)
Your LPP Meeting - Pre Work (8:23)
Your LPP Meeting - During the meeting (13:04)
Your LPP Meeting - Post Meeting work - Advice Presentation & Implementation (9:40)
Demo - Lifestyle Protection Plan - Meeting (11:08)
Activity 7 - Record and share your own LPP Meeting (0:57)
FAQs & FSUs of the LPP Meeting (8:07)

Module 8: Annual Review & Claims Management - Delivering on the Promise

Introduction - Annual Review & Claims Management (2:38)
Annual Review - Preparation (11:00)
Annual Review - During the meeting (7:04)
Annual Review - Post Meeting Work (4:29)
Claims Management (3:52)
FAQs and FSUs of Annual Reviews & Claims Management (8:36)

Module 9 - Packaging and Pricing Your Offer - Winning The Client Value Equation

Introduction & Expected Outcomes of this Module (3:45)
Identifying your Cost - What will you Charge, for Time and Client Experiences? (6:15)
Using your Ideal Client Avatar to Build Your Plan and Package Fees (5:18)
Example - the Experience Wealth Plans, Packages & Pricing Model (6:30)
Activity 8 - create your Packages and Pricing Model (Initial and Ongoing) (1:07)

Module 10 - Creating Your Value Story - A Tale Of Client Success

Introduction & Expected Outcomes of this Module (1:53)
Challenge your thinking – How does a Lifestyle Protection Plan solve a problem in your Business? (5:19)
Challenge your thinking - The value of Lifestyle Protection Advice for your Client Avatar (8:38)
The Pitch - helping clients see the 'value' from their first interaction with you (15:15)
Activity 9 - Create your own "Pitch" and upload your video (1:08)

Module 11 - The Launch - Building A Pilot Group And 90 Day Action Plan

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