SCRIPT & TIPS FOR MAKING REFERRALS - Welcome to BGA …

1 SCRIPT & tips FOR MAKING REFERRALSRF 1249-1 | 2006 Principal Financial Services, Inc |#2843042008 | 05/2006 Insurance issued by Principal Life Insurance Company, a member of the Principal Financial Group , Des Moines, IA LL GIVE YOU AN EDGESMFor Bank employee information only. Not for use with the general YOUR CUSTOMER MIGHT an upcoming or recent retirementComplaining about paying taxesConcerned about having enough incomeLeaving or starting a new jobTalking about the need to pay for education expensesAsking about interest ratesWHAT YOUR CUSTOMER MIGHT large deposits or withdrawalsWithdraw interest from CDsAsk about ratesDeposit dividend/investment checksRollover funds from retirement plans (401(k), pension plans, etc.)Make deposits into an IRAR eading Customer Cues to Make ReferralsNEEDA ccumulate WealthSave on TaxesIncrease Current IncomePlan for RetirementEstate PlanningQUESTION TO ASKAre you happy with your current rate?

2 Would you like to reduce your current tax liabilities?How have lower rates impacted your current income?Would you like to make sure that your money is working as hard for you as you worked for it?Have you thought about who you would like to be the beneficiary of this account?Step 2: Match Question to Customer NeedStep 3: Provide a SolutionThat s A Wrap Take 5!Step 1: Gain Acceptance & Initiate a ConversationTELLER ( MAKING eye contact): I noticed that taking income from your account..have a CD coming due..you deposited a large amount into your savings account..indicated that you were concerned about tax liabilities. TELLER(with feeling): Some customers have similar concerns and found it helpful to meet with a financial professional. Let me introduce you to [financial professional s name}.]

3 They may have a solution that will meet your needs..to show they need help with financial decisionsACT 1/ SCENE 2 Three Easy Steps to ReferralsACT 1/ SCENE 1 Opening Sc