Production Accelerator Course Curriculum Outline

Production Accelerator Course Curriculum Outline Month 1:  Ten Month Training Program Overview ®  Preview: The Circle of Wealth system 10-Step Client Process  Developing your personal philosophy  Door Openers ®  The Personal Economic Model o Standard Living and Protection o Retirement: Ready or Not (answers the 4 toughest questions that everyone wants and needs to know) o Five Major Wealth Transfers  How to determine if you have a product sale or process sale ®  The Personal Economic Model and annual reviews  The sale of Term Insurance & Life Insurance Month 2:  Overview 10-Step Client Process  Step 1: 10 Open-ended Questions  Step 2: Circle Talk 1 (Storyboard conversation for Accumulators)  Review of Retirement: Ready or Not (answers the 4 toughest questions that everyone wants and needs to know)  Step 2: Circle Talk 2 (Storyboard conversation for retirees or close to retiring)  Step 2: Circle Talk 3 (Storyboard conversation for business owners)

Month 3:  Step 3: Financial and Communication Questionnaires o Confidential Questionnaire o Communication Profile  Step 4: Explain How You Get Paid  Step 5: Referrals and Introductions  Step 6: Review Questionnaires (Second Appointment) o Communication Profile Review  Confidential Questionnaire Review - Discovery Questionnaire Month 4:  Step 7: Finding the Money  The Circle of Knowledge o Income Game  Mortgage Strategies o Mortgage Master o Reverse Mortgage

PAC Curriculum Outline

Revised: 03/01/2016

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Production Accelerator Course Curriculum Outline Month 5:  Step 7: Finding the Money – Savings in a Taxable Environment o Tax Master  IFR Presentation (Increase, Flatten, Reduce withdrawal options)  CIT Presentation (Illustrate the Present Value of a future tax stream)  BTID Presentation (Buy Term and Invest the Difference discussion)  Understanding the role of Annuities  Compound Interest with the Personal Economic Model® Month 6:  Step 7: Finding the Money – Qualified Plans  Qualified Plans walkthrough  Roll over opportunities  Qualified Plan discussion using the Personal Economic Model® Month 7:  Step 7: Finding the money – College Savings Plans  College Plans  Step 8: Discuss Client Ideas o Where Does Your Client Want to Put the Money  Step 9: Introduce and Select Products o Product Recommendations o Private Reserve Strategy® Month 8:  Private Reserve Strategy® using the Personal Economic Model®  How to illustrate a life insurance proposal (conversation)  Getting over the first year cash value (conversation)  Internal rate of return on cash value - Time Value of Money Calculator (TVM)  Internal rate of return on death benefit - Time Value of Money Calculator (TVM)  Accumulation/Distribution calculator on the Personal Economic Model® Month 9:  Step 10: Take Action o Conceptual Close: System Modules o Validation Close: Introduction to the Spending Game Tool  Spending Game o Find-it-Worksheet  Annual Review Month 10:  Recap of the 10-Step Client Process and core applications  Introduction to advanced system tools  Retirement Income Alternatives  Sequence of Events Withdrawal Calculator  Retirement Predictability Calculator PAC Curriculum Outline

Revised: 03/01/2016

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