Valorum Financial Solutions Cadence and Sales Process

Fortify Series

• Focus on Fortify four zero one k and Fortify your family series.

• Requires a higher level individual.

• Teams of 2-4 people work well, but scaling with rookies can break the system.

Proper Meeting Setup

• The first meeting is crucial for extracting key information.

• Sales leader (e.g., Jeremy) monitors inbound leads and AI does initial outreach.

• Sales leader decides to set up a meeting, push to webinar, or use client point.

• Overflow leads are routed to VSAs (Valorum Success Accelerator Group) and RSAs (Rev Share Agents).

• AI handles webinar leads, including follow-ups, and round robins to RSAs.

• VAs (Mia or Ellen) manage client point portal, monitoring engagement and booking appointments.

Sales Process

• First appointment sets the stage

• Automatically send a Video Sales Letter (VSL) after booking an appointment

• Client point is used to engage prospects and encourage them to show up for calls.

• The phone call script is:

  • Confirm and clarify needs.

  • Identify pain points.

  • Schedule second appointment.

  • Send the next client point (z one for Zoom appointment one).

• Second appointment (Zoom):

  • Review the five financial realizations.

  • Complete an HELV application.

  • Schedule the third appointment.

• Third appointment:

  • Review Compass report, Income Lab, and other reports.

  • Finalize applications.

  • Introduce VAs for ongoing support.

  • Transition to VA one client point.

First Appointment Key

• The success of the first appointment is critical.

• A poor first appointment requires redoing it in the second appointment, losing authority.

• Gather data properly to apply authority in the second appointment.

• Build anticipation like a movie trailer, emphasizing the value of the Compass report.

Initial Text Outreach

• Text 1: Hi [Name], this is [Name] from Valorum Financial Solutions. I saw that you registered for the Fortify, your four zero one k webinar this Thursday. Is that right?

• Text 2: Just curious, when it comes to finances, what is your biggest question or concern?

Cadence

• "Great question" or "Wow, I want to make sure I address that properly."

• Suggest a quick 5-minute call.

• If they select to call at a provided time, call then.

• If they don't answer, call now.

• If the question isn't answered well, Jeremy can assign agents.

• When calling, always confirm it is a great time to talk.

First Call Script and Key Points

• Goal: Confirm their HELV needs, find out points of pain, and schedule the second appointment.

• Use Tactical Empathy to ensure proper communication.

• Important Questions:

  • Why are you worried about being behind?

  • What action concerns you about this?

  • Focus on their needs, and not your pitch.

• Key Redirect: Leslie, when you say quite some time, has it been two years, three years, five years?

• Always assign quantitative values, ex. years.

Client Classification/Call to Action

• Three types of clients:

  • Cut the line clients: want to get straight to the point.

  • Education clients: want education for good decisions

  • Hybrid: wants both the education, and speed.

  • Which fits the clients goals?

• Do they need an estimate, or an accurate plan of action for retirement?

• Based on the call, should they see a follow-up meeting, or the webinar?

• Ensure to book appointment at the end of webinar to keep the information fresh.

Four M's Overview

• After confirming to book an appointment:

  • How long at a job?

  • What is the Administrative asst.

  • What do they want to do?

  • Discover their thoughts, and goals.

The 4 M's Breakdown

• Motivation - Ask how long have they been in there current job?

  • What would there dream job be till retirement, and how much longer till they stop working?

  • What is there birthday?

• Money - Ask how much the client needs to cover expenses monthly if they were to retire today?

  • Is their mortgage included?

  • How long has the client owned said house?

  • Did they take advantage of cheaper interest rates?

• Milestones/Money - Between now and retirement, what are the clients goals, and how much to accomplish?

  • How often would the client like to travel per year, and what expenses should be incurred?

  • Any stipend for family members?

• Managing - How much are they saving every month towards that goal?

  • If goals can't be hit on time, will they increase the balance, or postpone?

  • If an emergency occurs, what leverage account is active?

• Life insurance and long term policies? Life insurance and long term policies with value?

  • In terms of retirements, are there any active 401ks.

  • Any pensions built that will help fund retirement?

Call Conclusion

• Scale of 1 to 10 how important is it to get this plan in motion.

  • If there is low importance, ask what factors have prevented progress.

  • Consider a senior advisor during more in-depth/urgent conversations.

ClientPoint Navigation

• I'm tell asking:

• Ask if the clients are seeing any grandkids.

• HELB:Human Economic Life Value - Would client prefer this to be shared now versus the next meeting?

  • Large exposure points due to their dependents.

  • Address concerns with the family's ability to pay until a certain age.

Sales Process Review

• Reiterate that time lots are important, and there are individuals actively booking with the office.

• Is there any reason why you won't make it to the meeting we set.

• Verify that the website that they are being given can be accessed, and is navigable.

Closing Script - Meeting Two

• Edification talking with the client. Just so you know we're in good hands - Less is more.

  • Value time together.

  • Reiterate previous conversation.
    Ensure focus for the meeting is on the goals of the client.

  1. Confirm existing and desired spots.

  • Review compress report when it's ready.

  1. Boosting the five realizations.

1. Quick HLB scenario.