1. What's the biggest problem your clients can't solve without you? The average employee does not have the aptitude, tenacity or will-power to successfully create a paycheck for life for themselves, which means they will ultimately fail to create a secure financial future; one with reduced financial anxiety. There is too much complexity in the financial world for the average American. The deck is stacked against them.
2. When they use your expertise, what do your clients say are the three biggest payoffs? 1) They master a simple integrated formula for success for converting their 'little ole' 401(k) into their own personal Paycheck Manufacturing Company and begin to take control of their financial future 2) They ultimately create a Paycheck for Life and financial independence with reduced financial anxiety 3) They experience greater confidence, clarity, control and peace of mind about their financial future which leads them to grow other personal habits of success in the areas of increased health, satisfaction and fruitful lives and relationships.
3. What's the one success story that best supports these payoffs? A 401(k) participant, whom I met 20 years ago, became a client with her husband. They religiously followed all 9 Paycheck for Life Principles, and in the middle of the 2008 credit crisis had saved enough money in the 401k plan to guarantee themselves a paycheck for life and a financially healthy and happy retirement, with no financial anxiety.
4. If they lacked your organization and execution, what are the three worst things that can happen for your clients? 1) They will be forced to work for the rest of their lives 2) They will take more risk then they need to, to make up for poor savings habits with their 401(k) and loose hundreds of thousands of dollars over their working years 3) They will feel powerless, isolated and overwhelmed financially, experience high anxiety, sleepless nights, poor health, and an increased strain in their personal life and relationships.
5. What's the worst story you know of where these negative things occurred? A pilot client of mine, who was making a 6 figure income, never contributed to his and his wife's 401(k) and believed that his company's pension plan and social security would create a guaranteed income for life for him at retirement. Then 9/11 happened. His company went bankrupt, he lost his pension and social security is not far behind. Now in his late 50s he and his wife are playing "financial catch-up" and will have to work well into their retirement years!
6. What are the three most important capabilities you bring to every client? Why are they important? 1) The Desirement Mortgage Concept: That every 401(k) participant needs to take out a monthly mortgage payment like they do with their home mortgage; to fund all the things they will desire to do during their retirement years 2) The Desirement Mortgage Calculator: a simple tool to help them calculate their desirement mortgage number, their desirement monthly mortgage payment, and show them how OPM, Other People's Money (Uncle Sam and their Employer) will pay for 30-50% of their Desirement Mortgage payment to achieve a Paycheck for Life 3) That every American worker has the ability to become the entrepreneur of their 401(k) and begin to convert it into their personal Paycheck Manufacturing Company, by following our 9 Simple Paycheck for Life Principles.
7. What are the three insights you've had answering questions 1-6? 1) Everyone wants and needs a Paycheck for Life and we are the only company that gives them the Formula for Success to do this with their 401(k) 2) Every one of the 9 principles can become an online platform and process 3) We can license our system and platforms and create Paycheck for Life counselors and a designation program.
8. When you sell most effectively, what are the three main selling points you use? Explain. 1) Needs-based vs. Greeds-based ROI: Everyone knows their greeds-based rate of return; "as much as I can get." No one calculates their needs-based rate of return; "What I need to get year-in and year-out on my money, with the least amount of risk, to ultimately create paychecks for life for myself throughout my retirement years." This misinterpretation is what makes the 401(k) the largest American Casino! 2) Everyone Needs a Desirement Mortgage: Everyone has a home mortgage, with a 30 year term, and a low rate of return, they make their monthly payment in good and bad financial markets because they want their home paid for when they retire. They need to do the same thing with their retirement; they need to calculate what it will cost for them to pay for everything they desire to do through their retirement years (25-30 years), take out a Desirement Mortage and make that monthly payment, in good and bad financial markets, using a needs-based, low rate of return. 3) You must act like the Entrepreneur of your 401(k) and maximize OPM, Automation, and Outsourcing to achieve Paycheck for Life Success and financial freedom.
9. Based on your answers so far, what is the ten-second message that differentiates you from any kind of competitor right now? We enlighten the average 401(k) participant into the importance of planning and preparing for their Desirement years, and then enable them to take full advantage of their company-sponsored 401(k) plan to establish their very own personal Paycheck Manufacturing Company. Using the 9 Paycheck for Life Principles will assure them a Paycheck for Life, so they may have a successful and secure retirement.
10. If you could improve things, what would you want to be your ideal and permanent differentiating message? We provide every working American with simple and easy to implement success principles that they can use today to successfully convert their 401(k) plan into their own personal Paycheck for Life Manufacturing Company that will guarantee them a Paycheck for Life and a vibrant, exciting and rewarding retirement!

Other questions to ask yourself;

• Based on your total experience, what is the one already successful area of your company you would most like to grow 10x?
• Why?
• If you achieved this 10x breakthrough, what three things would it change most in your company?
• What are the three fastest and easiest actions you can take to start this 10x breakthrough right now?