LACP Consultative Sales Process

A.Develop target markets by demonstrating proficiency in the needs and resources of potential clients in order to recommend effective solutions.

Knowledge of:
  • Procedures for reviewing a current book of business
  • Unique attributes of various target markets
  • Market research including job surveys and client interviews
  • Strategies for cultivating referrals

B. Establish trust and rapport with clients using appropriate communication strategies to demonstrate the value that a trained professional provides and encourage cooperation during needs assessment.

Knowledge of:
  • Multi-step client service process
  • Strategies for systematic engagement
  • Verbal and non-verbal communication
  • Methods for transitioning through the client service process

C. Gather pertinent information from clients by employing a fact-finding process to understand their situation, including their goals, needs, tolerance for risk, and perceptions about their circumstances.

Knowledge of:
  • Methods for interviewing a client and completing a standardized, thorough fact finder to determine the client’s wants and needs
  • Procedures for field underwriting
  • Methods for transitioning through the client service process

D. Evaluate client needs, risk tolerance, goals, and perceptions using a systematic process to determine recommendations, identify product options, and determine if input from other professionals is needed.

Knowledge of:
  • Pertinent tools
  • Aggregation and analysis of data
  • Product knowledge
  • Implications of professional and personal strengths and limitations
  • Community resources for referral and collaboration

E. Present solutions to clients after verifying information and goals to gain agreement for implementation.

Knowledge of:
  • Verbal and non-verbal communication
  • Strategies for gaining agreement for implementation
  • Identification and resolution of questions and objections

F. Initiate execution of the plan as agreed upon by clients using appropriate resources, applications, and follow up to ensure the solution is implemented.

Knowledge of:
  • Internal procedures and follow up systems
  • Circumstances that require amendment of a plan
  • Strategies for amending plans

G. Follow up with clients on a reasonably recurring basis to review performance of the plan and changes in client circumstances.

Knowledge of:
  • Standardized review process including follow up meetings
  • Review of initial action plan
  • Follow up questionnaire to determine any changes in status
  • Steps for implementing any changes to the plan
  • Client management system

H. Establish a reliable process for documenting client interaction, providing a historical context and rationale for advice and continuity of planning beyond basic compliance.

Knowledge of:
  • Record keeping tools (e.g. client management systems) and practices.
  • Commitment to details.
  • Security protocols for client information
To register and for more information, visit the official NAIFA Certification Commission Website.