你不理财，财不理你……
理财 三角
金
人生几何 …
目标客户群：有一定文化和耐心，愿意花时间了解怎样理财，有一定的财力，时间相对比较充裕（半个小时以上）。
了解状况：家庭收入状况、储蓄状况、近期大额开支计划、目前理财方式（有无投资渠道、盈亏状况）、投保侧重点（理财还是保障）
理财三角！
打开话匣子 ……
您平时怎么理财呢？… （尽量搜集信息并回馈）
6 个月左右的全部开支——银行
近一两年的大宗开支——银行或者短期理财工具
其它款项——中长期理财工具
有个很著名的叫理财金三角的理财方法您了解么？
理 财 金 三 角
现金部分：应付日常开支，6 个月左右的支出 ——银行——灵活存取
增值部分：让财富长期的保值、增值——各种理财工具——本金、回报率、持续时间、安全性
保障部分：应急的备用金，让前两个“角” 长久的进行下去
保障 ——
将 三 角 进 行 到 底！
辛辛苦苦积攒了半辈子的柴，做一次饭就全烧光了……
急需大量现金时从哪里取得？如果没有足够现金一切将会怎样？
半生辛苦为谁忙？
医院？
何 必 ? ！
问自己的问题，让别人去说吧…
您为什么关注保障？家族健康史怎样？现有哪些保障？对其有多少了解？最关注哪些保障以及排列顺序？为什么这样排列？希望的保障额度是多少？（找到他的痛处并放大）……（鼓励！赞美！补充！）
您是希望全家生活得好还是一定要让全家生活得好？
保险——您对自己和家人的永远的爱！
商保、社保、银行 ……
社保与商保的对比——保过去还是保未来？
银行与商保的对比——爬楼梯还是坐电梯？
大海航行靠舵手，舵手前进得 …… ？？
有目标
理财——保值、增值
您为什么看重财富的保值增值？
您的中长期理财目标是什么？（教育、养老… ）
您为什么这么关注这些目标？
您是希望实现这些目标还是一定要实现这些目标？
问自己的问题，让别人继续说 …
您现在的理财方式是否存在问题？您对此满意么？
现有的问题如果继续下去会怎样？
您有没有解决这些问题的办法？
针对您既定的理财目标，您希望您的理财方式是什么样的？为什么？……
（鼓励！赞美！补充！）
要点：借助提问分析现有理财方式的问题（不能兼顾保障、贬值的风险、中断的风险、达不到目标的风险等等…），同时设法让对方感受到不能达到理财目标的严重后果。横向、竖向的扩大他对现有理财方式的不满和痛！
什么是驱动力？
趋向欢乐的动力大还是逃避痛苦的动力大？
如果有这样的理财工具，您是否愿意换个账户存钱 —— T型比较法
根据对方的财力、预算，将预设险种的优势与现有理财方式（经常是银行、基金等）做比较，下面以福享未来B款举例子。
不比不知道，一比 ……
银行 PK 福享未来B
银 行 福享未来B
存钱自愿——保证性差 强制储蓄——保证执行
领取随意——一共一桶水* 年金领取——每天一瓶水*
利息涨落——未来谁知道 红利累计——抗通货膨胀
身体问题——计划中断 身体问题——公司代存
售后服务——？？？ 离京服务——寰宇卡
计算实际利益：生存金 + 红利 —— 这样的效果您满意么？
总 结
找到对的客户 —— 做出对的事情 —— 把事情做对
了解情况，注意多问，鼓励客户多说话
激发、找到客户对现状的不满和担忧
让客户思考现有问题持续发展下去的严重后果
先苦后甜 —— T 型对比
谢谢啊！
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
Prudential is the leading European life insurer in Asia.
The company was established in 1848 and today with over 150 years of experience in financial services it operates in 18 countries worldwide employing 21,000 staff to serve over 16 million customers.
Prudential plc is listed on the stock exchange in London and conducts business mainly in life insurance, retail mutual funds, institutional investments, pensions and medium to long-term savings and internet banking. It boasts a AA+ rating from Standard & Poors.
Prudential’s main operations are in 3 locations.
In the UK and Europe it operates Prudential Insurance of UK, M&G investments and the on-line bank Egg. In the US it operates Jackson National Life as a specialist life insurance company and, here in Asia, it operates Prudential Corporation Asia with 23 businesses in 12 countries.
