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Globe HySales Tips & Tricks

In today’s volatile market, overcoming client objections is one of the biggest hurdles investment professionals have to endure. How often do you hear, "I don’ t have any money to invest right now" or " I like what I see, but let’ s wait until next year…". Often, clients do not realize the repercussions of not starting an investment plan ‘ right now’ . Within the ‘ Hypothetical View’ you can illustrate how a small investment in a good growth fund can turn into a substantial amount of money over the long term. Follow the directions below to discover how you can create persuasive illustrations to overcome even the strongest objection. For the example below, we’ ll create single illustrations of each fund. You can then show your clients the two separate illustrations and explain the differences in returns).

In the ‘ Hypothetical View’ , select the growth fund of your choice and click the <> twice to move it over to the selected items box two times. (Note: A fund with a long track record is recommended). Click on the <General> Tab and under the ‘ Apply changes to:’ dropdown box, select growth fund #1. Click on the ‘ Scheme’ dropdown box and select ‘ Single (Lump Sum) Investment’ . Under ‘ Initial Investment’ , enter an investment amount of $1000 (This is usually the minimum investment amount required).

Under the ‘ Period’ dropdown box, select a time period of 15 years. Now, go back to the ‘ Apply Changes To’ dropdown box and select growth fund #2. Keep your ‘Scheme’ as ‘ Single (Lump Sum Invest-ment)’ and the initial investment as $1000.

image1_w99.gif (10335 bytes)

Click the ‘ Period’ dropdown box and select a time period of 20 years this time. To make your illustrations as realistic as possible, make sure you enter your desired choices for criteria such as ‘ Sales Charges’ and ‘ Tax Rates’ . Click <OK>. You now have two illustrations that show how much more of a return an investor could have realized if he or she had started just five years earlier with a small initial investment of only $1000.

image2_w99.gif (9590 bytes)

Show your clients that, even with a small initial investment, they can achieve greater returns if they begin investing ‘ right now’ .

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