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A world of investing for retirement.™ - page 6 / 8





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Step 6 Choose the right product

Because no single retirement plan option fits every prospect, Putnam oers a comprehensive selection of retirement plans for businesses of all sizes. For each prospect, choose the solution that’s appropriate based on your research and your interview, and let Putnam create a proposal and client presentation for you. When meeting with the prospect, emphasize that Putnam oers:

Automatic plan design

  • Enrollment

  • Re-enrollment

  • Deferral increase Flexible investment platform

  • Open architecture

  • Next-generation QDIA

  • Lifetime income options Premier service

  • State-of-the-art online experience

  • Advisor tools and support

  • Transparency of fees and performance

Step 7 Deliver your presentation

In advance of your presentation, determine who will be attending. This will help you understand and address the concerns of the key decision makers. Then, during your presentation, be sure to:

  • Outline the main concerns with the existing plan

  • Connect each problem to a solution (product feature)

  • Reinforce your value proposition: it’s about you, not the product

  • Conduct a Web demonstration or oer a demo site to help the client visualize change

  • Underscore your role in supporting a smooth plan transition

  • Oer references from other successful client relationships

  • Establish a target time frame for conversion of the plan

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