Primary Learning Assessment 2

Name: ​Sanya Maini

Date: ​February 19, 2019

Topic: ​Mentor Visit

This mentor visit was definitely the most beneficial for me, as Mr. Pritmani brought me

along to one of the training sessions his company provides. This training is offered two times

each week, where experienced professionals give seminars about different aspects of the

business from presentation skills to different products. I was able to participate in a training

session from one of the founders of the business who flew in from Atlanta. It was a great seminar

to have as my first one since he discussed the financial responsibilities everyone has over time,

and how to present this information to a client. I had discussed this topic with my mentor before,

so I was able to better grasp what the speaker was presenting. However, Mr. Shawn, the speaker,

explained the topic using an X-Curve, incorporating a visual aspect that makes the complex

topics easier to understand. As I have learned this year, incorporating unique graphics and visual

aids to present information is vital since it engages the audience more, who may not always

enjoy learning about their finances. The X-Curve does just that, which is why I was so impressed

by the approach. Not only did it make it easier for me to understand the information deeper, but I

realized it is an easier way to present the topic to clients as well.

Additionally, I learned that the information in the X-Curve is what needs to be covered in

the first meeting with a client since it “creates problems” for the client. I was very intrigued by

this approach as Mr. Shawn explained how most clients aren’t aware of their financial
responsibilities in the present or future, which is why by explaining this information, we are

making them aware of their problems and offering them a solution for it as well. I learned that

creating these problems is vital since otherwise, the clients won’t always understand how

impactful the products we offer them are- they won’t appreciate the solution if they don’t have a

problem. However, Mr. Shawn explained that the goal of the first meeting should always be the

X-Curve and the solutions should be discussed in the second meeting with the client. Personally,

I felt the X-Curve won’t be enough to attract a client compared to the power the solutions have to

attract a client, which is a question I will discuss with my mentor at our next meeting.

The last thing I learned from the seminar was how to respond to clients with negative

notions about the products we offer. I had previously discussed with my mentor that when you

search up indexed universal life(IUL) policies on Google, the first six or seven articles all

promote negative views of the policy, such as the option being expensive since the agents have

large fees. To counter these perspectives a client might have based on their “research”, Mr.

Shawn showed us many graphs of the return rates and costs of an IUL that are provided by the

insurance company AIG. I learned to ask clients to involve their planner in their research so that

their financial planners can show how transparent the product provider is, and show them exactly

how beneficial IULs are. This is a great tactic since showing this data to a client won’t leave any

doubts in their head. My next question originates from this topic- what is the reasoning behind so

many negative articles being so prevalent to the public? Overall, attending this seminar was very

insightful into how to interact with clients and what information will attract them the most, and I

am very thankful to Mr. Pritmani for allowing me to have this experience.