You're a financial advisor and you just witnessed your co worker Lana a financial advisor too eavesdropping on a conversation between a man named Charles who is ner retirement and his friend Arlene. Lana walks over to them to introduce herself and asked Charles about where his at in his finances and investments. He tells her that he is fine with his current financial advisor even though from his facial expression you can tell he is concerned about his financial and investment position. He tells Lana that he and his advisor put a plan a couple of years ago. Arlene cuts in reminding him that he (Charles) is a little concerned about his finance investments. Charles is worried about not having income anymore since he's retiring and still tells Lana that he doesn't need a new advisor. Financial advisor of them for their business cards and tries to sell her company's investment product to both of them. Arlene on the other hand is willing to give Lana a chance in relation to her finance investment BUT Charles is still on the fence. 11. How could Lana's prospecting approach with Charles and Arlene be improved? (A) since Charles seemed a little uncomfortable with the conversation, Lana should not have ess card (B) she should offered Charles and Arlene her business card (C) she should have set up a meeting with Charles and Arlene. She will have a hard time following up with them on the phone. (D) she should have approached Charles in a more respectful manner and built more rapport before asking for his business card. 12. What was BEST about Lana's approach with Charles and Arlene? (A) She established rapport with Charles and Arlene before exchanging business cards. (B) she continued the conversation even though Charles already had a financial Advisor and plan in place. (C) she was friendly and came across as someone that could be trusted (D) she asked for business cards from Charles and Arlene so that she can follow up with them later. 13. Based on this interaction, how likely is it that Lana will gain Charles' business? (A) very likely (B) somewhat likely (C) somewhat not likely (D) Defintely not likely 14. Based on this interaction, how likely is it that Lana will gain Arlene's business? (A) very likely (B) somewhat likely (C) Somewhat not likely (D) definitely not likely 15. Please indicate the relative importance of doing the following actions, in priority order (1 = most important; 4 = least important) Researching a new potential market prospecting activities (egg cold calls) to grow book of business attending a seminar to gain knowledge on attracting high new worth prospects researching options for clients portfolios