MODULE

ONE

Workbook

P R O G R A M O F F E R E D B Y :

I N S T R U C T O R : D R . K E V I N E L K O

F.O.R.M.

TRANSFERENCE DEFINEDPOS I T I VE TRANSFERENCE

M O D U L E O N E | F . O . R . M . | P A G E 1

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SESSION

LIKE THEM FIRST. DECIDE LATER. - RONALD REAGAN

In order to transfer positively to your clients , what will you choose to adopt?

(i .e . , decide you like them ; listen to understand , commit to standing dates)

Identify TWO moments when you were quick to provide a solution instead of listening?

Going forward , which of Dr . Elko 's recommended practices will you adopt in order to

listen to understand? (take notes ; quiet the mind ; don 't judge ; like them first)

SELF CRITICAL CONVERSATIONCOMMAND OF YOU

1.2

SESSION

STEP #1: WHAT ARE SOME OF YOUR 'SHOULDS '?

( 'client should know this already ' 'the family should just go with my recommendations ' )

THERE'S NO UPSET, ONLY ATTACHMENT TO 'SHOULD'. - DR. ELKO

STEP #3: IDENTIFY WHAT YOU REALLY WANT FROM YOUR CLIENT CONNECTION :

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M O D U L E O N E | F . O . R . M . | P A G E 2

STEP #2: HOW WILL YOU TALK BACK TO THE ABOVE 'SHOULDS '?

( 'I 'm going to let go of the need to be right . ' ; 'I 'm choosing to understand . ' )

CR I T I CAL QUEST IONSH IGH GA IN I N TERACT ION

1.3

SESSION

F. = FAMILY: (How important is your family to you?; Tell me about your children . )

'THROUGH F.O.R.M., YOU'RE LOOKING FOR HIGH GAIN CONNECTION.'- DR. ELKO

O. = ORGANIZATION: (Tell me about the project(s) in your company . What is yourparticipation in your community?)

R. = RECREATION: (What do you do for fun? Do you play golf? Where?)

M. = MISSION: (Tell me the difference you want to make . What missions are importantto you?)

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M O D U L E O N E | F . O . R . M . | P A G E 3

INSTRUCTIONS: Identify high gain questions for uncovering similarities and connecting withyour client.

B I GGES T TAKEAWAYS & NOTES

M O D U L E O N E | F . O . R . M . | P A G E 4

THERE'S NO

UPSET, ONLY

ATTACHMENT

TO MY

SHOULD.

D R . K E V I N E L K O

LET GO OF MY

NEED TO BE

RIGHT. I'M

LISTENING TO

UNDERSTAND.

D R . K E V I N E L K O

BE

INTERESTED

MORE THAN

INTERESTING.

D R . K E V I N E L K O

IMPORTANT INFORMATION

EQUITABLE IS THE BRAND NAME OF THE RETIREMENT AND PROTECTION SUBSIDIARIES OFEQUITABLE HOLDINGS, INC., INCLUDING EQUITABLE FINANCIAL LIFE INSURANCECOMPANY (EQUITABLE FINANCIAL) (NY, NY), EQUITABLE FINANCIAL LIFE INSURANCECOMPANY OF AMERICA (EQUITABLE AMERICA), AN AZ STOCK COMPANY WITH MAINADMINISTRATIVE HEADQUARTERS IN JERSEY CITY, NJ, AND EQUITABLE DISTRIBUTORS,LLC. EQUITABLE ADVISORS IS THE BRAND NAME OF EQUITABLE ADVISORS, LLC (MEMBERFINRA, SIPC) (EQUITABLE FINANCIAL ADVISORS IN MI AND TN). THE OBLIGATIONS OFEQUITABLE FINANCIAL LIFE INSURANCE COMPANY ARE BACKED SOLELY BY ITS CLAIMS-PAYING ABILITY.

FOR FINANCIAL PROFESSIONAL USE ONLY. NOT FOR DISTRIBUTION TO THE PUBLIC.

IU-3554313A (5/21) (EXP. 5/23)

To learn more, visit: equitable.com/elko.