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The Playbook for Success Programs, Products, Prospecting Jason Van Valkenburg President, Consumer Insurance Advocates.

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Presentation on theme: "The Playbook for Success Programs, Products, Prospecting Jason Van Valkenburg President, Consumer Insurance Advocates."— Presentation transcript:

1 The Playbook for Success Programs, Products, Prospecting Jason Van Valkenburg President, Consumer Insurance Advocates

2 This program allows the agent: To produce a large and immediate income. To control his own marketing instead of allowing the marketing to control him. To turn one lead into many high quality leads. Work the Lead Matrix To be a proactive prospector instead of a reactive lead junkie. Unlimited opportunities to get referrals/sponsorships. To help seniors and those approaching “senior hood.” To naturally transition to sales in multiple lines of business.

3 IT’S THE KEY TO OUR SUCCESS

4 WE HAVE TO MASTER THE MATRIX AND TURN A LEAD INTO LEADS. WE HAVE TO TEACH IT, BELIEVE IT, AND MAKE OTHERS PASSIONATE ABOUT IT. MEDICARE ADVANTAGE PDP LTC ANNUITIES HIP CANCER WHOLE LIFE TERM LIFE HEALTH WHOLE LIFE MEDICARE ADVANTAGE PDP LTC ANNUITIES HIP CANCER WHOLE LIFE TERM LIFE HEALTH MEDICARE ADVANTAGE MEDIGAP PDP LTC ANNUITIES HIP CANCER WHOLE LIFE TERM LIFE 65 AND OVER 45 TO TO 45 0 TO 18 TRIBUTE DIRECT

5 CAREER PATH TO SUCCESS Activity = Set 4 Success Singular Focus for generating referrals (Tribute Direct) The system repeats itself generating you more appointments. Follow the playbook Elite Sales Team

6 Business Closed 10 Asked to Buy3 Sales Enrollments and Referrals 12 Tribute Direct Enrollments 72 Sponsorships/Referrals (12 x 6 = 72) Appointments 20 Set15 Kept “The Xs and Os”

7 3 Sales per week of Easy Issue Life Insurance Premium of $600 at a 60% commission rate will give you an average commission of $360 $360 x 3 sales per week = $1,080 $1,080 weekly income x 4.5 weeks in a month = $4,860 in monthly income $4,860 monthly income x 12 months = $58,320 not including sales of other products (HIP, Cancer, Med Supp, HMO, PPO, PFFS) 1. Large and immediate income 2. Financial security and wellbeing for you and your family 3. A recession proof career

8 A way to provide assurance to families in the event of an untimely death. Consumer Benefits Include: Full-service funeral home/cemetery phone support for funeral planning, coordination, and 24/7 support for emergencies. Access to Tribute Direct products - save up to 40 to 70% compared to funeral home & cemetery pricing 15% Discount off of floral purchases Nationwide, guaranteed on time delivery of products Dedicated access to Tribute Direct’s Funeral Protection Plan Includes a cost calculator, to quickly estimate funeral related costs Comparable services cost up to $1000

9 Agent Benefits Include: The most valuable features of this marketing program is the creation of self generating leads through the sponsorship program. This sponsorship program allows an agent to take a week of leads (15-20) and by generating 12 appointments from those leads, create 72 additional appointments from the “next of kin” and the sponsorships. Each subsequent appointment can create an additional 6 sponsorship and “next of kin” appointments. This can totally resolve our industry’s number one issue…getting you into homes. But even more important is the fact that this program creates an entry level of agent who can call on prospects, present a product, create a reason for a return visit (with a more experienced agent), and create additional leads. You will learn to sustain yourselves in the industry from self-generated leads. Enrolling prospect in Tribute Direct can lead to: An increase in policy sales of 28% An average of 3.8 endorsed referrals per appointment (Friends/Family/Next of Kin/Beneficiary) Case Study: 12,324 total leads generated in 111 days by using TD enrollment program (Penn Life) A way to provide a continuous and unlimited source of lead support to an agent, at no cost to the agent.

10 Script #1: Hi, Mr./Mrs. ______________ my name is ____________ and I am not a telemarketer. I live right up the road from you in Tulsa and my company Consumer Insurance Advocates is asking me to do free final expense and burial planning. I would like to come see you on _____________. Is morning or afternoon better for you? Mr./Mrs. _______________ for security purposes and so that you will know that it’s me at your front door, I would like to know your favorite color. Thank you Mr./Mrs. ___________ for that information. When I arrive at your door please be sure to ask me what your favorite color is.

11 Script #2: Hi, Mr./Mrs. ______________ my name is ____________ with Consumer Insurance Advocates here in OKC/Tulsa. My company has asked me to introduce you to a no cost, pre-planning program for end of life services. This program includes such services as: 24 / 7 counselors who can help you locate a funeral home or cemetery, negotiate pricing, compare costs, and provide other needed services at the time of your death or death of a loved one. The only way you can take advantage of this no cost program is by visiting with a licensed representative. I’ve got your name as ___________________________________, correct? And your address as _______________________________________, correct? I’ll be by to see you on _____________. Is morning or afternoon better for you? Great, would you prefer ____ o’clock or _______ o’clock. Again, my name is _________________ and I’ll be by to see you on _______________ at ______ o’clock. If you have a spouse please make sure they are there.

12 Script #3: Hi Mr./Mrs. _______________, this is _____________ with Consumer Insurance Advocates in partnership with Tribute Direct here in Oklahoma City. The reason I am calling today is to let you know about a no cost burial planning service that is being offered in your area. This program includes such services as: 24 / 7 counselors who can help you locate a funeral home or cemetery, negotiate pricing, compare costs, and provide other needed services at the time of your death or death of a loved one. The only way you can take advantage of this no cost program is by visiting with a licensed representative. I’ve got your name as ___________________________________, correct? And your address as _______________________________________, correct? I’ll be by to see you on _____________. Is morning or afternoon better for you? Great, would you prefer ____ o’clock or _______ o’clock. Again, my name is _________________ and I’ll be by to see you on _______________ at ______ o’clock. If you have a spouse please make sure they are there.

13 The objection: 1. What is this all about? 2. I’ve got that taken care of! 3. What are you selling? 4. Are you selling insurance? 5. Not interested! 1. Go back to the script. 2. Great! That means that the appointment won’t take too long and I will be able to help more people. This will streamline your current plan and save you a bunch of money and emotion. 3. This is not an insurance product, it simply helps you plan for your final expenses and burial costs. 4. I am a licensed insurance agent through the state of Oklahoma and if you want insurance, I can get it for you. However, the program that I’m talking about is ………. 5. Not interested in what? I know that you get a ton of phone calls and I can only imagine what you’re thinking right now. I can assure you that after I sit down with you and show you this free program, that you will definitely be thinking differently. The rebuttal:

14 Educate, educate, educate! Then transition to a Final Expense Policy sale! Remember: Knowledge, Belief, Passion RUNNING THE APPOINTMENT Build rapport (15 minutes) Two minute commercial State your two objectives: 1. I’m here to leave you in better condition than I found you… 2. I’m here to Educate, Empower, Inform, and Increase your knowledge as it pertains to your final expense rights and options. Needs Assessment Educational Piece/PowerPoint Value Proposition (3 areas of need: Final Expenses, Income Replacement, Legacy Money) Run 3 rates (Need, Want, Like) Two things close Use Tribute Direct to harvest Next of Kin and Sponsorships

15 Now that your gone, let’s talk about what happened. Tribute Direct did what they promised, now there’s a bill to pay. Who’s going to pay it? How will they afford it? Do you want them to use real dollars, borrowed dollars, or discounted dollars(Love Letter)? Which one makes more sense to you? Now that we’ve established that you need a plan, and we definitely understand that you want a plan, all that we have left is to figure out which plan you like. Here are three quotes, which one do you like the most? Two Things Close: Now that we have given you PLAN and a way to PAY for it, we are going to do two things. First, we are going to get you enrolled in the plan that you are choosing now. Second, we are going to write down the name of the person that you would like us to deliver the check to when you pass. Put the pen on the application and DON’T SAY A WORD! Costs associated with dying Final Expenses Funeral and Cemetery Services Burial Products (Casket, Flowers, etc) Income Replacement Financial Obligations to Spouse Legacy Money What are you passionate about?

16 Why do we call them Sponsorships and not referrals? -Teach the client the difference between a referral and a sponsorship. -Referrals are something that a client/prospective client gives to the agent for their betterment. Sponsorships are a way for the agent to give the client/prospective client an opportunity to give something of great value to those they love and care for the most. How do we ask for Sponsorships? -Mr./Mrs. __________ I know right now that you are racking your brain, thinking of people that you can help. Let me paint a picture of who you can help. -Mr./Mrs. __________ I know right now that you are racking your brain, thinking of people that you can help. I would love to help the people that you have in mind, but the demand for this product is causing me to be extremely busy and I will only be able to help 3 right now. Let me paint a picture of who you can help.

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