1. Prospecting Notice: This training material, including all handouts, video, written documentation and verbally--provided training, are considered confidential proprietary and trade secret information. No reproduction, video, audio or other recordings or disclosure of this information may occur without the express written consent of the home office of Bankers Life and Casualty Company, Bankers Conseco Life Insurance Company and Colonial Penn Life Insurance Company.

2. NASv – Prospecting | 1 Bankers Sales Model

3. NASv – Prospecting | 2 Module Objectives At the end of this module, you will be able to:  Describe the value of prospecting and tracking your prospecting activities  Describe the prospecting systems used by veteran agents  Deliver an elevator speech to use in describing your work  Describe the various lead sources and which ones to use to increase your prospecting success

4. NASv – Prospecting | 3 Parts of an Elevator Speech  Define your audience  Define the objective  Determine the key points you want to make  Create an opening that grabs attention  Emphasize benefits to move to action  Memorize and internalize