Presentation on theme: "BUSINESS ORIENTATION Leading people to financial security…no matter what! Housekeeping Remarks: Turn off cell phones! We will take a break around 10:30,"— Presentation transcript:
1 BUSINESS ORIENTATIONLeading people to financial security…no matter what!Housekeeping Remarks: Turn off cell phones! We will take a break around 10:30, bathrooms are out the door and down the hall to the left, coffee is made. We have a lot to cover this morning but the purpose of this training is to welcome you to the business and help get you off to a fast beginning. Let’s take a few minutes to get to know each other. Take a quick minute and tell us your name, who introduced you to the organization, how long you have been associated with us and what you did before you came to this company.
3 Develop a Business Mindset Your business will be a reflection of your thinking!
4 Essentials For A Successful Business Technical Proficiency IntegrityTechnical ProficiencyUniqueness
5 What Makes Lion’s Share Unique? The Selling SystemOpportunity to Represent the Entire IndustryYou Can Become Your Own AgencyCustomized Agency PackagesCommission Level & Selling AgreementFull Strategy ApproachLearn from Top Performers in the IndustryNo QuotasYou Own Your ClientsUnparalleled Training ProgramsBack-Office SupportOpportunity to Serve People
7 Business Mindset Business vs. Hobby Self-Employed vs. Employee Make moneyWritten Business Plan – Strategic ObjectivePart time vs. Spare TimeLong Term PerspectiveSelf-Employed vs. EmployeePaid for results not time“Law of the Farm”Business Owner vs. Self-EmployedParable of the Pipeline
8 TEN STEPS TO A FAST START Business Overview Lion’s Share Paperwork MarketingMortgage CertificationInsurance CertificationAllianz Product TrainingOrientationPersonal Financial ReviewTop 25 Prospect ListTraining Sales
9 People don’t plan to fail, they fail to plan Set Weekly ObjectivesSet Specific GoalsAttend all TrainingsComplete Fast Start Within 60 DaysSet Up Accountability SystemsPartner with the MastersMatch Up to Move UpReview Progress FrequentlyBuild Your Team During Training
11 The Goal is to Turn Every… Contact Into a Prospect …Prospect Into a Customer …Customer Into a Client
12 determine the best approach, then… Be Proactive vs. Reactive Identify the needs,determine the best approach, then…Developa StrategyBe Proactive vs. Reactive
13 The Quadrant Selling System The Client PresentationPower PointFlip ChartBrochureThe Data GatheringSnapshot PadsMortgage BrochuresProperty and Casualty BrochuresThe Strategic Action PlanThe IllustrationsThe Blueprint Notebook
14 www.LSFonline.com Financial Calculators Insurance Quotes PublicTrade.comLong Term CareMortgageVirtual Back Office
15 Building a financial strategy is like building a house... The right blueprint is essential for successCopyright 2001 Lion’s Share Financial Corporation
18 Mortgages Mortgage is a Cornerstone of a solid Financial Strategy A new person does not need a license to make money with mortgages
19 A savings of over $100,000 in interest MORTGAGE EXAMPLE$100,000$100,000Purchase Price$ 10,000$ 20,000Down Payment$ 90,000$ 80,000Mortgage$ 10,000For… 30 Years$ 80,000Paid up in 16.5 years…A savings of over $100,000 in interestResults vary depending on interest rate
20 EQUITY INDEX ANNUITYGoal: To have some potential for market gain without risk of principalCeiling“Cap”10%• Use of index like Standard and Poor’s 500 and NASDAQ 100• Principal protected against loss*• No asset fees*0%* Surrender charges for early withdrawal are product dependent.Floor
21 17% $115,500 Floor 5% $110,000 $110,000 “Cap” 10% Floor $99,000 • Use of index like Standard and Poor’s 500and NASDAQ 100• Principal protected against loss• No asset fees*$115,500Floor5%$110,000$110,000“Cap”17%10%Floor$99,000$100,00010%FloorKeep in mind…If you received the 5% as shown in this example on the $99,000 you would have a total of $103,950. That is a $12,000 difference because of the protected floor.Benefits and results may vary by state or index account.You are not investing directly in an index. * Surrender charges for early withdrawal are product dependent.
22 Today’s Insured Reality The following illustration shows the breakdown of what the monthly premium buys in a typical individual or company funded health insurance policy with $2,000,000 lifetime coverage. Average cost $750 per month.$0 $2,500$2,000,000 Lifetime coverage$300$450Percentage breakdown:$300 buys 99.9% of total coverage!$450 buys 0.1% of total coverage!The above numbers are approximations only. Actual cost may vary.$750
23 New Philosophy in Healthcare $2,000,000lifetime coverageConsumer Driven Plan$300$0Care Entrée access to PPO rates on all medical expenses from $0 to your deductible. Cost $69.95$2,500$750 mo. standard plan- $300 mo. consumer-driven plan- $ 70 mo. Care Entrée Access to PPO pricing$380 monthly savings! That’s $4,560 per year in your pocket!
24 $500,000 Life Policy Peace of mind for the new century! Disability $60,000 per year Chronic illness $50,000 per yearEARLY DEATHLump-sum benefit $500,00010 yr. payout additional bonus $50,000EVENTS YOU WILL SURVIVECritical illness $250,000Death of child $10,000Death of spouse $50,000
25 $500,000 Life PolicyLONG LIFERetirement Income* $681,502 ($4,293/mo.)Disability $60,000 per year Chronic illness $50,000 per yearEARLY DEATHLump-sum benefit $500,00010 yr. payout additional bonus $50,000EVENTS YOU WILL SURVIVECritical illness $250,000Death of child $10,000Death of spouse $50,000* Example: male age 35 NS, life & 20-year certain elected at age 65.
26 Lion’s Share Financial is independent of ProEquities, Inc. VARIABLE EXAMPLEAge 60$2,000,000“Look Back”Age 62#1 Cash Value$1,000,000#2 Look BackProvisionAge 50EXAMPLEAnnuitize One Million10 $100k Per YearB. $500K Cash left in account$500,000Securities offered through ProEquities, Inc., a registered broker-dealer, member NASD & SIPC.Lion’s Share Financial is independent of ProEquities, Inc.
27 Lion’s Share Financial is independent of ProEquities, Inc. VARIABLE EXAMPLEApproximately$898,000Age 625%Approximately$800,000Age 605%#1 Cash Value$500,000#2 Look Back Provision#3 5% GuaranteeAge 50$250,000Age 60Securities offered through ProEquities, Inc., a registered broker-dealer, member NASD & SIPC.Lion’s Share Financial is independent of ProEquities, Inc.
28 Understanding the Sales Process Spend some time here making sure everyone understands that what we do is OUTSIDE SALES.
29 The Cycle of a SaleClose SalePresent StrategyData GatheringContact
30 The Cycle of Success Close Sale Present Strategy Data Gathering Contact
31 Top 25 Prospect List Friends Family Acquaintances Referrals Friendship FarmingFORMSTEAMSimulated Shopping
32 Traditional Prospecting Spread the “word”ReferralsPass out CardsCold CallingPay for Leads/Advertising/FlyersFinancial Seminars
33 Take Advantage of Being New AVOID THE SCENARIO OF DISASTER! Policy ReviewPresentation ContestI Want Your OpinionWork with a MasterPractice BooksLook at This Opportunity for MeAVOID THE SCENARIO OF DISASTER!
35 The Path to Becoming An Agency GA- General Agency ManagerBuilds And Manages A Completely Diversified Financial Services CompanyNote: Can Specialize In A Particular Area If Desired e.g. Small BusinessFS - Financial StrategistHas Gained the Expertise To Determine And Implement A Strategy ToHelp Clients Reach Their Financial ObjectivesMS - Marketing SpecialistContacts & Invites, Makes 1st Exposure Presentations; Main Objective Is ToGuide People To AppointmentsCOI - Center Of InfluenceGenerally Works By Referring People To One Of Our Financial Strategists OrMarketing Specialists For Further EvaluationClient - Personal, Small BusinessWorks With One Of Our Consultants To Design, Establish And Implement AStrategy For Reaching Financial Security… NO MATTER WHAT!
36 Training Sales are Split Sales Production Criteria for PromotionLevelOverhead*IncomeTime Frame50Training Sales are Split Sales60$15$15,000Rolling 3 months65$50$50,000Rolling 12 months70$75$100,00075$150$175,00080$500$250,000*Includes access to
37 Promotional CriteriaIncome is from combination of all Lion’s Share affiliate companies only.Representative entering above Level 50 must verify they met the above criteria above with previous company.Each Representative is responsible for tracking/presenting their income for promotion.No more than 40% of income can come from any one client or leg.Personal strategy income does not count …You don’t get paid on your own life insurance/mortgage but you can get paid on retirement/investment strategies.Promotion to Contract Level 60 is total team income. Promotion above 60 is individual income only.To earn promotion to Contract Level 60 you must have qualified for a permanent license and have E&O insurance.Overhead is via direct withdrawal and includes LSF web access.Overhead, except for LSF web access, is eliminated once you fully run an independent agency.
40 Split Sales Sales are signed by each fully licensed agent Customary split is 50/50. Other arrangements can be worked out but should be agreed upon in advance.Commission is based on half of the sale to be paid at each respective agent’s contract levelBoth agents must have Errors and Omissions insurance to signDid you ever wish you could be in two places at the same time???
43 Temporary Licensed Sales Sales are signed by the fully licensed agent who is the trainerALL sales while on temporary license are split salesTemporary licensed individual receives half of the level 50 commission – NOT half of the writing agent’s commissionTrainer is responsible for paying the traineeFully licensed agent will 1099 the temporary licensed agentUpon receiving a permanent license, the agents of record can be changed to include the agent who was temporary licensed.
44 $100,000 Master Dex Training Sale Trainee - $3,000 70* $8,000 - $3,000 = $5,000$1,000*Field Trainer
46 $52,800 -- Year One Income Level 50 – All Personal Production $100,000 Mortgage$50,000 Annuity$50/month Term Life Insurance$100/month Permanent Life Insurance$52, Year One Income
47 $101,760 -- Annual Income Level 65 with Team of Three Personal Production Income$65,040Team Production Override Income$36,720Assumes One Unit Personal Production Monthly and Three Level 50’s Doing One Unit Personal Production per Month$101, Annual Income
48 $100,000 Master Dex Split Sale with Override $50,000 50 $3,000 $3,000$1,500$4,500As your business grows, there will be sales you don’t want to do or don’t have time to do. Here is an example of what happens when you get one of your trainees to do the sale for you. You hand this client to one of your new apprentices who handles the sale with your supervision. The Apprentice is thrilled because he or she gets a client they would other wise not have. This referral pays you not only your half the sale because after all it was your client, but you also get paid the override as well.Agency Manager Receives $6,000 total Commission
49 Level 70 With Team and Personal Recruits Personal Production Income$69,120Team Production Override Income$48,960New Apprentice Training Income$48,960Referral Income$8,500Assumes One Unit Sale Personal Production, Three Level 65’s doing one unit sale each with Three Level 50’s each doing one unit sale per month each, Three Direct Personal Apprentice’s doing one Unit Sale Each per month and One Split Referral Sale of $50,000 Master Dex per QUARTER$175, Annual Income
50 $251,320 -- Annual Income Level 75 Personal Production Income $73,200 Team Production Overrides$97,920New Apprentice Overrides$61,200Split Sale Referral Income$19,000Assumes Two Split $50,000 Master Dex sales per Quarter$251, Annual Income
51 FIVE KEYS TO BUILDING A SUCCESSFUL CAREER Dare to dream again. Increase your will to win.Take Control.Align yourself with our process.Become passionate about leading people to financial security no matter what!
52 You can learn and then go or learn (and EARN) as you go The choice is up to you…You can learn and then go or learn (and EARN) as you go