1. Presented by Gina Reyna

2. Your actions, or lack thereof, will determine your Wealth Leads o Sales Patrol o Purchased Lists Referrals o Current Clients o Family Members o Business Partners Additional Marketing Tactics o Joining Chambers and Associations o Billboards and other Multimedia o Ads, Social Media, and other types of eCommerce

3. Setting, Meeting and Exceeding Expectations: (relationship must be equitable to achieve true success) o Win/Win (relationship must be equitable to achieve true success) (minimum of 10 appointments per week) o 80/20 Success Rate (minimum of 10 appointments per week) (work hard, play hard) o 100% Focus on IPA (work hard, play hard) KEY (don’t write wood / placement ratio) o Quality is KEY (don’t write wood / placement ratio) o Long-Term Commitment of 10+ years (this is your career, NOT A JOB!) (this is your career, NOT A JOB!) FULL FORCE o Come in FULL FORCE (don’t expect to take any time off, especially during (don’t expect to take any time off, especially during the 1 st year as you are building your business) the 1 st year as you are building your business) Mastering these items will enhance your earning Potential

4. See the vision, live the Vision Be Honest o Always be ethical with clients o Be honest with yourself! Work a Minimum of 40 to 50 hours per week o Book your appointments the week before o Be sure to visit other businesses in the area when you’ve finished your sale to maximize resources o Cold calls, walk and talks, group presentations Commit to Success o Work the Sales Patrol system o Manage your time wisely

5. Sales are based on a volume Principal Numbers = Success: 1 o 1 make a sale your 1 st week 5 o 5 have 5 appointments set before Monday 10 o 10 have 10 appointments per week = 2-3 deals 30k o 30k sell 30k in 30 days – starts from the date of 1 st app 50k o 50k sell 50k – changes from 5.5/month to 7.2/month 100k o 100k sell 100k in 100 days – get a $500 bonus!

6. Grasp Ownership Set Goals and Realize Opportunities Have a Grand Opening – start telling people what you do Get Out There! Always Remember: o You are the expert opinion o Cheap insurance is not good, and good insurance is not cheap o What you do matters, you make a difference in people’s lives o You’re not just there for a commission, educate your client o Never forgot to reinvest in your business to help it grow Our clients don’t know what they don’t Know

7. We are the teachers of other Adults 62% and 78% Trend o 62% of all bankruptcies amongst self-employed individuals had a hospital bill associated with the cause o 78% of those had insurance that didn’t cover the costs Ask Questions No-one has Ever Asked Before o Your clients don't know what they don’t know o It is your moral and ethical obligation to open RISK their eyes to RISK, teach them what to look for o Remember you are a benefits consultant, not an insurance agent only interested in sales o Listen to, and care about, your client o Build lasting relationships

8. We can teach our clients, but we can’t force them to Learn Insurance Agent’s sell three things: o Co-pays o Deductibles o Premiums o Essentially anything that is commissionable Be the Solution! o Make sure you give your clients the pertinent facts “NEXT” o If your client can’t see the vision, think… “NEXT” o Some people will say no and that’s ok, just move on o Remember it’s a number’s game “POVERTY” & “STUPIDITY” o You can’t outsell two things: “POVERTY” & “STUPIDITY”

9. Remember the two C’s – Cost and Claims Do not get caught up in costs Law of offsets and liability Let your client know they have to qualify for the plan that offers the best coverage for the money o M o M medically necessary O o O on the job coverage R o R rate stability E o E exclusions and elimination

10. Remember to draw this out for maximum Impact o M o M chooses the shortest and least expensive treatment for medically necessary conditions O o O 99% of plans do not provide on the job coverage R o R No rate stability, average increase is 32% annually E o E high rate of exclusions, carriers care about carriers elimination probable – carriers care about carriers o M o M AMA decides what is considered a medically necessary condition O o O ABBA provides 24/7 on the job coverage R o R ABBAs premiums in Texas are decreasing providing rate stability while allowing ABBA to stay within its profit margins for solvency E o E exclusions are reasonable, elimination is more secure – ABBA cares about it’s members ABBA cares about it’s members

11. Good for the insurer, bad for the Insured Death Death – coverage ends as a result of a primary insured or dependant’s death Departure Departure – has no portability and uses life events to terminate liabilities Dependent Status Dependent Status – cancels a policy when a dependent’s status changes so adverse selection can be terminated without having to state that the cause was high risk ABBA plans are the least of all evils in a system that is, by design, stacked against the insured!

12. Be sure you are doing what is best for your Client Application Application – time of application Claim Claim – time of claim (is it covered) Future Future – what will be covered (including exclusions) DO NOT want to be on the death spiral Ending up in a risk pool that out prices the insured’s budget APPLICATIONFUTURECLAIM

13. Remember 80% of the time ABBA pays the Deductible Bankruptcy No Healthcare Financial Hardship 45% 35% 20% MOREE ABBA ABBA makes the bridge stronger

14. No Appointments = No Sales Do at least 15 Credibility Visits o Leads come from Sales Patrol  Print them out and visit them  Do at least 10 or 15 at a time  Schedule a return appointment Do at least 60 Meet and Greets o Leads come from walk and talks  Visit other businesses in the area  Do at least 3 or more at a time Activity always begets Results

15. You can accomplish any goals you apply yourself To!