1. LNL0937 1108 Fast Start 5 Agent Fast Start Program Dialing For Dollars

2. LNL0937 1108 Fast Start 5 OR WHY A TELEPHONE IS SO REWARDING! This presentation is for training purposes only and is not approved for advertising.

3. LNL0937 1108 Fast Start 5 Goals of using the Phone. Get the appointment using the Introductory Offers to market your way into the home or business Don’t worry about insurance, the purpose of your call is to GET THE APPOINTMENT to GIVE AWAY an Accidental Death Policy Child Safe Kit MedFacts Kit Memorial Guide Etc.

4. LNL0937 1108 Fast Start 5 Why NOT Call? 1.No one is home. 2.They hang up. 3.People dislike telemarketing. 4.It’s not effective; I don’t set many appointments. 5.I can’t sell over the phone. 6.I don’t know how. 7.People already have a job. 8. 9. 10.

5. LNL0937 1108 Fast Start 5 Why NOT Call? 1.No one is home. 2.They hang up. 3.People dislike telemarketing. 4.It’s not effective; I don’t set many appointments. 5.I can’t sell over the phone. 6.I don’t know how. 7.People already have a job. 8. 9. 10. Lack of Knowledge Creates a Lack of Confidence

6. LNL0937 1108 Fast Start 5 When you know: - WHO to call... - WHAT to say... - WIN the Drop-off... When you know, and you know you know, CONFIDENCE will replace the FEAR!

7. LNL0937 1108 Fast Start 5 Why Call to Make Appointments? 1.Saves Time! 2.To Set The Drop-off! 3.Focus your efforts! 4.Planned Schedule! 5.Saves on Gas! 6. 7. 8. 9. 10.

8. LNL0937 1108 Fast Start 5 The shortest distance between any two points? A Straight Line!

9. LNL0937 1108 Fast Start 5 What is the shortest line between you and success? A Telephone Line!

10. LNL0937 1108 Fast Start 5 Activity Plan – Expectation for Success Minimum Weekly Activity Plan 240 + Cold Call Contacts 24 + Appointments @10% 15 + Presentations @65% 5 or more Sales @33% Leads to $$$$$$$$$$ $2000 or more per week in Commissions and Bonus

11. LNL0937 1108 Fast Start 5 50 Contacts = 5 Drop-offs = 1 Sale = $400 ÷ 50 = $8 per contact $400

12. LNL0937 1108 Fast Start 5 Sponsorship Calls Will Accelerate Results Give it away first! People will be more receptive People will be more likely to accept your offer if you are not selling insurance up front People will open up, if you show them you care Once you earn their trust by helping them get their Introductory Offer, you will have earned the right to get 10 or more sponsors to call on That is the key to NO MORE COLD CALLS!

13. LNL0937 1108 Fast Start 5 50 Sponsorship Contacts = 10 Drop-offs @ 20% = 5 Sales @ 50%= $2000 ÷ 50 = $80 per contact $2000* * commissions may vary based on results

14. LNL0937 1108 Fast Start 5 Now That’s

15. LNL0937 1108 Fast Start 5 Today, we will: Give you knowledge of - WHO to call - WHAT to say - How to WIN the appointment (Drop-off) WHO WHAT WIN!!

16. LNL0937 1108 Fast Start 5 “Do Not Call” Legislation 1.You may make calls from the office, home, cell phone, etc. as long as the phone does not block caller identification information. 2.At the beginning of the call, you must give your name, the Company name, and the purpose of the call. 3.You can only make telephone solicitation calls from 8 am to 9 pm of the time zone you are calling. 4.It the Branch Office’s responsibility to submit a purchased list to the Home Office to be scrubbed against the Company’s DNC database. Please allow seven (7) working days to process the list and return to you. Your compliance with all DNC regulation is crucial.

17. LNL0937 1108 Fast Start 5 WHO to Call: 1.EVERYONE!! 2.People Sponsored for an Introductory Offer 3.Parents concerned about child safety 4.Community groups/clubs/associations 5.Retirees 6.People with birthdays < 30 days 7.Small Businesses 8.Claims Lists 9.Globe Life Lapse Lists

18. LNL0937 1108 Fast Start 5 WHO NOT to Call: RESPONSE LEADS AND RETURN MAIL LEADS They have already expressed an interest Gives them the opportunity to say “No” Too slow and too time-consuming when “just going to the home” works just fine Work these in with Sponsors and Give it Away First

19. LNL0937 1108 Fast Start 5 WHAT to Say: Opening: Your Name: “Hello, My name is ______________” Your Company’s Name: “…with Liberty National Life Insurance Company”.

20. LNL0937 1108 Fast Start 5 WHAT to Say: Body: Why you are calling: We are talking to concerned parents about child safety. Are you a concerned parent? As a community service, Liberty National is providing families with a no-cost Child Safe Kit. Do you still live at __________ Street?

21. LNL0937 1108 Fast Start 5 WIN the Appointment (Drop-off): Close: Win the Appointment: Like yours, my time is limited too, but I’d like to drop off your child safe kit personally and show you how to use it, would (Day) morning or afternoon be best for you? “I look forward to meeting with you.” “Goodbye!”

22. LNL0937 1108 Fast Start 5 How to Respond to Objections Friendly, Agreeable, Professional 3 steps to handling objections - 1) “Well, that’s WHY I called.” (Agree) 2) Handle objection (Relate) 3) Ask for the appointment (Re-direct) “Goodbye!”

23. LNL0937 1108 Fast Start 5 Frequently Heard Objections: 1.“Are you trying to sell me something?” 2.“I already have a plan.” 3.“Is this insurance?” 4.“What is this about?” 5.“Could you just mail it?” 6.“I’m too busy.” 7.“I can’t afford more insurance.” 8.“I’m insurance poor.” 9.“I don’t like insurance salesmen.”

24. LNL0937 1108 Fast Start 5 Let’s Role-Play for Confidence!

25. LNL0937 1108 Fast Start 5 WHO to Call: 1.EVERYONE!! 2.People Sponsored for an Introductory Offer 3.Parents concerned about child safety 4.Community groups/clubs/associations 5.Retirees 6.People with birthdays < 30 days 7.Small Businesses 8.Claims Lists 9.Globe Life Lapse Lists

26. LNL0937 1108 Fast Start 5 WHAT to say to prospects who have been Sponsored: Opening: Your Name & Company: Hello, is this (prospect)? My name is (your name) with Liberty National Life Insurance Company, do you know (Sponsor’s full name)? Body: Why you are calling: (Sponsor’s first Name) said he/she was a friend of yours, and he/she sponsored you for an (Accidental Death Policy). The good news is… he/she thought of you as a friend!

27. LNL0937 1108 Fast Start 5 WHAT to say to prospects who have been Sponsored: Close: Win the Appointment (Drop-off): I need to schedule a time to get you enrolled in the program but I need to ask you a few questions, OK? - Would it be more convenient for us to meet at your work or home? - What’s the address? - Is morning or afternoon typically best for you? Great, then I will meet you (Wednesday) morning / afternoon at (address USA). Look forward to meeting you, my name is (emphasize your name) and I’ll see you soon. Have a great day, goodbye.

28. LNL0937 1108 Fast Start 5 Dialing for Sponsors Summary Dialing for $ponsors: 50 Sponsorship contacts = 10 Drop-offs = 5 Sales = $1,250 commissions * $1,250 ÷ 50 = $25 a Call Who + What + WIN!! Set Up for Success! * commissions may vary based on results

29. LNL0937 1108 Fast Start 5 Set Up for Success 1.Have a pre-set time and place to call 2.Have a pre-set prospect list 3.Have “M&Ms” on hand: Materials & Maps 4.Smile in a mirror = Smile when you Dial the phone 5.30-40 Minutes, then a 5 Minute Break 6.Track your activity because you can’t improve what you don’t measure

30. LNL0937 1108 Fast Start 5 OR WHY A TELEPHONE IS SO REWARDING! This presentation is for training purposes only and is not approved for advertising.