Figure out: if you have a prospect; help them discover if they have a problem, is it important to them, if so get a MEANINGFUL WHY!
Multilining Series: In a Rush Prospects
Most people are in a rush, which often triggers negative soundtracks to short cut the process. See how to avoid this and ask anyways!
Multilining: Needs Based Selling
People expect to answer questions in order to get a quote, take advantage of this time to ask the questions that will set up a package offer!
Advanced Life Series: Fundamentals
This is the first video in the Advanced Life Series, start here! Work on the fundamentals and learn how to unlock your potential!
Multilining Series – 1
This is the first training in the Multilining Series, you should start here! Championship teams start with the fundamentals.
Daily Check-Ins
The key to establishing Daily Check-Ins is getting buy in on the front end. First YOU need to be completely bought in, then see how to get your team completely bought in.
Parking Lot & Uncorrelated Assets
At this stage of the process your customer should have gone through underwriting and is coming in to figure out what is the best plan for them. So you need to empower them to make a better budget decision by helping them understand the difference between term and permanent life insurance. While going through this training, make sure to have the Parking Lot Conversation resource printed out to follow along and take notes. You may have heard of or seen the Parking Lot conversation before, but not with Uncorrelated Assets or with the Parking Garage Tool. If you have Tools as part of your membership, make sure to have the Parking Garage Tool pulled up on another screen. If not, have some extra blank paper to practice drawing and writing it out.
Goals into Development Plan
The Development Plan is the glue that connects your teams personal goals to how you can help them accomplish what is most important to them.
Training: Life Needs Analysis to App Submitted
This Training picks up where Life Fundamentals left off. It shows you how to Create a WOW customer experience with the Life Needs Analysis and go right into an application submitted. You will also see how to incorporate the customer’s “why this is so important” into an objection overcome as well as setting proper expectations after submission.
WOW customer experience LNA to app submitted
This video demonstrates an example of turning a Life Needs Analysis into a WOW customer experience, then directly into a life application. In the video you will see an example of how to handle the “I need to talk to my spouse” delay/objection. Finally you will also see how to reduce time to issue by getting the customer to complete the email questionnaire and set up a time for their vitals. Remember to set proper expectations of regular communication going forward.