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.
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.
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.
This is the Life Fundamentals Training, whether you are a veteran or new to life you will get something out of this training. Be ready to take notes and have a partner so you can practice. There will be times when you are asked to pause the video to think about your situation or to take time to practice. How will you make the most of your time?
Deep Practice is the most efficient use of your training, scrimmage or practice time. Whether you are training your team on something new or helping them to get better at something they already know, use the method of Deep Practice to help them learn or get better in the least amount of time. Use the video to introduce the concept to your team and make sure to watch at least once every 6 months to a year as a reminder.