Parking Garage Tool
The purpose of this tool is to help you empower your customers to make a better budget decision. This tool is designed to be super easy for you while also elevating *the Parking Lot Conversation in a professional manner. For those just learning this conversation, being able to click next and get the next visual will help to remind you of the next part of the conversation. You will notice, Uncorrelated Assets are added as the last prompt, giving you the opportunity to further explain how a permanent policy can add flexibility to their financial foundation, especially once they retire. When you click start presentation the tool opens in a new window, also know that it is mobile friendly. Helpful for those times when you are bold enough to strike up a conversation with a stranger say at the bar waiting for your table and they ask what you do. Perhaps you say something like, “I take the complex and make it simple for people to understand so they protect what is most important to them, while also adding strength and flexibility to their financial foundation. Do you mind if I show you what I am talking about?
*If you have Training as a part of your membership, you can watch the Training Video: Parking Lot & Uncorrelated Assets if you need to brush up on this conversation. Also see how to incorporate Uncorrelated Assets into the conversation.
Life Proposal Tool
The key to helping a customer make a decision is to keep things as simple as possible! Have you ever heard someone say, “Well, let me take this home, (never) look it over and (never) call you back (or answer your follow up calls).” If so, chances are you have overwhelmed them with TOO much information. There has to be a better way!! Now there is! Use this Life Presentation Tool to summarize on ONE page the most important information to help them make a decision, including how to overcome any objection!
Life Quoting Tool
This tool will SAVE YOU SIGNIFICANT time when working on a plan for a customer. This tool is NOT customer facing, as the quotes are NOT perfect, but they are REALLY close. Also it would OVERWHELM a customer with way too much information. This tool is designed to save YOU time so you can quickly come up with 2-3 options for your customer. Ideally at this point you have:
- done a good needs analysis, and have their total need
- answered the last unknown – their eligibility (so you know what rating they qualify at, non-tob, preferred, etc)
- and have empowered them to make a better budget decision, how much are they willing and able to spend monthly
For an individual the tool calculates over 250 quotes at once!! For a couple it calculates over 330 quotes at once!!
It has every combination of permanent and term possible, ROP and term, as well as individual policies. In the Permanent & Term Combination Solutions there are preset amounts of permanent with the difference in term, the quote represents the total monthly cost for both policies, similar for ROP and term. Notice there is space for you to ENTER any value you choose. So if there is room in their budget to say go in between $100K/$900K and $250K/$750K of permanent/term, you can enter in any value, for example: $175,000/$825,000.
- Blank means its either NOT possible due to policy restriction (minimum amount of coverage, or age related) OR the monthly cost is more than DOUBLE their budget…so if its out of the ballpark, let’s not even go there. So if you want to see all possibilities, enter a HUGE budget.
- Black: value is more than 20% over their budget, but less than double
- Orange: value is between 10%-20% over their budget
- Green: value is between 10% under to 10% over their budget…this is the SWEET SPOT, look for these!!
- Blue: value is more than 10% under their budget… you can get more permanent coverage!!
**NOTICE ALL QUOTES INCLUDE WPD OR WMD (FOR UL)**
*While it is NOT necessary to know what rate they qualify for in order to run a quote, it sure does help to know this when reviewing with a customer. Have you ever quoted someone a preferred, Super preferred or Elite preferred rate only for them to qualify for something below that? How did that conversation go, explaining they didn’t qualify at that better rate and were going to have to pay more?