ATM INFORMATION SHEET

Transcription

1 ATM: How To Customize Opening Your ATM: Once you have downloaded the ATM, the next step is to open the ATM for Final Expense and Mortgage Protection in Microsoft s PowerPoint program. If you do not have Microsoft PowerPoint, you may need to purchase it. Typically, PowerPoint comes with the Microsoft Office bundles. If you have purchased Microsoft Word or you already have it on your computer, check to see if you already have the program installed. If you do not have PowerPoint on your computer, you can visit to get yours now. Microsoft PowerPoint is compatible with both PC and MAC computers. TIP: An alternative for editing PowerPoint presentations without using Microsoft is Apache Open Office. Visit and click I want to download Open Office. (For troubleshooting, please refer to What s Included with the ATM Download?! ATM How To The ATM How To will walk you through step by step of how to use the ATM. It includes a pre-in-home checklist, how to overcome objections, scripts, and much more!! Mortgage Protection Presentation (Both in English and Spanish)! Final Expense Presentation (Both in English and Spanish)! QI Brochure A valuable tool to help you show the plan to others. How to Customize Your ATM: Once you have downloaded the presentation, open the presentation and go to slides 3 and 4 in the About Me section and insert your information. After you have edited the slides to reflect your personal information by adding a picture of your insurance license and your family so your clients can learn a little more about you; make sure to send it to your upline manager for approval. Once you re done save the presentation, print it, secure it in your binder, and you re ready to take it with you to your next appointment!

2 TIP: The ATM will be referenced throughout the remainder of this section, so you may want to prepare and print yours before proceeding. ATM: The Presentation Sitting with the Client: When you are invited into a client s home ask to be seated at the kitchen table, not the living room or dining room; you ll want to do this as most people consider the living room as a guestonly area, but you re a friend. You ll also have a table to lay out your papers, and it s an area where people instinctively ask if you d like something to drink; this will ease tensions. Make sure to compliment something about the house and be sincere about it, in order to connect with your clients. Keep in mind: When sitting at the table, make sure you are wary of what gender sits where. You should sit at the end of the table with the spouse of the same sex closest to you. Spouses of the opposite sex should sit farthest away, so the other spouse is not distracted by the fact that you re sitting too close to their husband or wife! As you start the presentation make sure to have the lead that the clients filled out available. This form can help you start having the conversation with your client. Before starting the presentation you want to get to know your client. The Presentation With the ATM the presentation is simple, since all the information you need to know and remember when meeting with a client is already laid out for you in the pages. All you need to do is simply read the pages as you flip through them. With the help of the ATM, you will be sure to ask the right questions because they are already written on the pages for you. About Me: These two pages of the ATM are the only pages that you will have edited with your personal information. This is your chance to relate to your client and allow them to get to know you by telling them a little about yourself and sharing pictures of you with your family. It is also important for you to point out your license to your client as well. TIP: Before your first presentation makes sure your upline has seen this page; they may have a few suggestions that could help you.

3 Companies I Represent: This section of the ATM is important because it shows the client that we represent many major life insurance carriers. Since we represent many companies we can do the shopping for the client to find the best product to fit their needs. It is also important to mention the financial strength and how reputable these companies are. A Little About You: This is your script for going through the application. All you need to do is go through the list and ask the client the question. If you are meeting with a couple you will want to go through the questions with one of them first and then with their spouse. The key here is to make sure they medically qualify for the simplified issue term product. You want to make sure to ask all the questions here, so that there aren t any surprises when you submit the application. If a client is hesitant about sharing their personal information, you calmly need to explain that this is how the insurance carriers verify the information and that their information is protected under HIPPA. Since you have been open and honest about yourself, then your client should feel comfortable about sharing their personal information with you. Don t get nervous if a client is hesitant about sharing their information. It is important to stay calm because other people get nervous when you are nervous. What If? / Why is This Important?: The What If slide is used for Mortgage Protection. In this section of the ATM you are trying to discover your client s biggest concern. You want to know why they filled out the lead and mailed it back in. Since the client mailed the lead back in, they have already decided that they want your help and want protection if something happens to them. Your job in this section is to help get your client to verbally say their reason to you. The Why Is This Important slide is used for the Final Expense presentation. Again you are trying to discover your client s need and biggest concern. What is Mortgage Protection? (or Final Expense) You want to make sure that your client knows and feels comfortable about what they are buying. Since they are interested in purchasing mortgage protection, it is important to explain that this insurance will pay off the mortgage payments if the client dies. It is here that you will want to explain the options and benefits

4 of mortgage protection including: level death benefit, level premium, choice of beneficiary, portability, affordable payment options, coverage due to disability, and return of premium. What Happens Next? This section will help transition you into writing the application and explain to the client the process. The next step after this is the application where you will be asking personal questions about the client, so you want to make sure that they feel comfortable. TIP: When asking the questions on the A Little About You section, you will want to write down the information. You can use the backside of the lead or bring extra copies of the A Little About You page and fill it out as you are asking the questions. Your Quote: You will want to make sure to have extra copies of this sheet to write on when presenting to clients. You will want to provide quotes that give the client options to choose between. Different options could include different death benefit amounts, return of premium, or a disability income rider. It is important to give your client options so that they can pick the best fit for their needs. As you went through the presentation you should have discovered what is important to the client and since you know what s important to your client you are now able to present the best options for them. After the client has chosen which policy they would like, you should explain how the application process works. Be sure to clarify the amount of the premium, the frequency of the premium, the amount of the benefit, and any riders they chose as well. Emergency Response System (ERS): The Emergency Response System is put into place so that you, the agent, are contacted if your client dies. Usually in this situation, when a client dies, the spouse is not in the right emotional state of mind in order to communicate with the agent in order to collect the benefit. Ask the client who is someone in their life, other than their spouse, who they trust and are reliable to call you in the event of his or her death. You want to get as many names and contact information as possible to build this ERS for the client. You will want extra copies of the ERS to fill out. Then clarify and encourage the client to contact these people and let them know that you will calling them soon to explain the ERS system to them. TIP: This is a great way to Book A Meeting From A Meeting (BAMFAM).

5 Prescription Discount Card: Every client is eligible to sponsor up to four people for our Points of Care program. This program helps reduce the cost of prescription drugs. This is another great way to get some names and contact information for some potential clients who may need life insurance as well, so make sure to ask the client if they know anyone that they would like to refer for this program. Safe Money: With the ATM asking the safe money questions has never been easier. Since the Safe Money questions are part of your ATM presentation, you won t be leaving any money on the table. All you need to do is to ask the questions on the sheet. Most clients, who are thinking about retirement, are concern that they will outlive their money. That is why it important to help your client by explaining that there are safe ways to save for retirement without the risk of lost. Final Questions: Before you leave will want to make sure the clients feel good about the insurance that they just purchased and understand how the underwriting process with the carriers work. You simply need to read through this slide. The last slide will help you ask the client if they know anyone who might be looking work by selling insurance. This is a great way for you to find people who might make good agents for you to hire. TIP: Make sure you have the filled out applications and a voided check before you leave.