Stepping Stones building a career that last

Transcription

1 Stepping Stones building a career that last

2 Welcome to your new career You were personally selected for a specific reason and we feel that you will make a tremendous impact on the future growth of Light Hawk Financial. The very first thing for everyone who joins our organization to clearly understand is that, this is your business!!! And the success or failure of your business will be directly correlated to the effort and teach-ability you demonstrate. You are here because you said you can work hard study hard and be teachable. Those principles will be tested and your consistent effort towards those principles will dictate your career. Here you will have the opportunity to build a business of substantial worth; here you can have financial security, and freedom. This is a balance that eludes most during their lifetimes. This manual is your guide to detail what you will need to do to be successful as a professional in this business. We are here to show you the path and support your efforts to build a successful business. Typically there are 3 categories most people will fall into; your path is up to you: - 10% of the people will take off right away and need very little support other than love. - 60% of the people will bring their lunch pal to work every day and work until the job is done, and will continue to improve because they will never quit. - The remaining 30% will take, take, and take and no matter what is given they will give up on themselves and will quit no matter what type of support that is given. These statistics are common in most industries and you may know of many who fit into these categories. It s important to know where you are heading and if you believe you are a 30% er then it would be in the best interest of all that you figure that out soon. Not to waste your time or ours. We will work with and support those that will put the effort to grow, learn, and develop. And become the most successful professional that they can become. The idea developing a lifestyle business is very appealing to many, the only problem is with most people they want that type of business without putting in the work, time, and experiences necessary to build it. There will be many ups and downs with starting anything new and its important to understand that during this training phase you must apply the principals necessary for success. 2

3 Our Mission & Purpose Our Mission To serve and protect families in our communities by providing financial benefits in their time of need, while treating them like family Our Purpose Our purpose is to make a positive impact and experience on the lives of our prospects and clients by honestly representing the best products in the industry followed up with incredible personalized service. Offer a career opportunity that allows our people to achieve their lifetime goals and dreams. One that offers anyone with the discipline and drive to achieve, the opportunity to have the lifestyle and quality of life they desire. Maintain a positive corporate culture fostered by continuous education, personal development, and professional growth; achieved through on-going training, support and guidance. 3

4 Schedule to success Sunday 1 hr. (anytime) Create Weekly Game Plan, write thank you cards and organize business to mail at the Monday morning sales meeting 5pm to 7pm Monday 9am Set re-service appointments and dial referrals Sales Meeting at the Austin Office FHL experienced top achiever conference call Advanced Sales training Motivational inspiration 10:30 am Drive to territory 11am to 4pm 4pm to 8pm Engage in making new contacts and demos in the field Gravy time follow up on appointments and call backs Tuesday-Friday 8:30am Prepare for the day by reviewing strategy for the day. Prepare mind by reading positive material. 9:30am 10am to 4pm 4pm to 8pm Drive to territory Engage in making new contacts and demos in the field Gravy time follow up on appointments and call backs 4

5 Conference call schedule Monday 9am National Sales Rally Call Experience Top Performers Dial: Code: 1132 # We will start our Monday sales meetings with this call and learn from some of the best in the business each week Wednesday 10am Mid Week Texas Rally Call Barry Bandera Host Dial: Code: # Barry brings in guest speakers to share top techniques and inspirational messages Friday 9am National Sales Rally Call Top Performing New Agent Dial: Code: 1132 # FHL will have a new top performing agent to share techniques to help get off a fast start 5

6 Numbers to Success 30 Face to Face contacts per day 8-9 hrs of engaged work activity per day 40-50hrs per week first 3 months 5 Full working days per week 4-6 Full closing demos per day 10 referrals collected per day 5 set appointments per day Rebuttal close at least 3 times prior to moving on Develop 1 weekly Game plan every week 1-4 hrs per week setting up following week schedule Setting up appointments for following week 100% participation on train more events 100% attendance at every Monday sales meeting 100% attendance on all conference calls 100% attendance at every National Sales Meetings 6

7 So what is it going to take? Will we have to prospect in this business? Absolutely. Will it be the way most have sold in the past? Absolutely not! The vast majority of sales jobs, especially in our industry, require a certain amount of cold calling, or prospecting. Normally a large amount is required up front while we are building our business, and the amount gradually dies down as someone builds their network of referrals. Why is it then that some agents who have been in the business for 3 or 4 years are still cold calling 95% of the time? In most cases its being complacent. The attitude is If it s not broke, don t fix it. However, what if adopting a new system not only increased your sales dramatically, but also gave you an entirely fresh and positive outlook on your career? That s exactly what it will do! So, whether you ve been here for 3 or 4 years, or three or four days following this new system step-by-step will transform you from a door to door insurance salesperson into a truly professional financial consultant! What you do your first 3 months while following this new system will not be and cannot be what you do your next 3 months. And what you do your first 6 months while following this new system will be different than your next 6 months. And by the time your second year of following this system comes around, you ll be able to write the same amount of business as your first year in 30% less time! 7

8 The 3 Phase Strategic Plan There are three phases to this new system, and your advancement from one phase to the next is entirely up to you. Some will catch on right away, others will simply have to put in more effort. Bottom line, you determine the pace of your success; the following is simply a step-by-step outline to ensure that success. Regardless of how long you have been with Family Heritage, everyone needs to start right here. If you re looking to have the career you ve always wanted and to live the lifestyle you ve always dreamed of, these are the steps to follow no exceptions! Phase 1: Building Your Foundation 30 face to Face contacts per day Lasts 1-3 Months First 100 demos 250 Qualified Referrals 4/5 Principle Set Delivery Appointments for 1 month later This phase will last until minimum goal of 250 referrals are collected from your personal clients! Phase 1 is all about building a solid foundation for your business. This includes good habits, proper discipline, a network of referrals, and lots of activity. This is the foundation phase. The number one way to build any business from the get-go is lots of activity. Cold calling allows you to see twice the number of people you would have if you were chasing down referrals. During this phase, your work stats should revolve around two key principles: consistent start/stop times and lots of activity. Your schedule is vital, and you should focus on the 4/5 principle, accomplishing four out of the five following tasks each day: 1. Working 8-9 hours 2. Giving 4-6 closing demos per day 3. Setting 5 appointments 4. Collecting 10 referrals 5. Selling at least 1 policy 8

9 What you re doing is developing the proper habits and discipline to move into Phase 2 of your business. The primary goal of Phase 1 however, is to build a network of 250 qualified referrals. A qualified referral includes the following: Name Best Contact Number Address (Especially Zip code) Where they work Who referred them You ll want to use the standard Family Heritage referral sheet. No more tic-tac-toe sheets, notebooks, or napkins! You ll see why this is important later. Once you ve collected 250 qualified referrals and have been cold calling for at least one month, you re ready to move on to Phase 2. Cold calling during phase 1 is absolutely necessary. See, you re not just developing the right habits and disciplines, you re also preparing yourself to teach and train others later. Until you ve collected 250 qualified referrals however, you need to stay in Phase 1. As previously mentioned Phase 1 typically will last 1-3 months, but again, the pace of your success is entirely up to you! Phase 2: Becoming a Professional Lasts 3 to 6 months 30% cold calling Setting Appointments by phone Developing Referral-Based Business Making Delivery Appointments for Referrals and New Sales Phase 2 ends once you have set 10+ appointments for the next week over the phone for a solid 4 weeks in row Phase 2 will feel completely different than Phase 1. As mentioned above, cold calling is a key part of our business, especially in the beginning as you re building a foundation. However, an entire career of nothing but cold calling is enough to send anyone to a mental institution! In Phase 2 you will begin to contact your 250 referrals. Using the phone scripts provided later on you will set appointments on Friday s from 8:00am to 1:00pm for the following week. Your goal will be to set anywhere from seven to ten appointments for each week. Whatever you don t finish Friday morning you can complete Sunday evening. 9

10 Statistically, if you schedule seven to ten appointments, six to eight will be home. However, because they are direct referrals from your customers, you ll typically close four or five of them. How does this translate? All of the pressure of cold calling and starting at zero is taken away! If you begin every week with seven to ten solid appointments, you know in your gut that you ve probably already hit your string; it s just a matter of showing up and giving the presentation! Instead of hopping from one appointment to the next however, you will immediately do the following 2 things: First, T-approach all the referrals neighbors, whether the referral was home or not. Before heading to your next appointment (assuming there is time before your next appointment) make sure to approach all the houses around you. Second, on your way to your next appointment you will stop and approach any houses with cars in the driveway. This is a way to keep your activity high all day and will pay huge dividends in the end! When you have appointments scheduled throughout the day, small doses of cold calling feel completely different than doing nothing but cold calling all day long. Doing this will keep your activity at a consistent level, keep you completely engaged during the day, and lead to plenty of unexpected surprises and extra sales. Phase 3: Professional Client Management 80% Referrals and Existing Clients and 20% Cold Calling Revisiting New Clients One Month Later Maintain Semi Annual Client Contact Developed The Habit of a Weekly STRING Re-Service Existing FHL Client List Building Persistency in Your Business Follow-up is just as, if not more important, than the first contact with clients. Why is it then that aside from a quick thank you note most sales people never talk to their clients again after the point of sale until they call us to file a claim or cancel their policy? As a true professional following our system, this is no longer an issue or problem. 10

11 Here at FHL we follow up with our policyholders exactly one month after they purchase their policy. The purpose of the follow up meeting is threefold: 1. To explain how their policy works 2. To get more referrals 3. To show them a second or third policy By taking the time to walk our clients through their policy, this creates a new level of trust and security that s never achieved by a mere thank you note or random phone call. This heightened trust inevitably leads to more referrals and the beginnings of a true relationship. And ideally, that s the goal of Phase 3, developing long-term relationships with our policyholders. There are numerous ways to develop and maintain these relationships over the long run without spending huge amounts of time: Sending B-Day Cards, Thanksgiving Cards or Christmas Card Creating a list-serve and ing your clients once a quarter Visiting your clients personally once a year Contacting your clients by phone sporadically Sending out a quarterly or bi-annual newsletter On the surface, these activities seem to be unnecessary and counterproductive to your selling efforts. But the exact opposite is true! It s the lack of doing these things that can cost you hundreds of thousands of dollars in the long run and making your business more stressful than it needs to be! How is this costing you hundreds of thousands of dollars? If you sell a policy to a random person you cold called and never contacted that person again over the next year or so, it s very easy for that person to cancel their policy. They haven t heard from you. They re not tied to you in any way. And as far as their concerned, your company may not even exist anymore! If however you develop a relationship over time with your clients, it s much harder for them to drop their policy. Yes, money is money, and when people run out of it, they have to cut expenses somewhere. But if you ve built a relationship with them, they re much more likely to call you and ask about canceling as opposed to just canceling on their own. In our experience, of all clients that call their agent personally to cancel, 80% of them ended up keeping their policy or just downgrading to a lower premium. 11

12 Good Relationships = Great Referrals Better relationships with your clients also lead to a greater number and quality of referrals. When your clients hear from you once every quarter or so, they develop a greater and greater trust in both you and the company you represent. It s easy to refer friends and family members to people you enjoy doing business with. And in time you ll find your clients will actually be calling you to give you referrals and names of people who are very interested in what we do. How does following up with your clients make your business less stressful? It s much easier to tack on policies to clients you ve built a relationship with than those you haven t. People like doing business with people they like. And if someone likes their FHL policy and appreciates the service that you provide, there s a high likelihood that customer will purchase other products from you in the future. After a year of following our system for 6 to 12 months CONSISTENTLY: 30% of your new business will come from existing clients 60% of your new business will come from the referrals of existing clients 10% of your new business will come from cold calls If we ever look at this business as a short term job that s meant to pay the bills and give us lots of time off, we ll never experience the full potential of what this career actually offers. A career with Family Heritage is not designed to just meet your needs on a monthly basis. Most salary based jobs do that. This career, when done the right way, is designed to meet your financial needs for life! But it takes time! Using Transitions in Your Presentation Lets You Determine Whether Or Not to Continue Demo the Prospect Learning to effectively use transitions throughout your presentation will save you hours of time each and every day. Too many newer agents (and even older ones) are so afraid of hearing a prospect say no that they push through the entire presentation regardless of the prospect s interest. Over a week s time, this leads to hours and hours of wasted time, and it can easily drain you during the day. Who likes spending lots of time with uninterested or unqualified prospects? Nobody! Work smarter, not harder. There are a couple of key points that need to be hammered home before going into the benefits with every prospect you meet. In fact, if these points haven t clicked with the prospect, it s almost pointless to spend an extra minutes going through the rest of the presentation. And the odds of buying are slim to none! 12

13 Step 1: The prospect must admit it s possible to get cancer, have an accident, have a heart attack or die some day Firstly, the prospect must accept and acknowledge the fact that it s possible for him/her to one day be affected by cancer, an accident, a heart attack or die someday. If the prospect is convinced they will never be affected, they WILL NOT buy a policy of any type. Regardless of how persuasive you are, if the prospect is invincible, they will not buy. Stop presenting, hand them a business card, and ask for referrals before leaving. Step 2: The prospect must admit how devastated they d be if any of the things mentioned above were to happen to them Secondly, the prospect must internalize and admit that if something like cancer were to happen to them they would be in serious trouble. If the prospect doesn t grasp this, they probably will not buy because the need has not been created. The way you bring the prospect to this point is by asking them questions over and over until they admit how devastated they would be if something did happen. This all happens on the indirect cost page, and you may end up asking questions to get the prospect to this point of recognition. Examples of questions may include the following: If you or your spouse couldn t work for the next 6-9 months, how would that affect your family s income? Which one of these indirect costs would affect you the most? How would you take care of a $40,000 medication that your insurance doesn t cover? How would you take care of your kids if both of you were traveling back and forth to the hospital for treatments? When do you think most people find out about these costs? What kind of back-up plan do you have in place if something like cancer were to happen? Have you ever thought about this stuff before? Step 3: The prospect must be qualified before continuing the entire presentation Thirdly, the prospect must be qualified before going through the benefits and the rest of the presentation. A qualified prospect has a checking/savings account and is able to make a decision that day! If the prospect doesn t have a checking/savings account, the other spouse needs to be present, or the prospect refuses to make a decision that day the odds of making a 13

14 sale are again slim to none. Quit demoing, schedule a time to come back if necessary, and ask for referrals before you leave. If any of the three items above is not accomplished, continuing the presentation for another minutes is utterly pointless. You ll be wasting hours of time every single day and costing yourself hundreds to thousands of dollars every single week. Finally, don t forget to ask trial closing questions throughout the entire presentation Don t be afraid to ask questions like: Isn t that handy? How am I doing so far? Doesn t that make sense? If people are with you, they ll let you know. They ll be nodding their heads. Paying attention, and verbally answering your questions. If they re not with you they ll be doing the opposite. They ll be almost motionless, completely absentminded, and quickly answering questions just to rush you through the rest of your pitch. Solidifying Your Sales Oftentimes solidifying our sales is either overlooked or not given the attention it deserves. Buyer s remorse is one of our greatest enemies as salespeople. We can never eliminate it, but we can radically lower the chances of our clients feeling it. This completely depends on how well of a job you do solidifying the sale. In the past, most salespeople simply handed over a welcome packet, rushed through it, and maybe sent a Thank You card a couple days later. This is NOT solidifying the sale, at least compared to what s expected with this sales system. In the next few sections, how to solidify the sale is covered in detail. But generally speaking you ll do so by having the applicant write their reasons for buying on the top of the application and by visiting the client one month later to go over and explain their policy. 14

15 Solidifying the Sale Part 1 Ask the prospect open-ended questions and give choices if necessary - So John, why did you decide to get this today? Was it the wide range of coverage or the refund of premium? Or did you just want the chance to get to see me again? - Besides that was there anything else? Have the prospect write the reasons on their own application - Could you do me a favor real quick? Could you right those reasons down on the top of your application? - Why do you think I m having you do this? - Exactly, most people forget why they purchased this two or three years down the road, but this is meant to serve as a reminder to you. Dime close with option A or B - John, I want you to know that you didn t spend a dime today! Option A is you or your family get s cancer somewhere down the road and we pay you tens of thousands of dollars when you need it most. Option B is you and your family never gets cancer and we refund all of your premiums. - So in the long run, how much does this actually cost you? You re exactly right, it costs nothing! It s a total win-win situation. Solidifying the Sale Part 2 Ask for their calendar or planner - Hey John, do you keep your calendar in your phone or do you write all of your appointments down on a physical calendar? Could you grab it real quick? Schedule the delivery appointment - Okay, today is December 21 st. You should receive your policy in the next 2 to 3 weeks, but I m going to go ahead and schedule an appointment to come back on January 21 st to take you through your policy. It won t take me more than about ten minutes, but I want to make sure you know exactly how it works and how to use it. If I come back a month from today, is this normally a good time of day to catch you? Perfect! Then, let s says January 21 st around 3:00pm. 15

16 The Exact Way to Ask for Referrals Referrals are the lifeblood of your business. Statistically, FHL agents close 70% of their direct referrals compared to only 30% of the prospects they cold call. Some agents even close an average of 90% of their direct referrals. With a success rate of two or even three times greater than cold calling, why wouldn t everyone transition into a referral based business as quick as possible? Everyone has their own way of gathering referrals, but unless you re getting an average of 5 to 10 from every person you sit down with, there s definitely a more effective way of doing so. The following two sections explain verbatim what needs to be said to ask for referrals from both customers who don t buy, and those that do. Option 1: Getting referrals from someone who does not buy Get them to admit it s a good product - Hey John, I totally understand if this isn t the right time for you guys. I m going to leave you one of my cards, if things change anytime down the road. Wouldn t you agree that if something did happen though, it would be nice to have something like this in place? So we can agree at least that it is a good product? Awesome! Ask for their help real quick - Can I ask for your help with something else then real quick? I know that we just met today, but I m actually building my business into a totally referral based business. And John if we could look into the future 3 years down the line. Who do you personally know that if 3 years from now you knew they were going to get cancer and we paid them tens to hundreds of thousands of dollars that it would help them maintain their current standard of living? Pull out your phone - Ya know John, most people I talk to have anywhere from contacts in their phone. I m obviously not asking for that many people. I m just looking for about 15. Who are the 15 closest people you know that if they were to get cancer three years from now you would definitely want them to have something like this in place? Leave referral sheet and ask to use their restroom - I m going to leave you this sheet real quick, and while you re filling it out, would you mind if I used your restroom? Come back and fill in the rest of the details for the referrals Get as much information as you possibly can on each referral. I.e.. addresses, neighborhood names, church they attend, kids names and where they work, etc.. 16

17 Option 2: Prospect does buy- FILL OUT ENTIRE APPLICATION FIRST!!! Ask for their help real quick - John, can I ask for your help with something else real quick? I m actually building my business into a totally referral based business. In fact, I m wanting to talk to only the people I m sent to. Who do you know - Let s say we could look into the future. Who do you personally know that if 3 years from now you knew they were going to get cancer and we paid them tens to hundreds of thousands of dollars that it would help them maintain their current standard of living? Pull out your phone - Now John, most people I talk to have anywhere from contacts in their phone. I m obviously not asking for that many people. I m just looking for about 15. Who are the 15 closest people you know that if they were to get cancer three years from now you would definitely want them to have something like this in place? Leave referral sheet and go get their Welcome Packet - I m going to leave you this sheet real quick, and while you re filling this out, I m going to go out to the car and get your welcome packet real quick. Come back and fill in the rest of the details for the referrals Get as much information as you possibly can on each referral. I.e... Addresses, neighborhood names, church they attend, kids names and where they work, etc... Getting the Last Few Referrals to See Today Once you ve finished collecting referrals from your prospect (whether they bought or not) there is one more thing you need to do before leaving. As you re walking out the door (make sure you re in the client s doorway) turn around and ask the prospect John, I just wanted to say thank you so much for all your help today. I just have one last question Are there any people that I could go see right away that would definitely be home right now? 17

18 These last second referrals are not intended for Phase 1 of your business where you are trying to collect 250 qualified referrals. These are people to go see TODAY!!! Option 1: They can t think of anyone If they can t come up with anyone, ask for pre-approach for the surrounding neighbors and go ahead with your T-approach. Option 2: They think of someone very close by If they refer someone very close by such as a neighbor or someone less than five minutes away, go ahead and go see that person immediately. Option 3: They think of someone farther away. If they refer someone over five minutes away. Go ahead and T-approach the neighbors and then go to the referral farther away that should be home. If they re not home when you get there, T- approach the neighbors around the prospects home and add them to the previous prospects Referral Sheet. Delivering and Explaining Their Policy When you show up for the delivery appointment, there are four primary objectives: Explain how the Policy works Collect more referrals Demo a second or third policy Demo or set a Life Insurance Appointment Step 1: Explain how the policy works This is relatively simple, have your clients pull out their policy and just go through the essentials: where their policy number is located, where are the claim forms, how do you fill them out, what s the fax number, what s the customer service number, and remind them of a few of their benefits. Physically highlight these key pieces of information as you go through it with them and constantly reassure them that if they need anything at all they re more than welcome to give you a call. Step 2: Collect more referrals Once you ve explained their policy to them and how it works, pull out the original sheet you used to jot down their referrals and say the following: 18

19 - John, I m so glad that you made such a great investment for your family. If anyone ever gets really sick, we ll pay you tens of thousands of dollars, or even more, and if nothing ever happens, you ll get all of your premiums back. What a great deal, huh? Well, I m very excited for you guys. It s such a great feeling to know that you ll be taken care of if anything serious ever happens. And the more people I talk to lately, the more they want me to make sure their friends and family members have the same protection they have. Slide the referral sheet across the table - I know I was somewhat in a rush the last time I was here, but can you think of at least 10 more people that if they went through cancer three years from now, and we paid them tens of thousands of dollars that it would be a blessing to them? Go grab your demo book John, while you re filling that out, I m going to go grab one more thing I forgot to show you the last time I was here. Step 3: Demo a second or third product Once you re client knows that you re truly there to help them out, it s much easier for them to trust you as their financial consultant and not just a random insurance salesman. Again, your goal is to develop a long-term relationship with all your clients. This will inevitably lead to more referrals and repeat business with many of your clients. Desire for a long term relationship John, one of the things I can t stand about most insurance agents, is they sell you something and you virtually never see them again. I m not that kind of agent! You ll get occasional s from me, updates about our company, and most definitely some awesome Christmas cards. Ideally John, I d like to become somewhat of a financial consultant for your entire family, and help with all sorts of different situations down the road. Transition to Heart or Accident For example the last time I was here we talked primarily about cancer. But, wouldn t you agree that heart attacks and strokes (accidents) are just as much of a concern to families these days? In fact, who s the closest person to you, friend or family that has been affected by a heart attack or stroke? 19

20 Well I forgot to show you this last time I was here, but it works the exact same way as your cancer plan. It pays money directly to you if something happens, but you ll get all your money back if it never does. I m just going to run through the benefits real quick with you, and if you like it, great if not, no big deal. But, I wanted to make sure that you knew it was available. Demo the Heart or Accident policy You can bypass the introduction and the building the need stages because they already understand it works just like their cancer plan. All you need to do is run through the benefits and quote the price. This should not take more than 5 minutes. They ll either get it, or say not at this time. If they want it, sign them up! Let them know they can choose a different draft date, and that it works just like their other policy (no need to come back and explain how it works). If they decide not to get it, let them off the hook immediately! Remind them that you just wanted to make sure they knew it was available and that you ll probably bring it up again sometime down the road. Step: 4 Schedule a Life Insurance appointment Regardless of what your client decides to do on the second product demo, the last objective of this meeting is to schedule a life insurance appointment one month later. As you re closing your demo book and packing up your things, say the following: Hey John, before I go I just wanted to put one more little bug in your ear. Have you ever thought about what would happen if you or your wife were to suddenly pass away? I know it s not a very pleasant subject to talk about, but how are you and your family set up with life insurance? Well the reason I ask is that our company has a very unique life insurance product. Ours has a refundable portion just like our other plans, so it doubles as a savings plan and life insurance policy. I don t have time to go through it today, but if I were to come back one month from today, is that something you d want to take a look at for a quick 15 minutes? If yes, schedule the appointment for one month later. If not, say no big deal. Thank them for their time and send them a follow-up the next day again appreciating them for their time and business. 20

21 Setting Up Your Referral System If referrals are the lifeblood of your business, having a system to organize them is absolutely vital. And organization is the key. Too many random sheets and notebooks of referrals get lost if they re not properly filed or organized. This is your business, and successful businesses are highly organized and keep impeccable records of everything! Here are the supplies you ll need: Filing box to keep in your trunk Standard family Heritage referral sheets Four different colored highlighters Organize your referrals chronologically in the order that you received them according to who referred them. To avoid confusion later, use one referral sheet for every prospect you get referrals from. Don t put referrals from four or five prospects on one referral sheet. It may save you space and paper, but it only leads to confusion and headaches 6 months down the road. Also if there are spaces left on a referral sheet you have the opportunity to add to it the next time you see the referring prospect again. Once you ve reached Phase 2 of your business, you ll begin to contact your referrals by phone to schedule appointments with them. When calling to schedule appointments, be aware of the areas where people live. Don t schedule an appointment on Monday at 3:00pm and a second one at 4:00pm in a town 30 minutes away. Make sure to schedule appointments in close proximity. The following is very important to understand!!! If a particular referral sheet has all 15 spaces filled, and you call all 15 referrals, only 6 may answer. And of the 6, you may only schedule an appointment with 1 of them. How many referrals are left on that sheet? NOT 9! You still have 14 referrals! Make a note on the sheet of the ones you contacted and re-file the sheet in the back of your box. Once you come across the same names again 3-6 months later, you can again call on the ones that didn t answer and plan to personally visit the ones that did. They won t remember ever even talking to you. 21

22 Highlighting system Orange = Name at the top of the sheet (person who gave you the referrals) Pink = Called but did not schedule an appointment (personally visit later) Green = Bought Yellow = Demoed but did not buy What to Say When Calling Referrals Just like approaching a customer for the first time or using your rebuttals, when you first begin to make phone calls, it will seem awkward. You will stumble over your words. And you will fail miserably at least once. But eventually, it will become second nature! The purpose of calling referrals is to schedule an appointment to actually go through the presentation. If you catch yourself trying to sell over the phone, you ve just become a telemarketer, and are completely missing the entire point. Below are two phone scripts from two of the best in the business! Either one is fine for you to use. Just choose the one you feel most comfortable with and begin using it! Nothing feels more professional than showing up on time to a scheduled appointment and the prospect is excited about hearing what it is you do! 22

23 23

24 24

25 Answering objections over the phone If you get an objection over the phone like I don t think we d be interested - I totally understand, and like I said it may not be something for you at all. I always tell people it s worth looking at and seeing what it is and then making a decision. Are you open to at least getting some more information? This week is bad, or the nights are bad - When would you like me to check back with you? Or When would be a better night for you? After setting the appointment - Okay, so that is Tuesday night at 6:30. Give or take a few minutes incase I m coming from another appointment. If you need to get a hold of me for any reason before then, my cell is. Great, we ll see you on Tuesday! Follow Up System for All Clients and Demoed Prospects Thank you notes are very personal and effective, but they can also be very time consuming and expensive. The money you d save on stamps from sending thank you cards can be used on stamps to send either Thanksgiving Cards, or Christmas Cards at the year-end. In the place of sending Thank You cards, you can begin sending quick s instead. After the prospect has completely filed out the application, have them write their address on the bottom. Once you get home you can quickly send your thank you s in a matter of minutes. Copy and paste your standard thank you note in the body of the and you can add a personal note if you wish. You re saving money on postage and lots of time on personally hand writing your notes. Once you begin meeting with your clients on the delivery appointments, you will also begin sending a follow-up afterwards thanking them again for their time and business and emphasizing your excitement about the long-term relationship to come. These too should be standard notes that you use over and over by copying and pasting. 25

26 You should write your own s for both situations and use them every time. Your own words will sound more original; just make sure to get in the habit of using the same ones over and over. Also develop the habit of ing your stats to your manager every night as you finish your thankyou notes. Doing this each night should take no more than 5-10 minutes. What to Send in Your Campaign An campaign is a highly effective way of maintaining a long-term relationship with your clients that costs you the least amount of time and money possible. Doing this will dramatically increase the persistency of your new business and definitely lead to more referrals! After you send your thank you s for the day, you will want to add your clients addresses to your own list-serve. And at the end of every quarter you ll want to send a brief to all your clients highlighting two things: any updates companywide and any updates in your personal life. Clients like to hear that our company is doing well, and they absolutely love to hear about their own personal agent is doing! Filling Up Your Calendar a Month in Advance As you begin implementing this new system, you ll find that your calendar book will begin to fill up very quickly. And all of a sudden, your entire mindset and outlook towards this business will change. Within 1-3 months, you will literally transform from a door to door cold calling insurance salesperson, to a truly professional insurance and financial consultant! The greatest challenge for insurance sales professionals nationwide is getting out of the front door and going to work. At times, an entire day of cold calling can be very daunting, so daunting that people choose not to go to work at all that day. With enough skipped days and late starts over a year s time, it s no wonder that few people hit their goals or ever grow 20% each year. The beauty of this system is that it completely eliminates our biggest challenge and fear altogether. 26

27 If on any given week an agent has 7-10 selling appointments, 5-7 delivery appointments, and 2-3 life insurance appointments, there s no longer an issue of debating whether or not to go to work. You have to go to the appointments you set! And even when your appointments stand you up, there are plenty more people to see through T-approach and other nearby referrals. Getting out of the door is easy when you have people waiting to see you! The job also becomes fun. It s one thing to wipe your feet at the front door and get rejected most of the day. But it s an entirely different feeling to be welcomed in to homes all day and visit with people who are happy to see you and interested in what you re doing! Will we still be cold calling? You bet! But the monotony and drudgery of doing so all day long, week after week, is totally taken away. Priority of Schedule for the Week Once you ve entered Phase 3 of your business, your weekly schedule should be prioritized as follows: 1. Visiting your 7-10 selling appointments 2. Visiting your 5-7 delivery appointments 3. Completing demos from your T-approaches 4. Setting 7-10 selling appointments for the following week This will lead to an average of demos per week, and your closing percentage will sky rocket. You ll be calling on referrals and past buyers the majority of the time with your T- approaches the other 20% of the time. Your mood will be better, your schedule will be better, and your bank account will be much better! Welcome to the world of becoming a true professional! I can t wait to see how your business radically transforms for the better! 27

28 Back To the Basics Checklist The most successful people in our business are the individuals that DO these basics the most consistently. They do not have any fancy secrets, they JUST DO the basics of our business, (listed below), all the time. Go ahead and score yourself on these basics on a scale from 1 to 4. Give yourself a 4 if you are DOING this basic 100% of the time, give yourself a 2 if you are DOING this basic 50% of the time, and a 0 if you don t do it. The key here is to be BRUTALLY HONEST with yourself and rate yourself on what you are REALLY doing out there, not what you SHOULD be doing. When you re done rating yourself on each, add up the total (max score is 104 pts). Remember in school? A= , B= 80-89, C=70-79, D= 60-69, F= below 60 1 Work at least 8 hours per day, calling on prospects, at least 5 days per week, (minimum of 40 hours on the field in front of prospects each week). 2 Have a set start time, (you never start later than this time) & you have a set stop time (you never finish earlier than this time). 3 Do at least 6 closing demonstrations each day. 4 Use the demo goal cards (provided by Legacy) each day. 5 Always be taking the temperature and be ready to close 6 Complete and use your weekly game plan each week. 7 Use the approach, as it was taught in Sales School. Smile, and ask for a place to sit down in every approach. 8 Use the demonstration, word for word, as it was taught in Sales School. 9 Use the close, word for word, as it was taught in Sales School. 10 Close 3+ times, using the rebuttals, in every sales presentation. 11 Use the rebuttals, word for word, as they were taught in Sales School. 12 Create the need in the introduction by asking the 2 need generating questions, (is it possible someone in your family might get cancer? If so, might it affect you financially?) 13 Ask questions throughout your presentation, to determine the prospects interest. 14 Read 3+ testimonial letters (rotate which ones you read) each morning. 15 Review your personal goals for the week, and why they are important to you, at the beginning of each week. 16 Review your personal goals for the day, and why they are important to you, each morning. 17 Collect, keep and use neat, organized pre approach throughout each day. 18 Get referrals from EVERYONE you speak with (whether they bought or not). 19 Spend minutes every morning reading positive, uplifting material. 20 Spend minutes every night reading/studying technical sales material, (sales talk, close, rebuttals etc ) 21 Use 5 10 names during every approach. 22 Use 10+ names during every presentation. 23 Listen to positive, instructional, uplifting material in your car, (coaching cds etc..) 24 Personalize the presentation, helping the prospect see how THEY would use the plan, not how someone else would use it, (ask your mgr. for help with this). 25 Before finishing today, know EXACTLY where you are starting tomorrow. 26 BONUS POINTS _ Selling is transference of feeling, give enthusiastic, energetic approaches and presentations, with a spring in your step and a smile on your face. WHAT S YOUR SCORE? 28