10 Step Cheet Sheet PRESENTATION 

       10 Steps to the Presentation

 

1. Connect

  • Praise the person you are with (yard, house, collections, family photos)

  • Don’t over talk about yourself, LISTEN and ask questions about what they talk about

  • Ask them about Family, Hobbies, Past/Current Job, Sports, Recreation, Past Holidays

  • You’ll know you’ve connected when they are talking more than you

 

 

 

 

 

 

 

 

 

 

 

 

 

2. Credibility

  • People love to buy from people they like and trust

    • With CONFIDENCE and enthusiasm show the three credibility certificates

      • BBB Credentials (“I'm Proud to say, A+ rating)

      • State Licenses (“These states trust me to come into the home of seniors”)

      • Show Pictures of your family, hobbies

    • LOCAL broker agent with 50+ Carriers that depend on you to guide customers

    • Credibility Statement- Personal Story of your WHY

3. Medications/Living Benefit, Dental Discount

  • Build likability by SAVING THEM MONEY on Rx, Vision and or Dental

    • Be Excited about the card! “The families I work for really love this card”

    • “Medicare/Medicaid doesn’t pay for all of somethings and none of other things”

  • Build credibility by knowing why they are taking a medication

    • Study common medications, get Smart Phone App to look up meds

    • Call MGR to review medications

    • Ask about the Big 5: Heart Issues, Stoke, Cancer, Diabetes, COPD/Emphysema

 

4. Transition to Life Insurance

  • Build trust, credibility, likability and save them money bringing up Life Insurance

  • Transition Option: (Recap how you saved them on dental, RX, memorial guide) “Now the last thing we help you with and the most important, is actually what we specialize in. In fact, it looks like it’s probably what you mailed this card in for. It’s what most families contact us for and that’s for assistance with the NEW STATE REGULATED LIFE INSRUANCE. Because social security only pays $255 at time of death we fill in the gaps. You may be like me before I was licensed and didn’t know a whole lot about these different plans. There are three main types…”” (Move on to Insurance 101)

  • Transition Option: (Recap how you saved them on dental, RX, memorial guide) “Now, how much do you pay on your health insurance? (Agent responds, that’s great) Ok, and who are you using for your supplement, like Aetna… Humana… AARP… (Agent responds, they are great!) Agent Transition: Ok, how much are you paying for your life insurance? (HEAD DOWN ready to write something down)

 

 

 

 

 

 

 

 

 

 

 

 

5. Policy Review

  • *Don’t Trust what the customer says they have, verify it.

  • *Always Educate them on the different types of policies you review their policy

  • Getting Policy: The reason we help so many families here in ____. Is because we don’t work with any one insurance company, chances are, we work with the same plan as what you have. We work with all the plans available. MOST of the families I have been able to help kept their policy somewhere safe like a file cabinet, desk drawer or under their mattress. Where do you keep yours (Head Down) Do this real quick, see if you can go grab that policy and I want to make sure of a couple things, I want to make sure they’ll never raise your rate, I want to make sure they will never cancel your coverage and giving you the best price possible. (Interject a personal story of someone who thought they had Whole Life and they didn’t)

  • Getting a Policy: The reason we help so many families here in ____. Is because we don’t work with any one insurance company, chances are, we work with the same plan as what you have. We work with all the plans available. Do this real quick, see if you can go grab that policy and I want to make sure of a couple things, I want to make sure they’ll never raise your rate, I want to make sure they will never cancel your coverage and giving you the best price possible. (Interject a personal story of someone who thought they had Whole Life and they didn’t)

  • Getting Policy Problems: If they can’t find it ask for the name of the company and look it up on your phone and call company. Don’t ask for permission. If they don’t know company name, ask them to look at bank statement

 

 

 

 

 

 

 

 

 

 

 

 

6. In and Up Call

  • Always call your manager before you leave a house without an app

  • Build up your manager as a very experienced Product Specialist before you call.

  • *Have medications and information on current policy if applicable before you call your manager.

  • When calling MGR: Always be positive about customer and current situation

 

 

 

 

 

 

 

 

 

 

 

 

7. Riders/Rates/Value Review

  • Brag on Carrier, Riders, Living Benefit before showing Price

  • Review the American Health Value, DentaMax, RX, Vision savings

  • Review additional riders the carrier offers

 

 

 

 

 

 

 

 

 

 

 

 

 

8. Price/Close

  • Show 3 Price Options

    • Largest Number is MAX that they can get, Middle and Lowest is what you think they can afford.

    • Review Living Benefits and Riders again at this point. (“Now remember, this includes….”)

    • Break it down to cost PER DAY

    • “Regardless of the plan you chose, you don’t pay anything today!”

    • Show three prices and ask them which one they would like to try to get qualified for

    • “The great thing about these plans is before we can think about we have to give the carrier several days to think about it first.”

    • “The number one most important thing is that you get SOMETHING to protect your family, at the same choosing something affordable each month.”

    • If all options are too expensive cut the lowest price you offered in half and sale them a “Starter Plan”

 

 

 

 

 

 

 

 

 

 

 

9. Referrals

  • Use American Health Value card to get referrals

    • “What I can do for you, is I can get this card out to 3 of your closest friends or family members”

    • “Who do you know that doesn’t have RX, or Dental or Vison Discounts”

  • Use beneficiaries as referrals

  • Emergency Contact List

  • PART TIME JOB: Offer the customer a part time appointment setter job. $10-$20 Per appointment they set with anyone they know.

10. Post Close/Branding

  • Warm Down

    • “Mrs. Johnson tell me again why you have chosen to activate this policy for your loved ones today…?”

    • “You have one Pastor, one Mailman and now you have one agent. I’ll be your agent for life.”

    • Write payment dates and amount on calendar.

  • Policy Delivery with a bow

"Happiness does not come from doing easy work but from the afterglow of satisfaction that comes after the achievement of a difficult task that demanded our best." THEO ISAAC RUBIN