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This process begins by identifying a person that has skills or personality traits we desire in
our Agents.
These include:
• Positive attitude
• Outgoing personality
• Presentable appearance
• Hard worker
• Willingness to learn something new
I’m (your name) and I’m a manager at Liberty National. We’re hiring and I’d like to have you in for an
interview. Give me your name and phone number and I’ll call you to set up a time.
2. It appears you have some skills and abilities we might be interested in and our Director/
Branch Manager Mr. /Ms.______________ will be conducting interviews for an immediate
opening. He/She has asked me to personally call you and ask you to interview at noon
(day of week).
3. Is there anything that would prevent you from attending at that time? Great!
4. Please grab a pen and paper and I will give you the address of the interview location.
5. Let me please verify your e-mail address (repeat recruit’s e-mail address). Great! We will be
sending you a confirmation e-mail. In the e-mail it will also have the time, date, location,
and address and it will have a confirmation number that you will need when arriving at the
interview. Please print this e-mail confirmation and bring it with you. You will need it to be
interviewed.
6. Thank you (recruit’s name). We look forward to seeing you for your interview at (time and day).
“Hello (recruit’s name). This is (your name) from Liberty National Life Insurance
Company calling about your resume.
You have some skills and abilities that we are interested in. If you could please return
my call at ____-____-____, I would like to discuss scheduling an interview for an
immediate opening. Again, my name is (your name) and my phone number is
____-____-____.”
“Hello, I’m calling for (recruit’s name). Is he/she available? This is (your name) from
Liberty National Life Insurance Company calling about his/her resume.
(Recruit’s name) has some skills and abilities that we are interested in. If you have
him/her return my call at ____-____-____, I would like to discuss scheduling an
interview for an immediate opening. Again, my name is (your name) and my phone
number is ____-____-____.”
“It won’t fit in my schedule” “I could schedule you next week, but the
upcoming training classes may be filled by then.
Could you rearrange your schedule to attend
the interview this week?”
Candidate begins to ask a lot of questions Redirect the conversation. You are conducting the
Such as: interview:
“Is this selling insurance?”
“Is this a sales job?” “Mr./Ms. _____________ will be discussing all
“What is the salary? What is the starting pay?” of these topics at the interview. The interview
“Can you tell me a little about the job?” is at (time) (date). Is there anything that would
prevent you from attending at that time?
To assure recruiting success, secure the assistance of UMs, UMITs, Agents and, in some cases,
friends and family.
1. Utilize all of the available tools to mass market “The Opportunity of a Lifetime”
www.dynamicic.com
www.sigmavoice.com/transfers
The goal is 10 Paid Files per week per Branch. Paid Files are someone that has
paid money for:
• Prelicensing school
• Temp license
• Already Permanently Licensed
In addition to utilizing these tools, each participant must commit to the following level of personal
recruiting activity per week:
IMPORTANT: A confirmation e-mail must be sent to all confirmations with a map, address and
phone number of the location. The confirmation e-mail must instruct the recruit to print the
confirmation e-mail and bring it with them.
Visit www.constantcontact.com for a confirmation e-mail system used to e-mail all candidates –
do not use your personal or company e-mail account.
VERY IMPORTANT: In the body of the e-mail put in a line that says… “CONFIRMATION CODE
(Branch Number)”
Call to confirm the list of scheduled interviews the night before, (6-8 p.m.) or morning of event
(7-9 a.m.), to make sure the candidate received the confirmation e-mail with directions. In many
cases, the confirmation e-mail is caught by a SPAM program and never reaches the candidate.
Therefore, a second call is important to confirm that the candidate received the e-mail with the
time and directions.
• Your business card inserted in the folder’s slot. Include your cell phone number if
not on the card
• Data sheet - collected and keyed during the presentation
• Temporary license application
• Local Ideas: Chamber of Commerce, job service, college placement office, library,
existing office building shared conference room, churches
Note: Select a location which is easily accessible from major thoroughfares or is a recognized
landmark. You must include the venue name, specific driving directions from each direction
(North, East, South and West), the name of the meeting room within the venue, and the venue’s
main phone number. You should insert these in the calling scripts and confirmation letters.
8. We talk about hiring managers. Now is the time to assign some “management tasks” and
make it REAL for your team members’ progression and success!
Teach the team what they must do to meet the basic requirements of promotion.
Clear communication is essential to our future growth.
“Promote Promotion” becomes REAL when and if the management candidates are active
participants in our growth plans. This includes, but is not limited to, calling and contacting job
seekers offering the chance to interview for the opportunity of a lifetime.
Buy a dinner bell and with each set appointment, “ring the bell!”
Have fun and recognize each appointment set for all, and post a scoreboard for all to see individual
accomplishments, by day and for the week!
10. Day of seminar: Wireless laptops must be used to upload the employment file to our home
office. All BMs, UMs, UMITS and Agents must install the software and be ready to close candidates.
Make sure that the laptops have the “app updated” run prior to arrival at the seminar location to
avoid connectivity problems at the seminar location.
Data sheets will be completed by the candidates and keyed in during the presentation to save
time at the end. No less than 8 laptops per Branch must be ready - no less than 8!
Your advance preparation is the key to your success – failure is not an option, success is.
Do everything exactly as you have been instructed and your team will win!!!
III. Enable the newly recruited agent or manager to sell their spouse, significant other,
family member, and/or friend on the “Liberty National Opportunity of a Lifetime.”
This can be accomplished by delivering a solid presentation, pointing them to
www.lnlcareers.com and showing them how to overcome objections with loved
ones by using the website as a tool to do so.
IV. We can expand our reach through others by sharing our vision and growth plans.
While some may not see themselves as a good fit for sales, everyone knows
someone in sales who might also be a better candidate for Liberty National.
Use the tools so prospects can “refer a friend.”
I. Warm Up
“Good Day my name is _______. Over the next 45-60 minutes you will learn about
the “Liberty National Opportunity of a Lifetime” including the following:
a. More about our company
b. What you will be selling
c. What you will be paid
d. Our fast track to success so you can “make more money faster”
e. And your next steps
3. Have good interpersonal skills and have a positive attitude about themselves
5. C
an make a long-term commitment to their career and professional
development
7. Possess a strong desire and work ethic that will result in success
2. Y
ou are here because we believe you may have the skills and abilities to
become managers and future leaders in our growing organization.
4. How many of you are here to make a better living for you and/or your family?
6. Is it also fair for me to say that many of you won’t make it?
7. Is it also true that you are here putting your best foot forward? Well, so are
we. You are about to hear about some great success stories, from average to
the best agents and managers we have. For some, the little voice in your head
may say this is “too good to be true.” I can assure you, it isn’t.
8. W
hat is the secret to their success? What do they have in common? They all
believe in what they sell and they work hard for their success. Today, you
can make the same decision they did and take charge of your future for
yourself and your family. The fact is we believe in rewarding hard work with
the opportunity to earn tremendous incomes. So when your little voice says
… “This is too good to be true,” remember, I told you so. I would also ask that
for the next 45-60 minutes you suspend your disbelief long enough to learn
about the opportunity of a lifetime.
“Insurance like other professions such as accounting, finance, mortgage, real estate, etc., requires you to
obtain a license. The State Department of Insurance requires that you obtain a license by passing a state
exam before you can sell insurance products. To help you pass the state exam, you take a pre-licensing
course. At the conclusion of the event you will have the opportunity to discuss those fees and the best
form of payment for your circumstances with a Manager. The pre-licensing course costs $________, which
you will need to pay today to get started with our company.”
Things to say:
“We are ready to move forward with you, but we need a commitment today that you are going to pay for
pre-licensing school or a temporary license. Are you ready to do that?”
“We need you to make a decision now to show your intent to come to work with our company.
Are you ready to do that?”
Include information about your recruiting events and a link to www.lnlcareers.com in your RMS
letters, to help you deliver the GOOD NEWS MESSAGE to the MASSES.
LNL1200 0809