Life Training Notes:

-40% of people have no life ins. At all.

-19% only have group life from work, which is never enough.
-88% of people polled would research life insurance online, but prefer buying ​FACE TO FACE​.
-Average life policy sold by other insurance companies is $133k and mostly term policies.
-Have Your World Conversations with all clients.
-A qualified prospect is someone who has a ​NEED WANT, ACKNOWLEDGES​ their need, has
the financial ​ABILITY ​to address the need, and is ​WILLING​ to ​COMMIT​ the resources
necessary. All others are suspects that can become prospects.
-Do not pivot to your crappy customers.
-Prospecting vs Pivoting
- people are more willing to buy life insurance within the first 2 months of an auto policy
purchase.
-Don’t be a stalker!
- Get strong commitments to the appointments or ​BREAK UP WITH THEM. If you have had a
conversation and cannot get them to commit to an appointment put the ball in their court.
Tell them to call you when they are ready and that you are going to CLOSE THEIR FILE
BECAUSE THEY ARE NOT INTERESTED.
-P/C pivots, life events
-​NEVER SAY: CHEAP, SAVE $$$, TO BE HONEST, REVIEW YOUR POLICY
- DO SAY: CONGRATS!, PLEASE, THANK YOU, LET’S BETTER YOUR FINANCIAL
SITUATION.
-​Don’t forget about CPR with appointments..
- No time; well when was the last time an accident or disaster made an appointment?
- No need; you’re right, you don’t need it, your family does. Die yesterday, family OK?
-No money; leave your checkbook at home!
-ALWAYS PREPARE FOR THE APPOINTMENT
-SWSWSWNEXT
-Appointment packets!
-Smart people pay pennies to protect dollars
-You miss every shot you don’t take

PEOPLE BUY WHAT THAT WANT. THEY HAVE TO BE SOLD WHAT THEY NEED

EVERY TIME YOU TALK ABOUT LIFE INSURANCE. EITHER THEY SELL YOU ON WHY
THEY DON’T NEED IT, OR YOU SELL THEM ON WHY THEY DO.

SHOOT FOR NO!

BREAK UP WITH PEOPLE!!!

 1. SET THE APPOINTMENT:
- INTRO SHOULD BE OTHER THAN PURPOSE FOR CALL
- PIVOT/BRING UP REASON FOR CALL
- 2X2X2 METHOD
- HANDLE OBJECTIONS
- 2X2X2 METHOD

2. PREPARE FOR THE APPOINTMENT

- KNOW THEIR AGE(s), HOBBIES, OCCUPATIONS, KIDS ETC BEFOREHAND IF
POSSIBLE.
- KNOW AVERAGE FUNERAL AND COLLEGE COSTS FOR YOUR AREA. (HATS)

3. OPENING CONVERSATION:
(put the customer at ease first, smart talk (no weather))
_____ Thank you so much for coming in today. As I am sure you noticed, we are a little
different than other companies, we help customers manage their every day risk. Do you know
what I mean by that? Let me give you an example:
One of our customers is a college professor, nice guy, smart guy. He leaves work one day and
it starts to rain, no big deal because he is a safe driver. He pulls up to a red light and wants to
make a right on red. He looks left, like we all do, and no one is coming so he goes for it. But, he
didn’t see a young guy running across the road to get out of the rain and BAM hits him. ____,
$900k later, the last medical bill was finally paid. Now our customer was found liable for the
accident and was sued for that $900k. But thankfully he is OUR customer and you see ____, we
sat down with him a a few months before the accident, the same kind of conversation you and I
are having right now, and we recommended that he have what is known as an umbrella policy.
Because of this one policy not a single cent of that $900k had to come out of his pocket.
Instead, we paid the whole thing for him. And let me tell you, if he hadn’t had that in place, a
typical chain of events would have happened. He would have exhausted he checking and
savings accounts, he would have had to use up his retirement they would have gone after his
home and he would have had to declare bankruptcy. But now, there isn’t a single time that we
seem he that he isn’t thanking us profusely.
So, ___ I just have one question for you. If that were you, if you were driving home and hit that
kid and sued for $900k, would your world be ok?
That’s what all my customers say. And that’s why we are sitting here today. We want to make
sure that we are protecting your whole world. Now in order to do that, I may have to ask some
personal questions, but I promise that when we are done, you’ll have a much better view of your
world and how to best protect it.
So i did set aside 35 minutes for this meeting, is that time frame still good for you?
7. SHOW OPTIONS.
- FOR EACH TYPE HAVE A MORE EXPENSIVE AND CHEAPER OPTION. SHOW
PRICIER ONE FIRST AND WORK DOWN (ROP vs SELECT; LIMITED PAY vs WL;
INCREASING vs LEVEL UL). GET A PREMIUM COMMITMENT. IF NOT OK WITH
NUMBER ON ILLUSTRATION IN RELATION TO NEED, USE NUMBER LINE
METHOD TO GET A PREMIUM COMMITMENT. ​DO NOT GO FORWARD UNTIL
PREMIUM COMMITMENT IS MADE.
- CREATE ILLUSTRATIONS ONE AS CLOSE TO PREMIUM COMMITMENT AS
POSSIBLE AND ONE CHEAPER TO BUILD TRUST
- COMBINE TERM AND PERM IF WANT
- REVIEW CONCERNS
- REVIEW ILLUSTRATIONS
- ASK FOR SALE
- WHICH ONE DO YOU WANT?

8. OVERCOME OBJECTIONS.
- IF ALL HAS BEEN DONE CORRECTLY, THE ONLY OBJECTION YOU SHOULD
RECEIVE IS “I NEED TO THINK ABOUT IT”. CPR THIS OBJECTION.

9. CLOSE THE APPOINTMENT.

- MEDICAL CLOSE/ANY APPROPRIATE CLOSE
- COMPLETE THE APP
- ASK THEM IF THEY ARE SURE
- MAKE SURE THEY ARE AWARE OF UNDERWRITING PROCEDURES. GIVE THE
PAPER.
- 4 THINGS CAN HAPPEN:
- NO -> OPTIONS -> SAVINGS
- RATED -> CONGRATS, BUT HAVE TO PAY MORE
- AS IS -> YAY! COME TO LOOK OVER PAPERWORK.
- BETTER -> WE CAN GET YOU MORE FOR SAME PRICE! UPSELL! -> COME
TO LOOK OVER PAPERWORK.

10. REFERRAL PAPER.

- GET REFERRALS ANY WAY YOU CAN (EARL)
- TEAM MEMBER/AGENT TO HELP
- ETC