10 Points of the Presentation 1) CONNECT Purpose = create an initial connection with commonality and likability Transition = "Thank you Mr/Ms ___, {followed by compliment or question}. Now you sit where ever you are comfortable. Where would you like me to sit?" {this is while walking in - try to sit as close as possible to them} Tips: **Biggest mistake is rushing or over talking (listen!!) ** Listen, compliment, relate, adapt, mirror, read the client ** Family, occupation, recreation / hobbies 2) CREDIBILITY Purpose = establish credibility / setting yourself up almost as a trusted advisor Transition = "Mr/Ms ___ I'm glad we met today. I could chat all day with you, but I know you've got things to do and I've got some other appointments also, so let's see how we can help you. By the way, that is my state license right there. Anyone that works with us over at senior benefits HAS to be licensed by the state....." Tips: ** State license, BBB, anything else that lends YOU credibility (family pics if u didn't show in step 1) ** emphasis on local, specialized, hands on service as needed 3) FREE HELP BENEFITS Purpose = provide value / savings while EARNING their trust (allows more time to build rapport) Transition = "Okay Mr/Ms ___, let's see how we can help you. The first thing that we usually try to help with, would be for anything that your Medicare, Medicaid, or health insurance doesn't cover. Let's start with your medications and see if we can help on those. Do you have the pill bottles or maybe even better a list from the dr? Grab that real quick if you could and we'll see what we can do." Tips : ** Biggest mistake is over promising the discounts ** Free American health value card, extra help state program, and free memorial planning guide 4) TRANSITION INTO LIFE INSURANCE Purpose - meat of the presentation, setting urself up as the expert and creating doubt or deficit in what they currently have Transition - "So Mr/Ms _____, I'm glad we've been able to help you with your medications, vision/dental, memorial guide, etc. Remember feel free to call me if for any reason you need help in the future or any family members. Now, the last thing we do and also the most important, is what most people mail back to us for help with. In fact, looks like it's what you mailed back also, for help with the new state regulated like insurance program for 2016. Because social security only pays $255 for burial , we've had so many people asking us for help with this. Remember we don't work for any one life insurance company, were licensed by the state , so we work with all of the top plans and programs that are available to you here in{state}. Here is a list of the top rated state regulated providers......” ** top rated state regulated providers / other providers ** 3 main types of life insurance / 3 things we most commonly help with ** credibility statement / personal story building urgency and emotion **Biggest mistake here is not being PRACTICED up so you can flow 5) THOROUGH REVIEW
Purpose - To uncover AND review current coverage, health, and potential objections (anticipate objections for later) Transition - " Most people we see, we can help in one of those areas. Who did you say your coverage is with? And about how much are you paying each month, or do you know exactly how much coverage? Great, you know we work a lot with that type of plan (or that company), tell you what go grab that policy real quick if you can, I want to make sure they are giving you the best discount possible and that your rate will never increase on you." Tips: ** Biggest mistake is taking clients word for what they have (WRONG!!) ** Have to give the client reason to believe it will benefit them to review 6) 3rd PARTY PHONE CALLS (In and up) Purpose - To call carriers to verify EXACTLY current standing of policies and then manager/expert for 3rd party credibility and recommendation Transition - "Since we do alot of work with that company, I'm going to give them a quick call and make sure of a few things for you. I want to make sure your plan won't ever go up in price or cancel at a certain age, and also while I have them I'll at least check to see if your eligible for any discounts. We'll even have them send you an extra copy of your policy to be safe." Tips : ** Biggest mistake is NOT CALLING, or asking permission from client in a weak manner ** lead client, don't ask, use speaker phone 7) SUMMARIZE VALUE / URGENCY Purpose – to recap and summarize the benefits as to where the value exceeds the price in the clients mind Transition - "So based on your age, and health, and also what you've told me is important to you, this plan here is absolutely going to be the best value in {their state}. And here's why....." Tips : ** Biggest mistake is jumping to price too quick or thinking price is more important than value ** Use a carrier bullet / value sheet or a generic whole life value value sheet as a visual aid for the client and to keep you on track ** deliver a confident / non threatening recomendation 8) SHOW OPTIONS / CLOSE Purpose - Show price / coverage options in a way that the client will pick one and take app Transition - "So again based on your CURRENT age and health, here are the BEST rates for you on this type of plan. Gosh these are good, I'm really glad you filled out that card, I think we'll really be able to help you here. By the way remember, even if you find a plan that you like, we don't take any money, we just help you get approved for it. Here is the most they would qualify you for at this age........" Tips : ** Biggest mistake is not asking / assuming the sale or closing on cancellation ** Show 3 options including the maximum eligible / immediate decision best 9) REFERRALS Purpose - Get your free leads!!!! Tips : ** Biggest mistake is simply NOT asking or not having an incentive ** Referral raffle, instant gift cards, small gift, beneficiaries, directory, free living benefits, etc 10) POST CLOSE / BRAND
Purpose - Leave having the client comfortable with decision and with YOU Transition - "Mr/Ms ___, now I'm sure you have one main Dr right? One main pastor probably, one dentist, one pharmacist, one mail man, one case worker, one best friend, one mother haha.....now you have ONE insurance specialist!! You call me now for ANY insurance related questions, I don't want anything in the future to potentially harm you being able to keep this policy and to make sure it will pay out...." Tips : ** Biggest mistake is not following through or over promising and under delivering ** Cement the sale, build a wall around your business and FOLLOW THROUGH by
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