Liberty National LifeClassroom TrainingDay Two

Day Two Objectives

Three Components of Success

Rapport Building

Rapport Building Laptop On Demand

Role-Play Rapport Building

No-Cost and Referral Collection

Laptop On Demand No-Cost Presentation

Role-Play No-Cost and Referral Collection

Full Presentation

Objective OneThe Three Components of Success

Rapport

Needs- Based Closing

Transitions and

Tie- Downs

Three Components of Success

Three Components of Success with the Laptop Presentation

Rapport Building Establishing trust and respect with the

client

Transitions and Tie-Downs Using the script effectively

Needs-Based Closing Selling based on the need rather than

the price

Objective TwoRapport Building

In our sales driven society, people buy because of: Advertising Reputation Word of Mouth, etc.

At Liberty National, people buy because they like you FIRST!

Rapport Building

The Sales Process

The typical sales process has 4 steps to it: Step 1: Build and establish rapport Step 2: Expose and establish a need Step 3: Present a product that fills the

need Step 4: Close the sale of the product

The Diagram on the next slide illustrates the importance of rapport in the sales process. The more rapport built, the less closing

is needed. The less rapport built, the more closing is needed.

Rapport 40%

Establish Need 30%

Product 20%

Closing 10%

The Sales Process and the Balance of Human Element and Technology

Agent50% Laptop

50%

In order for someone to want to work with you, they must first:

Rapport

Trust You•Anything you say produces tension or trust•Go slow, create trust•Be sincerely interested in helping their family

Respect You

•Be an insurance professional•Speak with confidence•Knowledge is power, arm yourself with insurance knowledge

•Be excited to watch the videos every time•Client is half as excited as you are

Interaction with Videos

•People buy from Agents they trust•People buy from Agents they respect

Be an Insurance Professional

•Shows you’re a professional •Shows you care about them

Strong Warm Up

3 Parts to Rapport in the Presentation

Objective ThreeLaptop On Demand Rapport Building

Complete Rapport Building Video Training

Today, we will see rapport building explained and demonstrated in a laptop presentation.

Objective FourRole-Play Rapport Building

Role-Play Rapport Building

Follow your training manager’s instruction and role-play rapport building

Objective FiveThe No-Cost Presentation

No-Cost Presentation

The No-Cost portion is vitally important for 3 main reasons: It’s how we collect referrals It introduces the client to the computer

and gets them used to a laptop style of presentation

It introduces ‘cause and effect’ sales▪ Video presents a problem, i.e. every 4 minutes

someone dies from an accident, and provides the effect, or solution, a No-Cost ADP policy.

Collect More Referrals

•Use the videos to ask for referrals•Use the script to keep it simple•More referrals come from using the Laptop in the No-Cost section

Establish Cause and Effect Sales

•Problem-Solution•Problem: Every 4 minutes someone dies from an accident•Solution: No- Cost ADP

Cause and Effect Sales•Is used in sales universally•Happens 3 separate times in the No-Cost section•Is the same structure from the Survey to Close

The No-Cost Videos

As you can see, we are trying to extend these benefits to the people in your circle of influence who you know can use it.

Ask “Who would you like to sponsor FIRST?”

Get your first sponsorship and ask “Who would you like to sponsor NEXT?”

Always remember, “Who’s first” and “who’s next?”

Asking for Referrals

Referral Collection Tips

“Who’s first …” is much better than “Can you think of anyone …”

Always ask “Who’s next?” Even if they say they can’t think of anyone else, bring up another

option; a sibling, relative, neighbor, or coworker and they will think of another then say, “Who’s next?”

Be suggestive: “Most people just look through their phone to think of people.”

Use competition: “Most people sponsor 10, but the most I’ve seen someone sponsor is 27, if you want to try and set the record!”

Overcome an objection: “Whenever the Company sends out a claim check, the family receiving it never sends the check back, they always cash it. Who do you want to help first?”

Objective SixRole-Play No-Cost and Referral Collection

Role-Play the No-Cost Presentation and Referral Collection

Follow your training manager’s instructions and role-play the No-Cost and Referral Collection

Objective SevenFull Situational Presentation

Full Presentation

Referral Lead Type

Married family with 2 kids and a mortgage