New Agent Training PowerPoint

Liberty National LifeClassroom Training

Day ThreeNew Agent Training PowerPoint

Objective OneNeeds-Based Closing

Needs-Based Closing

Remember, the BEST close is a GREAT presentation!

When you get to closing, the largest portion of the sale should already be done.

Asking for the sale is a very easy and straightforward process.

Nothing new should be discussed. It should be a brief overview/recap of the

needs that are covered, followed by asking for the sale.

Asking for the Sale

Asking for the sale is also very simple. You simply present the client with two options, and allow them to choose which option works best for their family. “Option 1 is this (point to the premium)… it

covers ALL these benefits, WITH inflation built in for your final expense cost down the road.”

“Or if you’d prefer option 2, it still covers ALL these benefits, but has your final expenses covered at today’s cost.”

“Which option works best for you?” Wait for a response. Be silent and patient. The first person to talk loses!

Remember, with needs based sales, we focus on the products and coverage a client is receiving NOT the premium.

Concept Versus Premium

Sell The ConceptsFinal Expenses Are

CoveredIncome ProtectedMortgage Completely

Paid OffChildren’s College

Education Expenses Protected

Your needs are FULLY protected so you don’t have to worry!!!

Don’t Sell Face Amounts

Don’t Even Say The Premium

Policies That Are Sold Because Of Face Amount Or Premium, Tend To Be Cancelled When Something Larger Or Cheaper Comes Along….

Concept Versus PremiumDon’t Sell The Premium

Objective TwoObjections and Rebuttals

‘Smoke Screen’Often times, the first objection or

hesitation a client shows may not be the actual objection. They may say one thing to try and change the situation without telling you what the real objection is.

A smart Agent will listen more than they talk, so they can discover what the true objection is and overcome it. The key to overcoming objections is to:Listen - Identify - Overcome

Objections and Rebuttals

‘Smoke Screen’ example:Client tells the Agent, “This sounds great, but I really

need to think about something like this before I can make a decision.”

So the client is saying it’s a “think over” issue. But what are they needing to “think about”? In reality,

that may not be what the client is actually telling the Agent. It’s most likely one specific thing they need to think about.

Solution, by using the proper “think about it” objection, the client may realize that they truly do need and can afford the protection being offered.

This could also be true for a “can’t afford” objection. The client says they can’t afford it, but after re-

emphasizing the need and recapping the tie-downs, the client understands the need better and suddenly can afford the premium.

Objections and Rebuttals

Example – “I need to think about it.” In reality the client is most likely thinking one of two things,

“I’m not sure I need this …” or “I’m not sure I can afford that ...”

Typically, the uncertainty is holding the client back because they don’t want to make a wrong decision and waste money.

The scripted close handles this by saying:“… usually that comes down to one of two things, either:

You don’t need this?Or you can't afford it?

So let me ask you Jim, “do you feel you need to have your final expense paid for, your income replaced, home paid off, and kids sent to college, or could your family survive with what you have now without your income?” Clients will say, “I realize I do need it.”

So the only other thing you need to ask yourself is “can I afford this?” Ask yourself “what is better for your family, having this amount of money in the bank (point to the premium) or having these benefits for your family?”

Think Over Objection

“I already have insurance.”

Yes, The Needs Analysis has already taken that into consideration and it has clearly exposed the need for more coverage.

Simply put, what you currently have is good, but it’s just not enough to make sure your family is protected. And it’s a lot better to find out that your protection is too little now than when it’s too late, because you can do something about it now! The last thing you’d want to do is leave your family open to serious financial strain when you’re not around anymore to protect them.

Either option you pick, your family is going to be protected, so which one works best?

I Already Have Insurance Rebuttal

“I can’t afford this.”• Ok, I understand. Let me ask you, you understand

how important this is right? So here’s what we can do: let’s adjust the Final Expense benefit to $15,000. That should help cover the cost of a funeral. Your income protection will remain the same, along with your mortgage coverage and the college education benefit. Let’s recalculate and see where we’re at. Does this make your feel better?

We will discuss down-closing in a few minutes.

I Can’t Afford it Rebuttal

“I’m not buying any insurance!”This can happen on the phone, at the door, or

during the presentation.All this means is that client is not sure of what

you are going to do, and doesn’t want to buy something they don’t think they need.

Say, “I wouldn’t give you anything you don’t need and if I can’t help you, I won’t hurt you. My job is just to show you the program and then you can do whatever you like with it, fair enough?”

Objections that Can Occur Before the Close

“Can you get to the bottom line” or “That sounds nice but how much is this?”These objections show the client is starting to see a

need, but is not yet sure how strong the need is, so they are questioning the price.

In most circumstances, you want to ‘stay the course’, meaning, don’t deviate from the planned presentation. Don’t let an objection re-route your entire presentation, then the impact will be lost.

Say something like, “That’s a great question, and I’m just about to that point, let me finish showing you this so it all makes sense first.” or “How much is it? That’s the best part and I’m almost there!”

Objections that Can Occur Before the Close

Don’t Let an Objection Throw Off Your Presentation

Start Close the sale

In this above example, the red line represents an objection. The Agent addressed and overcame the objection, and then continued with the normal course of the presentation. This gave the Agent the best chance to make a sale.

Start Close the sale

The line below represents a standard presentation. By following the script, you will take a client through the process of start to close. When you take the client all the way from the start to the close, your chances of selling are the highest.

Start Close the sale

Client “Disconnected” and cannot close.

In this example, the Agent allows the objection to “derail”their presentation. They do not end at the “close the sale”, and instead end with a disconnected presentation.

x

With all closing aside, always keep in mind:

The best close is a good presentation.

If you hit I-R-T and really drive home tie-downs effectively, the need for you, the Agent, to close is much less, because the client wants what you’re offering.

Objections and Rebuttals

Discuss and role-play what to say when these objections may be presented:“I need to think about this …”“I already have insurance …”“I can’t afford this …”

Objections before the close:“I’m not buying any insurance …”“Can you get to the bottom line …”

Objections and Rebuttals Role-Play

Objective ThreeProper Down-Closing

Option 1 vs. Option 2$10,000 WL to $7,500 WL Income replacement reduced 1 level

Ex: 2 years to 1 year

Following this process is very important. While a client is telling you they need to think about it at one price, that feeling may go away when the price is lower. The challenge is: there is no way to know what that

price is.By following the down-closing process effectively,

you’re protecting the client from losing too many benefits while working towards a comfortable price.

Objective 3: Proper Down-Closing

Watch the Objections and Downclosing section of Laptop On Demand.

Objective 1: Laptop On Demand