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AgentFast Start Program

Dialing For Dollars

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OR

WHY A TELEPHONE IS SO REWARDING!

This presentation is for training purposes only and is not approved for advertising.

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Goals of using the Phone.

Get the appointment using the Introductory Offers to market your way into the home or business

Don’t worry about insurance, the purpose of your call is to GET THE APPOINTMENT to GIVE AWAY an

•Accidental Death Policy

•Child Safe Kit

•MedFacts Kit

•Memorial Guide

•Etc.

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Why NOT Call?

1. No one is home.

2. They hang up.

3. People dislike telemarketing.

4. It’s not effective; I don’t set many appointments.

5. I can’t sell over the phone.

6. I don’t know how.

7. People already have a job.

8.

9.

10.

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Why NOT Call?

1. No one is home.

2. They hang up.

3. People dislike telemarketing.

4. It’s not effective; I don’t set many appointments.

5. I can’t sell over the phone.

6. I don’t know how.

7. People already have a job.

8.

9.

10.

Lack of Knowledge

Creates a

Lack of Confidence

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When you know:

- WHO to call . . .

- WHAT to say . . .

- WIN the Drop-off. . .

When you know,and you know you know, CONFIDENCE will replace the FEAR!

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Why Call to Make Appointments?

1. Saves Time!

2. To Set The Drop-off!

3. Focus your efforts!

4. Planned Schedule!

5. Saves on Gas!

6.

7.

8.

9.

10.

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The shortest distance between any two points?

A Straight Line!

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What is the shortest line between you and success?

A Telephone Line!

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Activity Plan – Expectation for Success

Minimum Weekly Activity Plan

• 240 + Cold Call Contacts• 24 + Appointments @10%• 15 + Presentations @65%• 5 or more Sales @33%

Leads to $$$$$$$$$$

$2000 or more per week in Commissions and Bonus

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50 Contacts = 5 Drop-offs =

1 Sale =

$400 ÷ 50 = $8 per contact

$400

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Sponsorship Calls Will Accelerate Results

Give it away first!

• People will be more receptive• People will be more likely to accept your offer if you are not selling

insurance up front• People will open up, if you show them you care• Once you earn their trust by helping them get their Introductory

Offer, you will have earned the right to get 10 or more sponsors to call on

• That is the key to NO MORE COLD CALLS!

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50 Sponsorship Contacts = 10 Drop-offs @ 20% =

5 Sales @ 50%=

$2000 ÷ 50 = $80 per contact

$2000*

*commissions may vary based on results

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Now That’s

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Today, we will:

Give you knowledge of

- WHO to call

- WHAT to say

- How to WIN the appointment (Drop-off)

WHO WHAT WIN!!

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“Do Not Call” Legislation

1. You may make calls from the office, home, cell phone, etc. as long as the phone does not block caller identification information.

2. At the beginning of the call, you must give your name, the Company name, and the purpose of the call.

3. You can only make telephone solicitation calls from 8 am to 9 pm of the time zone you are calling.

4. It the Branch Office’s responsibility to submit a purchased list to the Home Office to be scrubbed against the Company’s DNC database. Please allow seven (7) working days to process the list and return to you.

Your compliance with all DNC regulation is crucial.

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WHO to Call:

1. EVERYONE!!

2. People Sponsored for an Introductory Offer

3. Parents concerned about child safety

4. Community groups/clubs/associations

5. Retirees

6. People with birthdays < 30 days

7. Small Businesses

8. Claims Lists

9. Globe Life Lapse Lists

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WHO NOT to Call:

RESPONSE LEADS AND RETURN MAIL

LEADS

• They have already expressed an interest• Gives them the opportunity to say “No”• Too slow and too time-consuming when “just going to

the home” works just fine• Work these in with Sponsors and Give it Away First

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WHAT to Say:Opening:

Your Name:“Hello, My name is ______________”

Your Company’s Name:“…with Liberty National Life Insurance Company”.

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WHAT to Say:

Body:Why you are calling:

We are talking to concerned parents about child safety. Are you a concerned parent?

As a community service, Liberty National is

providing families with a no-cost Child Safe Kit.

Do you still live at __________ Street?

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WIN the Appointment (Drop-off):

Close:Win the Appointment:Like yours, my time is limited too, but I’d like to drop off your child safe kit personally and show you how to use it, would (Day) morning or afternoon be best for you?

“I look forward to meeting with you.”

“Goodbye!”

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How to Respond to Objections

Friendly, Agreeable, Professional

3 steps to handling objections -

1) “Well, that’s WHY I called.” (Agree)

2) Handle objection (Relate)

3) Ask for the appointment (Re-direct)

“Goodbye!”

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Frequently Heard Objections:

1. “Are you trying to sell me something?”

2. “I already have a plan.”

3. “Is this insurance?”

4. “What is this about?”

5. “Could you just mail it?”

6. “I’m too busy.”

7. “I can’t afford more insurance.”

8. “I’m insurance poor.”

9. “I don’t like insurance salesmen.”

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Let’s Role-Play for Confidence!

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WHO to Call:

1. EVERYONE!!

2. People Sponsored for an Introductory Offer

3. Parents concerned about child safety

4. Community groups/clubs/associations

5. Retirees

6. People with birthdays < 30 days

7. Small Businesses

8. Claims Lists

9. Globe Life Lapse Lists

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WHAT to say to prospects who have been Sponsored:

Opening: Your Name & Company:

Hello, is this (prospect)? My name is (your name) with Liberty National Life Insurance Company, do you know (Sponsor’s full name)?

Body: Why you are calling: (Sponsor’s first Name) said he/she was a friend of yours,

and he/she sponsored you for an (Accidental Death Policy). The good news is… he/she thought of you as a friend!

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WHAT to say to prospects who have been Sponsored:

Close: Win the Appointment (Drop-off):

I need to schedule a time to get you enrolled in the program but I need to ask you a few questions, OK?

- Would it be more convenient for us to meet at your work or home? - What’s the address? - Is morning or afternoon typically best for you? Great, then I will meet you (Wednesday) morning / afternoon at (address USA).

Look forward to meeting you, my name is (emphasize your name) and I’ll see you soon. Have a great day, goodbye.

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Dialing for Sponsors Summary

Dialing for $ponsors:50 Sponsorship contacts = 10 Drop-offs

= 5 Sales = $1,250 commissions *

$1,250 ÷ 50 = $25 a Call

Who + What + WIN!!

Set Up for Success!

*commissions may vary based on results

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Set Up for Success

1. Have a pre-set time and place to call

2. Have a pre-set prospect list

3. Have “M&Ms” on hand: Materials & Maps

4. Smile in a mirror = Smile when you Dial the phone

5. 30-40 Minutes, then a 5 Minute Break

6. Track your activity because you can’t improve what you don’t measure

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OR

WHY A TELEPHONE IS SO REWARDING!

This presentation is for training purposes only and is not approved for advertising.