Survive and Thrive Your First Three YearsPresenter: Jerrod Elmar

Disclaimer

The following disclaimer statement is included with each Programs in a Box topic. Do not delete this disclaimer as a part of the program. It is also to be included along with the handouts you are providing each program participant.

Programs In A Box are intended to be educational and to provide program attendees (and others who use these materials) with general information on particular topics. The information contained in Programs In A Box materials, and in accompanying presentations, does not constitute insurance, financial, investment, estate planning, tax, legal, compliance, accounting, or other professional services or advice by the National Association of Insurance and Financial Advisors (NAIFA), by NAIFA’s state and local member associations, or by the authors or presenters of the programs.

While NAIFA tries to provide accurate information in its Programs In A Box materials, and in accompanying presentations, NAIFA does not warrant or guarantee the accuracy of these materials or presentations. The necessarily generic nature of these materials and accompanying presentations may not always reflect frequently changing state and federal regulations and may not be compatible with the specific rules established by insurance and other financial services companies for their respective agents and employees. It is the individual responsibility of all advisors to comply with applicable state and federal insurance, banking, and other laws, with NASD/SEC requirements, and with the rules established by insurance companies and other financial services entities they represent.

NAIFA does not endorse the authors or presenters or these programs or their respective products or services. NAIFA disclaims all liability and responsibility for claims or damages that may result from any errors or inaccuracies in these materials or accompanying presentations and from any transactions that may employ any information contained in these materials or accompanying presentations.

Sales is sales, regardless of what you are selling. We sell insurance and investments.

• Take comfort in knowing we sell what people need.• If explained properly, it should be an easy sale and will

create a loyal client. • Let your prospects know everything you can offer them.

Who are prospects and how can you get in front of them?

• A prospect is anyone who breathes.• In the beginning of your career you will have to rely on friends, family

and lead generation services.• Learn a canned 15-second excerpt of what you do for a living.• Learn phone skills. They will be your best friend. Conquer fear of the

phone by calling at least 65-75 people a day.

Prospects

A Prospecting in your network (everyone has a network).

• Go with who you know (i.e. the drycleaner, mailman, bank teller, etc)

• Friends and Family know and trust you. They will listen to your presentation even if they are not interested. Consider this practice.

• Elevator speech. Your canned 15-second intro will allow you to tell people what you do in a few words (we are not doctors, lawyers, etc.– we have to go into some detail to spark people’s interest)

• Phone skills. 90% of your face-to-face client meetings will result from a phone conversation. (GET GOOD AT PHONE SKILLS!)

Lead generation services

• Invest in your business by finding companies that specialize in generating exclusive leads for you.

• These leads should be from prospects that show a need for insurance:– Refinancers– New homebuyers– New parents– Retirees

Working with colleagues and others in different industries.

• Work with associates who don’t specialize in what you do.• Find advisors with busy schedules and assist them with

new prospects.• Work with accountants and divorce and estate attorneys.

Setting Appointments

The goal is to set 10 appointments per week.

• With 10 appointments, 5 will confirm, 2 will reschedule, 3 will put it off.

• This ratio will enable you to successfully close 2-3 cases per week.

Setting telephone appointments.

• Don’t sell products over the phone. Only sell the appointment.

• Have a prospect commit to a time, day and place. Prescreen your prospects get some details over the phone.

Who is attending the appointment?

• Ensure that both the client and his or her spouse are available for the meeting.

• Meet at their home. Avoid places of business.

Preparing for the Appointment

Using info you received over the phone.

• Spend time generating illustrations and plans of action for your prospects.

• Utilizing the info you received over the phone, you can make educated recommendations and illustrate them.

Arriving for your appointment 

• Dress to impress (dress as their CPAs and attorneys dress).

• Before getting started with your presentation, build rapport, build rapport, build rapport.

• Be sure and thank every prospect for giving you time today.

The Presentation

• Assume your clients know nothing about what you are offering.

• Explain the different options and products available to them. Don’t assume one option is the best.

• Present at least 3 illustrations to your prospect (the power of 3s).

• Constantly ask questions to ensure that your prospect has not lost you.

• Your close should be in the presentation.• Let your new clients know that you appreciate the

opportunity to earn their business.

Staying in Touch with Your Client

Let your client know the process every step of the way (phone or letter).

• The client wants to feel like he or she is your only client.• You should have 14 touches every year.• Delivery of any contract is the time to ask for referrals.

Referrals

• Ask your client if they feel you have helped them.• Ask them who they feel would benefit from your services

(have paper and pen on hand).

Comments

• Do what other agents won’t do. Become your prospect’s client.

• People like to do business with people that do business with them.

• Make the extra phone call. People appreciate gentle persistence.

• Typically whoever calls the prospects last wins the client.• Stay in touch with your clients via letters, newsletters,

phone calls, client appreciation parties.• Persistence, likeability, and product knowledge

will raise you to the top of your industry.