For Agent training purpose only. Not for sales presentations. LNL2282 0612For Agent training purpose only. Not for sales presentations. LNL2282 0612
Training
For Agent training purpose only. Not for sales presentations. LNL2282 0612
So what are the Company’s training expectations?
Give every Agent the support, motivation, and opportunity to be successful
Training Expectations
For Agent training purpose only. Not for sales presentations. LNL2282 0612
• Conduct Training using PESOS
• Conduct Effective Field Coaching – Make Sales
Transfer Skills and Confidence
Training: How are we going to get there?
For Agent training purpose only. Not for sales presentations. LNL2282 0612
How do you train Agents in the office and in the field?
Prepare
Explain
Show
Observe
Supervise
Training
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Training
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Prepare
Prepare yourself and the materialsPut the Agent at easePoint out the benefits to the AgentState the objective
Training: Prepare
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Explain
WhatHowWhy
Training: Explain
- What you want the Agent to do- How you want the Agent to do it- Why it should be done this way
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Training: Explain
Get Feedback – Verify the Agent understands
Ask questions that begin with:WhoWhatWhenWhereWhyHow
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Show
Explain what you are about to show• Explain each person’s role• Tell them particular areas to pay close attention
Give an actual demonstration• Show the entire job, not bits and pieces• Use all materials and skills in the same manner the
Agent should use them• Set a high standard – quality produces quality
Training: Show
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Show
Encourage the Agent to discuss and ask questions
Quiz the Agent about specifics:• “What did you notice about …”• “As a customer, how would you have felt about …”• “What would you have done differently …”
Training: Show
For Agent training purpose only. Not for sales presentations. LNL2282 0612
So where does the breakdown most often occur in PESOS training?
The Great Divide
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Role Play
Prepare
Explain
Show
Observe
Supervise
Observe & Supervise
PES Dispensers
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Day 1 Percentage of PresentationsAgent 25% -- Building RapportDay 2-3 Percentage of PresentationsAgent 50% -- Laptop Through SponsorshipsDay 4-5 Percentage of PresentationsAgent 75% -- Laptop Through Final Offer/
manager close if necessaryDay 6-8 Percentage of PresentationsAgent 100% -- Complete presentation
Individual Field Training
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Day 1 Percentage of PresentationsAgent 25% -- Complete surveyDay 2-3 Percentage of PresentationsAgent 50% -- Getting past gatekeeperDay 4-5 Percentage of PresentationsAgent 75% -- Request appointment/
manager close if necessaryDay 6-8 Percentage of PresentationsAgent 100% -- Secure appointment
Worksite Prospecting Field Training
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Day 1 Percentage of PresentationsAgent 25% -- Build rapportDay 2-3 Percentage of PresentationsAgent 50% -- Present the companyDay 4-5 Percentage of PresentationsAgent 75% -- Present product/tax savings &
manager close if necessaryDay 6-8 Percentage of PresentationsAgent 100% -- Complete paperwork w/roster
Worksite Presenting Field Training
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Observe
Let Agent tell you what they are going to do and why they are going to do it that way
Let the Agent do it without interruptions
Ask: “If you had it to do all over again, what would you do differently?”
Training: Observe
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Observe
Compliment before you correct
Give constructive correction(Remember, you’re building a house, not tearing it down)“If you had to do it all over again…”
Continue role play and discussion until the Agent can do what you are training them to do
Training: Observe
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Supervise
Training is wasted if not supervised
Consistent supervision builds credibility with Agents• Shows you care about their success• Agents improve if you “check their homework”• Verifies that training is important
Training: Supervise
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Supervise
New Agents: • Cannot organize or discipline themselves• Help them develop positive habits
Experienced Agents:• Need to be reminded• Tempted to yield to old familiar ways
Training: Supervise
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Supervise
Set objectivesPut the Agent on her own and observeDiscuss, analyze and coachMaintain and analyze recordsDiagnose additional training needs
Training: Supervise
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Coaching Checklist
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Coaching – In The Field
1. Tell the Agent what your role will be
2. Explain what you want the Agent to do• What steps the Agent will perform• What point, if any, will you take over• Review any signals you will use to make the
transition
3. Verify the agent knows what to do:• Ask questions• Have the Agent repeat your instructions• Conduct a brief role-play
Before every presentation…
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Coaching – In The Field
4. Ask, “If I had it to do over again…”
5. Quiz the Agent about what you did in the home. Verify that the agent learned from what you did.
6. Ask, “If you had it to do over again…”
After every presentation…
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Coaching – In The Field
7. Provide feedback to the agent
a. Compliment the agent on something she did well
b. Explain What to do differently
c. Explain How to do it
d. Explain Why to do it that way
e. Encourage the agent to continue to improve
8. Prepare the Agent for the next interview (Steps 1-3)
After every interview …
For Agent training purpose only. Not for sales presentations. LNL2282 0612
How do you train Agents in the field?
Prepare
Explain
Show
Observe
Supervise
Training
For Agent training purpose only. Not for sales presentations. LNL2282 0612
“If you had it to do all over again, what would you do differently?”
Always remember
For Agent training purpose only. Not for sales presentations. LNL2282 0612For Agent training purpose only. Not for sales presentations. LNL2282 0612
Preview of Coming Attractions
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Field Training
1. Demonstrate a high level of activity to the Agent
2. Demonstrate a high level of prospecting and get the Agent involved in generating prospects
3. Demonstrate how to make sales – by making sales
Purpose of Field Training:
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Field Training
4. Develop proper activity habits in the Agent5. Build the Agent’s confidence – ask the Agent
to do more each day6. Develop Agents who are not dependent on
you to prospect and sell for them (teach them to catch fish, not eat fish)
Purpose of Field Training:
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Explain – In The Field
• Every minute in the car is a training opportunity • Talk business – Don’t talk sports, politics or small talk
• Use the time to discuss what they learned from the last activity
• Use the time to continue to explain: • Tell them What will be done in the next activity• Tell them How it will be done• Tell them Why it will be done that way
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Show In The Field - Demonstration
• Demonstrate what was trained in the office.• How to work in the individual market
• How to prospect - using the best sources and multiple other sources
• How to use the approach scripts to get interviews• How to use the laptop to get sponsorships • How to use the laptop to make presentations • How to present the product, quote the correct
premium and close the sale• How to deliver policies
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Show In The Field - Demonstration
• Do it the way you want the agent to do it.• Always use the laptop presentation• Know the scripts word-for-word:
• Approaches & Objections• Closing Objections
• Have the agent actively observe – give them assignments to keep them actively involved in what you are training them to do.
• Repeat the activity enough times for them to learn how to do it.
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Show In The Field - Demonstration
• Demonstrate what is trained in the office.• How to work in the Worksite market
• How to prospect • How to use the approach scripts to get interviews• How to make presentations and close the sale with the
employer• How to get the paperwork completed• How to organize the enrollment• How to conduct the enrollment• How and when to communicate with the bookkeeper• How to deliver policies and provide service
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Observation – In The Field
• Transfer responsibility to the Agent• Get the Agent actively involved early – typing
sponsorships or Survey information• As the week goes by, get them to do the more
challenging parts of the Marketing Plan, such as the $3,000 Accident policy presentation, Barbara’s Story, completing the application
• Before the week ends, have the Agent doing an entire presentation, from approach to the close
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Observation – In The Field• If the Agent gets “stumped” on what to say next, have a
signal for them to ask for assistance. For example, the Agent could say, “Bill, what do you think?” Give a brief response, then turn it back over to the Agent.
• Coach before and after each activity. Help the Agent learn from each experience.
• Give the Agent feedback when you get back in the car. Tell the Agent What they could do differently, How they could do it more effectively and Why they will benefit from doing it that way.
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Coaching – In The Field
• Reinforces training• Increases Agent understanding• Turns every interview into a training session• Keeps you on track
Coaching
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Branch Manager’s Responsibilities
1. Train Unit Managers / Independent Unit Managers and Agents in the office and in the field
2. Verify that UM/IUMs can effectively train Agents
3. Verify the UM/IUMs’ plans and activity every day – Did they do the activity and get the results?
4. Meet with new Agents each week to verify what they learned and what they can do. Have them demonstrate for you in a brief role play.
Supervise, train and verify field work:
For Agent training purpose only. Not for sales presentations. LNL2282 0612For Agent training purpose only. Not for sales presentations. LNL2282 0612
Training Recap• Prepare, Explain, Show, Observe, Supervise
• Utilize Available Tools
• In Office Training
• Field Training
• Coaching
For Agent training purpose only. Not for sales presentations. LNL2282 0612For Agent training purpose only. Not for sales presentations. LNL2282 0612
TRAINING THE AGENTIn the Field
For Agent training purpose only. Not for sales presentations. LNL2282 0612
PESOS and Coaching Checklist handouts
Training
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Coaching – In The Field
1. Tell the Agent what your role will be:
2. Explain what you want the Agent to do• What steps the Agent will perform• What point, if any, will you take over• Review any signals you will use to make the transition
3. Verify the agent knows what to do:• Ask questions• Have the Agent repeat your instructions• Conduct a brief role-play of the transition and the Agent’s
role
Before every interview …
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Coaching – In The Field
4. Provide feedback:• “If you had it to do over again, what would you do
differently?”• Compliment - Correct - Encourage
5. Quiz the Agent about what you did in the home
6. Prepare the Agent for the next interview (Steps 1-3)
After every interview …
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Training: In the Field
• Left side is Manager. Right side is Agent. • This is the Agent’s first day in the field. Use
PESOS and the Coaching checklist to role play how to coach the Agent before and after a sales interview.
• The Manager will conduct the entire interview. The Agent says “Hello” and “Goodbye”.
Scenario 1
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Recruiting: In the Field
• Select two people to demonstrate• “If you had it to do all over again, what would you
have done different?”• Directors/peers provide feedback
Scenario 1
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Training: In the Field
• Left side is Manager. Right side is Agent. • This is the Agent’s third day in the field. Use PESOS
and the Coaching checklist to role play how to coach the Agent before and after a sales interview.
• The Manager will do the Approach, the Agent will do the $3,000 Accident policy, get sponsorships, play Barbara’s story and do the Survey. The manager will do the Needs presentation, close the sale and complete the app.
Scenario 2
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Recruiting: In the Field
• Select two people to demonstrate• “If you had it to do all over again, what would you
have done different?”• Directors/peers provide feedback
Scenario 2
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Training: In the Field
• Left side is Manager. Right side is Agent. • This is the end of the Agent’s second week in the
field. Use PESOS and the Coaching checklist to role play how to coach the Agent before and after a sales interview.
• The Agent will do the entire sales interview and close the sale and the Manager will observe.
Scenario 3
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Recruiting: In the Field
• Select two people to demonstrate• “If you had it to do all over again, what would you
have done different?”• Directors/peers provide feedback
Scenario 3
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Recap what you just learned
What was your takeaway from the role play?
If you had it to do over again, what would you do differently?
Training: Phone Prospecting
For Agent training purpose only. Not for sales presentations. LNL2282 0612For Agent training purpose only. Not for sales presentations. LNL2282 0612
TRAINING THE AGENT
Phone Prospecting
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Recap what we learned Thursday
Training: Phone Prospecting
For Agent training purpose only. Not for sales presentations. LNL2282 0612
PESOS Handout
Training: Phone Prospecting
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Left side is Manager. Right side is Agent.
Use the PESOS outline, the Telephone Scripts, and Overcoming Objections to train an Agent to set dropoffs during a call clinic.
Manager begins role play by stating the objective of the training
Training: Phone Prospecting
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Recap what you just learned
What was your takeaway from the role play?
If you had it to do over again, what would you do differently?
Training: Phone Prospecting
For Agent training purpose only. Not for sales presentations. LNL2282 0612For Agent training purpose only. Not for sales presentations. LNL2282 0612
TRAINING THE AGENT
Face-to-Face Approaches
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Recap what we learned Thursday
Training: Face-to-Face Approaches
For Agent training purpose only. Not for sales presentations. LNL2282 0612
PESOS Handout
Training: Face-to-Face Approaches
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Left side is Manager. Right side is Agent.
Use the PESOS outline, the Face-to-Face Scripts, and Overcoming Objections to train an Agent to make a $3,000 Accident Policy Face-to-Face Approach.
Manager begins role play by stating the objective of the training
Training: Face-to-Face Approaches
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Recap what you just learned
What was your takeaway from the role play?
If you had it to do over again, what would you do differently?
Training: Face-to-Face Approaches
For Agent training purpose only. Not for sales presentations. LNL2282 0612
For Agent training purpose only. Not for sales presentations. LNL2282 0612For Agent training purpose only. Not for sales presentations. LNL2282 0612
10-Minute BreakBack in this room
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Training
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Prepare
Prepare yourself and the materialsPut the Agent at easePoint out the benefits to the AgentState the objective
Training: Prepare
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Explain
WhatHowWhy
Training: Explain
- What you want the Agent to do- How you want the Agent to do it- Why it should be done this way
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Training: Explain
Get Feedback – Verify the Agent understands
Ask questions that begin with:WhoWhatWhenWhereWhyHow
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Role Play
Prepare
Explain
Show
Observe
Supervise
Training: Show & Observe
Role Play
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Show
Explain what you are about to show• Explain each person’s role• Tell them particular areas to pay close attention
Give an actual demonstration• Show the entire job, not bits and pieces• Use all materials and skills in the same manner the
Agent should use them• Set a high standard – quality produces quality
Training: Show
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Show
Encourage the Agent to discuss and ask questions
Quiz the Agent about specifics:• “What did you notice about …”• “As a customer, how would you have felt about …”• “What would you have done differently …”
Training: Show
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Observe
Let Agent tell you what they are going to do and why they are going to do it that way
Let the Agent do it without interruptions
Ask: “If you had it to do all over again, what would you do differently?”
Training: Observe
11/33
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Observe
Compliment before you correct
Give constructive correction(Remember, you’re building a house, not tearing it down)
Continue role play and discussion until the Agent can do what you are training them to do
Training: Observe
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Supervise
Training is wasted if not supervised
Consistent supervision builds credibility with Agents• Shows you care about their success• Agents improve if you “check their homework”• Verifies that training is important
Training: Supervise
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Supervise
New Agents: • Cannot organize or discipline themselves• Help them develop positive habits
Experienced Agents:• Need to be reminded• Tempted to yield to old familiar ways
Training: Supervise
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Supervise
Set objectivesPut the Agent on her own and observeDiscuss, analyze and coachMaintain and analyze recordsDiagnose additional training needs
Training: Supervise
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Give the New Agent Package to new Agents on their first day:
Review online training scheduleRegister for tmkweb.com email accountLog on to www.libnat.com
• Download Proposal System• Download E-application• Download Laptop Sales Presentations
*Training: Available Tools
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Our online training program is Brainshark
www.brainshark.com/torchmarkcorp
First 5 letters of last name+ Last four digits of SS# User Name
Click ‘Forgot Password’
*Training: Available Tools
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Coaching – In The Field
1. Tell the Agent what your role will be:
2. Explain what you want the Agent to do• What steps the Agent will perform• What point, if any, will you take over• Review any signals you will use to make the
transition
3. Verify the agent knows what to do:• Ask questions• Have the Agent repeat your instructions• Conduct a brief role-play
Before every interview …
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Coaching – In The Field
4. Ask, “If I had it to do over again…”
5. Quiz the Agent about what you did in the home. Verify that the agent learned from what you did.
6. Ask, “If you had it to do over again…”
After every interview …
For Agent training purpose only. Not for sales presentations. LNL2282 0612
Coaching – In The Field
7. Provide feedback to the agent
a. Compliment the agent on something she did well
b. Explain What to do differently
c. Explain How to do it
d. Explain Why to do it that way
e. Encourage the agent to continue to improve
8. Prepare the Agent for the next interview (Steps 1-3)
Before every interview …
For Agent training purpose only. Not for sales presentations. LNL2282 0612
How do you train Agents in the field?
Prepare
Explain
Show
Observe
Supervise
Training