Lead Ordering and Appointment Setting Tips

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1 Lead Ordering and Appointment Setting Tips The single most important predictors of success in this business are: 1. Your weekly lead flow 2. Your willingness to spend time dialing DON'T EVER SKIP YOUR WEEKLY LEAD FLOW DO NOT STOP DIALING UNTIL YOU HAVE REACHED YOUR DESIRED NUMBER OF APPOINTMENTS FOR THE WEEK!!! Two main types of leads Ordering Leads 1. A leads: These are the freshest leads that have just been sent in by the families and are exclusive to our agents for 5 weeks. They are $26.5 per lead for our brand new agents. 2. Bonus leads or B leads: An A lead that hasn't been closed by our agent after 5 weeks of being sold becomes a B lead. These leads were sent in by the families from 5 weeks to 50 months ago. They range from $5 to $.50* per lead. (Please note that $5 leads are called 5A leads, $4 leads are called 4A leads... $1 leads are called 1A leads.) *Please note that the cost of the leads takes into account imperfections in the system. For instance, occasionally, there may be duplicate leads in your bonus lead order. Also, SFG is not responsible for outdated information on the bonus leads. This is because SFG chooses to keep the cost of the leads low by allowing a degree of imperfections in the system. If we were to have a perfect system, the cost of the leads would be significantly higher. Thus, if you receive a duplicate bonus lead or if the information on the bonus lead is outdated, no refund will be available. However, if you receive a duplicate A lead or if the phone number on an A lead is inaccurate, please do ask for lead credit. For instructions on how to ask for lead credits and for details on our lead generation system, visit:

2 What type of leads should I order? One of the key reasons for our success in SFG is our lead generation system. All new agents start with "bonus leads" or B leads. The reason why we advise our agents to begin with bonus leads is because we want our agents to gain sufficient practice on these cheaper leads before purchasing the more expensive A leads. Please note that the $.50, 1A, and 2A leads perform more like a "cold lead" due to age. Some homeowner might have forgotten that they had requested information on mortgage protection and some might have changed their phone numbers. You will be able to schedule appointments and make sales from these cheaper leads. Please expect to spend more time dialing and to go through more "no's" in order to schedule the desired number of appointments. If your present situation is such that you have a limited budget but plenty of time, you may purchase the $.50, 1A, and 2A leads given that they are available. Once you have made sales and made a profit, reinvest some of the profit into purchasing leads. If your present situation is such that you can afford to spend a minimum of $ per week on leads, please purchase the 3A, 4A, and 5A leads whenever the inventory permits. The timing for ordering A leads depends on your experience, performance, as well as availability of both A leads and B leads in your area. You can check the lead inventory after you have received your OPT credentials. Please note that the availability of A leads is not shown in OPT and B leads are replenished every Monday. Please make sure to discuss with your upline manager about the specific types of leads to order. To read about the definition of each type of leads, please go to: How many leads should I order? The beauty of this business model is that you can buy your own income! As long as you invest in a weekly supply of leads and engage in the right activities consistently, you will make a very nice profit! Every week, our full-time agents spend at least $250-$300 per week on B leads which should give you about of the $3, $4, or $5 bonus leads or $350-$500 on a combination of A leads and B leads which should give you 10 to 12 A leads plus B leads.

3 When you have a standing order or Geographic Mailing Request (GMR) for a weekly supply of A leads, you will need to maintain a 30% closing ratio in order to retain your access to A leads. Your closing ratio is calculated based on sales from both A leads and B leads. Let's say you purchased 10 A leads and 30 B leads and made 3 sales, your closing ratio is 30% regardless of whether the sales were from the A leads or the B leads. Therefore, when you have a GMR, you are encouraged to purchase B leads whenever possible in order to maintain your closing ratio. Please make sure to discuss with your upline manager about the specifics of your lead order. Don't ever skip your weekly lead inflow SFG offers you an infallible system that allows you to be your own boss and create an income that will exceed most corporate employees' income. The single most important part of this system is your weekly lead supply. In this business, you can buy your income by investing in lead resources. Your leads are the foundation of your business. As a fully commission-based agent, your job is to engage in consistent, weekly income-producing activities that will fill up the pipeline. Sales, by nature, fluctuate. The only way to counteract this fluctuation is through a consistent weekly lead inflow and consistent weekly incomeproducing activities. If you are consistent with your lead supply and activities on a weekly basis, you may have a bad week in this business, but you will never have a bad month. In contrast, if you react to a bad week by skipping your lead inflow, that will be the beginning of the end to your business. Appointment Setting Below are a few appointment setting tips that will help you maximize your time and improve the number of appointments you set. ***The Importance of Scheduling*** Scheduling is a key part of your success because a good schedule saves time and energy (and gas money) and prevents mental roller coaster and exhaustion. 1. Set a regular schedule Most of our full-time agents dial on Saturday and Sunday to schedule at least appointments on Monday and Tuesday (maybe Wednesday). Set a regular schedule for yourself and stick with it every week! Consistency is key in this business!

4 2. Schedule back-to-back appointments in the same geographical area Print out a zip code map and organize your leads by zip codes. Then schedule back-to-back appointments that are close to each other geographically. Always bring your leads with you when you travel. To help increase the number of appointments, make sure to doorknock the leads in the vicinity of the scheduled appointments especially in cases of rescheduling or cancellations. You may download the Route4Me app on your smartphone to help you plan for the most efficient route. Route4Me download for iphone HERE: Route4Me download for Android HERE: 3. Learn to take control on the phone and direct people to meet you when YOU are available. Be assumptive on the phone. These people sent their information in to us. They want the protection! Be professional and let the families know that you are busy helping many families so if they are serious about putting a protection plan in place, they will need to see you when you are helping other families in the area. 4. Give each appointment no more than an hour in your schedule in case of rescheduling or cancellations. Tell the families "if you can kindly give me about 30 minutes on either side of our appointment, I d appreciate it since I have about 15 families to see; some families take longer than expected and I could run a little bit late and some appointments run short in which case I can get to you sooner." Most of our (full-time) top income earners are only on the field days per week. This way you have time to build a team as well! 1. Audio Training Dialing Tips You may listen to the audios located on our website: These will definitely help improve your scheduling ratio!!!

5 2. Practice the Phone Script Print out a copy of the phone script and start practicing on your own. Record and listen to yourself until you are satisfied. Often the most important part of the script is the first two sentences. That's because the person on the other end of the line usually determines whether they want to do business with you within seconds of listening to you. For example, if you sound like a telemarketer (e.g., monotone, reading), they may hang up on you or find ways to get off the phone. So, always have a smile when you talk to the families and be eager to be of service to them. Your attitude will show in your voice! Feel free to call your upline manager to role-play the phone script before making your first dial! 3. Call at the Right Times The absolute best time to call is Saturday morning from 8AM - 1PM. Most people are home Saturday morning and they are more likely to pick up the phone. If you miss this golden window of opportunity, you will most likely have to spend significantly more time on the phone in order to schedule the desired number of appointments. Please dial into the Saturday Dial Day Call at 8:30AM EST, CST, or PST to receive weekly tips on dialing! Other popular times to call are: Friday 5PM-8PM Friday any time during the day Saturday 3-5PM Sunday 4-8PM Weekdays 5-8:30PM Bottom Line: Any time you pick up the phone you increase your chance of making $$$ in this business!!! 4. Keep Track of your dials Use the attached Dial Table to keep track of your dials. You must keep track of your number of dials, number of contacts, and number of scheduled of appointments each week. This is valuable information that can inform you about what you need specifically to improve your performance and increase your profitability in this business!

6 5. Triple Dialing Triple dialing means: Dial a number, let the phone ring 3x, hang up, dial the same number again, let the phone ring 3x, hang up, dial the same number again, let the phone ring 3x, hang up, move onto another phone number. This will DRAMATICALLY increase your contact ratio!!! WHY? Most people don't pick up the phone from a number they don't recognize. But if you triple dial, they will pick up if they are free! If you don't want to dial all day without any one to talk to, do triple dialing. It works!!! When you keep track of your dials, every dial is considered a dial. If you triple dial, it's considered 3 dials. 6. Schedule the Appointment Remember your only goal on the phone is to schedule an appointment with the family. Your job is not to give them information about the mortgage protection plans or to run any quotes for them. In fact, the less information you give over the phone, the more likely you are to schedule an appointment with them. We have something to offer almost everybody. Our mortgage protection plans cover those up to age 85 years old. Our guaranteed issue plans cover those between 45 and 80 years old. Don't ever give in to the request of sending information over or giving them a quote over the phone. You will not make a sale over or the phone. If someone asks for information over , by phone, or over , you can say: "I wish I could. But mortgage protection plans don't work like that. Your eligibility is based on a variety of different factors and I will need to see you in person in order to see whether I can find a suitable plan for you. I will be helping two other families in your area next Monday. Does morning, afternoon, or evening work better for you?" 7. Make Sure All Decision Makers Will Be There Always make sure all the decision makers will be present at the meeting. If you are talking to the wife, make sure the husband will be there and vice versa. If you are talking to an elderly person, ask if a family member will be making the decision with them and make sure that family member will be there at the meeting. Do not ever schedule a one-legged appointment you will not be able to make a sale. What if you show up at the appointment and one of the decision makers isn't there? Reschedule the appointment right then and there. You can say something like this: "Listen. I happen to be running behind on my appointments today. How about this? Let's reschedule our appointment to another time. This way I can explain the information to you and your husband (wife, son, daughter) at the same time. Would tomorrow same time work?"

7 8. When someone tells you to call back: Tell them you are working on your schedule now and it will fill up in the next 2 hours. How about this; let's put you in one of the time slots now. If for some reason you needed to change it, you can always give me a call back and I can see if I can find another time slot for you. That way we can get this taken care of for you. What time of the day generally works better for you? Morning, afternoon, or evening? 9. Direct them to meet with you during your preferred times, not theirs: My company sends me to different areas to help families. I may not be in your area again until next month. If this is important to you, let's find a 15 to 20 min time slot on Monday or Tuesday so we can get this taken care of for you and your family. 10. Gather Client Information Below is a list of the information you will need for each potential client: Name (if not on form) Birthdate Sex Height Weight Smoking Status Medications Medical issues Mortgage balance Monthly mortgage payment You may use the Client Qualification Form to write down information for each of your client. Please print out the following reminder regarding specific medical information to ask for over the phone:

8 Specific Medical Information to Ask for Over the Phone For people with high blood pressure: Ask them how many medications they are taking and ask if it's well-controlled. For people with high cholesterol: Ask them how many medications they are taking and ask if it's well-controlled. For people with diabetes: Ask them if they are taking insulin. Ask they how old they were when they received the diagnosis. Ask them how many oral medications they are taking and ask if it's well-controlled. For people with cancer: Ask them when the cancer was diagnosed, what stage, when they had their last treatment, was radiation involved, how long has it been in remission. For people with heart issues: Ask for specific details and ask for names of medications. For people with arthritis: Ask them what type, when it was diagnosed, how many medications they are taking, if it's well-controlled, any surgeries as a result. 11. Keep Dialing Until You Reach Your Goal The #1 predictor of success in this business is your weekly lead flow and the #2 predictor of success in this business is your willingness to keep dialing until you have set the desired number of appointments for the week! SFG recommends a minimum of 250 dials per week for our agents. If you have the right amount of lead resources every week and if you are dialing at the right times, you should be able to schedule between 8-12 appointments most of the weeks. So what if you don't have the desired number of appointments after making 250 dials? DO NOT STOP DIALING UNTIL YOU HAVE REACHED YOUR DESIRED NUMBER OF APPOINTMENTS FOR THE WEEK!!!

9 Let us help you strategize for each appointment! Once you have scheduled an appointment, please get on our weekly Appointment Preparation Call: Learn about products and how to run quotes for your appointments this week. Every Sunday 8PM EST - 7PM CST - 6PM MST/AZ - 5PM PST Dial In Number: Access Code: # If you cannot be on the call, then you may the following information to your mentor who will then send you feedback on which products to use for each client. Date & Time of Appointment Name Birth date Age Sex Height Weight Smoking Status Medications Medical issues Mortgage balance Monthly mortgage payment After doing that consistently for all of your appointments for the first two to three weeks, you will begin to have a good grasp of the products and be able to select the right products on your own most of the time. Most importantly, call the underwriters of each of the carriers whenever you have questions about your client's eligibility or rate class/table rating. Please see the attached Cheat Sheet for a list of the major carriers' contact information. We highly recommend that you your mentor ON THE SAME DAY you schedule the appointment(s). Do not wait until the last minute because sometimes we will need to contact the underwriters in order to decide which product is the most appropriate and the underwriters work Monday - Friday. If you are scheduling to meet someone on the same day, please call or text your mentor to discuss your case! Remember, whenever you need immediate attention, please text your mentor "911" first. We will do our best to drop everything and pick up your call!

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