1 Training Series Part #2 Fundamentals of Life Insurance Copyright 2014 all rights reserved
2 Life Insurance Marketing The world of marketing can be both an exciting and daunting experience. Earp Enterprises has compiled unique marketing strategies to help each member of our Team in their efforts to market Life Insurance. We are prepared to help you through the challenges. We work with numerous Carriers, and can offer an array of products from guaranteed issue, graded policies, whole life, term, final expense, and more. Our unique quoting system compares plans and pricing to make your presentation go smoothly. You can be confident that no matter what your client s budget, health condition, age or preference WE can find a perfect fit!
3 Step by Step Guide: Approaching the Home Believe it or not, how you approach the home determines the success of the sale. If you follow our proven system and apply the concepts we teach you you won t ever have to worry about what to say, how or when to say it. As soon as you pull in the driveway and get out of the car WAVE and SMILE! It doesn t matter whether you think they can see you or not. Chances are they are peering out the window, and if they see a warm, friendly smile, they are more likely to let you in the door. Do a familiar, friendly knock don t bang on the door like the UPS or FEDEX guy. Step back so as not to appear threatening.
4 Approaching the Home Continued If no one answers the door, try calling the phone number on your lead sheet. Sometimes people don t feel comfortable answering the door but they might answer a phone call. Just let them know that you were in the area and thought you would stop by to answer questions and review the options available to them. More often than not, they will invite you in. If they do not answer the door or phone come back another time! Try a different time of day the next time and you might have better success at finding them home. Some are just not a morning person, others have doctor appointments or other things going on and are available in the afternoon instead.
5 When They Answer the Door Make sure you are standing back. NEVER show up at someone s door dressed sloppily neither should you over-dress. You do not want to appear like the typical salesperson. Dress appropriately: clean, polished and comfortable. When they answer the door, make sure you introduce yourself and let them know who you represent. Show them the lead card, address them by their first name, and just be casual about it. Hi Andrea, my name is with Earp Enterprises. We received this card back to our office that you had filled out requesting someone to stop out and go over your insurance benefits. I was in the area and thought I d stop by and see if there was anything I could help you with! SMILE! Don t over do it, don t prattle on excessively, just get right to the point and do it with friendliness. Most of the time, you will get right in the door.
6 When You Come In the Door Be polite and cheerful. Take a moment and find something to compliment I noticed the beautiful flowers out front, Andrea, you must enjoy gardening. Anything to strike up a conversation other than business for a few minutes. This sets a nice mood and keeps everything non-threatening. You want to immediately establish a friendship. When you come in the door, pay attention to your surroundings. If you see that their shoes are at the door, offer to take off your shoes. They will appreciate your respectfulness and feel more at ease with inviting you into their home. Try to nudge them in the direction of the kitchen or dining room table if possible. Although it s fine to sit on the couch if necessary, it is much easier to keep their attention if you are all sitting at the table together and they are able to easily see the plans you are going over.
7 When You First Sit Down Once seated, don t rush right into making your presentation. You do not want to give the impression that you are all about the sale. Instead, talk about your adventures for the day, or perhaps the drive or traffic. Ask them about a picture on the wall and try to get them engaged in conversation. People love to talk about themselves.
8 Overcoming Objections Objection #1 I thought you were going to send the information in the mail! Actually, Andrea, there is just too much information to mail, because we customize plans according to your needs, budget, and current situation. There may be programs you qualify for that can save you a lot of money. We come to your home so that you can make an informed decision about your insurance.
9 Overcoming Objections Continued I m not interested in anything. Well, Andrea, do you know why you filled out this card and mailed it in to our office? This is your handwriting, correct? Sometimes the best thing to do is to just put them on the spot. Use the word You often, so they understand that THEY were the one who filled out the card requesting information. You are simply responding to that request as you ought to. Try to find out what they currently have, and make sure you reiterate that you handle all Carriers in NY and PA and you are not the typical insurance agent. They may be more inclined to let you in if they know that you are not a sales agent working for one company. People like to have options.
10 Overcoming Objections Continued I m happy with what I have. Well, Andrea, I m glad to hear that. In all honesty, I rarely hear that from people and it s great that you feel that way. I m not here to force you to change anything, I m just doing my job and getting back to you about the information card YOU filled out. I just review the different plans, program, and options you may be eligible for, and then if you still decide to stay the way you are, I ll be on my way. Sound fair enough? SMILE! Well I don t know does it take a long time? Not at all. I try to make everything as simple and straightforward as possible. It should only take about 30 minutes of your time. Does that sound okay? SMILE!
11 Sample Sales Pitch: Mrs. Jones let me tell you how this card / program / whatever / came to be. This plan was designed for seniors to help them help their family take care of the seniors final expenses. Now, at present, Social Security only pays $255 to seniors help them pay for their final expenses. Now, we all know that final expenses cost more than $255 wouldn t you agree? Not many people understand this. You have your normal expenses of a funeral home and cemetary and there are also other expenses that occur at your death. There could be medical, emergency room, ambulance fees You could have medicare deductibles, doctor fees, taxes, attorney fees, creditors, probate. Now, not everyone has all these final expenses, but often 2,3 or 4 of these final expenses pop up. Now, Mrs. Jones, we have found out that people who have filled out these cards and sent them have 3 things in mind:
12 1. The least common is seed money. Maybe you want to leave a little to a grandchild for college. For example, the other day I had a client tell me that if, God forbid, she should pass before her granddaughter goes to college, she wants to make sure her granddaughter has enough to help her pay for some of the expenses. Or if her granddaughter finishes college before she passes on, then she can use this money to put a down payment on a house or to start a small business or whatever. that is what we call seed money. 2. Now the second most common reason is when a husband and wife knows that when one passes away, their income is going to be cut in half. For example, they may be living on their social security checks so they will be losing that other check. So what we find is that people send this card in so they don t leave their loved ones, in this case their spouse, with a bunch of extra debt. 3. Now the third one, and the most common reason people find themselves filling these cards out and sending them in is they want to make sure all their final expenses are taken care of. They may have experienced in the past when someone they knew passed away and they didn t have everything taken care of and the burden was left to their family and friends. It was a struggle on their family and they just want to make sure that they don t burden their loved ones like this when they pass on.
13 Now, Mrs Jones, out of those three reasons, which one sparked your interest when you sent this card in? Were you looking for seed money, to cover credit debt or did you just want to make sure that your final expenses were paid? (Now whatever they say, pound on that) That is great Now have you experienced someone passing away that didn t have their final expenses taken care of or they didn t have much coverage to take care of those expenses? You did, well, what was that like? Did you have to personally pay? Did your family struggle? In the back of your mind, who were you thinking of to be your beneficiary? (Take notes!!! This is your ammunition.) (Now start going into the qualifications)
14 I need to ask you some questions because I want to be able to give you an accurate price. 1. Height/Weight 2. Medicines (Ask for names of the medicines and what they take them for. You will need the dosage and how many they take each day. Ask what you are taking them for.) 3. Health problems: When was that? When did this happen? 4. If they have diabetes, do they take insulin? How old were you when you started taking insulin? 5. Now lets just go from head to toe Do you have any mental issues? Ever had dementia, strokes etc? How are your lungs? Are you breathing good? Are you using any oxygen? Do you smoke, dip or chew tobacco? How's your heart? Have you ever had any. heart surgeries or stint implants or maybe you have a pace maker in there How is your liver and kidneys? Any type of neuromuscular diseases like Multiple Sclerosis, grand mal seizures, Parkinson's or anything like that? Okay, we have two types of coverage: (That is when you pull out the app.) You have what they call first day coverage, which means you are covered immediately after the policy is issued. That means if you died the week after, the insurance company would have to pay the full face amount to your beneficiary. They d have to pay the claim.
15 Then, we have what s called graded benefit, which means you aren t covered for a full two years after you start paying your premium. Now, in a minute, after we go over these prices, I m going to go over these questions and this is going to tell us if you will qualify for first day coverage or if you will have to wait 2 years to be covered. This will tell us whether you are approved for first day coverage or graded. Now, before we get to those questions, I m going to work up some prices. (When you hand over the paper with prices, explain to them how it works ) Mrs. Jones, these payments are going to be set up on a monthly bank draft payment. That means that every month, at the same time, your bank will be drafted for the premium. Now, go over the prices
16 If you want to leave $25,000 at the time of your passing, then it will cost you a month. (Repeat 2 more times) Now, Mrs Jones, I m going to ask you these questions to see if you qualify for first day coverage, but before we do that, I want you to look over these three prices and you tell me which one is best for you? (Be quiet while they pick.) They pick one out Okay, let s see if we can qualitfy you for the the immediate coverage? Great news Mrs. Jones, you qualify for first day coverage, may I please have your SS card and ID. (Put your head down and start writing.)
17 Here is How We Help our EE Brokers: We have a team of highly trained professionals who are devoted to researching the best Life and Final Expense Carriers out there. We only represent Companies with superior quality and flawless reputations. Once our Brokers are contracted with a Carrier, we ensure that they have continual updates regarding products, services, and training pertaining to each company. We believe that the only way to market effectively is to be confident that you know what you re doing.
Presentation Tips Remember 40% of the presentation is Rapport Building! When you walk into the home, don t start closing right away! Go slow, build rapport first. The clients buy you first, then the Company,
SAMPLE THANK YOU NOTES Thank You - In Person Visit (Prospect) 1. Thank you for stopping by today. I look forward to working with you in the future. 2. It was a pleasure to meet you today. We pride ourselves
Private Hospital Cover - $250 excess Effective 1 July 2010 You want a comprehensive private hospital cover that provides for the health needs of yourself and everyone in your family. You don t mind paying
WarmMarket ScriptIdeas Warm Market Scripts Ideas. Schedule a time to talk with them soon after they get the information. Follow-up is the key to success. See some ideas. Speak to your upline support and
Successful Cold Call to Business Hi, this is Steve at Waterway Car Wash. Good afternoon, Steve. My name is (first and last name) and I am calling on behalf of (name of yearbook), the yearbook publication
Treating Cancer with Proton Therapy Webcast March 2011 Host: Jaime Méndez Ester Lombrozo Marc Delclos Please remember the opinions expressed on Patient Power are not necessarily the views of MD Anderson
How to Generate a Consistent, Quality Flow of Referrals from CPA s and Attorneys Manual Mike Kaselnak 2008 1 Mike Kaselnak 2008 2 Table of Contents Are we going to live with the pain or do something about
The Final Expense Life Insurance Handbook The Final Expense Life Insurance Handbook Contents What is Final Expense Insurance? 3 Universal Life Insurance Policies for 5 Final Expense Whole Life Insurance
HIV AND INSURANCE 1 H I V and Insurance YOUR LEGAL RIGHTS UPDATED MARCH 2014 published by: AIDS Legal Council of Chicago 180 North Michigan Avenue, Suite 2110 Chicago, Illinois 60601 (312) 427.8990 2 AIDS
Rocco s Proven Phone Script Hello. Hi. This is representing. I m assigned to the area and my company asked kdme to give you a call. 18 Rocco s Proven Phone Script They received your card in the mail and
Expired Listings First Call to Expired Listings Seller Number One Agent in Properties Sold: Script #1 Brad McKissack, Denton, Texas Millionaire Real Estate Agent Tip! If you get an answering machine, instead
How To Save Your Family From Deep Financial Mistakes With Proper Estate Planning Wills, Living Trusts, and How To Avoid Time Consuming and Expensive Probates. By: Brian Willie, Attorney At Law Orange County
Approaches & Referrals 1. Cold Call Requires the broker to wander around looking for people to attack. Can result in a thickening of the skin, which is helpful. It also offers a change of pace, which is
TRANSCRIPT OF EPISODE 14 OF THE INVEST FOUR MORE PODCAST Wholesaling Mark Ferguson Mark: Hi everyone. Mark Ferguson here with another episode of the Invest More Real Estate podcast. Today is just going
Scripts for Recruiters Companion Script Guide for The New Recruiters Tool Kit www.greatrecruitertraining.com Copyright 2010 Scott Love 1 How to Use This Guide Use this companion script guide while watching
HOME PROTECTION PLAN MORTGAGE INSURANCE Mortgage Insurance that is Custom Built to Meet Your Needs Mortgage Insurance that is Custom Built to Meet Your Needs Your mortgage insurance should offer you sufficient
Being a Carer and Having a Carer s Assessment How to get help if you are doing a lot to look after another person Introduction What is this pack about? This pack is to help people with learning disabilities
The Sales Mastery Series for Real Estate Professionals with Mike Ferry The Decision How many deals do you want to do per month, this year, next year, and the year after? How much money do you want to earn?
BOOKLET 8 TM A Guide To Remaining Smoke Life Without Cigarettes Contents Urges 2 Benefits of Quitting 4 But What About My Weight? 7 If You Do Smoke 9 In Closing 10 This is the eighth and last booklet in
Helping you through this difficult time. New York Life Insurance Company New York Life Insurance and Annuity Corporation (A Delaware Corporation) 51 Madison Avenue New York, NY 10010 www.newyorklife.com
One Choosing the Care You Want: ADVANCE DIRECTIVES At Carolinas HealthCare System, we believe your care should line up with your health goals at each stage of your life. In good health and in sickness,
The Hottest Recruiting Scripts in MLM by Eric Worre It s a stone cold fact that we have a better way, now let s go tell the world For more information on how to become a Network Marketing Professional,
A CONSUMER S GUIDE TO LONG-TERM CARE INSURANCE PROTECTION A WOMAN S GUIDE TO Long-TermCare Insurance Protection Practical Planning Information For Women Women with Spouses or Partners or Women Living Alone
Free Legal Consumer Guide Series Brought To You By Meeting All Your Legal Needs for 50 Years 2 How to Do An Annual Review of Your Legal & Financial Situation HOW TO USE THIS GUIDE If you read this guide,
Activity 3: Observe Psychological First Aid In this activity you have the opportunity to hear a conversation between a survivor of bomb blast and a Red Cross behavioral health volunteer. This role play
Your Health Insurance: Questions and Answers This simple guide will help you understand how to use and keep your health insurance Meet four people with questions about their health insurance: George is
Your helpful life insurance guide: Shopping for life insurance When it comes to shopping for life insurance, you may need help making an informed decision. At Amica Life, we believe helpfulness is what
LONG TERM CARE INSURANCE IS NOT FOR THE ELDERLY! What s that you say? Long Term Care insurance (LTCi) is NOT for the elderly?! Did you know that over 45% of all claims for Long Term Care are for people
1 MORE THAN A MEMORY. Put what you can in place for those you care about. Whether it s to help contribute towards the costs of your funeral, or simply as a gift that could help make a difference to your
Track & Compare Life Insurance Quotes The hardest part of buying life insurance is getting started. While lots of people avoid buying life insurance because they think it s too complicated, buying a house
Page 1 of 26 Advance Health Care Planning: Making Your Wishes Known Page 2 of 26 What s Inside Why Health Care Planning Is Important... 2 What You Can Do... 4 Work through the advance health care planning
Consumer Study Understanding Long-Term Care Buyers Mutual of Omaha Insurance Company United of Omaha Life Insurance Company HEARTS &MINDS M28080 For producer use only. Not for use with the general public.
Medical Malpractice VOIR DIRE QUESTIONS INTRODUCTION: Tell the jurors that this is a very big and a very important case. Do a SHORT summary of the case and the damages we are seeking. This summary should
Copyright Notice & Legal Notice 2012 LifeNet Insurance Solutions 11505 Eastridge Drive NE Suite 420 Redmond, WA 98053-5758 Feel free to share this ebook (FOR FREE) with anyone you want to. All rights reserved.
50+ Life insurance An affordable solution with many advantages If you think it s too late to take out life insurance, keep reading! Just because you re over 50 doesn t mean it s too late to take out life
Question and Answer Guide for WATER DAMAGE Are you wondering: what restorative drying is? if you can turn off the equipment at night? or if there s anything you need to be doing? In this guide you will
Family Caregiver Guide Doctor Visits Caregiving involves not only major crises, but also routine experiences like going to the doctor. HIPAA is a federal law that protects patient privacy, while allowing
Group Additional Life Insurance Answers To Your Questions About Coverage From The Standard Standard Insurance Company About This Booklet This booklet is designed to answer some common questions about the
The Young Person s Guide to Health Insurance For Graduating Seniors A message from the WHITE HOUSE Dear Friends: Graduation is a time for you and your family to celebrate your accomplishments, and to think
RIGHTMOVE S GUIDE TO Selling PREPARING TO SELL Things you need to consider HOW MUCH IS YOUR HOUSE WORTH? Making sure the price is right GETTING THE MOST OUT OF VIEWINGS Creating the right impression PREPARING
The Psychic Salesperson Speakers Edition Report: The Three Parts of the Sales Process by Dave Dee Limits of Liability & Disclaimer of Warranty The author and publisher of this book and the associated materials
1 Attention Agents: How to Generate Leads and Make More Money Copyright No part of this consumer report may be reproduced or transmitted in any form without the written permission of the author. This electronic
The 12 Step Follow Up System Finally A Follow Up System That s Simple, FUN and Most Importantly PROFITABLE! Copyright 2013, All Rights Reserved Nancy Matthews Page 1 Congratulations! Welcome you to the
Medicare Coverage of Kidney Dialysis and Kidney Transplant Services If you have permanent kidney failure, this booklet is for you. It tells you... $ How to get Medicare if your kidneys fail. $ How Medicare
Their approach, friendly and trustworthy. Understanding my needs. Friendly, thorough and don't do any unnecessary procedures. Friendly and competent. The team is always happy and smiling which puts you
79 Wall Street Huntington, NY 11743 800.660.1466 631.425.9775 718.220.0099 631.415.5004 (fax) A Consumer Guide What is a Deposition and How Does It Work in a Personal Injury Case? A key component in many
RECRUITING TIPS & SCRIPTS 1 & WHAT TO SAY TO NEW EXPERIENCED AGENTS table of contents Attracting New Agents Key Tips for Speaking with New Agents Interviewing a New Agent Inviting a New Agent to a Career
WINTER 2013 Get to know your pharmacist better Page 6 Let s talk about health insurance changes Page 2 Kristin Weiler, Pharmacist Wayne Thompson Putting the care in care management Page 4 SECURITY HEALTH
7 Questions to Ask When Screening Senior Living Communities And Two Points to Consider Before Making Your Final Decision 630-297-4944 www.lexingtonsquares.com Is It Time To Consider The Best Living Option
Voluntary Group Life Insurance Protecting what s priceless S T A N D A R D I N S U R A N C E C O M P A N Y About This Booklet This booklet is designed to answer some common questions about the Voluntary
Financial Planning in Your 20s and 30s Financial planning varies throughout the different stages of life. Older people are often focused on planning for a comfortable retirement, while younger people often
Spring Conference April 30, 2009 through May 1, 2009 CUSTOMER SERVICE Marta De La Torre, RHIA, CHP, CHE Service Line Leader, Revenue Cycle Local Integrity & Privacy Officer Saint Agnes Medical Center Marta.email@example.com
Direct Selling Marketing Secrets By Darnyelle A. Jervey Incredible Factor Business Coach and Marketing Mentor firstname.lastname@example.org 1 P age Table of Contents Welcome 3 Why Marketing?...5 15
A GUIDE TO ADVANCE CARE PLANNING Advance Care Planning is a process that ensures your family and treating healthcare team understand what is important to you and how you want to be treated if you become
Choosing Health Care Insurance By Steve Meinhardt http://yumainsurancehealth.com Office: 928-217-3621 Mobile: 928-580-7102 Fax No: 928-344-3507 Email: email@example.com Or - Fill out the contact
LEGAL & GENERAL HOME FINANCE Guide to Lifetime Mortgages A lifetime mortgage could give you the freedom to really enjoy your retirement. We re delighted you re finding out more about lifetime mortgages.
Insurance how to use health insurance taking charge of your health insurance Now that you have health insurance, you are able to get the health care you need, when you need it. You won t have to wait until
GAcollege411 Site Overview Transcript College Student Hey little man. High School Student What!!? UGH! Don t call me that! So, home for Spring Break, how s college going? College Student Oh, pretty good,
Discover the Secrets of Closing Internet Insurance Leads Introduction You know your sales are out there. You ve been using the internet to generate insurance leads, and your inbox has been filling up with
Clinical Trials Clinical Trials This brochure is for people making decisions about cancer treatment. You may be thinking about a clinical trial for you or your child but need to know more before you decide.
GUIDE Your To Public Health Insurance Marketplaces Find Coverage for You and Your Family We are Towers Watson s OneExchange We help you shop for a health plan. We hire and train licensed benefit advisors
Additional Life Insurance Answers to your questions about coverage from Standard Insurance Company STANDARD INSURANCE COMPANY About This Booklet This booklet is designed to answer some common questions
New Beginnings: Managing the Emotional Impact of Diabetes Module 1 ALEXIS (AW): Welcome to New Beginnings: Managing the Emotional Impact of Diabetes. MICHELLE (MOG): And I m Dr. Michelle Owens-Gary. AW:
Overcoming HR Spreadsheet Hurdles Table of Contents Introduction 3 Excuse 1: I m not ready to make a decision. 4 Excuse 2: But spreadsheets are free. 5 Excuse 3: I m afraid to make such a big change. 7
How to Use the Auction Effect to Sell Your House Faster This approach has also been called How to Sell Your House in 24 Hours but you can take a whole weekend! Have you ever noticed that some houses seem
FACT SHEET Your insurance options with Prime Super (Prime division) Now incorporating 1 May 2014 If something were to unexpectedly go wrong, life insurance is a vital safety net to protect your loved ones.
GUARANTEED 50 PLUS LIFE COVER A simple, affordable way to give peace of mind to the people who matter most Want to know more? Please talk to your adviser The average cost of a burial in the UK is currently
Fixed Annuities Lincoln Insured Income Immediate Annuity single premium immediate annuity Income is just the beginning Payment options to fit your needs Guaranteed income No market risk Client Guide Lincoln
Life Insurance Made Easy The basics on buying Life Insurance Introduction Hi There! Before you begin reading, I d like to take the time out to truly thank you for downloading this guide. There is A LOT
Whatever s special about your family life, make sure you protect it Your family is special, so make sure you protect it When something awful happens, it feels like normal life stops. But, even for a family
Smoking Cessation Script Progressive Muscle Relaxation Deepener Make yourself comfortable move around if you need to just as you would move around at night when you sleep it helps to relax you and as you
Group Additional Life Insurance Answers To Your Questions About Coverage From The Standard Standard Insurance Company Group Life Insurance About This Booklet This booklet is designed to answer some common
p T h e L a s t L e a f IN A SMALL PART OF THE CITY WEST OF Washington Square, the streets have gone wild. They turn in different directions. They are broken into small pieces called places. One street
Sell Your House in DAYS Instead of Months No Agents No Fees No Commissions No Hassle Learn the secret of selling your house in days instead of months If you re trying to sell your house, you may not have
Personal insurance There are many risks you face during your lifetime, but the most serious ones you will face are death, disability, serious illness and/ or medical intervention (surgery). These can happen
STEP-BY-STEP GUIDE Is It Time for In-Home Care? Helping Your Loved Ones Maintain Their Independence and Quality of Life 2015 CK Franchising, Inc. Welcome to the Comfort Keepers Guide to In-Home Care Introduction
The Teacher Retirement System of Texas Group Long Term Care Insurance Program for New TRS Members Underwritten by Genworth Life Insurance Company 2007 Genworth Financial, Inc. All rights reserved. 45145
Your retirement income Exploring your options Contents 02 What do you want to do with your pension fund? 07 A regular retirement income for the rest of your life 10 A flexible income from a Self Invested
Commitment to Customer Care Providing a high quality patient experience Commitment to Customer Care Our promise: At Sheffield Teaching Hospitals, all receptions will The Commitment to Customer Care Guide
Texas Ob/Gyn Practice Leverages Patient Portal to Connect with Patients The number one question people ask me is, When did I have my PAP test? Now they can go back and see when they had the test and the
0:00:18 Todd: Hey everybody, welcome to another edition of The Prosperity Podcast, this is No BS Money Guy Todd Strobel. Once again, we have my cohost and bestselling financial author Kim Butler with us,
Why Your Job Search Isn t Working 6 mistakes you re probably making and how to fix them I t s easy to think that your lack of success in finding a new job has nothing to do with you. After all, this is