IN HOME PRESENTATION

Transcription

1 After you build rapport and a friend IN HOME PRESENTATION Transition: (say their name), I want to respect your time and the other people I need to get to today. This will just take a few minutes. You can relax as you can t buy anything today. I m going to show you about our company, ask you a few questions, and see which programs you may be eligible for (open the ATM) Slide 1 (The Alliance) I work for a company called The Alliance. We are nationwide and we help people with many different programs such as: Life programs, final expense programs, health related programs, and retirement programs. Slide 2 (About Me) Go over your bullet points about you unless you already talked about some of them then skip those specific bullets points. I talk about what I did for previous work and now I work as a Strategic Planner. *Tell you story with passion!! Slide 3 (Pictures) *Have a picture of your family, pets, and an obituary and picture of the person your personal story is about. I start with: Every family has a story. Unfortunately, mine does too. Tell your story with passion!! (I point to the pic and the obituary of the person I am telling my story about). After I tell my story I ask, has anything like that ever happened in your family? Anyone that passed away in your family that did not have coverage? If yes, ask details and multiple questions about it. Examples: Why didn t they have coverage? What did the family do? Was it hard financial to be left with that burden? If not, play up how much of a relief it must have been to not have the financial stress. What would it have looked like if they did not have the insurance? Think your (their family member from their story) would have done it differently? Be silent after you ask this question. Need to build emotion here. This is really where you build the why. After build the why big, I then go to showing them the pics of my wife, daughter, dog.

2 TIP: NEED TO HAVE TWO STORIES: CONTRASTING STORIES. One story where they had coverage and one where your family member did not have coverage. Slide 4 License Here is my license which was not easy to get. You have to be licensed in Florida to help people with these programs. I point to the date my license was issued and say, you can see here that I am current. Slide 5 Companies *(say their name), I work with over 30 different companies *All A-Rated *I shop the market for you Do you recognize any of the companies? (I point to the major ones they may know). We just work with the big ones as they typically have better programs for the money. I point to FNG and then turn to the back of my ATM and show them my FNG policy. I show them my critical Illness policy, and then I point to the name on my Foresters policy and ask them to read which company it is. I then turn back to the company page and point to Foresters Financial. (Say their name). These are the same companies that I help people with daily for their programs and they are the same programs that I use for my own family. SLIDE 6 I m going to be asking you a few questions such as: 1) What medications do you take? 2) Any health conditions? 3) Any recent hospitalizations? I will also ask you a few financial questions to see if you have anything that may offset the programs you may qualify for such as, do you own any IRA s, stocks, 401K s, savings. Slide 7 Reasons sent in postcard *Only say mortgage protection if your on a mortgage protection appointment. *Only mention income replacement if you are meeting with a married couple

3 *Take the mortgage protection page out unless your doing a mortgage protection appointment (put it at the back of your ATM) I say, People send in this postcard for a few different reasons: They want to cover their cremation or burial or leave money behind to kids, grandkids, or leave a legacy *Bring the postcard out and ask them what their main thoughts and concerns were when they filled out the card. Be quiet and let them answer. If they don t know or say some crazy answer. 1) Do you have anything that covers your burial or cremation? 2) Oh, you wanted to make sure your was not stuck with the bill for your final expenses is that right? 3) Oh, You just wanted to have more coverage to make sure everything all of your final expenses and bills were covered, is that right? 4) You just wanted to leave some extra behind for? *Whatever the reason is that they agree on, I say, that is exactly why people send in this postcard. My job is to take this worry off your plate. SLIDE 8 FINAL EXPENSES (Their name), Do you want to be buried or cremated? If they tell you which one, ask them if they know the approximate cost? Cremation averages 3-5K and burial 10-15K A lot of coverage on the market cancels when you hit age 80. The companies we work with the coverage is permanent and good the rest of your life. I work with people on fixed incomes and that is who these programs are designed for. Did you know that many plans on the market the insurance company can increase the rate? Typically, it s not until your late 60 s or 70 s and then you have to decide if your going to eat or keep your coverage. Guess which one people typically choose? Exactly! All of our plans the monthly amount stays the same and can never increased even as you get older or if your health changes. Your in control instead of the insurance company!! All of our programs have a cash value. That means a portion of your premiums build up in the policy. If you have a medical or financial emergency, you can pull some of the money out and still keep your coverage.

4 SLIDE 9 & 10 I tell them when I start this page, to finalize. I m more of a locator person. I locate the company out of our big 30 that will have the best program for the money. The insurance company makes the final decision, you or I don t have any control over that. I wish I could just give it to everyone but they don t give me that type of control. I m going to show you your three best options and then you can pick the one that fits your family and budget the best. I m a paperwork guy. I help people complete the paperwork and get it into the company. Sound fair enough? *Pull out the greensheet and start with health related questions. Complete greensheet in its entirety. Ask them, if you were to die tomorrow, where would your family find your policy (if they have a current policy)? Have them get their policies. Tell them, Legally and ethically, I need to see what you have and what your paying on. Go grab those policies and I m going to use the bathroom and we will meet back in 5 minutes. Start putting the info in the underwriting tool. I say, We now have a tool that many companies don t have. I put in your medications, health conditions and it literally tells us the best company and program you may qualify for out of the companies we work with. It takes the human error out of it. Find out the 3 different options/amounts of coverage. Before I show them the numbers. Many of these programs start at a certain amount of coverage. I have a lot of people I work with that say, Jeff I can set aside between $75-100, $ or $ a month. What would be a rough range you feel you are able to set aside for your coverage? Be quiet and let them answer. Great, I will be able to find a program that fits in that range. THE CLOSE Write down three different amounts of coverage 1) First option upper end of range 2) Second option the top number of the range 3) Third option is over the range If it includes accident coverage write as:

5 10K/20k 15K/30K 20K/40k *Before I show you the options, let me review the company we are using and how the coverage works 1) The coverage is good the rest of your life 2) The rates stay the same and will not change even as you get older of if your health changes 3) If you die in an accident, it doubles what the payout is to your family *Turn the quoting tool on the computer around or use the back of the greensheet The first amount is and is only per month. The second amount is and is only per month The third option is and is only per month TIP: Smile and make eye contact while you are presenting the options. Which option is going to fit your family and budget the best? Keep making eye contact and smiling. Be quiet and let them speak first. First person to speak loses. When they pick an option, I say, that s exactly what I was thinking. (Say their name). I just need to see your drivers license as I am required to verify your identity and then they will let you use either a checking or savings account so just grab a voided check also. I will get this started and will ask you some health questions in just a bit. TIP: Before you put in the final face amount of coverage, show them a little more coverage and say, before I put in the final amount of coverage, as it s a pain to go back and change, I wanted to show you it s only (25 cents) a day more to get a little more coverage. You could show them one or two other amounts of coverage. Be quiet and let them choose. TIPS FOR THE CLOSE 1) You need to think and act like an advisor 2) Help make the decisions for people if they are indecisive 3) (Their name), may I make a recommendation? 4) I m going to advise you like your my family (mom or dad)

6 5) Handle objections before they come up 6) If not closing, go back to their Why and light the fire again. What s it going to look like if you don t have this coverage etc. 7) I do not stand up until they do where they are then walking me towards the door 8) May have to hear many No s before you get the yes. Be persistent and don t leave without them getting protected. 9) Try to stay away from their kids getting involved unless you know their kids are 100% for it 10) Draft date: so (their name), this will come out on the (say the date that you are there doing the appointment). Work ok for you? 11) Always, Always, Always agree and be on their side 12) Be bold as you need to be. Show you care and believe in what you are doing.

7 OBJECTIONS I want to thing about it: 1) Of course, the insurance company needs to think about it, unfortunately you or I and not in control of deciding if you get covered. So lets see if you can even qualify for this program. 2) Of course, if your thinking about the exact amount you want to have, we can simply adjust the coverage while its being processed. Just call me and we can get it adjusted. 3) Will see if we can get you covered while your thinking about it, so if you don t see tomorrow your family will not be left with the financial burden. 4) There is nothing to think about if you don t even know the company will even accept you. We need to get the paperwork into the company. Let s do this. I need to check with my kids: 1) Fantastic: I respect what you are doing making sure your kids don t have to deal with the final expenses. If you bring it up to your kids, they may say. Why are you doing it, we will take care of it. After all the years I have been doing this, I have never seen a kid or grandchild not be happy that their family member made a decision to cover the final expenses. They are so grateful that the coverage was put in place at the time of death. Does that make sense? 2) Do you want your kids to celebrate your legacy? They will regret that decision if you don t have this covered. This is one more time where you may have to be the parent and do it anyway. 3) Write out exactly how you want the money spent on so there are no arguments over what you wanted. It s one less thing for your kids to deal with.

8 ERS FORM 1) Get their emergency contacts 2) Get 10 referrals: my company requires me to get at least 10. 3) Ask them who they know family or friends that wants to make some extra money. 4) Find out more about safe money or plant the seed regarding additional products. AFTER THE SALE 1) Put your number in their phone 2) Give them your business card 3) Let them know you will be doing an annual review and also will be keeping and eye out for any programs they may benefit from as they become available on the market. 4) Let them know you will step in for their family when they are gone to assist their family with getting the tax free check. 5) Ask them, How do you feel about what we did today? I respect the heck out of you for taking care of your family. You know, some people don t which is hard to believe 6) Spend just a few minutes talking with them after the sale regarding non insurance talk and then stand up and start heading towards the door. THINGS TO HAVE IN YOUR ATM 1) Insurance policies on yourself - get something (personal use) 2) CDC chart - what people commonly die from 3) Chart on what the military covers for burial 4) Greensheets and ERS forms 5) Paper apps from most used carriers 6) Business cards 7) Extra pens