1. Uploading your free website. We provide a website for you that has been already been constructed with our winning concepts. All we do is replace our company name and address with yours. (please get your own DBA (doing business as) and your own bank account. Our webmaster will not bill you the hosting fee s for 90 days, after that it s only 15.00 per month, plus any additions or changes you want to make. 2. History of Annuity, investment and long-term care business, and general education. Most of the background is already on the websites. We are in business because there are now safe Annuities where seniors don t have to worry about risking their investment to unstable market conditions. However, it s important to type in Annuities on the internet and learn more about them. Compared to Cd s, it s much better (the interest rates are much higher). They are void of probate and creditors and they interest is not taxable until the start withdrawing from the Annuity. The only disadvantage of an Annuity is that they are not Federally insured, but they are backed by billions of dollars from the Insurance companies. Also, some Annuities have longterm-care riders providing nursing benefits, and since market to Seniors Citizens, this is a major plus. 3. Planning your advertising campaign a. On the Web We will show you how to upload your 25 word ad on Google and overture and how to place your ads. Since this is a very involved process, so instead of trying to teach you how to be a search engine submission wizard, we will assist you when you re ready to upload some money on the search engines. However, if you choose to be independent and want to learn how to do it, simply call overture.com and they will gladly walk you through the process for free. The secret is to cooperate with us, so we are not advertising at the same time, and to use many different key word combinations that still get searched, but are rare enough where most lead companies are not bidding on them. b. Advertising in the media We have Insurance lead ads that you can use in any Insurance trade magazine, or national media. Mainly, they start with the word Insurance leads, with your website, that s really all that s needed. Most newspapers in the country have help wanted sections, so doing bait and switch ads always works on Insurance agents thinking they are calling for a job, but they are happy to find out they can keep their high commissions going direct to the insurance companies, rather than losing half their commissions being captive with insurance agency. c. Cold calls. Call agents at night and leave a message that you re looking for an agent that sells Annuities in (name town) with your phone number at night on their machine. They will always call you back thinking you re an agent, thus giving you a chance to pitch them on your service. Or, you can just call agents during the day and ask them if they are interested in running 2 or 3 appointments per day for people that may want to roll their Annuities over. Some of my salespeople do this full time and make over 2k per week, just cold calling. With your commission, you should be able to make 6k per week with the same effort. 1
d. Magazines Broker world, and they advisor today are great places to run ½ page ad. They cost about 1200.00 dollars, so you really only need one sale to break even. 4. Incoming pitch for agents Three questions, ask them if they are currently running 2 or three appointments for per day, ask them if they are writing 300-600k per month, and ask them if they are making 20-40k in commission per month. After that, direct them to the website, or read it to them word for word. It sells itself! 5. Recruiting telemarketers Place simple help wanted ads. In this business you can pay up to 25.00 per hour and still make plenty of money. Of course, you must start everyone at 10 dollars an hour and when they get the hang of the script, meaning they are closing 1 out of 5 people they talk to you can give them a substanstial raise.. 6. Outgoing pitch for telemarketing appointments This is the telephone presentation. Hi MR this is John Stevens from Annuity Leads Review calling on behalf of. We are setting appointments for one of our agents to come (Name of INS Co or MGA) out and review your annuity or IRA to see if we can get you a higher rate of interest. The agents name is, he represents more than one company and there s a good chance he can help you. Are you going to be home tomorrow morning around 9:00 am? Great, let me give you his name again, because when he calls you first, I want you to remember his name. OH, tomorrow is not great for you?, no problem, we will schedule an appointment to see you next Monday morning, and we will send you a letter confirming the appointment. Would 4 in the afternoon on Monday be ok? Great we will see you then. (No annuity). OH, we have information on LTC that may be able to get you coverage in case you ever need nursing care. Have you been hospitalized in the last 5 years for anything? What medications are you taking? Great, it looks like you are eligible, we will come out tomorrow and give you a free quote. Again, the agents name is Bob Smith and he is with (ins. Co) and we will call first to make sure it s still ok to come out. What time would be good for you? 7. Long-term care tags and other products (no annuity), oh, did you send in a card about 6 months ago requesting information on long-term-care insurance. (Try to capture the free response card lead), then close the appointment. Also, if they don t have Annuities you can ask them if they have Cd s or stocks and tell them you have safer ways of nesting their retirement funds, close the appointment for the insurance agent, he will present the Indexed Annuity Concept anyway. 8. Administrative procedures 2
a) Fill out and send contracts* to perspective agents b) Using the hit information start building a file for each agent(after receiving payment) using a client info sheet*, name, state and a contact number will work to start the process. It s best to arrange files by time zones, in color-coded files. Four zones = four colors c) Using the client info sheet, contact the new agent(welcome call*) and gather all necessary information, including primary contact phone number (used to get the agent the appointment information) and then explain requirements of them(schedule & dispo) explain how to use the service, answer any questions they may have. d) Build a data base to store information on all active agents. Excel or file Maker Pro work just fine. e) Enter each agent s information into the data base. f) Obtain leads sheets for each agent, and put into their files g) Create filing system for active agents. h) You need to have an active email account, preferably with Your Company name in it, for agents to contact you. i) Require that all agents send in schedules for the following week and disposition reports( a review of past weeks activity involving appointments you set for them j) Print out all incoming emails so they can be saved in the clients files k) Write all schedules of availability on post-its and place on the corresponding file, for the appointment setters to correctly schedule appointments. l) Place all files (by zones) with a schedule out for appointment setters to call, we do this on Sunday, as to be ready for production on Monday morning. m) Emails are checked every half hour, and filed promptly 9. Recruiting salespeople and pitch. Promise then they will close 5 deals a day if they work. Put the commission in their pockets, by showing them the actual dollar amount they can make. This is an easy business for any sales person, the problem is they get lazy when they find some easy sales. 10. Creating working relationships with ALR a) Help in closing agents we have our salespeople on standby so when you have an interested agent on the phone you can three-way to them. b) Help in setting appointments. We can do this, but follow the script with a Senior Citizen list, and you will successfully make appointments. 11. Customer service for clients 12. Legal ramifications. Never lie to any agent or client. 13. Re-selling the service. Don t do it without permission from us, it could affect our joint advertising program. 14. Buying additional prospect lists 15. Subcontracting appointment setting service We will buy your paper for 25% 16. Expanding into phone-rooms Opening up a phone room can be very profitable, but concentrate on opening a cold calling room for just recruiting agents. Spend all your time, resources and money into recruiting more agents to use our/your service. suggested form in back of manual 17. General expenses 18. Management reporting systems 3
19. Help with reinvesting advertising dollars vs. unknown data histories don t try new media s, we already know that trade journals, yahoo and national publications work great. 20. Consulting fees if you need more than 5 hours a week of advise, we charge 95.00 per hour. But really, it s all laid out right here, and since we are cooperating on the advertising, and we are providing our closing resources to teach you the deal, its doubtful you will need to spend extra money on us! 21. Internal compliance issues. some insurance companies require a special script be used, its listed above on the compliance script 22. Re-selling distributorships We repeat this from number #4. don t ever give your/our trade secrets away, unless you talk to us. Remember, we are in bed together. 23. What not to do this is all given to you verbally. 4
Company Name Address Email address Phone # (Company Name) agrees to supply --- appointments for the amount of -----. The appointments will be provided over a period of ----- months. (Company name) will deliver --- appointment(s) per day. This contract will start approximately one week after receiving your payment. Terms and Conditions Once payment is received from ------ located in ----, our customer service department will contact you. They will review our protocol on how to use our service. We will request a short bio, evening contact numbers, and information on exactly how you want to be represented by our telemarketers. Please prepare ZIP CODES AND TOWNSHIPS that you wish your appointments to be in, and send us this information with your payment. Company name requires a complete disposition report weekly (a short summary of what happened on each appointment), and your schedule availability for the upcoming week. Please note we provide all the appointments one day in advance; however, some appointments are booked several days in advance. Be sure not to confirm our next day appointments, we do that for you. Some of our Annuity or LTC appointments convert into "Investment Portfolio Reviews". This means that we have identified an asset, presented the Indexed Annuity concept, and set the appointment. (This happens if they have already Annuitized or cashed out their Annuity, or are not medically eligible for Long-term Care. Hopefully, they have other substantial assets to roll.) If the lead results in a presentation, we charge your account for the appointment. Any appointment that results in a "no show" will be replaced. Additionally, any appointment that does not result in a presentation will also result in a full credit. However, if the client knows why you are coming and does not wish to do business with you, that lead will not be replaced. Agreed to by: Date Agent Upon the receipt of your check and this agreement signed by you will confirm the terms and conditions within this document made to company name 5
CLIENT INFO SHEET NAME: Co. Name Address City, State, Zip E-Mail Address: Home Phone: ( ) Fax #: ( ) Work Phone: ( ) Cell Phone: ( ) Type Work LTC Annuities I.P.R. For Which Company (ies): Zips wanted: # Leads /# per day / Date ordered Date to Start: Signed up by: Pay Deal: $ From source: Time Appt Type of Appt. Time Appt. Type of Appt. TM Date Name LTC, A/R TM Date Name LTC, A/R 6
WELCOME NEW AGENT CHECKLIST 1) Date Welcome aboard, hoping for a long-term relationship. 2) Re Sunday Night Deadline for Emails at utellthis@aol.com: a) Dispositions for past week and changes in schedule for next week c) When appts are called in by any telemarketer, do not discuss dispositions, only email them to Lisa Feifer, Customer Service, as the telemarketers need to keep dialing. 3) Include Bio in first email. 4) Check regular schedule. Reiterate most 9 am appts. DO NOT CONFIRM APPTS. 5) Additional phone #'s, i.e. cell for late calls re early a.m. appts. 6) Name of major insurance companies they work with. 7) Check zip codes on front sheet with them. Any others? 8) Leads have been ordered and we hope to start. 9) Does agent have own leads: i.e., prospects cards, mailers, etc. Mail overnight to: Company name and address here 10) How did you here about us? A. Internet? B. Cold Call by Whom? Telemarketer? Magazine? **** ANNUITIES: We offer up to 10% bonus & higher rate of interest on roll over it ****LTC: Response cards pitch - we try & uncover seniors currently looking into Notes: 7
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