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, and then the products, make sure you build rapport in the beginning! The FOR method of rapport building is a great way to begin the rapport building process. These are the topics of conversation as you are beginning to build rapport: Family: So are you from this area? Does your family live nearby? Occupation: How long have you been at your job? What exactly do you do there? Recreation: You ve got a great boat in the driveway out front, how often do you get to go? Once the Client is comfortable with you, he or she will let you know by asking a question such as what s this all about anyway? When you hear that, proceed into the introduction. Presentation tip: It s important to keep in mind the seating arrangement at a client s home before you start presenting. It s very important that you watch each of the videos with the clients in the home. This will ensure their participation and help you deliver an effective presentation. To do this, try sitting at the head of the kitchen table, with Nate and Julie directly to your left or right. Be assumptive, Nate and Julie, if you don t mind sitting over here, I will sit right here, that will help us get through this as quickly as possible. Introduction to the Lead Type Video Nate and Julie, the Introductory offer I m here to offer you today is an Accidental Death Policy. The good news is that it covers you and your spouse with $3,000 of Accidental Death Coverage on each of you and each of your children with $1,000 in Accidental Death Coverage ($2,000 in FL). What I d like to do now is play a brief video that explains more about this benefit. This is your certificate for the Accidental Death Policy. I ve put your information on the certificate, I will fill out the form here on the computer, and I m going to leave certificate behind for you when I leave. Now, let me show you the rest of this benefit. Collecting Referrals So as you can see, they are now allowing you to sponsor this same benefit to people in your circle who you think can use it the most. Who do you want to sponsor first? Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 1
Child Safe Kit The next Introductory Offer is very important; it s the Child Safe Kit, which is designed to help protect your children. I ll let the video explain better. Collecting Referrals Nate and Julie, we ve made a commitment to get these Child Safe kits out to all the families in the local area that have children, but for us to do that, we are going to need your help. The way you can help is by sponsoring anyone you know who has children to receive these Child Safe kits. Who do you want to sponsor first? Med Facts Kit The next offer I m going to show you is a Med Facts kit. It s designed to help you keep all of your medical information in one spot, if God forbid something were to happen. Typically we ll instruct individuals to fill this out as soon as we leave, that way if you ever need emergency medical assistance all of your information is in one spot. Let me show you a brief video describing the kit. Collecting Referrals I m sure you know of others who could benefit from this potentially life- saving kit. Who else do you care enough about to provide one of these kits? Memorial Guide Nate and Julie, what I d like to do now is play a brief video that explains the Memorial Guide, which is a convenient booklet where you can record and store your final wishes and the location of key documents such as your will and insurance policies. Collecting Referrals Wouldn t you agree this guide is a great way to keep all this information in one location so your final wishes are honored and you remove that burden from your loved ones? Who else do you care enough about for me to provide with one of these kits? *Presentation Tip: You need the clients undivided attention during the presentation. Therefore, the best practice is to not directly hand them any of the introductory offers. Instead, show them the offer after each video, and place the offer in a stack on the other side of the table. That way they cannot become distracted by reading one of the offers while you or the laptop are talking. Nate, I m going to go ahead and put this ADP certificate over here in an introductory offers packet for you that I will leave for you when we are done. *Presentation Tip: It s not necessary to open up and fill out the contents of each offer. Remember, the videos will do all the explaining necessary for each offer. All you need to do is show them the offer, and add it to their packet of introductory offers. Read-Off Letter Nate and Julie, what I have next is a brief read off letter which will explain the purpose of my visit today. It basically says that after I show you the benefits, explain to you how they work and answer all your questions, you give us a simple yes or no. Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 2
In other words, we anticipate that these benefits will make sense to you. If so, go ahead and take advantage of them today, and if they don t, here s your report form. I ll have you complete this form to be returned to my manager so they ll get your feedback about these benefits. Transition to Need for Life Insurance Video Every person I see has a different need and a different want when it comes to insuring individual and family needs. What is right for you may not be right for the person I just saw, or the one that I will see after you. Since everyone has a different need and a different want, this video will explain in simple words the need for these benefits. Transition into the Needs Analysis Survey Now that you have more knowledge about the different types of insurance, I ll go ahead and ask you some questions to see exactly what you qualify for and we ll go on from there. Ask the questions from the top of the survey to the bottom, starting with their names and dates of birth, all the way through to the medical questions. Qualification and Medical Questions The way you qualify for life insurance coverage is you must be in fairly good health. Some people who want the coverage can t even qualify so I ll go ahead and ask you and Julie some questions about your family s health. Final Expense Protection Nate and Julie, this first video will explain how the program will provide the money needed to take care of your final expenses. Recap the Benefit Nate and Julie, the video stated that the current average cost of final expenses is $15,000. However, because of inflation the recommended amount is $30,000. Now, as you can see, you don t have any protection here, so you will need $30,000, and that is the amount we are providing you with. Make sense so far? *Presentation Tip: The more the client understands how much they NEED the benefits, the more they will want them. The key to a successful presentation is to elevate the need to the client. To do this, follow the three step process: I R T. Introduce and play the video Recap the benefit Tie down Follow IRT for each of the needs videos from the survey to the close for maximum effectiveness. Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 3
I m sure you can see how absolutely important this benefit is when something happens to you. Yes? Income Protection On top of taking care of the money that is needed for final expense, another major concern is how the surviving spouse continues to pay all the bills after half of the family income has stopped coming in. This next video will explain the income protection benefit so that won t be a worry anymore. *Presentation Tip: Make sure you receive a strong tie- down confirmation from the client BEFORE going into the next video. Have the clients verbally say yes when you ask the tie down statement. Recap the Benefit Nate and Julie, as you can see here, we ve provided 2 years income protection for both of you. This would allow your family to maintain their quality of life in the event of your death. Make sense so far? I m sure you can see how vitally important this is when you die, right? Mortgage Protection Remember that there will be an adjustment period after the death of a breadwinner. But the most expensive bill, the mortgage, will still need to be paid. Let me show you a short video that will explain how this is going to protect your family. Recap the Benefit As you can see, we ll provide $100,000 mortgage protection. This would pay off your home in the event of Nate s death. Makes sense so far? Once again, I m sure you can see how important this protection is for your family. Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 4
College Education Protection There s still one very important need that needs to be protected, your child s ability to go to college. This video will explain how this can also be protected. Recap the Benefit You will see here that we ve provided $68,700 of coverage for Caleb. It probably goes without saying how important that is right? Final Recap and Close So Nate and Julie, to recap, we have your Final Expenses taken care of, your income is protected so their lifestyle won t have to change, your mortgage is completely taken care of, and your child s college education is protected as well. If it all makes sense, starting as of today you ve taken an important step needed to be properly covered, because this plan is intended to help fulfill your current needs. The only question I have is: which option works best for you? Option 1, which provides all the benefits but has inflation built in for your Final Expense cost down the road, or would you prefer Option 2 that provides all the benefits and covers your Final Expenses for today s cost? Which option works best for you? *Presentation Tip: At this point, the need has already been sold. Tie downs are very important, and when they are strong, by the time you get to the close, the clients have already decided if they need what you have offered them. After you ask the closing question, resist the urge to talk. Look straight down and do not say anything until they either ask you a question or choose an option. As soon as you receive a yes, simply say, Great! I just need you to quickly grab your driver s license and I will get everything else completed. Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 5
Objections and Rebuttals Objection: I already have insurance. Yes, The Needs Analysis has already taken that into consideration, and it has clearly exposed the need for more coverage. Simply put, what you currently have is good, but it s just not enough to make sure your family is protected. And it s a lot better to find out that your protection is too little now than when it s too late because you can do something about it now! The last thing you d want to do is leave your family open to serious financial strain when you are not around anymore to protect them. Either option you pick, your family is going to be protected, so which one works best? Objection: I need to think about it. I completely understand, after all this a big decision for your family and you have to do it right. I help a lot of families each day, and I help a lot of people think about this so they can make the best choice for their family. When folks think about it, no matter how many things you may be thinking of, it usually just comes down to one or two things: either do you need this, or can you afford this. So let me ask you, do you feel this is something that your family needs? Do you need your funeral protected, your income protected, your mortgage paid off and your son sent to college, or are you able to do that financially on your own when Nate dies? We all need it, so sometimes it comes down to can we afford this. I don t pretend to know any family s financial situation, but what would make a bigger impact in your family on the day you go, having this monthly premium in the bank, or having all of these needs taken care of? The good news is they give you two options, so if option 1 is just too much, you can always start with option 2 and then add later. The important thing is to get something started now. Which option would be better for you to get started on today? Objection: I can t afford it. Ok, I understand. Let me ask you, you understand how important this is right? So here s what we can do: let s adjust the Final Expense benefit to $15,000. That should help cover the cost of a funeral. Your income protection will remain the same, along with your mortgage coverage *Presentation Tip: When closing, it s important not to jump on the clients. Often times if you listen closely enough, the clients will tell you what they need to hear so they will purchase. Take your time and really listen to what the clients are saying. Follow this process: Listen Identify Overcome First listen to what the client is actually saying. Don t assume to know right away. Listening can often solve most problems. After you listen, identify which objection they actually have. Sometimes a think about it objection really is an affordability objection. By identifying the actual objection, you will know what to do. Now that you have identified the objection you can use the rebuttals on the left to overcome the objection. Be confident with your rebuttal. Confidence shows you are comfortable having this conversation and strong in your beliefs that this coverage is the best option for the family. Feel Felt Found Feel, felt, found is a great way to also overcome objections. Nate, I understand how you feel, in fact a lot of other people have felt that same way, but what they found is Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 6
and the college education benefit. Let s recalculate and see where we re at. Does this make you feel better? Downclosing Process When there is no breakthrough on the price of the program, and the offer must be reduced, follow the process below. Drop 1: Option 1 to Option 2 Ok, I understand. Let me ask you, you understand how important this is right? So here s what we can do: let s adjust the Final Expense benefit to $15,000. That should help cover the cost of a funeral. Your income protection will remain the same, along with your mortgage coverage and the college education benefit. Let s recalculate and see where we re at. Does this make your feel better? Drop 2: $15,000 WL to $10,000 WL I know you understand how important this is so here s what we can do: let s adjust this Final Expense benefit to $10,000. As you recall from the video, the cost of a final expense is between $7,500 and $15,000 currently, so this will make sure you are covered right in the middle of the current cost. That should still help cover the cost of the funeral. Again your income protection will remain the same, along with your mortgage coverage and the college education benefit. Let s recalculate and see where we re at. Does this make you feel better? Drop 3: $10,000 WL to $7,500 WL I understand and I appreciate your concern. As you recall from the video, the basic cost of a funeral is approximately $7,500. Let s adjust this Final Expense benefit to $7,500 and leave the rest of your coverage as is to protect your income, mortgage and college education. Let s recalculate and see where we re at. Now you ve got to feeling better about that, right? *Presentation Tip: It s very important to follow this downclosing procedure exactly in the method prescribed to the left. Follow it step by step and do not skip ahead. Go slow. You do not know what is actually comfortable to the client, and you do not want to cost that client and their family protection by not having all of their needs fully protected because you dropped down too fast. It s also very important to not remove or delete any benefits from the offer until the final step, drop 5. The presentation was based on enhancing and reinforcing that all of the client s needs are protected, and if you remove any benefits prematurely, you will greatly reduce the perceived value to the client. Drop 4: Income Protection To make sure your needs are covered, we will leave the Final Expense benefit at $7,500 and adjust your income protection from 2 years to 1 year. That way, your needs are still covered, and when things get better, you can always increase them later. Let s recalculate and see where we re at. I m sure you are feeling much better about that now, right? Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 7
Drop 5: Most Important Nate, if something were to happen unexpectedly, which one of these obligations do you feel you could go without for the immediate time being, knowing that we can add it on later? Wait for their answer, deselect what they say and say This is exactly what you want. Are we good? Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 8
Existing Client Presentation Script Introduction to Lead Type Video Well, Nate and Julie, I m here today to help service your policy and to make sure you are all up to date. Do you remember a lot about how your policy works? Well then, let me start at the beginning and tell you what it s all about. We at Liberty National like to keep in touch with our policyholders on a regular basis. I m here today to do 3 simple things: 1) Thank you for being a policyholder with our Company by offering you some additional benefits. *Presentation Tip: An existing client presentation is almost identical to any other lead type presentation. The main differences are in the introduction, in the transitions of some of the videos, and at the final recap. The entire presentation script is included here, but many areas are the same as any other presentation. The sections which are different have an asterisk (*) next to the title heading. 2) Review your existing coverage and what it provides for you because if you are like a lot of clients, the program sounded great when you first signed up, but a few months or years went by and now you may have completely forgotten what you have and, 3) Do a new Needs Analysis to make sure your current coverage is still adequate to take care of your needs. This first video will just refresh you on who we are as a company, and also explain why I am here. Accidental Death Policy The first introductory offer is the Accidental Death Policy, and is offered as a way of saying thanks for being a customer for as long as you have been. This is your certificate for the Accidental Death Policy. I ve put your information on the certificate, I will fill out the form here on the computer, and I m going to leave certificate behind for you when I leave. Now, let me show you the rest of this offer. Collecting Referrals So as you can see, they are now allowing you to sponsor this same introductory offer out to people in your circle who you think can use it the most. Who do you want to sponsor first? Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 9
At this point, continue with the introductory offers presentation as you would in any other lead type, using the same script in the previous pages. Then continue into the need for Life Insurance Video Transition to About Life Insurance Video* Every existing client we have is seen separately because each family has a different need and a different want when it comes to insuring individual and family needs. What is right for you may not be right for the person I just saw, or the one that I will see after you. Since everyone has a different need and a different want, this video will explain in simple words the need for these benefits, many of which you already have, and how these benefits you already have fill in those needs. Transition into the Needs Analysis Survey* Now that you have more knowledge about the different types of insurance, I ll go ahead and plug your specific information into the program and it will show you the details of what you currently have and how it works. Ask the questions from the top of the survey to the bottom, starting with their names and dates of birth, all the way through to the medical questions, include the current insurance with LNL in the current insurance section. Qualification and Medical Questions* The way you qualify for any additional life insurance coverage is you must be in fairly good health. Some people who want the coverage can t even qualify so I ll go ahead and ask you and Julie some questions about your family s health. Final Expense Protection* Nate and Julie, this first video will explain how the program you already have will provide a sum of money to take care of your final expenses. Recap the Benefit* Nate and Julie, the video stated that the current average cost of final expenses is $15,000. However, because of inflation the recommended *Presentation Tip: The more the client understands how much they NEED the benefits, the more they will want them. The key to a successful presentation is to elevate the need to the client. To do this, follow the three step process: I R T. Introduce and play the video Recap the benefit Tie down Follow IRT for each of the needs videos from the survey to the close for maximum effectiveness. Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 10
amount is $30,000. Now, as you can see, you currently have $ X in coverage (this will be the current coverage they have with LNL) here. That s a great start, but as you can see you will need an additional $ X amount of coverage to be fully protected, and that is the amount they are going to offer you to add onto your current plan. Make sense so far? I m sure you can see how absolutely important this benefit is when something happens to you. Yes? Income Protection *Presentation Tip: Make sure you receive a strong tie- down confirmation from the client BEFORE going into the next video. Have the clients verbally say yes when you ask the tie down statement. On top of taking care of the money that is needed, another major concern is how the surviving spouse continues to pay all the bills after half of the family income has stopped coming in. This next video will explain the income protection benefit so that won t be a worry anymore. Recap the Benefit Nate and Julie, as you can see here, we ve provided 2 years income protection for both of you. This would allow your family to maintain their quality of life in the event of your death. Make sense so far? I m sure you can see how vitally important this is when you die, right? Mortgage Protection Remember that there will be an adjustment period after the death of a breadwinner. But the most expensive bill, the mortgage, will still need to be paid. Let me show you a short video that will explain how this is going to protect your family. Recap the Benefit As you can see, we ll provide $100,000 mortgage protection. This would pay off your home in the event of Nate s death. Makes sense so far? Once again, I m sure you can see how important this protection is for your family. Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 11
College Education Protection There s still one very important need that needs to be protected, your child s ability to go to college. This video will explain how this can also be protected. Recap the Benefit You will see here that we ve provided $68,700 of coverage for Caleb. It probably goes without saying how important that is right? Final Recap and Close So Nate and Julie to recap, we have your Final Expenses taken care of, your income is protected so their lifestyle won t have to change, your mortgage is completely taken care of, and your child s college education is protected as well. If it all makes sense, starting as of today you ve taken an important step needed to be properly covered, because this plan is intended to help fulfill your current needs. The only question I have is: which option works best for you? Option 1, which provides all the benefits but has inflation built in for your Final Expense cost down the road, or would you prefer Option 2 that provides all the benefits and covers your Final Expenses for today s cost? Which option works best for you? *Presentation Tip: At this point, the need has already been sold. Tie downs are very important, and when they are strong, by the time you get to the close, the clients have already decided if they need what you have offered them. After you ask the closing question, resist the urge to talk. Look straight down and do not say anything until they either ask you a question or choose an option. As soon as you receive a yes, simply say, Great! I just need you to quickly grab your driver s license and I will get everything else completed. Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 12
Additional Lead Type Introductions Referral It s about the offer your friend, Bill Jones sponsored you for. Did Bill fill you in on how the program works in any detail? Well then, let me start at the beginning and tell you what it s all about. Our Company, Liberty National Life has specialized in providing life and supplemental health insurance protection to Americans since 1900. Through the sponsorship program you are given the ability to sponsor people in your circle of influence who you believe could use them the most. That s what your friend Bill was able to do for you. This video provides you with more information on our Company and also explains the reason I m here visiting with you. *Presentation Tip: Provided here are various introductions to different lead type videos. Once you play the introductory video, the rest of the presentation is exactly the same as the presentation shown in the previous pages. All you need to do in these situations is simply plug in the introduction necessary for the lead type you are presenting to and the follow the regular method of presenting. Child Safe This is about the Child Safe kit you requested at (or were referred to receive by ) Are you very familiar with how the Child Safe program works? Well then let me start from the beginning and tell you what it s all about. Again, the name of our Company is Liberty National Life Insurance Company and we have been providing benefits to America s working families for over 100 years. Liberty National also works with schools, child care facilities and youth organizations to provide our no cost Child Safe Kits throughout the community. The Child Safe kits are endorsed by the International Union of Police Associations. The Child Safe program is a very exciting program that helps out families throughout the community, and the program actually has 3 parts to it. First and foremost, I will give you your no cost Child Safe Kits. After that, you are able to also receive some additional offers at no cost as a way of saying thank you for seeing us today. Then I will show you some additional supplemental insurance benefits you may be able to qualify for. The worst day in a parent s life is the day something happens to their child, but the worst day in a child s life is the day something happens to their parent, so these benefits have a lot of people excited to be able to get access to them because they offer the possibility of complete family protection. *Presentation Tip: While introducing the Child Safe lead type video, it is very beneficial to have the endorsement letter from the International Union of Police Associations on hand to show the client. By having the endorsement letter ready to go, you will look prepared and professional while at the same time showing the validity of the Child Safe Kit. By having the letter not only printed but laminated, you will show an extra level of professionalism! Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 13
Globe Inquiry Well, Nate and Julie, I m here today in response to your request for more information about life insurance. Do you remember returning a form requesting additional information? Well then, let me start at the beginning and tell you what it s all about. You had some questions about life insurance from our sister company, Globe Life and I ve been asked to meet with you to answer those questions and offer you an introductory offer just for meeting with me today.. The video I m about to play will explain why I am here. Globe Lapse I m here because you are a former policyholder of Globe Life, our sister company. Circumstances surrounding the cancellation of your policy may have changed and you may be looking for insurance protection again. As a way of saying thanks for allowing me into your home, I d like to offer you some introductory offers. I have a short video about our company that explains why I m here. Mortgage Lead According to the information I have, you recently purchased your home. Typically, the biggest asset we have is our income; the largest debt we have is our mortgage. I d like to show you a short video about how to protect your family should something happen to either one of you and help keep your family in this beautiful home. As my way of saying thanks for allowing me into your home today I d like to also offer you an introductory offer. Liberty National Life Insurance Company Laptop Presentation Script ver. 1.1 LNL2422A11 0113 14