CLASSROOM TRAINING

DAY TWO

Liberty National Life

Day Two Objectives

Three Components of Success

Rapport Building

Complete Rapport Building Video Training

Role Play Rapport Building

Situational Presentation

Basic Products Knowledge

Three Components of Success

The Balance Between the Human Elementand Technology

Clients buy products based on advertising messages, word of mouth, reputation, etc.

Clients buy LNL products because they like and trust the Agent. The Laptop Sales Presentation is key to show professionalism and uncover the client’s needs. But that’s only part of the sales process. The other key is human interaction, which is represented in the rapport and close.

When you break down the sales process, the amount of time spent on each step is: Rapport – 40%; Need – 30%; Presentation 20%; Close 10%

Therefore, the balance between the technology and the human element must be 50-50.

LAPTOP

AGENT

Balance between Human Element & Technology is

50/50

The Art of Establishing Rapport

Consumers today are more professional and better educated because they are bombarded with sales pitches over the radio and TV.

A professional agent can break through all of this resistance by playing up to each customer as if that person is the first and the last client he/she will ever sell to. Make that customer want to do business with you.

People buy from Agents they Trust

Customers may feel threatened by an Agent coming into their home. Therefore, everything an Agent will do or say in the home will either produce tension or trust.

Don’t start closing from the moment you walk in the home. This will build walls and not trust.

Go slow, create trust, and then move into your presentation.

People buy from Agents they Respect

Respect the customer’s time. Don’t spend more time than you need to make a sale presentation.

Respect the customer’s territory. You are a guest, so ask for permission to move around the room or come closer to show a brochure.

Respect your customer’s intelligence by being up front.

Rapport Building: The Warm Up

When you walk into a house, find a place where you can sit comfortably and face the customers. Put your hands on the table, relax, and establish rapport.

People buy from you because they like you and they trust you. They buy you first, then the Company, and the products after. Find something in common with your customers and go from there. Avoid politics and religion. This should not last more than 15 minutes.

Objective 3: Laptop On Demand

Watch the Laptop on Demand Rapport section

Objective 4: Role Play Rapport Building

Follow your training manager’s instruction and role play rapport building Teams of two One person is Agent, one is husband/wife Clients are Nate/Julie, married, dual income, no

children, Globe Inquiry lead. Spend 5 minutes just building rapport, then switch

Objective 5: Situation Presentation

Watch a presentation done by your training manager.

Pay special attention to the rapport building

Objective 6: Basic Products

Whole Life Insurance Final Expense Protection Once issued, rates and face amounts do not change

for the life of the policy Premiums are paid during the entire lifetime of the

insured Policies earn Cash Value Policies have Paid Up Options Standard and Non Tobacco rates

Whole Life Program Types

Freedom of Choice Used for Final Expenses

Funeral & cemetery costs Cremation Celebration of life services

Head Start Provides whole life coverage on kids

Great for parents who can’t qualify or do not need any additional Whole Life

Great for grandparents to take out on their grandkids

Term Life

20 year term Works same as the 10 yr R&C only covers for 20

years. Most commonly used for Income Protection or College

Education Expense Protection.Mortgage Protection: Decreasing 15 yr or 30

yr term Term coverage that decreases as the client’s mortgage

decreases

Accidental Death Benefit (ADB)

Up to $200,000 in ADB coveragePays only when an insured dies as a result of

an accidentCommonly used as Mortgage Protection or

College Education Protection when there is not enough premium left to offer a DT15/30 or 20 yr term.