Be sincere and serious. When you start talking about business, get dead serious. No jokes, etc. You are talking about a not selling soap. family’s future; you’re No. 4 Stay true and simple over-promote or over-sell. You have to. Most families already think what Don’t don’t we have to offer is good to be but tell it like it is! “too true” – we’re right! Just Keep it simple our competition has complicated a simple business in order to have a – confused consumer. We make it simple again. Put them at ease we sell on a first appointment. Our plans are free and we – don’t won’t ask for a plan if it make sense. doesn’t Objections are objections in our presentation, not trying to convince or sell you’re anything. Agree with see what makes agree basics, “I you’re saying,” “That sense,” “I with - then is what most people is another way to look that” explain: “This think,” “This at but argue. This is just training. Move on. it” – don’t not traditional insurance people, let them know if they hate those We’re guys, they’’ love us! Expect the family to be cool, questioning, and skeptical at first. Your job is to turn them into a happy client. CHAPTER 2 BUILDING A CLIENT BASE: 1ST APPOINTMENTS Traditional Client Appointment Process: 1st Appointment Keys to making a winning presentation: No. 1 Be yourself. We are plain talking, conservative, positive, excited, tough-minded people… Don’t pretend do be something you aren’t. No. 2 Dress like the way you to dress. they’d expect Field Trainers: Always look like something. The family you are meeting doesn’t know you. Trainee: This is your friend or family, so like some type of sales person. Dress don’t nice, but normal. No. 3 Create the right setting. Be excited 90+% of winning in every area of our business is being excited. –
Be sincere and serious. When you start talking about business, get dead serious. No jokes, etc. You are talking about a family’s future; you’re not selling soap. No. 4 Stay true and simple Don’t over-promote or over-sell. You don’t have to. Most families already think what we have to offer is “too good to be true” – but we’re right! Just tell it like it is! Keep it simple – our competition has complicated a simple business in order to have a confused consumer. We make it simple again. Put them at ease – we don’t sell on a first appointment. Our plans are free and we won’t ask for a plan if it doesn’t make sense. Objections are objections in our presentation, you’re not trying to convince or sell anything. Agree with basics, “I see what you’re saying,” “That makes sense,” “I agree with that” - then explain: “This is what most people think,” “This is another way to look at it” – but don’t argue. This is just training. Move on. We’re not traditional insurance people, let them know if they hate those guys, they’’ love us! Expect the family to be cool, questioning, and skeptical at first. Your job is to turn them into a happy client. CHAPTER 2 BUILDING A CLIENT BASE: 1ST APPOINTMENTS Traditional Client Appointment Process: 1st Appointment Keys to making a winning presentation: No. 1 Be yourself. We are plain talking, conservative, positive, excited, tough-minded people… Don’t pretend do be something you aren’t. No. 2 Dress like the way they’d expect you to dress. Field Trainers: Always look like something. The family you are meeting doesn’t know you. Trainee: This is your friend or family, so don’t like some type of sales person. Dress nice, but normal. No. 3 Create the right setting. Be excited – 90+% of winning in every area of our business is being excited.