Above the Clouds

Get Out The Gate Fast
Follow these 5 steps

First things first.  I need to know your goals and what you need to accomplish with this business.  Please fill out this goals form ASAP:  Fill it out by clicking here​.

Go through this basic training page on the sales process, product and leads.  We recommend you do the following:

1) Practice the scripts on your spouse or significant other until you can go through it smoothly.

2) Practice running rates on yourself, spouse etc.

3) Read through the product guides so you are familiar with where to find underwriting information.

4) Log into the e-apps for CFG and Great Western and practice the e-app process. (Better yet, write an app on yourself and/or your spouse so you know how to do the e-signature process.

Learn Telesales

Scripts

  • Telesale Script - Word​

  • Full Transcript of the video - Word

  • How to ask the health questions - Word

  • Health Intake form - Word / PDF

  • Download and use this dial tracking sheet when you dial leadsClick here

The Emergency Response Referral System

 

Purchase these books

 

Listen to veteran agents dial the phone live

  • ​Schedule time in your calendar to attend the Lewantowicz team live dialing session on Mondays and Thursdays from 9 am eastern to 9 pm eastern, to listen in on zoom to the featured agent doing live booking dials.  Here is the zoom link to use (make sure you are muted and dressed appropriately if you activate your camera):  
    https://zoom.us/j/9523038012 passcode is 2527

 

Learn the approach on selling telemarketing leads (TLP) (44 min)

  • What to expect with TLP leads

    • Okay, so the leads are developed through our Pakistani vendors who have thick accents and are a little pushy.  When you listen to the recordings (if they are included in the lead spreadsheet), you will hear three different type of clients: 1) they said yes call me back, but they didn't know what they were saying yes to, 2) they said yes call me back, but they were on the fence, and 3) they said yes call me back, and they were legitimately interested in getting the final expense insurance.

    • So there are some interesting factors at play here.  If they were able to get through the accent and the pushiness of the telemarketer to be legitimately interested, then that is a sale - 1 to 2 out of 10.  If they were on the fence but decided to have you call them, then that may or may not be a sale - kind of depends on their mood at the time you call them.  Finally, when they just said yes, yes, yes but they really didn't understand (these are old people okay), well you can understand why these folks will hang up on you.

  • Perspective: 

    • These are $8-$12 leads.  You need to dial through and get connects, find the good ones and move on from the others quick.

    • When you make a sale, you need to get the ERS referrals from the client to multiply the profitability by tenfold.  You cannot do otherwise with these TLP leads (or any lead for that matter).

    • If you want higher intent leads, then you need to go with the direct mail leads ($35 ea.), or the Leadrilla.com Lead Feed with the Final Expense Pro leads ($35 ea.)

How to sell TLP Leads

  • Watch the Selling on TLP Leads video: click here

    • Now watch this video he did a month later on how he learned to ask the health questions on the first call: click here

    • Finally watch an additional tweak he made to refine his sales approach: click here

  • Download ​the transcript of this great webinar - click here

  • Here is the script - click here

Here are the basics of running an appointment using the ATM PowerPoint system.  Learn this if you plan on doing in-home appointments.

Learn the In-Home Appointment

1.  DIALING LEADS

Here are some useful scripts we use for the in-home sales that might help you with handlilng objections:

Organizing leads:  click here


Doug Becker on the phone – a fresh, laid back perspective:  click here

 

Live dialing videos and an mp3.  You don't have to listen to every single one, but you can spot check them and listen to the agent's "vibe".

2.  RUNNING THE APPOINTMENT

A Real Face to Face Appointment (done in my office!)

 

ATM PowerPoint for use during in-home meetings - PPT  or  PDF

  • The Appointment Script - Word

  • About Me Template - PDF / Word

  • How to add pictures to the about me slides - click here

The in-depth training on the sales process

The Emergency Response Referral System

Purchase this book

 

Here are the first three basic products you should learn due to their ease of quoting and ease of obtaining signatures on the e-app.  These products should cover 90% of your situations.  You can download the quoting tools by going to this website: http://alliancequoting.com

Learn Only These Three Starter Products

If you are already contracted with CFG and GWIC  from another IMO and need to sit out 6 months, we have other carriers that you will be able to write.  Please contact us for our recommendations.

Product #1: CFG Whole Life (for Final Expense leads or Mortgage Payment Protection strategy for older clients) 

  • Product Info

    • Download the product guide: click here​

    • ​Download the Medical Questions (this will help you determine what to quote): click here

    • Additional training: click here

  • Quoting Tools

  • E-App

    • How to get your PIN to log in - click here

    • How to get into the E-App - click here

    • If you're doing your first E-App and don't have an agent number yet, use 511932

    • ​The telesale signature procedure (you must pracatice reading the script several times so you are clear and concise when you really have to do it): Video - click here

Product #2: CFG Simplified Issue Term (for Mortgage Protection leads)

(not available in ME, MS, ND, NY, OR. For these states use Foresters Strong Foundation - click here)

Product #3:  Great Western Guaranteed Issue Whole Life (use for ages 40-80 and they cannot get covered with CFG Whole Life.  Not available in AK, CT, DC, DE, HI, ME, NY, VT, WA. For these states use AIG - click here for AIG training)

Wednesday 8 PM Eastern ABN "How To" Webinar

We cover anything you want to cover on how to: run e-apps, run quotes, figure out underwriting, etc.  Whatver you need to know, especially related to technology etc.  All is game to cover.  You set the agenda.

  • For Zoom on computer:  Go to https://us02web.zoom.us/j/9375542693

    • ​1. If asked, the meeting ID is 937 554 2693

      • The passcode to get in is 8675309​

    • 2. Follow prompts to join the audio or video on your device.

    • 3.  Please be sure you are MUTED.

  • To dial in only from your cell phone dial 408-638-0968, then when prompted type in the conf call code 937 554 2693

This an overview of our lead system.  To be eligible to receive leads you must first contact Ginny Abuyuan our lead queen.  Email her for an appointment:  Ginny@naarocks.com asap!

Learn the Different Lead Programs

The Mail Pro Lead webpage has a lot of data to give it a little time to load on your browser

Final Things to Do

When you are ready to run leads make sure you do this:

1) Get the lead training from Ginny (instructions in the Leads section below)

2) Put yourself on Alex Abuyuan's calendar to put a schedule and game plan together:  click here

3) When you're ready for leads then click here

4) Finally, here is a cool page with good reference material for you:  click here

By submitting, you give us permission to contact you by email, phone call or text.

ABN Financial Group
1301 Lyons Rd #H
Dayton, OH 45458
(937) 435-7540

©2020 by ABN Financial Group

An Integrity Marketing Group Company

John 3:16

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