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THE IN-HOME SALES PROCESS

The purpose of this section is to explain the in-home sales process from the beginning to the end so you can get a feel for what all this training is designed to help you do.

 1.  THE LEAD PROGAM

  • Facebook leads will come directly into your email box in real time (client submitted it a few seconds earlier)

  • About the Facebook leads - click here

  • Download and print direct mail leads - click here

2.  DIALING LEADS

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

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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".

3. PAPER APPS AS A BACKUP

  • CFG SIT Term: click here

  • CFG Final Expense: click here

  • Foresters Term, Smart UL, Adv Plus: click here

  • Foresters PlanRight Whole Life: click here

  • Mutual of Omaha: click here

  • AIG Whole Life: click here

  • Once you get contracted with the carriers you can call them to order your paper apps from them (free).  Here is how to order paper apps and put your file box together - click here

4. PROPOSAL STRATEGIES

  • How to know what to quote a client - click here

  • Please note that we will prepare you for every appointment and be available for you to call should you need help in the home with the client.  So don't get too freaked out here.

  • Here is the tiered list of products we write the most: click here​

 5. RUNNING QUOTES

  • Foresters Quoting Tool:  click here

  • ​Mutual of Omaha Quoting Tool:  click here

  • Great Western Quoting Tool: click here

  • AIG Quoting Tool:  click here

  • Transamerica (use ony if the client has the social security debit card)

  • Logging into the transamerica website - click here​

  • Their quoting tool and e-app - click here

6. RUNNING THE APPOINTMENT

  • Get your sales bag packed and ready to go - click here

  • The ATM Presentation - PPT  or  PDF

  • Here is the video on how to run the ATM Presentation - click here


The other parts of the appointment

7. ELECTRONIC APPLICATIONS

  • Foresters Term E-app:  click here

    • note:  there is no e-app for Foresters PlanRight Whole Life

  • Mutual of Omaha is similar to Foresters​

  • Great Western E-App - click here

  • AIG E-App - click here

  • Transamerica (use ony if the client has the social security debit card)

    • Logging into the transamerica website - click here​

    • You can access the e-app after you get in

8. FOLLOWING UP

  • If you do a paper app, you must scan it and email it to xo@abnfinancial.com or fax it to 937-630-4559.  If you submit your e-app or a paper app, wait a day or two and then call the carrier to make sure that your application is in underwriting.  If they don't have it yet, then check back in the e-app under the view my cases button and see if you really did submit it.  Then check the next day.  E-apps are usually there immediately.  If the carrier does not have the e-app, then that client may not have e-signed it (if they had to do the email signature process) or you did not actually hit the submit button when you were sitting with the client.

  • Once you know that the app was received then you must manage your pending business with each carrier.  Here is a good video on this concept of managing your pending business - click here

  • Here are the phone numbers for each carrier - click here

PRODUCT

Here is the tiered list of products we write the most: click here

Products we can sell over the phone/internet​ - click here

HOW COMMISSIONS WORK

When you write an application the annual premium is what you get promoted on (how promotions work click here).  What you get commissioned on is based on the "Commissionable Premium" which is based on the ARC 100 percentage by product.

Here is a video that explains it in detail - click here

Here is an example:

  • You write an annual premium policy for $1,000 ($83.33/Mo) for a Foresters Strong Foundation Term product.

  • The ARC 100 percentage for this product is 83.33% so you multiply the $1000 AP by 83.33% which is $833.33 commissionable premium

  • Then you take your commission rate which for this example is NAA055 or 55% and multiply your commissionable premium of $833.33 which equals $458.32.

  • You are advanced 75% of this commission so 75% of $458.32 equals $343.74 which is what will be deposited in your account on a Monday, Wednesday or Friday the next week or two.  (If you don't see it in your ARC commission page, please email commissions@naaleads.com with the policy number and carrier.)

  • The remaining $114.58 of your commission is paid "as earned" in months 10, 11 and 12 when the client pays their premium in these months.

You can download the ARC commission schedules by company by product in this dropbox folder (which is in the agent resources folder): click here

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