
Get Out The Gate Fast
Follow these 4 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.
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:
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Paul Minichino Script - click here
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Alex Abuyuan Script - click here
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Handling objections - 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".
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Joseph Dukes - https://youtu.be/oAulFmiNc6A
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Linda Holt - https://youtu.be/HLA0tpanJw8
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Justin Karsnitz - https://youtu.be/8AWEL_Xl8RQ
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Kerry Williams - https://youtu.be/Ic96EEPLdws
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Paul Minichino - http://bit.ly/2pvYtVw
Listen to veteran agents dial the phone live
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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):
2. RUNNING THE APPOINTMENT
Learning Objective: Gain a deeper understanding on the what each compartment is trying to do using the ATM 6.0.
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The ATM Sales System
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Watch the ATM Sales Submarine video: click here
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Watch the second part putting the Submarine and the ATM together: click here
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A Real Face to Face Appointment (done in my office!)
ATM PowerPoint for use during in-home meetings - PPT or PDF
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How to add pictures to the about me slides - click here
The Emergency Response Referral System
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Here is the training video on the ERS system: click here
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Here is the training package: click here
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Short link to the online ERS e-Form: http://bit.ly/ersform
Purchase this book
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"Asking Questions The Sandler Way": click here
Learn the basics of a telesale when the client pushes back on you coming to their home.
Learn Telesales
Scripts
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Telesale Script - Word
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Download and use this dial tracking sheet when you dial leads: Click here
The Emergency Response Referral System
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Here is the training video on the ERS system: click here
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Here is the training package: click here
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Short link to the online ERS e-Form: http://bit.ly/ersform
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Purchase these books
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"Asking Questions The Sandler Way": click here
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"Virtual Selling": click here
Learn How To Write an App
For Mortgage Protection and Final Expense - CFG - click here
For Guaranteed Issue - Great Western - click here
Alternative products for states where CFG or Great Western are not in.
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If you are in ME, MS, ND, NY, OR. For these states use Foresters Strong Foundation intead of CFG SafeShield Term.
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Foresters Strong Foundation: click here
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If you are in AK, CT, DC, DE, HI, ME, VT, WA. For these states use AIG instead of Great Western (NY does not have a guaranteed issue whole life product right now).
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AIG GIWL: click here
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Final Things to Do
When you are ready to run leads make sure you do this:
1) Get the lead training from Ginny (email ginny@naarocks.com or text 937-271-8298)
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Check out the lead overview page: click here
2) Put yourself on Alex Abuyuan's calendar to put a schedule and game plan together: click here
3) When you are ready to run leads please click on this button: