CFM

1. CFM

2. MODULE II QUIZ • Why Is the Prospecting Pump Such a Critical Part of the Seamless Process? • Answer: Without Leads Flowing Into Prospects, No Sale Can Occur- No Place to Go • What Are the Main Goals to Accomplish During the Acquisition Interview? • Answer: Complete the Positioning Statement, Acquire a Start up Line of Business, Begin the Client Service Folder, and Set the Follow Up Appointment

3. MODULE II QUIZ • What Does the Prescriptive Presentation, When Done Correctly, Allow You to Obtain? • Answer: Solve the Insureds Problems, Make A Profit For the Agent, Retain the Business, and Obtain Quality Referrals

4. MODULE II QUIZ • List Five Reasons Why it is Important to Use a System? • Answer: 1. Enhance activity recognition 2. Improve Communication 3. Call Reluctance Management 4. Develop strengths and Manage Weaknesses 5. Service Management

5. PROSPECTING-THE PROSPECT PUMPING STATIONLesson 1 • Is the Deliberate Process of Searching • Is the Number One Step in the Sales Process and Must be Part of Everyday Business • Two Main Activities: Setting Prospecting Goals Planning Prospecting Time Prospecting 1 - Lesson 1

6. 3 MUSTS FOR EFFECTIVE PROSPECTING • Weekly Required X-Dating Goal • Appointment Setting • Consistent Mailing Program Prospecting 1 - Lesson 1

7. Telephone Skills and Scripts Positioning Statement Face to Face Scripts Preliminary Action Vocabulary Prospecting Questions and Statements Basic Communication Skills Continuous Quality Mailing Program Quality Call List Obtaining and Follow Up on Referrals Developing, Scheduling, and Working a Plan PROSPECTING ACTIVITIES Prospecting 2 - Lesson 1

8. KEY TERMS • LEADS- People who have not been qualified as prospects • PROSPECTS- Person who has potential to be a client • POLICYHOLDER- person with at least one line of business • CLIENT- household with 3 or more lines of business

9. TWO TYPES OF PROSPECTING • New Business Prospecting • Service Prospecting Prospecting 4 - Lesson 1

10. X-Dating Referral Processing Cold Calling Friends/Acquaintances Natural Markets Printed Sources: Newspaper Cross City Directories Lists- Reference Addresses Direct Mail: Pool Management NEW BUSINESS PROSPECTING Prospecting 5 - Lesson 1

11. SERVICE PROSPECTING • Leveraging Constant Contact with Existing Policyholders and Clients Two Types of Service Prospecting: Customer Driven: Customer Calls the Agent Agent Driven: Agent and Staff Utilize Pivoting skills Prospecting 9 - Lesson 1

12. EMOTIONS • Personal Emotional Power- A vehicle • Emotional Immobility- A behavioral problem revealing itself in symptoms

13. CALL RELUCTANCE- The Symptom • Symptoms • Procrastination • Rationalization • Creative Avoidance • Defensive Anger

14. Types of Call Reluctance

15. Fears that Support Call Reluctance

16. Admit it is there Become competent at sales skills and product knowledge Stay active at results-producing activities Hire work done Learn to handle disappointments Benefit from mentors Practice total wellness Look Happy Use Humor Stay motivated Ways to Manage Call Reluctance

17. COMMUNICATION SKILLS AND PROSPECTINGLESSON 2 • Effective Communication Occurs When the Messages We Send are the Same as the Messages Others Receive • Two Types of Interpersonal Communication 1] VERBAL 2] NON-VERBAL Prospecting 11 - Lesson 2

18. INEFFECTIVE LISTENINGBEHAVIORS • Interrupting • Thinking of a Response While the Client is Still Talking • Being Judgmental • Doing Other Things i.e...... Reading, Answering the Phone, Watching Others • Thinking About How Tired You are or Wishing You Were Somewhere Else • Fidgeting Prospecting 2 - Lesson 2

19. Echo What You Hear Minimize Distractions Be Patient Utilize Body Language Ask Questions Be Relaxed Listen to the Meaning of What is Being Said SMILE!! HOW TO IMPROVE LISTENING • Start By Listening to the First Sentence and Show Interest in What the Speaker is Saying By Maintaining Eye Contact Prospecting 5 - Lesson 2

20. EFFECTIVE NON-VERBALCOMMUNICATION • 1/3 OF NON-VERBAL COMMUNICATION IS VOCAL • INFLECTION: Accenting or Emphasizing Words to Direct Attention to Key Meaning or Concepts • VOLUME: Comfortable and Varying to Attract Interest • PITCH: Emphasizes the Emotional State • PACE: Rate of Speaking • TONE: the Combination of Inflection, Volume, Pitch, and Pace - CONFIDENCE & INTEREST Prospecting 6 - Lesson 2

21. Comparison, Illustration ACTION WORDS • SELLING is the business of words, gestures & emotions !! Quote, Bid Vs. Save, Cheaper Vs. Cost Effective What Do You Think? Vs. Which Would You Prefer? Could I…?, Can I…? Vs. Do You Have Any Objections? Remind Vs. Confirm Prospecting 8 - Lesson 2

22. TIE DOWNS Tie Downs Are Used to Involve the Client in the Process and Eliminate Objections Along the Way Prospecting 11 - Lesson 2

23. THE PROSPECTING HOLDING TANKLESSON 3 • A System Which Will Allow You to Easily Store and Retrieve Prospect Information Prospecting 1 - Lesson 3

24. Time Management Book/ Franklin Planner Storage Container for X-Dates Expandable File for Holdfiles Computerized Systems Correct Name & Address Best Time to Call Home & Work Numbers Confirmation Letter PROSPECTING HOLDING TANK SYSTEM REQUIREMENTS ESSENTIAL PROSPECT INFORMATION Prospecting 1 - Lesson 3

25. TELEPHONE PROSPECTING “The First 30 Seconds” Completing/ Closing Questions ? 18 Words- “Is this the Smith Residence…?” Power Statements: Prospecting 2 - Lesson 3

26. KEYS TO EFFECTIVE TELEPHONE PROSPECTING • Regular Scheduled Calling Time • Resources Ready- Planner, X-Date Cards, etc.. • Proper Mood- GET POSITIVE!! • Privacy • Organize Your Calls Prospecting 5 - Lesson 3

27. KEYS TO EFFECTIVE TELEPHONE PROSPECTING • Use a Script- Rehearse, and Have a Copy Handy • STAND UP!!- Use a Headset and Walk Around • Visualize the Person - Use a Mirror 10 Be Assertive 11 Choose the Most Effective Time to Call Prospecting 6 - Lesson 3

28. X- DATING: A SIX-STEP PROCESS • Secure a Sufficient Number of X-Date Cards • List of Names to Call • Mail Letter/Brochure 3-5 Days Before the Call • Use A Script • Mail Conformation/Information Letter • Call X-Date Prospect to Arrange the Acquisition Interview Prospecting 10 - Lesson 3

29. OVERCOMING OBJECTIONS TWO TECHNIQUES • Questioning Method • Build-Ego Method Prospecting 14 - Lesson 3

30. RAPID FIRE PURSUIT TELEPHONE PROSPECTING TECHNIQUES Prospecting 15 - Lesson 3

31. PROSPECTING:THE ART OF REFERRALSLESSON 4 • All Agents Must Develop a Loyal Client Base Who Will Give Referrals • What is a Referral? • Warm People to Contact With Whom You Will Have Credibility • Why a Referral?

32. NOMINATOR LIST Category A: Best Quality • Those who like, trust and respect you: • Visible Business, Professional and Social People with a large circle of influence Category B: Family, Friends and Associates Category C: Acquaintances, Friends • Those With a Less Strong Relationship Prospecting 2 - Lesson 4

33. HOW TO ASK FOR A REFERRAL • Asking Must Be a Normal Part of Your Selling Process • Give Their Mind a Frame of Reference: 1. The Filing Cabinet- a Place 2. The Filing Drawer- Subject Matter Prospecting 6 - Lesson 4

34. WHEN TO ASK FOR REFERRALS • POLICY DELIVERY • THE “NO SALE- SALE” • CLAIM PAYMENT Prospecting 8 - Lesson 4

35. KEEP THE REFERRALS FLOWING • Report Favorable Outcomes to the Nominator • Thank the Nominator: Handwritten Thank-You’s, Extra Service, Extra Care, etc. • Personalized Thank You Gifts • Call Occasionally to Keep the Thought of you Planted • Continue to Deliver on Service Prospecting 19 - Lesson 4

36. NEXT LESSON MODULE IV: THE ACQUISITION INTERVIEW Assignment: 1.) Read Lessons Module IV. 2.) Paragraph 1-3 of Positioning Statement. 3.) Be Prepared to Role Play “Point of Sale” objections.