Phone Skills Review

1. Phone Skills Review The �Ph-oundation�of Sales

2. How�s Your Attitude? �Block� Dialing is hard, no denying that. But: If you want to Survive�you will adjust! If you want to Thrive� You will create the habits to succeed! If you put in the effort to stay on phone consistently and stay POSITIVE in the process, you will be more Profitable than ever before. If it was easy we�d only do it on weekends!

3. Embrace It! Dialing is necessary so make it Fun You never know what will be at the other end of the call. View it as an escape from your daily life. Your Success is determined on the Phone everyday.

4. If you could just choose your income, what would it be? Now work backwards to number of dials�It may be less than you think! We are in an industry where you DO choose your income�But to get it you MUST ACT ACCORDINGLY!

5. In this Industry, These things are true� We are paid for are efforts over time Our income is determined by our commitment to the phone Our managers and peers absolutely know these things. We personally own our success and failures

6. Be Prepared Before Dialing MUST be Confident and Conversational in all aspects of every product that you are representing. Must be able to use every tool in the box, be prepared to pivot on phone as in appointment Always have U/W Guide at your fingertips.

7. Solid Phone Work is About� Separating the Wheat from the Chaff Evaluating your clients needs and your ability to meet those needs Qualifying your clients Preparing the client to solve their problem Motivating client to take action.

8. Plan For Success Plan Your Day and Stick to it! To Survive-Wake up every morning with a plan To Thrive- Make a plan every Sunday for the week Set Daily Goals- Rule of 400 80 calls per Day = Success!! or 3 Sessions of 100 Dials + Between Meetings and Pickups at end of day

9. Leads TAG Lead Programs are industry leading BUT Traditional Methods Still Matter! Ads, Yellow Pages Direct Mail Cold Calling And Networking Groups Those you can�t help- Sick people have healthy friends and family Spend 15 minutes with them and they will refer you forever! It is Your Bottom Line�Invest in Yourself

10. Working the leads YOU OWN IT! Don�t prejudge your lead Call everyday ..even twice a day until you get response. Leave message EVERY DAY! Send introductory email EVERY TIME! Continue until they apply, disqualify or threaten to hunt you down!

11. Organizing the Leads DON�T! Every minute you spend categorizing leads is a minute you should be dialing! Put Call Backs on Calendar Leads and Leads Done folders

12. Key to Getting Their Attention Communication is: 55% Body Language 38% Tone 7% Information presented Matching Tone is imperative to connect with the client! The Broadcast has to match the Receiver!!

13. Key Words and Phrases IF (aka �The �If� Bomb) Using the word �if� in the context of a small challenge question will help move your client towards application. People always respond to small challenges, wanting to prove the �challenger� wrong. The best way for a client to relieve their need to prove they can meet these challenges is to apply�which just happens to be YOUR goal too! Examples �If you can get approved� �If we can get you through underwriting� �If you are healthy enough� �If you can afford this option..� Clients are applying not buying, it�s appropriate to remind them that the real decision is the acceptance by carrier as opposed to the decision to apply.

14. Key Words and Phrases con�t The concept of Customizing Plans The public LOVES custom�whether it�s shoes, clothes, cars or homes�Custom is always better! So, use that to grab your clients attention� Examples �We do custom plans that all you to control�� �We can customize your benefits� �We have a variety of choices� or �You choose your benefits�

15. Key Words and Phrases con�t The Concept of Hope Hope is a very powerful word which makes it great in getting an honest answer out of a potential client. Examples �What type of coverage are you hoping for?� �What do you hope to achieve?� �Is that what you were hoping for?� Sprinkle a bit of �Hope� throughout your conversation!

16. Key Words and Phrases con�t Collecting the �YES�� Human nature has many quirks and one is the �The Yes Habit�. The more times you can get someone to say yes, the easier it becomes for them to continue to say yes. So a great technique is to get the client to say yes as many times as possible during your presentation. Get agreement on each facet of your proposed plan as presenting to the client�If they agree and accept each facet and the end they will just say��YES!� Examples: �Is that what you want?� �Does that meet your needs?� �Does that work for you?� �Is that what you are looking for?� ***Practice collecting �The Yes� at home and socially..If you can get someone to say 6-8 times you�ll be amazed at what they agree to on the next question!***

17. Building The Trust They need to understand that YOU understand! Repeat back what they say�often. Share yourself during �process�� Listen for Common Ground They need to understand that you are a real person!

18. Allow Questions If you notice any negative signs, take a step back and ask if they have any questions or if they would like you to review anything with you. Even check for signs if they say yes! Better to double check now than lose the deal later.

19. Intro sets the tone Use Your Full Name Use their 1st name only You are � An independent agent and I design custom built plans that allow you to control your coverage and your costs� What is your situation?

20. What�s Your Situation? Initial Interview is the Key! What is your biggest concern? What are you HOPING for? Why are you looking for insurance now? Pre Existing Conditions What is Your Goal? Travel? Active Family?

21. The Initial Interview Listen ..Ask�.Listen�. Ask at least 5 questions. Repeat what they say to be sure they understand that YOU understand! Determine who is making decision, during this stage. Discuss Pre Existing and Options/Costs Find common ground and connect with the client..

22. Qualify them Medically and Financially! Discuss U/W Issues now Pivot to other products if necessary Decide if YOU want THEM as a client� Qualification goes both ways!

23. Setting the appointment 1st Summarize and get one more yes Then when there is agreement that: You can help them with their needs They are qualified There is a time factor for them to take action Go directly for appointment!

24. In Setting Appointment You offer 2 date and times If they come back with a 3rd option, always reject because you are busy then When they come with next option try to play with time by 30 min. Book it !

25. Practice, Practice, Practice All of the above are �learned skills� and you must practice them to become successful. Each of these tools will help you to be wildly successful�Please feel free to hit the net and read up on any of the topics discussed The more you learn, the more you earn!

26. Need Help? Anthony Agoglia Dir Training and Agency Development 866-566-8055 atagoglia@assuregrp.com