Training Managers to train agents in prospecting

1. LEAD TO RESULTS

2. Teaching Managers
Strategies for
Agent Self Marketing

3. Agent Strategy
Agent Development Lifecycle
New 3 – 6 months 6 – 24 months 24 – 60 60 – plus
as an agent as an agent months as months as
Agents
an agent an agent
Begins by Progresses to Package capable of Mature agent
selling 1 – 2 package selling 2 – 3 selling all capable of
products selling 2 products, products, selling all
products – building client servicing client products,
gaining referral base/referrals base/growing servicing client
referrals base/building
on referrals

4. Market Strategy
Agent Prospecting Lifecycle
Small Business Family Pre-retirement Retirement
Employee
Major Medical Major Medical Major Medical Medicare
Supplement
HSA HSA Short-term Medical
Final Expense
CI Life LTC
LTC
Life CI Life
Annuities
Life Annuities

5. Agent Business Planning
If the agent learns to close 1 out of 3 appointments
they will need to learn to book 10 appointments.
Historically 1/3 of their appointments booked may
cancel or not be there so they need to learn to book
a minimum of 15 appointments

6. Agent Business Planning
Sample Work Week
15 hours of marketing
25 hours appointment running and travel time
5 hours of paperwork and administrative follow up
5 hours of “waste and miscellaneous”
5 hours of education and meetings/personal study
Total average work week for this goal would be 55 hours

7. Activity Plan
The activity plan is where specific activities
are
identified as necessary to achieve your agents
goals.
INTERNET
NETWORKING
REFERRAL
TAKE ONE
WALK & TALK
WAVE MAILING
TELEMARKET

8. Agent Self Marketing

9. Agent Self Marketing
Lead Resources
Professional Referrals
Cloverleaf
Surveys
Business Cards
Advertising
Newspaper Ads
Free Lunch –business
Trade Shows/Flea
cards
market
Be creative
Take-One boxes
Happy hours
Association Lists
Local paint, lumber &
Mailers

10. Direct Mail: Postcards & Letters

11. Referral Mailing

12. HEALTH INSURANCE PREMIUMS
MAKING YOU SICK?
Very Affordable Health Insurance For Small Businesses & Self-
Employed
Includes:
$5,000,000 Lifetime Maximum Benefit Per Person
Sloan’s Lake or PHCS Network
Co-pays
Childhood Preventive Care
Adult Well Physical
Prescription Drug Benefit
24 Hour on the Job Coverage
Dental Coverage
Vision Benefit
Example:
Families Couples Singles
30M & 30F…$205/mo* 30M &30F 30M…$73*
with 2 children $146* 30F…$81*
40M &40F…$271/mo* 40M &40F 40M…$102*
with 2 children $211* 40F…$118*
50M & 50F…$343/mo* 50M=50F… 50M…$143*
with 2 children $283* 50F…$148*
*Examples based on healthy non-smokers

13. For a personal needs analysis and quote do one of the
following three things:
1. Fax this form to 515-942-5555
2. E-mail me at: blabla@hotmail.com
3. Call me at (515) 291-5555 local
Name______________________________Sex_____Age___Smoker Y/N
Spouse: _____________ _______________Sex_____Age__Smoker Y/N
# Of Children: (ages not needed) _________________
Day Phone: ______________________ Evening Phone: ____________
City: _____________________

14. The Math
100 + mailers sent per week
20 – mailers returned w/bad address
_____ =
80
20 – can’t buy (group, disability, etc)
____ =
60 actual contacts
12 / months in a year
___ =
5 people who receive a rate increase

15. Willingness is represented by activity
Ability is represented by results
You can please some of the
people some of the time…
But you can’t please all of the
people all of the time.