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Table of Contents
Part
1: The Foundation
Foreword……………………….........................................................................................
7
Chapter
1
Power Start™
Checklist.................................................................................................
10
Chapter
2
Basic Product
Knowledge..............................................................................................11
Term
& Permanent Life
Insurance..........................................................................11
4 Key Differences (Banks
Programs, Traditional Insurance & Mortgage
Protection).........................................................................................................................12
8
Optional
Benefits.......................................................................................................14
Coverage Amount
&
Term.........................................................................................15
Transitioning When
Unhealthy...............................................................................16
Chapter 3
Mastering The
Phone-Finding The Diamonds In The
Ruff......................................18
Script..............................................................................................................................18
Detours..............................................................................................................................19
Objective of the
Call......................................................................................................21
Getting Past the Objections to Setting the
Appointment.....................................24
Create
Desire For
Your
Help..............................................................................22
Find the reason they filled out the
card.........................................................26
Adding
Value-Planting
Seeds......................................................................26
Create
Urgency...........................................................................................28
Prospect
Responses...........................................................................28
Prequalify
their health status
...........................................................31
Prequalifying
Questions................................................................31
Confirm time window &
prequalify their not broke..................32
Objections..................................................................................34
When To
Call........................................................................35
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