1 CLIENT FOCUSED MARKETING Module VI & VII

2 Module V Quiz 1. A _________ is necessary for the diagnostic filtering interview. Answer: Agenda

3 Module V Quiz 2. Delivery of the _________ ________ is the main trigger for the diagnostic filtering interview. Answer: Acquisition policy

4 Module V Quiz 3. What does the acronym CPR stand for? Answer: Consult, Personalize, and Recommend.

5 Module V Quiz 4. The Client Service Folder is a valuable ______ and _______ tool. Answer: communication and pivoting.

6 Handling Objections I am really not interested. I don’t need any more insurance. How long is this going to take? I am not sure I am comfortable sharing this information with you. I want to wait a while.

7 Handling Objections Your price is too high. Do you really need this information? I can’t afford it. I want to think about it.

8 Module VI The Prescriptive Presentation The prescriptive presentation is the time the solutions to peoples problems and methods for reaching their goals are presented. The purpose of the prescriptive presentation is to present ideas and products that will result in a problem solving, goal directed sale, thus creating a triple win.

9 The Prescriptive Presentation Proper preparation means being so well organized that it is known before the presentation that the people will respond favorably to the recommendations. An effective presentation is always planned and developed. Always remember that ad-libs are for amateurs.

10 The Prescriptive Presentation Presentation Guidelines: Explain the R.A.C.E.S. approach to selling. Review: The manner in which an interview is started. Review the goals or minutes of the previous interview in complete detail. Agenda Whether the customer prefers detailed or short the agenda sets the tone and keeps control of the presentation.

11 The Prescriptive Presentation Continue: Here we move from the generalities on the action - needed list to specifics by explaining the proposal and answering the buyers question., “ What is in it for me?” Confirm: By having clear and precise objectives to work with it becomes easier to complete the sale.

12 The Prescriptive Presentation Explain: It makes both logical and emotional sense to clearly state the objectives, and then list in an orderly fashion the major actions that must be taken to obtain the desired goals.

13 The Prescriptive Presentation Sell the Concept : Selling the concept first allows an Agent to link the buyer’s motives to the solutions provided. Agents should pace their presentations to the customer. How do you gauge the pace? Ask questions.

14 The Prescriptive Presentation What are some of the questions you can ask to gauge the pace?

15 The Prescriptive Presentation Presentation Guidelines: To move even closer to becoming a master presenter, review the following additional presentation guidelines. Practice, Practice, Practice. Role play the presentation. If you are not sold don’t go.

16 The Prescriptive Presentation Place positive issues on the right side. Present key issues first and last. Use showmanship. Use present tense. Be familiar with the information. Speak the buyers language. Proof sources.

17 The Prescriptive Presentation Clean and neat materials Use large type. Underline and bold. List points with bullets. Proofread for accuracy. Use charts and graphs.

18 The Prescriptive Presentation Completion Tips: Nonverbal communication Use the fear of rejection Ask why Joint work. Show your personal program Hand them the pen

19 The Prescriptive Presentation You sign first. Let the customer know that you approve of the plan and reassure them they have made a wise decision.

20 Client Focused Marketing Module VII Conserving the Account

21 Understand the value of repeat sales Know the value of a full policyholder information tank. Know the way to stay in touch with clients Understand Client Focused Marketing Program never ends. Objectives

22 Policyholder Information Tank Q. What is the policyholder information tank? A. A database of quality prospects that enable an agent to build future business. Q. What can you do to ensure your policyholder information tank is full? A. Referrals, Prospect, Xdate, Direct Mail.

23 Policyholder Information Tank Q. What tools and skills are essential for filling and maintaining a policyholder information tank? A. Master filtering skills to produce quality business. A. Use a productive record keeping system. A. Use well established reliable re - contact methods.

24 Policyholder Information Tank A. Start up a conversion program and keep it in constant operation. A. Maintain continuous, consistent, follow up with policyholders and clients. A. Provide quality service to clients.

25 Six tools to help keep track of the working capital in the policyholder information tank. Franklin Planner. 31 day expandable file. January through December expandable file. Client Service Folder Confirmation ClientVision / Fame/ Comparable Database

26 Policy Conservation Q. What do we mean by the term policy conservation? A. Repeat sales in the same household.

27 Policy Conservation Q. How can you stay in contact with these households? A. Holiday method. A. FFR A. Client referrals. A. Service A. Follow up at referral. A. Send articles. A. Thank you notes. A. Regular mailing program. A. Become a reference source. A. Customer satisfaction survey.

28 Review the System

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30 Summary Q. What will you do to become proficient with all the skills and techniques you have learned? Q. How can you make time to continually enhance your skills? Q. What will you do with this system? Q. What are your expectations of the District?

31 Career Requirements - Concerning CFM 1.Complete all Modules of C.F.M. 2.Acceptably complete the Pre-Career Conversion Field Underwriting Exam. 3.Complete a minimum of 10 Client-Service folders. 4.Memorize the Positioning Statement.

32 Complete CFM Exam

33 Quote of the Day Passion “If life doesn’t light your fire, you’d better check your wick!” Byrd Baggett