Congratulations to National Best on their 2 nd Annual Convention

Tale of Two Brains Mark Gungor is a marriage counselor, pastor, motivational speaker, author, musician, and the CEO of Laugh Your Way America. He lives in Green Bay, Wisconsin, where he is the Senior Pastor of Celebration Church. Visit his website at

THINKING, FAST AND SLOW By Daniel Kahneman

Let me ask you?

Which would you buy?

Why did people choose?

Which would you buy?

Why did people choose?

Question?

Another question?

Relativity in Action

Why?  Our brains are trained to base decisions in a relative manner and will compare to whatever example is available. We hate making decisions in a void.  In this case, your mind may be having trouble deciding if a $7 saving is worth it, so it opts for the greatest price gap relative to the comparison.

Why is this?

Using both Systems

Which line is longer?

Why do we care?

Using System 1

Another System 1 example

Using System 1 increased sales by 30% overnight

Selling DI Cases – Which policy would you buy? Or B different  Monthly premium – $  Annual income – $46,500 tax free

System 2

The Brain is Powerful

Bottom Line:

References

Why did NBI choose Western Life? Process Product Support Compensation + Mike’s Recommendation

30 second elevator Pitch Western Life is the fastest, most consistently competitive, highest paying issuer of Term 10, 20 and 30 products in the Canadian marketplace.

Introducing Western Life’s: eBusiness Model

Paper Free Environment No duplicate entry –Fewer errors –Faster turnaround Not have to learn multiple proprietary systems –Ease of training –Help Desk Available Little up front capital investment needs –Good for ROI Must be easy What does the Advisor want?

Lower cost of doing business Better cash flow Happier Customers More referrals Access previously untapped markets Should address Compliance What does the Advisor want?

Compliance and Privacy Application is electronically completed No possibility of altering or changing the application Signature is added after sale is completed No margin available for E & O issues Privacy issues are adhered to due to Tele- Underwriting The customers medical history details are now between the Insurer and the customer

Your Dashboard

No Fluids to $500K Current Age

Needs Result

Product Solution Conversion

Sequential Planning: Mike's Quick Picks Western Life product choices: T10/T20/T30/T100 - (with CI Riders), T100 Quick Pay - (T Pay or 20-Pay) Critical Illness (Personal) - (50K CI Rider) Western Life’s products are a natural fit for: The Family Market Mortgage Immediate Cash Needs Family Income The Business Market Buy Sell Key Person

Quick Quoter

Term Products

Critical Illness Products

Support Tools: Assists Agency Owners and Producers - Built in training modules Compliance assistance Downloads for desktop and Blackberry Sample documents All forms in one location 24/ 7 on-line

makes your Term Life Business Profitable”

Odds and ends What’s your Elevator Pitch? Deloitte Research Life Insurance Survey

The Elevator Pitch From: The Ultimate Guide to Prospecting

technique Works Better in Person From: The Ultimate Guide to Prospecting

System 1 What’s your value proposition? Mine – is the fastest, most consistently competitive, highest paying issuer of Term 10, 20 and 30 products in the Canadian life insurance market” Quickest – makes your Term Life business profitable”

Deloitte Research Report Life Insurance Survey: Why non-buyers don’t have life insurance? Who contacts non-buyers for life insurance? Service satisfaction from insurance buyers. How insurance buyers go about getting insurance on their own initiative.

System 1 What does the survey tell us we could or should be doing? Know their excuses – help them buy. Talk to everyone about everything you sell. Be a professional – walk your talk – always! Ask for referrals and be referrable.

Appreciate – start with the right attitude, appreciate people’s talents Connect – suggest strategies to connect with the Family, Business and Estate Planning Markets Discover – provide key discovery questions to ask in each of these markets Share – what information, products and strategies are appropriate for each of these markets Confirm – what questions should we ask to confirm that the product / strategy is right for the client Follow Up – how can our associates get more information / training Our NB Challenge

Western Life’s Response Appreciate – We were the first company to support the National Best vision with license sponsorship & product Connect and the built in Needs Analysis Discover – The process drives success – prospects like simple and they like ease of doing business Share – Converting the Needs Analysis into Solutions Confirm – Incorporate the Deloitte Research findings into your daily practice Follow Up – or

NBI and Western Life We are both National in scope We are both the Best at what we do Together we are indeed the best choice for your future success.