1. CLIENT FOCUSED MARKETING Module IV
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2. MODULE III QUIZ List the six reasons people buy or don’t buy? Answer:
*Want *Confidence
*Need *Urgency
*Trust *Timing
Successful, multiline agents will complete more longer lasting, larger and easier sales when the majority of these traits are uncovered and addressed.
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3. MODULE III QUIZ
Why should you want more quality referrals than you can actually handle?
Answer: A profitable business thrives on an endless flow of referrals. More referrals than you need will help you operate from a position of strength. You become the rejecter and can say “no”.
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4. MODULE III QUIZ
Why should a multi-line agent utilize an agenda when making a presentation?
Answer: An agenda keeps the meeting directed and on track. It demonstrates a professionalism to the client and shows a respect for their time.
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5. MODULE III QUIZ
What are 3 activities to be completed during the Acquisition Interview?
Answer:
1.) Give the Positioning Statement
2.) Set the follow- up appointment
3.) Obtain quality referrals
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6. PREPARING FOR THE INTERVIEW Lesson 1
“The objective of the acquisition interview is not only to make the first sale, but also set the stage for the completion of the CLIENT SERVICE FOLDER and additional sales”
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7. OVERCOMING BUYER RELUCTANCE
Recognize that the selling process includes the buyer/seller feud.
Manage buyer reluctance through:
Honesty
Humor
Establishing a positive relationship
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8. WHY DO PEOPLE BUY?
WANT
NEED
TRUST
CONFIDENCE
URGENCY
TIMING
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9. WHAT IS SELLING?
Selling is Simply:
A Transfer of Feeling
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10. ACTION VOCABULARY PITCH VS PRESENTATION DEAL VS OPPORTUNITY SIGN VS
ENDORSE
TRANSFER VS
REPOSITION
I VS
WE, US, OUR
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11. THESE WORDS ARE ALL GEARED TOWARD GETTING SOMEONE TO PAY ATTENTION!
THE “DYNAMIC DOZEN”
EASY
CAN
SAVE
LOVE
GUARANTEE
QUALITY
TODAY
IMPROVED
PROVEN
YOU
MONEY
WIN
THESE WORDS ARE ALL GEARED TOWARD GETTING SOMEONE TO PAY ATTENTION!
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12. PREPARING FOR THE PRESENTATION
“INVEST MORE TIME IN PREPARATION THAN PRESENTATION”
1. Complete all rate calculations and have alternatives
ready
2. Prepare the CLIENT SERVICE FOLDER as much as possible
3. Have the appropriate brochures and support materials organized and ready
4. Prepare an agenda
5. Send a confirmation letter
6. Double check everything!
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13. INTERVIEW LOCATION
“The best location is where ever the client will be the most comfortable”
There is no best location. The best location will vary from prospect to prospect. Offer the prospect options.
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14. 7% VERBAL + 38 % VOCAL + 55% FACIAL/BODY = TOTAL IMPACT
NON-VERBAL COMMUNICATION
7% VERBAL + 38 % VOCAL + 55% FACIAL/BODY = TOTAL IMPACT
THIS INCLUDES:
APPEARANCE
POSTURE
HAND GESTURES
DISTANCE
EYE CONTACT
FACIAL EXPRESSIONS
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15. PRACTICE MAKES PERFECT
WALK THROUGH
INTERNALIZE ONE STEP AT A TIME
REHEARSE IN FRONT OF A MIRROR
AUDIO TAPE
USE A COACH
VIDEO TAPE
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16. DELIVERING THE PRESENTATION LESSON 2
THE AGENDA AND THE PRE-INTERVIEW CHECK LIST
The Agenda is a tool that should be used with every appointment.
The pre-interview check list helps to create a correct mental focus and aids in a professional and complete presentation.
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17. ALTERNATIVE PROPOSALS
Allow you to benefit from an immediate opportunity during the acquisition interview.
Leverage the fact that you are already with the prospect.

18. PRESENTATION TIPS Assume They Do Keep Proper Seating Sell the Concept
KISS
Be Enthusiastic
Use a Gold Pen
Use a Highlighter
Use Visual Aids Effectively
Keep Proper Seating
Feet Planted
Eye Contact
Color It Right
Master Presentations
Master Objections
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19. POINT OF SALE OBJECTIONS
Practice and mastery of scripts will allow you to handle almost any type of objections
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20. Handling Objections: C: “How long is this going to take?”
A: “Mr. Prospect, answer this question. Is the premium you pay out each year for insurance a large part of your household budget?”
C: “Yes, of course.”
A: Well then, don’t you agree it would be a good business decision to invest a few minutes to have a thorough evaluation of your situation?”
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21. Handling Objections: C: “Your price is too high.”
A: “Name, which is more important to you, price or cost?”
C: “What’s the difference?”
A: “Unfortunately most people are not aware of the difference. For example, if you were to buy a product that has a lower price, but it were to wear out quicker than a better quality, higher priced similar product, wouldn’t it actually cost more because of needing replacement sooner?”
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22. Handling Objections: C: “…..Yes, I suppose so.”
A: “As time unfolds, you will find the premium charges by the major preferred insurance companies will average out to be the same. (Discuss reasons to do business with a preferred company.)
Wouldn’t you agree that dealing with a preferred insurance company and an agent you can trust is worth the few extra dollars in monthly premium dollars?”
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23. Discuss other objections.
Handling Objections:
Discuss other objections.
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24. COMPLETING THE FIRST TRANSACTION LESSON 3
The End of the Beginning?
Completing the first transaction is the end of the beginning of the professional relationship developed through the: Client Focus Marketing Process
Professional Relationship Selling Adds Value!
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25. PLEASURE AVOIDANCE PRIDE
SIX BUYING MOTIVES
FEAR OF LOSS
GAIN
PLEASURE AVOIDANCE PRIDE OR
DESIRE FOR OF PAIN
PROFIT APPROVAL
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26. STOP SELLING INSURANCE AND START SOLVING PROBLEMS
The policy you are selling is the tool used in the solution of the clients problem.
Offer the solution, ask for the sale-
Expect to get it !!
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27. WHAT IS THE RIGHT TIME TO ASK FOR THE SALE?
When the 4 basic questions have been answered:
1.) What's the problem?
2.) What's the solution to the problem?
3.) What's the right source?
4.) What's the relative value?
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28. WATCH FOR THE BUYING $IGNAL$
facial expressions
hands and arms
legs and feet
voice
words and gestures
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29. COMPLETIONS Trial Assumptive Action Inducement Alternative Summary
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30. COMPLETION TIPS Top 6 fears Telling and describing stories
Have the paperwork ready
Use the “CRI” method
Silence
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31. THE NEXT APPOINTMENT Should be set as soon as possible.
Allows you to complete the CLIENT SERVICE FOLDER.
Allows you to pivot to the next “problem solving” and sell the next line of business.
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32. NEXT LESSON MODULE V: DIAGNOSTIC FILTERING Assignment:
1) Read Lessons Module V
2) Memorize first page of Positioning
Statement Script. (Mandatory!)
3) Be Prepared to Role Play “Point of Sale” objections

33. Quote of the Day Five Keys to a Winning Lifestyle: What we watch
What we listen to
What we read
What we think about
Who we associate with
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