1. CLASSROOM TRAINING DAY FOUR Liberty National Life

2. Day Four Objectives Introduction to I-R-T Complete Needs Presentation Video Training Role Play Needs Presentation Situational Presentation Proper Downclosing

3. Needs Analysis The Needs Analysis has a three part process to follow to ensure the strongest effect: I – R – T IntroRecap Tie Down

4. Objective 2: Needs Presentation On Demand The Needs portion of the presentation is from the Survey to the close We will watch the training video covering the Needs presentation

5. Objective 3: Role Play Rapport Building Follow your Training Manager’s instruction and role play the needs portion of the presentation. o Teams of two o One person is Agent, one is husband/wife o Clients are Nate/Julie, married couple, rent home, have children o Present from the survey to the close, focusing on IRT

6. Objective 4: Situational Presentation Watch your instructor present a situation you may encounter in the field Pay special attention to all we’ve covered this week, with an extra emphasis on I-R-T

7. Objective 5: Proper Downclose Option 1 vs. Option 2 $15,000 WL to $10,000 WL $10,000 WL to $7,500 WL Income replacement reduced 1 level  Ex. 3 years to 2 years