1. TMK1536 0910Agent training only. Not for sales use. Conducting Effective Sales Meetings TMK1536 0910Agent training only. Not for sales use.

2. TMK1536 0910Agent training only. Not for sales use. An effective meeting requires forethought and planning TMK1536 0910Agent training only. Not for sales use.

3. TMK1536 0910Agent training only. Not for sales use. Purpose of Sales Meetings Provide your team with tools Maximize income Improve Retention

4. TMK1536 0910Agent training only. Not for sales use. Effective sales meetings Celebrate success Offer solutions for areas needing improvement Equip salespeople  Sales and marketing ideas  News Establish goals for next meeting

5. TMK1536 0910Agent training only. Not for sales use. Keep it Positive! Focus on team and individual wins Relevant discussions Don’t present problems without also presenting possible solutions

6. TMK1536 0910Agent training only. Not for sales use. Good Start Be there first Be prepared Provide fresh coffee Start on time

7. TMK1536 0910Agent training only. Not for sales use. Attitude +Activity +Accountability =Sales Success

8. TMK1536 0910Agent training only. Not for sales use. Track Activity Review with interest previous 3 days’ activities Details  Contacts  Dropoffs/Appointments  Presentations  Sales  Sponsorships

9. TMK1536 0910Agent training only. Not for sales use. Praise reinforces positive behavior and encourages everyone to do well! TMK1536 0910Agent training only. Not for sales use.

10. TMK1536 0910Agent training only. Not for sales use. Celebrate Success Recognize accomplishments Focus on those who are achieving objectives Congratulate and thank Agents for meeting goals, closing deals, and making money

11. TMK1536 0910Agent training only. Not for sales use. Positive ‘war stories’ are engaging, fun to listen to, and reinforce goals. TMK1536 0910Agent training only. Not for sales use.

12. TMK1536 0910Agent training only. Not for sales use. Presentations Share stories from the trenches Questions to spur these stories: How did you make initial contact? What companies did you compete with for the sale? What worked and what didn’t? How many sponsorships?

13. TMK1536 0910Agent training only. Not for sales use. Tell me, I forget. Show me, I remember. Involve me, I understand! TMK1536 0910

14. Agent training only. Not for sales use. Encourage Meeting Involvement Have Agents demonstrate selling techniques Have Agents teach a chapter from ‘Secrets of Closing the Sale’

15. TMK1536 0910Agent training only. Not for sales use. Good management is the art of making problems so interesting and their solutions so constructive that everyone wants to get to work and deal with them. TMK1536 0910

16. Agent training only. Not for sales use. Offer Solutions Discuss solutions to areas needing improvement

17. TMK1536 0910Agent training only. Not for sales use. Ideas can be life-changing. Sometimes all you need to open the door is just one more good idea. TMK1536 0910Agent training only. Not for sales use.

18. TMK1536 0910Agent training only. Not for sales use. Equip Salespeople Prepare the sales force to SELL Marketing ideas Sales ideas Training

19. TMK1536 0910Agent training only. Not for sales use. Equip Salespeople Prepare the sales force to SELL Discuss  Marketing Ideas That Work  Whole vs. Term Life  Five Basic Needs  Overcoming Objections  Positive Mental Attitude (PMA)

20. TMK1536 0910Agent training only. Not for sales use. When you know — and when you know that you know — confidence replaces fear. TMK1536 0910Agent training only. Not for sales use.

21. TMK1536 0910Agent training only. Not for sales use. Product Knowledge Encourage Agents to become familiar with each product in their portfolio This will give them the confidence to know which products to recommend.

22. TMK1536 0910Agent training only. Not for sales use. Selling is a profession, not an amateur sport. TMK1536 0910Agent training only. Not for sales use.

23. TMK1536 0910Agent training only. Not for sales use. Sales Training Encourage Agents to become experts in the sales techniques of this profession

24. TMK1536 0910Agent training only. Not for sales use. Establish Goals For Next Meeting Base objectives on identified opportunities for improvement  Contacts  Appointments  Presentations  Sales  Sponsorships  Learning Assignment?

25. TMK1536 0910Agent training only. Not for sales use. Keys to an effective sales meeting Interesting … how? Relevant … examples? Organized … on track? Brief … finish on time? Positive … ideas?

26. TMK1536 0910Agent training only. Not for sales use. Know the terminology to avoid confusion TMK1536 0910Agent training only. Not for sales use.

27. TMK1536 0910Agent training only. Not for sales use. Activity Management: Definitions Contact Conversation in person or on the phone where you ask for a dropoff/appointment

28. TMK1536 0910Agent training only. Not for sales use. Activity Management: Definitions Dropoff / Appointment Agreement to meet

29. TMK1536 0910Agent training only. Not for sales use. Activity Management: Definitions Presentations Dropoff/appointment that ends with the Agent asking the customer for a sale

30. TMK1536 0910Agent training only. Not for sales use. Activity Management: Definitions Sales Signed application and agreement to deduct money for the first premium

31. TMK1536 0910Agent training only. Not for sales use. Activity Management: Definitions Sponsorships Uploaded name and contact information of a referral to receive an introductory offer (i.e., $3,000 Accidental Death Policy, Child Safe Kit, MedFacts Kit, Memorial Guide) If you can’t measure it, it didn’t happen!

32. TMK1536 0910Agent training only. Not for sales use. Summary Track activity Celebrate success Equip salespeople with sales and marketing ideas, and valuable news on a point of interest Set goals for the day and week — ask for a commitment to accomplish them Provide training solutions for areas needing improvement

33. TMK1536 0910Agent training only. Not for sales use. Provide training solutions for areas needing improvement In order to solve a problem, we must be able to identify the problem Critical thinking — ‘Rocks are hard, water is wet’ 5 Fundamental Truths

34. TMK1536 0910Agent training only. Not for sales use. Fundamental Truth #1 Only three reasons for poor sales performance  Lack of proper activity  Lack of sales skills  Lack of their supervisor helping them hold themselves accountable to activity model

35. TMK1536 0910Agent training only. Not for sales use. Fundamental Truth #2 3 presentations = 1 close* *1 close should = multiple applications (husband & wife, package deal, etc.)

36. TMK1536 0910Agent training only. Not for sales use. Fundamental Truth #3 5 full days in the sales week

37. TMK1536 0910Agent training only. Not for sales use. Fundamental Truth #4 3-4 presentations per day = 15-20 presentations per week

38. TMK1536 0910Agent training only. Not for sales use. Fundamental Truth #5 15 presentations per week (with a 3:1 closing ratio) = 5 closes per week 5 closes should = a minimum of 7-10 applications for the week* *1 close should = multiple applications (husband & wife, package deal, etc.)

39. TMK1536 0910Agent training only. Not for sales use. Identifying areas for improvement TMK1536 0910Agent training only. Not for sales use.

40. TMK1536 0910Agent training only. Not for sales use. Problem Scenario: Ima Laceyone 3 presentations for the week 1 close

41. TMK1536 0910Agent training only. Not for sales use. Lack of proper activity DailyWeekly 50 contacts240 contacts 5 appointments24 appointments 3 presentations15 presentations 50+ sponsorships240+ sponsorships Lack of activity Lack of supervisor accountability

42. TMK1536 0910Agent training only. Not for sales use. Problem Scenario: Iggy Noramus 15 presentations for the week 1 close* *assumes Agent understands definition of a presentation WHICH IS …?

43. TMK1536 0910Agent training only. Not for sales use. Lack of Sales Skills TMK1536 0910Agent training only. Not for sales use.

44. TMK1536 0910Agent training only. Not for sales use. Problem Scenario: Ima B. Esser 30 presentations for the week 3 closes

45. TMK1536 0910Agent training only. Not for sales use. Lacks an honest definition of a presentation 30 pres. x 1.5 hrs=45 hrs. pres time 3 hrs. drive time per sales day=15 hrs. drive time 1 30-min. lunch per sales day=2.5 hrs. lunch time 62.5 hrs. total 62.5 hrs. ÷ 5 sales days = 12.5 hr. work days It doesn’t add up!

46. TMK1536 0910Agent training only. Not for sales use. What have you put on your To Do List? TMK1536 0910Agent training only. Not for sales use.