Conservation
What is NTG? What is the sweet (%) number you want to stay above and why?
NTG- Net To Gross- This is your retention- The quality of your business. The amount of business that stays on impacts your bonus. You want to stay 90%+ for best bonuses!
What are the 3 Q's to gathering referrals and what do they mean?
1) Quality- All information listed in each section
2) Qualify- Jobs listed
3) Quantity- Amount of referrals gathered in each section
How many marks on the Super Combo require a mandatory trial?
3
How do you reflect and improve your activity and referral gathering?
By making 150+ calls per day, setting 5 appointments each day, having 5-6 appointments set the following day and confirming. Establishing relationships with clients in order to collect a minimum of 5 referrals each day, and 30+ each week. Follow up by sending exclusive invite text within presentation.
What two binders must you keep organized and how do you set them up?
Referral Binder- Catch-Ups on one side with union letter, and exclusive invites on the other side
Schedule Binder- Have all client's names, numbers, states, information listed
What does DCL mean? How does that happen?
Decline- client was declined due to medical history/issues. Agent did not ask enough questions during application.
Where do you gather Emergency Contacts for Union or Non-Union?
-ADB
-Family Info Guide (Persons to be Notified)
-EApp (Beneficiaries)
What T-number on the Height-Weight Chart requires and automatic trial?
6 or higher
How do you reflect and improve your production and conservation?
By presenting to 6-10 families per week (8 is the goal) and asking all information on SuperCombo for medical information. Followed by checking and completing your conservation page every other day.
Minimum Goals:
How many calls should you make each day?
How many referrals per week?
What is standard alp per week?
-150 Calls/Day (50 before 1:00 PM)
-30 referrals/Week
-$2,500 ALP/Week
What is CAN vs. WTH?
CAN means the policy was cancelled by the client, whereas, WTH means withdrew; therefore, the client may have cancelled their policy on the confirmation call or has two insufficient fund drafts (NSF).
Where are the four places to gather referrals?
-CSK/Will Kit
-No Cost Benefits/Catch-Ups
-ASRs
-Emergency Contacts
Client that sees a psychiatrist/psychologist for medication.
Trial
How do you reflect and make sure your finances are taken care of?
Write down all of your expenses for the month. Come up with a game plan with your manager and break down how many appointments, presentations, and closes you need each week in order to obtain your goals.
What are the three most important steps to be successful?
1) Activity
2) Referral Gathering
3) Turning Cycles
What is INC vs. NTO?
INC means, incomplete; therefore, the company needs more information from the agent to complete underwriting- whereas, NTO means, not taken out; therefore, the policy was completed/approved, but was not taken out due to agent/client.
What do you say when your client says, "I can't think of anyone- Everyone I know already has benefits." when asking for referrals?
"I completely understand! All you're doing is opening the door for them to have the opportunity to see union benefits. Whatever they chose to do with it is up to them, but without you, they will never get access to it. Who do you know that has the most risky job or the most to lose? Who always has your back on the job? Who just had kids or just got married?" Last resort: "You know, sometimes it can be tricky to think of someone off the top of their head, so many people go right through their contact list on their phone!"
Smoker with Asthma?
Trial
How do you make sure you are going to make convention? What is one way to build onto your Convention points?
In order to make convention you must write standard each week. Depending on when you start, it will be prorated. You can also see where you're at by reviewing the Convention List that is hung up. The best way to get convention points is to Personal Recruit (PR) because your PR's sales will go towards your points to convention!
What 6 tools do you need to set up for your presentation?
-Union Read-Off Letter
-Presentation Slides
-ADB Certificate (if hard card)
-Zoom
-Pitch Sheet(s)
-EAPP
What is gross submit vs. net submit?
Gross Submit is the total business you submitted, while Net Submit is business you submitted that went through and stayed on.
"I completely understand, I would never contact anyone before you speak to them first. I work with hundreds of union members, and don't have time to call anyone that doesn't know I'm calling or that doesn't want me to call them. I'm the only one that would be reaching out to them. So, what's their number?"
Overnight hospital stay, 3 months ago for surgery.
Trick Question!
Auto decline- wait until client is 6 months clear to write policy. If they are not overnight, you can submit standard with questionnaire.
What is the agent Check 6?
1) Activity
2) Referral Gathering
3) Production
4) Conservation
5) Finances
6) Convention
What three tools do you need in every presentation?
-Height Weight Chart
-Underwriting Manual
-Referral Binder