Prep Work/Routes & Logging
What does PAC stand for?
Pre-Approach Call
Pre: "I don't have time"
"I understand, I normally work by appointment. I have some time available (day) at (time) or (day) at (time). Which works better?"
What coverage(s) are all employees eligible for regardless of age?
Discount card
List ALL coverage the following client is eligible for?
Harriett's HVAC:
68 years old
Employed 20 years
Celiac's disease
Discount card
GT 100
CLP
Cancer Endurance
How many franchises (closes) do you need to be eligible to promote to the SA position?
5
How many stops/leads should be on your route if you have 2 appointments and 3 follow ups scheduled for the day?
30
Pre: "Send me an email."
"Let's do this, I will be working with a few businesses up the street on (day). I will come by and put some information in your hands and hit some highlighted points; if you like it, great; if not, no big deal. Will (time) or (time) work on (day)?
How long must an insured wait until they are able to borrow against the cash value of their Career Life Plus coverage?
3 years
List ALL coverage the following employee is eligible for:
Gary's Auto Body
54 year old male
Employed for 10 months
Diabetes - no insulin required
Accidental death coverage
Discount card
What miniumum 4-week submit average is required to promote to the SA position?
$1,500 AP
What 2 stops should always be on every route you build?
Home address
Post: "Let me think about it."
"I understand how you feel, in fact, a lot of my clients have felt the same way. But what they found once they really considered it was, you may never know what's right around the corner and that while they were waiting, one of their employees could have a serious illness, accident, or even death. Do you see what I mean?"
DM: "Yes"
"Great, let's get started. I have some time next (day) afternoon that I could enroll your employees, or would next (day) morning be better?"
What are the lump sum amounts for Critical Illness Protector?
$10,000, $15,000, $25,000, $35,000, $40,000, and $50,000
List ALL products is the following client eligible for?
Smith Welding Products
Employed there 2 years
28 year old female
High blood pressure of 170/110
Accidental death coverage
Discount card
CLP
Cancer endurance
Accident Protector Max
What are the 3 periods of worksite that an SA or AD would need to be able to explain in order to promote to a leadership position?
Enrollment, Deduction, Effective
What is the correct order of importance for adding stops on your route (qualified leads, follow-ups, presentations not closed, enrollments, appointments)?
1. Enrollments
2. Appointments
3. Follow ups
4. Presentations not closed
5. Qualified leads
Post: "We already have benefits through XYZ company."
"That's great, and it shows you really do care about your employees. We're not suggesting cancelling your current benefits, but rather enhancing what you're offering with a much needed benefit, like our group term life that no other company can offer. Do you see where this product could fill a gap in your plan and give your employees life insurance they could afford to keep after they retire?"
DM: "Yes"
"Great, let's get started. I have sime time next (day) afternoon that I could enroll your employees, or would (day) morning work better?"
At what age does the premium waiver in GT 65 expire?
65
List ALL coverages the following client is eligible for:
Sam's Sawmill & Lumberyard
34 year old male
Employed for 6 years
DUI 5 years ago
Accidental death coverage
Discount card
GT 65
GT 100
CLP
Cancer Endurance
Critical Illness Protector
SA's and AD's are able to coach their team members using dashboards. What are dashboards and where can they be found?
Real time results of field activity - walk ins, conversion rates (to an appt or presentation), closes, etc. These are found in Epic AND the Salesforce app!
What percentages do you select when you visit a business to do a walk-in but the door was locked?
None
Post: "I can't take my employees off of production for the time it takes to meet with you."
"DM name, in considering something like this, you want to ask yourself two questions. First of all, if you, as an employer, has one of your employees have an illness, accident, or even death, you would want to help them, isn't that true?"
DM: "Well, yes."
"Secondly, a few minutes once a year for each employee would not affect your business in a negative way, isn't that also true?"
DM: "Yes"
"Great, let's get started. I have some time available next (day) afternoon that I could enrol your employees, or would next (day) morning work better?"
What is the maximum face amount a 58 year old female can get on GT 100?
$50,000
List ALL coverages the following client is eligible for:
Tanner's Trucking & Towing
Employed 10 years
44 year old male
High cholesterol
Diagnosed with melanoma 11 months ago
Accidental death coverage
Discount card
Accident Protector Max
What is the 13-week aubmit average for an SA to promote to the AD position?
$4,500 AP