Calling the Business
We always want to connect with the people we are speaking with, and particularly with those who we want to make a decision in our favor. What is it called when we connect with another person?
Building rapport.
Provide an example of how to connect with the decision maker.
Using F-O-R: Family-Occupation-Recreation.
This can include:
Discussing how their family has been doing through the pandemic.
Using business research to connect with the business or business owner.
Discussing how they have been passing the time.
"I don’t have time right now."
"I understand. I usually work by appointment. I have some time available _____(day) at _____(time) or _____(day) at _____(time). Which works better?"
According to the presentation, what are the features of Liberty National's no-cost products?
$3,000 of accidental death coverage for employees and spouses. $1,000 of accidental death coverage for dependents.
Health discount card providing between 10-85% discounts on vision and hearing services, prescription drugs, and chiropractic care.
Only as much as your name and company.
What is the goal for the conversation with the Decision Maker?
To set an appointment, preferably via Zoom, to give a presentation.
"I'm not interested."
"I can certainly understand you saying that having just met me, but I think if you had just few minutes to look at the ways we’ve been able to help other employers, at no cost to them, you would see the benefit. Is now a good time?"
According to the presentation, what are 2 features of Liberty National's cancer endurance policy?
No lifetime maximums.
Benefits that are payable (a) each time they receive chemotherapy or radiation treatment (b) each day they spend in the hospital, and (c) to reimburse for travel expenses to a cancer treatment facility.
Where have we suggested making calls to?
Parts of Louisiana where coronavirus cases have been lower (central/northern Louisiana).
Why do we recommend trying to set an appointment instead of doing a presentation on the spot?
You can better prepare for the presentation by having materials ready and Zoom set up. You can inform your manager and they can join the appointment.
OR
We close more cases from appointments than on-the-spot presentations.
"Is this like Aflac?"
"No, actually what we offer is very different. It takes about 15 to 20 minutes to go over. Is now a good time?
According to the presentation, what are 2 features of the Accident Protector Max?
Provides coverage to the entire family on and off the job.
Pays cash directly to the insured.
May use Liberty National's Quick Claims Process and receive a direct deposit into their account.
What is the script for the gatekeeper?
Could you let _______(DM) know that ______(your name) is here?
FOR CALLING:
Could you transfer me over to _____(DM)?
What are some ways we can solidify our appointments?
Setting the appointment for a not-too-distant time and repeating the appointment time and date several times.
Getting the DM's email to send a Zoom invite link or a calendar invite link.
"We already have benefits."
"That's great to hear. Most of my clients do as well. Our goal isn't to replace anything you currently have, but instead show you a way to enhance your current benefit package. Is now a good time?"
According to the presentation, what are 2 features of the critical illness protector or cash cancer policy?
Pays lump sum of cash directly to employee on first occurrence.
Critical illnesses include heart attack, stroke, kidney failure, or organ transplant.
Between $10,000-$50,000.
According to Brandy, what is the suggested script when leaving a voicemail?
Hello, my name is _____(your name) and I have a quick question for _____(DM). You can reach me at ______(phone number). I look forward to hearing from you soon!
What is the script for the Decision Maker? (The 30-second commercial)?
I’m _____ with Liberty National. I work with employers to help them provide valuable benefits for their employees, while helping your company save on your payroll taxes, with no cost to the business. I realize you may be busy, is now a good time?
"I understand. We have other clients who have had similar experiences before doing business with us. Service is a big part of any benefit program and is certainly something we take a lot of pride in. Is now a good time?"
According to the presentation, what are 3 major features of our Liberty National's Group Term life insurance?
Coverage to age 100.
Option to have it paid off by age 65.
Portable.
Rates with never increase and benefit amount will never decrease.
Pre-taxable up to the first $50,000 for the employee.
Coverage for the whole family (if the employee has Group Term coverage).