Enrollment Essentials
The 1 thing to do once a week on your computer with our enrollment software.
What is synchronizing eAPP?
The product we offer that no other insurance provider offers.
The gatekeeper script.
Would you let (DM name) know that (your name) is here?
The first thing to do when the DM comes out.
What is building rapport using research you gathered?
The closing line
“________ , All we ask is for the employees that want
to protect their families that you will allow them to do
so through payroll deduction, so the company and the employee can save on payroll taxes. I will have some time available on ________ morning or ________ afternoon to meet with each employee. Which day works best for you ________ or ________?”
The item we use to sell the employees and discover their needs.
What is a needs planner?
High Blood Pressure cannot be this level in order to receive group term.
What is 140/90?
When you are asked what is the worksite advantage program.
"It's regarding an essential business partnership. Will you let (DM name) know that (your name) is here?
The DM script
"DM name, I'm your name with Liberty National. We saw you may qualify for our worksite advantage program. We help businesses provide valuable benefits to their employees, while creating a tax savings for the company, at no cost to the business. I realize you may be busy, is now a good time?
These 4 signatures are needed on these items.
1. Employee engagement form
2. Employee List of Names/Hire Dates
3. Payroll Deduction form
4. Group Term Page
The materials needed to enroll employees.
What is a needs planner, salary redirection form, updated eApp?
In order to file a claim on the Accident Protector Max, this is the time limit of visiting a doctor.
What is 48 hours?
After asking for the DM this is what you do?
What is disengaging?
I'm not interested.
I can certainly understand you saying that having just met me, but I think if you had a few mins to look at the ways we have been able to help other employers, at no cost to them, you would see the benefit. Is now a good time?
This is something the DM should be prepared to receive.
What is the verification call?
Just for working here everyone gets.....
What is accidental death benefit and discount card?
These products offer family, single parent and individual coverage.
What is cancer endurance, cash cancer, and accident protector max?
When the business owner is not there, this is what you ask.
What would be the best time to contact him/her?
My employees are going to be interested. I don't want to waste your time.
“I understand you feeling that way, but let me ask you this. If you were to find out that your employees did have interest, would you be willing to take a look at how we could help them?”
(IF YES...)
“Ok, let’s do this. Give me time to go over it with you and then I will show you the best way to determine if there is interest. Is now a good time?”
Let me think about it.
Agent Response: “I understand how you feel, in fact, a lot of my clients have felt the same way. But what they have 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, leaving them financially devastated. Do you see what I mean?”
Business Owner: “Yes”
Agent Response: “Great, let’s get started. I have some time next _______ afternoon that I could enroll your employees, or would next _____ morning be better?”
1. Fill in the information
2. Give out intro offers
3. Ask about insurance.
4. Ask about medicines.
5. Ask about pre-existing conditions.
The amounts of coverage that an employee can purchase in Group Term for each age bracket: 40 and under, 41-55, 56-70.
1. 40 and under up to 150k
2. 41-55 up 100k
3. 56-70 up to 50k
The acronym we use to build rapport with the gatekeeper (explanation for each)
What is FOR?
When are the best times to ask for a referral.
1. Talking with the gatekeeper
2. Meeting with the DM before closing if not eligible
3. After the presentation
4. During enrollment
5. Delivering bluebook
After answering a polling rebuttal...what should you do afterwards.
What is closing paperwork?