COLD CALLING
WHAT IS A TACTICAL REBUTTAL TO USE WHEN A DM TELLS YOU THAT THEY ALREADY OFFER BENEFITS?
1.THAT IS EXACTLY WHY I AM CALLING! ....
2. THAT IS GREAT THAT YOU ALREADY TAKE CARE OF YOUR EMPLOYEES, MANY BUSINESSES I SPEAK WITH DO NOT HAVE ANY BENEFITS IN PLACE.
3. IF YOU DON'T MIND ME ASKING, ARE YOU TALKING ABOUT HEALTH INS THAT PAYS THE DOCTORS AND HOSPITALS ONLY?
IF YOU WALK INTO A BUSINESS WHILE CANVASSING AND SOMEONE WORKING THERE TELLS YOU THEY ALREADY HAVE AFLAC BUT THEY HAVE NOT SEEN THEIR AGENT SINCE LAST YEAR, SHOULD YOU SET UP A MEETING TO COORDINATE THEIR NEXT OPEN ENROLLMENT?
NOOOOOOOOOOOO! THE BEST PRACTICE WOULD BE TO OFFER TO PASS A MESSAGE ABOUT CHECKING IN AND TO NOTIFY YOUR MANAGEMENT TEAM.
WHICH IS THE BEST EXAMPLE OF AN ELEVATION?
CALLING A BUSINESS ON TUESDAY AND AGAIN THURSDAY.
CALLING A BUSINESS ON A MONDAY AND WALKING IN ON TUESDAY.
CALLING A BUSINESS ON A WEDNESDAY AND MAILING THEM A MARKETING BROCHURE ON A FRIDAY.
CALLING ON WEDNESDAY, FOLLOWED BY MAILING A MARKETING BROCHURE ON A FRIDAY THAT WILL BE DELIVERED THE FOLLOWING WEEK.
WHERE DO YOU ACCESS THE TEMPLATE TO CREATE A LANDING PAGE?
IN EVERWELL UNDER THE DROP DOWN TAB LOCATED AT THE TOP OF THE SCREEN; LABELED "MORE"
WHERE DO YOU ACCESS THE SALES MARKETPLACE SO YOU CAN CREATE CUSTOMIZED MARKETING MATERIAL?
FROM THE AFLAC ONE aka THE FIELD FORCE SERVICES HOME PAGE.
IF YOU ARE PUT ON HOLD AFTER ASKING TO SPEAK WITH A DM, WHAT IS THE MAX AMOUNT OF TIME TO WAIT ON LINE BEFORE HANGING UP?
30 SECONDS TOPS. COLD CALLING IS A NUMBERS GAME AND TIME IS THE MOST VALUABLE RESOURCE.
WHEN CANVASSING WITH ANOTHER AGENT AND AN APPOINTMENT IS MADE, HOW SHOULD IT BE DECIDED WHO GETS THE GROUP CREDIT?
BEFORE CANVASSING ANY DOORS, THERE SHOULD BE AN AGREEMENT UNDERSTOOD BETWEEN BOTH AGENTS, (WE DO HAVE PAPER CONTRACTS). TURNS SHOULD BE TAKEN ON A EVERY OTHER DOOR BASIS & WHOEVER WALKS IN FIRST AND INITIATES CONTACT GETS GROUP CREDIT.
*FAIRPLAY ADVISE* Group credit goes to the agent of whose turn it is, NOT to the agent who talks the most!
WHAT IS THE AVE NUMBER OF TIMES IT TAKES TO ELEVATE A COLD LEAD TO A ER APPOINTMENT?
5-8 APPROACHES WILL HELP YOU ACHIEVE THE BEST ODDS OF SETTING THE APPOINTMENT.
WHEN CREATING A LANDING PAGE FOR A COMPANY, OTHER THAN CREATING A CLICKABLE LINK TO BE USED IN A EMAIL, WHAT OTHER TYPE OF DIGITAL MARKETING CAN BE CREATED?
A QR CODE LINKING TO A WEB ADDRESS CAN BE CREATED, PRINTED AND GIVEN AS A HANDOUT OR POSTED FOR MOBILE MARKING DISTRUBUTION.
WHAT IS THE AVERAGE COST TO CUSTOMIZE A AFLAC MARKETING BROCHURE WITH PERSONALIZED CONTACT INFO SPECIFIC TO A AGENT?
NO COST!!!!!!!!!!!!
WHEN SPEAKING TO A DECISION MAKER AND THEY TELL YOU THEY ALREADY HAVE A BROKER, IS IT BEST TO QUICKLY END THE CALL AND MOVE ON TO THE NEXT ONE?
NO, IT IS A CLASSIC OBJECTION AND CAN BE EASILY OVERCOME. FOR EXAMPLE, "THAT IS GREAT WE WORK WITH BROKERS ALL TIME." "I WOULD BE HAPPY TO GET THEM INVOLVED IF WE DO DETERMINE AFLAC WOULD BE A GOOD FIT AFTER OUR 15 MEETING, DOES TUES AT 10AM WORK....OR IS THUR AT 2PM BETTER?
WHAT IS THE BEST RESPONSE TO USE WHEN CANVASSING AND SUDDENLY CONFRONTED BY SOMEONE WHO REACTS DISAPPROVINGLY, “THERE IS NO SOLICITING IN THE AREA!”
GRACEFULLY ACKNOWLEDGE THE WARNING, ESPECIALLY WHEN THERE IS A POSTED SIGN, AND DEESCALATE THEIR EMOTIONALLY CHARGED DISPOSITION. COMMUNICATE THAT IN FACT, THERE MUST BE A MISUNDERSTANDING AS YOU ARE NOT TRYING TO SOLICIT A SALE OF ANY KIND. YOUR PURPOSE IS SIMPLY TO SCHEDULE A MEETING TO SHARE THE VALUE AFLAC FOR BUSINESSES WHICH INCURS ZERO COST.
*MARKETING ADVISE* Take a long pause before adding, “Aflac is a voluntary program that pays cash benefits the employees can choose to fund.”
WHAT IS THE LEAST AMOUNT OF TIME YOU SHOULD HAVE BETWEEN ELEVATING A LEAD AND NOT BECOMING A PEST?
2 WEEKS IS CONSIDERED PROFESSIONALLY PERSISTENT.
WHAT ARE 2 DIFFERENT FORMATS AVAILABLE ON THE LANDING PAGE TO BRING THE DETAILS OF EACH SPECIFIC POLICY TO EMPLOYEES?
SHORT VIDEOS SUMMARIZING WHAT MAKES THE SPECIFIC POLICY DIFFERENT FROM THE OTHERS.
PDF VERSIONS OF EACH BROCHURE OUTLINE THE SPECIFIC CASH BENEFITS AMOUNTS.
CAN YOU NAME AT LEAST 2 DIFFERENT TYPES OF NO COST MARKETING MATERIALS THAT CAN BE CREATED USING THE SALES MARKETPLACE?
CUSTOMIZED PRODUCT SPECIFIC BROCHURES, *THAT CAN ALSO HAVE LINKS TO CONNECT TO AFLAC BRANDED INFO-VIDEOS
ENROLLMENT POSTERS/POSTCARDS
EMPLOYEE INTEREST SHEETS FOR OE
INDUSTRY RELATED ELEVATION ARTICLES
WELLNESS INFORMATION FLYERS FOR SERVICING
TRUE OR FALSE:
WHEN ASKED TO EXPLAIN, "WHAT KIND OF AFLAC BENEFITS DO YOU OFFER?"
YOU SHOULD DO YOUR BEST TO MENTION AS MANY TYPES OF POLICIES YOU CAN REMEMBER.
FALSE, DO NOT "BARFLAC" ANY EXPLAINATION WHEN BAITED TO SELL THEM OVER THE PHONE!
A SIMPLE RESPONSE, CREATING CURIOSITY TO ABLIGE THEIR REQUEST IS ALL THAT IS NEEDED;
*NO COST BENEFITS THAT PAY CASH DIRECTLY TO YOUR EMPLOYEES.
*EMPLOYEE FUNDED BENEFITS THAT CREATE PRE-TAX SAVINGS FOR ALL.
*PRE-TAXED BENEFITS THAT HELP TO ATTRACT AND RETAIN EMPLOYEES, AT NO COST TO YOU.
*EMPLOYEE BENEFITS THAT ENHANCE WHATEVER YOU CURRENTLY HAVE IN PLACE TO COVER OUT OF POCKET MEDICAL EXPENSES.
*VOLUNTARY BENEFITS THAT RUN THROUGH PAYROLL REDUCING YOUR OVERALL TAX LIABILITY.
WHAT SHOULD YOU SAY WHEN YOU WALK INTO A BUSINESS AND THE OWNER LIKES WHAT YOU ARE EXPLAINING AND THEN SAYS, "LET ME GO ASK THEM IF THEY WANT AFLAC RIGHT NOW!"
UNFORTUNATELY, THAT IS THE MOST COMMON RESPONSE I HEAR FROM BUSINESS OWNERS. THE FACT IS THAT, IN MOST CASES ASKING THEM IF THEY WANT MORE INSURANCE, OR WORSE, TAKING A POLL TO FIND OUT IF THEY WANT TO PAY FOR MORE INSURANCE RESULTS IN “NO”.
WE ACHIEVE THE BEST PARTICIPATION WHEN WE ARE PROVIDED THE OPPORTUNITY TO “ADVISE” ON HOW AFLAC MITIGATES FINANCIAL RISK AND HELPS TO COVER OUT OF POCKET EXPENSES HEALTH INSURANCE DOES NOT, SUCH AS RENT/MORTGAGE PAYMENTS.
*FUN FACT* On average, 60% of employees find the value of Aflac when provided fundamental education and real world examples of positive clam experiences.
WHAT ARE SOME OF THE MOST OPTIMAL CIRCUMSTANCES TO GO CANVASSING?
DURING ANY HOLIDAY SEASON WHERE ELEVATIONS CAN CARRY A THEME
RIGHT BEFORE A HOLIDAY WEEKEND
TIMES OF DAY THE WEATHER IS THE BEST
WHEN YOU HAVE A CANVASSING PARTNER
ON A TUES/WED FOR THE BEST CHANCE TO SET THE APPT IN THE SAME WEEK AVOIDING ANY DELAY
THURSDAY MORNING USING THE END OF THE WEEK AS URGENCY TO CLOSE NEXT DAY
ANYTIME ON FRIDAY WHEN SPIRITS ARE THE MOST ELEVATED WITH ANTICAIPATION FOR THE WEEKEND
ANY DAY THAT ENDS IN "Y" AND YOU ARE ALIVE AND WELL!
WHAT ARE THE SCHEDULING OPTIONS YOU CAN ADD TO A LANDING PAGE?
CALENDLY LINK FOR APPOINTMENTS
PHONE NUMBER/TEXT FOR APPOINTMENT
EMAIL FOR APPOINTMENT
WHAT ARE SOME OF THE DIFFERENT TYPES OF AFLAC BUSINESS THE MARKETING MATERIALS CAN BE USED FOR?
TRADITIONAL BUSINESS UNDER 99 LIVES
GROUP BUSINESS WITH BROKER INVOLVEMENT OVER 100 LIVES
PUBLIC SECTOR BUSINESS
DIRECT SALES
WHAT IS THE NUMBER OF DIALS TO STRIVE FOR DURING MONDAY MARKETING TO ENSURE THE FOUNDATION OF YOUR SALES PIPELINE?
THE MAJOR MAJORITY OF THOSE WHO HAVE ACHIEVED THE BENCHMARKS UNLOCKING THE CASH BONUSES OR OPENING NEW GROUPS IN THE INITIALS WEEKS FOLLOWING THE RECEIPT OF THEIR WRITING NUMBER CAN AGREE.
AS A DSC, I HAVE SEEN IT PROVED OVER AND OVER THEIR IS NO MAGIC/SECRET STRATEGY. CALLING IS A NUMBERS GAME AND FOR THE TIME GIVEN ON A MONDAY, THE MOST SUCCESSFUL STRATEGY COMES DOWN TO 2 VARIABLES.
1. 100 DIALS, IN CONJUNCTION WITH...
2. THE HIGHEST LEVEL CONSISTENT AND TARGETED MARKETING WITH A RANGE OF 100-300 MAXIMUM LEADS.
WHERE ARE THE BEST PLACES TO CANVASS ON HOT SUMMER DAYS, AS WELL AS ON COLD/RAINY ONES?
HIGH RISE OFFICE BUILDINGS!!!
*JOIN THE 1%* SAVE THOSE LOCATIONS FOR THE DAYS MOST WILL USE WEATHER AS AN EXCUSE TO NOT GO INTO WORK;)
WHAT IS THE MOST POPULAR, WIDELY ACCEPTED, AVAILABLE IN ANY THEME, LIGHT WEIGHT, COMPACT, FANTASY FUELING, PROFIT BUILDING POTENIAL, WATER ABSORBANT, NUMERICALLY REGULATED, FUN FILLED, SHORT LIVED, WEALTH TRANSFORMING OPPORTUNITY YOU CAN ELEVATE WITH, FOR $1 DOLLAR?!!!
A LOTTERY TICKET STATING: THANK YOU FOR TAKING MY CALL (INSERT DAY), JUST LOOKING TO SEE IF I CAN GET LUCKY SCHEDULING 15 MIN ON YOUR CALENDAR ON (INSERT DATE/TIME)
WISHING YOU LUCK AS WELL!!!!
BEST REGARDS,
LUCKY DUCK
HOW LONG IS A LANDING PAGE LINK GOOD FOR?
30 DAYS
60 DAYS
LONGER THAN 90 DAYS
AS LONG AS YOU SET THE CALANDAR FOR;
UPTO A MAX OF 2 YEARS.
WHEN IS THE SALES MARKETPLACE OPEN?
24/7