Lead Advantage
What are the 3 modes of communication that we can use to build touches?
1. Call
2. Drop
3. Email
What is the difference between us and major medical insurance?
We pay people, not hospitals and institutions.
"We already have benefits"
That's awesome, first off thank you for taking care of your people. I work with businesses all the time that have benefits in place, in those cases I simply like to take a look at what you have in place and make sure that you are paying the right amount & that the policies are accomplishing your goals and objectives... if those things are in place I will shake your hand and get out of here.
What is agent assist and how do we use it?
CRM platform. THE HUB OF YOUR BUSINESS!
What is Lead Advantage?
System of follow up that guides how often we should be reaching out and ensures that our message is appropriate.
This provides a benefit for an employee diagnosed with a covered illness, such as heart attack, stroke, coronary artery bypass surgery, end-stage renal failure or major organ transplant – among others.
Critical Illness
"Not Interested"
I completely understand where you are coming from, if you don't mind me asking, have you ever spoken with Colonial Life before?
Who can complete the "no brainer" puzzle... 3 things we do for a business that pieced together make working with us an absolute NO BRAINER (YOU HAVE LIKELY HEARD BRETT GO THROUGH THIS)
1. We get to help a business owner make benefits available to their employees (A POSITIVE)
2. We can do so at no cost to the business (A POSITIVE)
3. When your employees enroll, they will do so on a pre-tax basis, ultimately saving you some tax money (A POSITIVE)
Know your statistics: what % of sales people follow up more than 2x?
25%
This policy offers benefits to assist with out-of-pocket costs for a specific type of diagnosis that may not be covered by major medical. Coverage includes expenses related to inpatient or outpatient treatment, surgery, travel, and recovery care. Some plans may offer annual screenings to promote prevention and early detection.
Cancer
Qualifying Call Role Play Time
Tell me about dental insurance... what do the following things mean
100/80/50
What % of sales happen between 5-12 touches?
80%
This plan helps offset the unexpected medical expenses that may result from a covered incident. Typically, they cover some of the costs related to initial care, surgery, transportation, and lodging as well as follow up care. Think of it as a plan that prices out body parts.
Accident
I am a DM, pitch me
What are enrollment conditions, why do we care, and what can we leverage to improve them?
Working conditions that impact our benefits councilor's ability to succesfully enroll employees. Ideally we are coordinating face to face and sit down with 100% of employees.
The better the working conditions the more money you make.
Marketing Programs, POPs Programs, etc.
How do we jump the line and get that sweet spot known as the red zone?
circle of influence, warm market, referrals
This policy is only available as a rider on our dental policy.
Vision Insurance
Steps to a new account - name them!
1. DM1 – Gather Information & Set DM2
2. DM2 – Present Solutions based on information gathered in DM1
3. Close with ability to see every employee (working conditions)
4. Set Enrollment Date
5. Submit FastForms (account set up form) and have DM sign before leaving
6. Complete account set up form and send to Coordinator
7. Assemble enrollment folders after business hours
8. Enroll employees
9. Post Enrollment Debrief Meeting & Ask for Introductions
10. REPEAT
While not always our favorite, we do have the ability to leverage another companies products especially for large cases as appropriate, who is that and what is this called?
UNUM
Cross Brand Solutions