Prospecting Made Easy
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Transcript of Prospecting Made Easy
Prospecting Made Easy: Qualifying Your Client Database &
Helping Others Do The Same
Maximize Life Insurance
Opportunities
NAP-3548 2/16 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION. 1
Agenda
NAP-3548 2/16 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION. 2
• Qualify Client Database
• Sales Concepts
• Marketing Tools & Resources
Qualify Client Database
NAP-3548 2/16 3 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
Wealthy Family High Income Earner
Business Owner Family Planning
Qualify Client Database Wealthy Family
• $2MM+ Net Worth
• Family or Charitably Inclined
• 55 and Older
Primary Sales Concepts: Legacy Building, Smart Money
& Estate Planning
NAP-3548 2/16 4 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
Qualify Client Database High Income Earner
• Professional
• Six Figure Income
• 55 and Younger
Primary Sales Concepts: Income Protection, Retirement Planning,
Policy Review & College Planning
NAP-3548 2/16 5 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
The primary purpose of life insurance is to provide a death benefit to beneficiaries. Because of the uncertainty surrounding all funding options except savings, it is critical to encourage your clients to
make personal savings the cornerstone of your clients? college funding program. However, even a wellconceived savings plan can be vulnerable. Should your clients die prematurely, their savings
plan could come to an abrupt end.
Qualify Client Database Business Owner
• Mature Business (3 years+)
• Positive Cash Flow
• All Types
Primary Sales Concepts: Key Person, Buy-Sell, Executive Bonus
& Policy Review
NAP-3548 2/16 6 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
Qualify Client Database Family Planning
• Spouse & Children
• Family Oriented
• Middle to Upper Income
Primary Sales Concepts: Policy Review, Income Replacement
& College Planning
NAP-3548 2/16 7 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
The primary purpose of life insurance is to provide a death benefit to beneficiaries. Because of the uncertainty surrounding all funding options except savings, it is critical to encourage your clients to
make personal savings the cornerstone of your clients? college funding program. However, even a wellconceived savings plan can be vulnerable. Should your clients die prematurely, their savings
plan could come to an abrupt end.
NAP-3548 2/16 8 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
Wealthy Family • $2M+ Net Worth
• Family or Charitably Inclined
• 55 and Older
How do you plan on leaving a legacy?
Do you have funds set aside?
Where is your Smart Money?
High Income Earner • Professional
• Six Figure Income
• 55 and Younger
How are you protecting your family's
lifestyle?
Do you have a Secondary Retirement
Plan to provide flexibility at Distribution?
Business Owner • Mature Business (3 years+)
• Positive Cash Flow
• All Types
Which employees would be
hardest to replace?
Do you know how to protect ownership?
What will happen to the business?
Family Planning • Spouse & Children
• Family Oriented
• Middle to Upper Income
Last time you reviewed your Life
Insurance?
Are the Types and Amounts Adequate?
Aware of what Life Insurance cash values
can help fund?
Agenda
NAP-3548 2/16 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION. 9
• Qualify Client Database
• Sales Concepts
• Marketing Tools & Resources
Sales Concepts
• Property & Casualty (P&C) Professionals
• Annuity Professionals
• Financial Advisor/Registered Investment
Advisor (RIA)
• Health/Medicare Professional
• Life Professional
NAP-3548 2/16 10 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
Sales Concepts
Talking Points
These Are the Easiest Concepts to Talk
About With Your Clients
They Are Already Sitting in Front of You
If You Are Not Selling Them Life, Who Is?
One Stop Shop
Strengthen Relationship
Business
Clients
Personal
Clients
Buy/Sell
Exec Bonus
Key Person
Policy Review
Income
Replacement
NAP-3548 2/16 11 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
P & C
Agent
Sales Concepts
Talking Points
Stick to Concepts the Agent is
Already Trying to Accomplish
…with Annuities
Clients are Already
Sitting in Front of You
If You Are Not Selling Them Life,
Who is?
One Stop Shop
Strengthen Relationship
Indexed
Annuities
Fixed
Annuities
Retirement
Supplement
Smart Money
Policy Review
Retirement
Supplement
Annuity Max
Legacy Building
Smart Money
Policy Review
NAP-3548 2/16 12 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
Annuity Producer
Sales Concepts
Talking Points
• Tax Advantaged Nature of Policy Loans &
Withdrawals
• No Required Minimum Distribution
(RMDs)
• Self Completing Product with the Death
Benefit
• Clients are Already Sitting in Front of You
• If You Are Not Selling Them Life, Who Is?
• Strengthen Relationship
NAP-3548 2/16 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION. 13
Financial
Advisor
Smart Money
Retirement
Supplement
College Planning
Legacy Building
Policy Review
The primary purpose of life insurance is to provide a death benefit to beneficiaries. Because of the uncertainty surrounding all funding options except savings, it is critical to encourage your clients to
make personal savings the cornerstone of your clients? college funding program. However, even a wellconceived savings plan can be vulnerable. Should your clients die prematurely, their savings
plan could come to an abrupt end.
Policy Review
Income
Replacement
Legacy Building
Sales Concepts
Talking Points
• A policy review could potentially help
find money
• Critical & Chronic Illness Protection
• Clients are Already Sitting in Front of
You
• If You Are Not Selling Them Life, Who
Is?
• Strengthen Relationship
NAP-3548 2/16 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION. 14
Health
Agent
Agenda
NAP-3548 2/16 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION. 15
• Qualify Client Database
• Sales Concepts
• Marketing Tools & Resources
Marketing Tools & Resources
• Milner Sales Team
• NA Sales VP
• NA Marketer-to-Marketer (M2M)
– Webinars, 1-on-1 Training, Study Groups
• NA Marketer-to-Agent (M2A)
– 90 Day Training for Newly Contracted
NAP-3548 2/16 16 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
Marketing Tools & Resources
• Webinars
• Playbook
• Sales Kits
• Videos
• Social Media
• Postcards
• Marketing Microsite
NAP-3548 2/16 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION. 17
Summary
NAP-3548 2/16 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION. 18
• Qualify Client Database
• Sales Concepts
• Marketing Tools & Resources
Maximizing Opportunities
Ideal for Growing Life Insurance
We Are Here to Support You
Bottom Line
For the Client
Additional Solutions to Help Meet Their Financial
Objectives
For You
Having a Process for Qualifying Current Clients for
Life Insurance Opportunities
NAP-3548 2/16 19 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.
Next Steps
1. Qualify Your Current Client Database
into the (4) Quadrants
2. Choose Which Quadrant you would
Prospect First
3. Schedule Time with Your Milner Agency
Team to Schedule Training for Sales
Concepts for the Selected Quadrant
NAP-3548 2/16 20 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.