Trustworthy Selling - Recapturing the Lost Art of Selling

Copyright copy 2015 mdash LL Global Services Inc and Hoopis Performance Network LLC All rights reserved

Copyright copy 2015 mdash LL Global Services Inc and Hoopis Performance Network LLC All rights reservedCopyright copy 2011 mdash LL Global Services Inc and Hoopis Performance Network LLC All rights reserved

Lost Art of Selling


A Stated Need

US households believe

they need more life insurance

Source LIMRA Household Trends in US Life Insurance Ownership 2010

35 Million Households Have No Life Insurance At All

copy LL Global IncSM

The Need Has Never Been

Greaterbull 48 million households state they ldquodonrsquot have enough life

insurancerdquo

bull 29 million households state they are ldquolikely to buy life insurance in the next 12 monthsrdquo

bull Only 12 of all US Households actually buy life insurance in any given year

bull 80 donrsquot have a personal advisor to turn to

Strong Demand Yet Reluctance to Buy

29 million households state they are ldquolikely

to buy life insurance in the next 12 monthsrdquo

Only 12 of all US Households actually

buy life insurance in any given year

5 out of 7 consumers report being more confused after they met with an advisor than before

43 of households report being afraid of

making a mistake in their financial decision making

Consumers are Afraid and Confused


Behavioral Economics

Moves People29 higher

likelihood to

buy

+1

0

-1


Trust is the

ldquoAttribute Under Siegerdquo

Sources MDRT Generational Survey 2010 MDRT PREP Survey 2009

Significantly more difficult to trust advisors

Significantly more difficult to build trust with client

59


Four Facets of Trust

Benevolencebull Tailored to me

bull Not self-serving

bull Not pushy

Integritybull Not misrepresent

bull Honest

Dependabilitybull Keep promises

Competencybull Education

bull Experience


The Program


Built By the Industry

For the Industry

Field-Tested Language

amp TechniquesResearch

12

Sales BoosterPersonality Styles Profile

Trustworthy Selling

Approach

Understanding and

Adapting Your Selling

Style

Understanding Todayrsquos

Consumer and Market

Opportunity

Business

Development

Strategies

Rules of

Engagement

Collaborative

Discovery

Gaining

Commitment

Deepening

the Client

Relationship

Capstone amp Action Planning

Seller Psychology

10 Facilitator-led Modules


The Impact


Who Uses Trustworthy Selling


93 of Participants

rate Trustworthy Selling as a

valuable use of their time


Herersquos What People Sayhellip

ldquoThe whole process of Trustworthy

Selling inspires me and increases my

confidence before and during

clientprospect meetingshelliprdquo

ldquoThis program has re-energized

me and helped me decide to

stay in a business I love but

was ready to leaverdquo

ldquoThis is the only program I have

experienced that puts all the critical

information and knowledge you need

to build a successful practice and

become a top producer in one

placehellip I highly recommend itrdquo

ldquoThis is one of the best and most

applicable toolsprograms that I have

seen Instead of saying lsquoherersquos a

system you should buyrsquo it was lsquoherersquos

a wealth of information that will make

your systems betterrdquo


gt 50 of Skills Actively Applied

PLUS - each tenure category engaged different skills


+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count

Source Measuring the Success of

Sales Training ASTD and the ROI

Institute 2013

165 ROI

Non-attendees

Agency

Productivity


+13 1st amp 2nd year agents

contracted 2010-2012

Overall

Productivity

Gains

Copyright copy ndash LL Global

Services Inc and Hoopis

TS Attendees

+20 Overall

Years 1-4

+29 3rd amp 4th year agents


Average Monthly

Premium

bull Multiple companies

bull Across time

bull All grads

Most common metrics

bull Premium

bull 75 of students in the

first four years

+12 Clients

Agency

ProductivityTS Attendees

-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year


Copyright copy ndash LL

Global Services

ldquoPremium-per-life

jumped from $600-$700

to more than $1000rdquo

ldquoAnnual premium per

case tripled from $500

to $1500rdquo

AM Best September 2013


Our results are getting recognizedhelliphellip


EDITION


Itrsquos Multi-line

Specific

Teaches agents what PampC

customers are thinking

Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions



Turnkey Learning System


Highly

StructuredFacilitator Guide

Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE

Materials amp Resources


On Demand Content


The Delivery


Track 3

Consultative Selling

Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2

Engagement Strategies

3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching

(6 sessions)Capstone

Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8

1 DAY PER MONTH (APPROXIMATELY 3-4 months)

2

3

1

1 3

6

7

4

2

5


Facilitator Certification

Pre-WorkOnboarding

Session

Review and

PracticeLive Demo

Launch Student Group

RPM Model-eQuiz

2 Hour Virtual Class

bull Review model

bull Prepare to facilitate

bull How to connect the material


bull Introduce yourself

bull Introduce the programmodule

bull Facilitate a segment


Coaching

Support


Firm

Foundations

Systems

Assessments


Lost Art of Selling


A Stated Need








insurancerdquo
















likelihood to

buy

+1

0

-1


Trust is the





59





bull Not pushy


bull Honest



bull Experience


The Program



For the Industry



12


Trustworthy Selling

Approach

Understanding and


Style


Consumer and Market

Opportunity

Business

Development

Strategies

Rules of

Engagement

Collaborative

Discovery

Gaining

Commitment

Deepening

the Client

Relationship


Seller Psychology



The Impact




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


A Stated Need








insurancerdquo
















likelihood to

buy

+1

0

-1


Trust is the





59





bull Not pushy


bull Honest



bull Experience


The Program



For the Industry



12


Trustworthy Selling

Approach

Understanding and


Style


Consumer and Market

Opportunity

Business

Development

Strategies

Rules of

Engagement

Collaborative

Discovery

Gaining

Commitment

Deepening

the Client

Relationship


Seller Psychology



The Impact




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments




insurancerdquo
















likelihood to

buy

+1

0

-1


Trust is the





59





bull Not pushy


bull Honest



bull Experience


The Program



For the Industry



12


Trustworthy Selling

Approach

Understanding and


Style


Consumer and Market

Opportunity

Business

Development

Strategies

Rules of

Engagement

Collaborative

Discovery

Gaining

Commitment

Deepening

the Client

Relationship


Seller Psychology



The Impact




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments








likelihood to

buy

+1

0

-1


Trust is the





59





bull Not pushy


bull Honest



bull Experience


The Program



For the Industry



12


Trustworthy Selling

Approach

Understanding and


Style


Consumer and Market

Opportunity

Business

Development

Strategies

Rules of

Engagement

Collaborative

Discovery

Gaining

Commitment

Deepening

the Client

Relationship


Seller Psychology



The Impact




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


Trust is the





59





bull Not pushy


bull Honest



bull Experience


The Program



For the Industry



12


Trustworthy Selling

Approach

Understanding and


Style


Consumer and Market

Opportunity

Business

Development

Strategies

Rules of

Engagement

Collaborative

Discovery

Gaining

Commitment

Deepening

the Client

Relationship


Seller Psychology



The Impact




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments





bull Not pushy


bull Honest



bull Experience


The Program



For the Industry



12


Trustworthy Selling

Approach

Understanding and


Style


Consumer and Market

Opportunity

Business

Development

Strategies

Rules of

Engagement

Collaborative

Discovery

Gaining

Commitment

Deepening

the Client

Relationship


Seller Psychology



The Impact




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


The Program



For the Industry



12


Trustworthy Selling

Approach

Understanding and


Style


Consumer and Market

Opportunity

Business

Development

Strategies

Rules of

Engagement

Collaborative

Discovery

Gaining

Commitment

Deepening

the Client

Relationship


Seller Psychology



The Impact




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments



For the Industry



12


Trustworthy Selling

Approach

Understanding and


Style


Consumer and Market

Opportunity

Business

Development

Strategies

Rules of

Engagement

Collaborative

Discovery

Gaining

Commitment

Deepening

the Client

Relationship


Seller Psychology



The Impact




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments

12


Trustworthy Selling

Approach

Understanding and


Style


Consumer and Market

Opportunity

Business

Development

Strategies

Rules of

Engagement

Collaborative

Discovery

Gaining

Commitment

Deepening

the Client

Relationship


Seller Psychology



The Impact




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


The Impact




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments




93 of Participants





























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments



























+31 Clients

Non

TS Attendees

+2 Premium

+3 Policy Count

+1 Clients

+18 Premium

+27 Policy Count



Institute 2013

165 ROI

Non-attendees

Agency

Productivity




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments




Overall

Productivity

Gains



TS Attendees

+20 Overall

Years 1-4



Average Monthly

Premium


bull Across time

bull All grads

Most common metrics

bull Premium


first four years

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments

+12 Clients

Agency


-41 Premium

-4 Policy Count

-45 Clients

+51 Premium

+52 Policy Count

lt1 year



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments



Global Services






to $1500rdquo





EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments




EDITION


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


Itrsquos Multi-line

Specific



Improve both the

PampC and life

conversations

All exercises

examples and role

plays are focused

on the multi-line

agents interactions





Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments




Highly


Online Video

Curriculum

Participant Guide

Website

Skill Assessments

amp Profiles

Developmental

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


PARTICIPANT GUIDE



On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


On Demand Content


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


The Delivery


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


Track 3


Track 1

Selling is Serving

Track 4

Peak Performance

Strategies

Track 2


3-14 16WEEKS 1-2

Modules 1-3

(5 hours)

Modules 4-5

(7 hours)

Modules 6-7

(8 hours)

Module 9

(3 hours)

Structured Coaching


Language

Mastery amp

Role Play

(6 hours)

Core

Learning


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


MONTH

MODULE(S)

4

9

10

8


2

3

1

1 3

6

7

4

2

5



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments



Pre-WorkOnboarding

Session

Review and

PracticeLive Demo


RPM Model-eQuiz


bull Review model








Coaching

Support


Firm

Foundations

Systems

Assessments


Coaching

Support


Firm

Foundations

Systems

Assessments


Firm

Foundations

Systems

Assessments

Trustworthy Selling - Recapturing the Lost Art of Selling

Economy & Finance

Transcript of Trustworthy Selling - Recapturing the Lost Art of Selling