Laptop Sales Presentation Handbook Laptop Sales Presentation Handbook 1 LNL2038 1011
Table of Contents Introduction .............................................................................................................................. 3 Why was the Laptop Sales Presentation Created? ................................................................. 3 Needs-Based Laptop Sales Presentation Format ................................................................... 3 Other Laptop Sales Presentation Formats .............................................................................. 4 Understanding the Need for Insurance ................................................................................... 4 Sales Process of the eApp and the Needs-Based Laptop Sales Presentation ........................ 4 Advantages of the Laptop Sales Presentation ........................................................................ 5 ........................................................................................................ 5 Where to Find Resources Product Information ................................................................................................................ 5 eApp/Laptop Sales Presentation Installation Online Resources ............................................. 8 FAQ, Most Common Errors, General Tips, and Talking Points ............................................ 9 FAQ ........................................................................................................................................ 9 General Tips ..........................................................................................................................13 Talking Points ........................................................................................................................20 Printing the Closing Script ..................................................................................................24 Laptop Sales Presentation Handbook 2 LNL2038 1011
Introduction Welcome to the Laptop Sales Presentation Handbook! Our Agents are a part of Liberty National history. Liberty National has evaluated the best sales practices of our most successful Agents to create the Laptop Sales Presentation. Now you can benefit from their proven methods to earn more money faster! Liberty National‟s Laptop Sales Presentation is one of the leading technological tools in the insurance industry. The Laptop Sales Presentation streamlines many processes an Agent goes through, making the sales process much more efficient at the core – interacting with policyholders and prospects. The Laptop Sales Presentation has many advantages for Agents, including: Accurate rate quotes Accurate needs analysis Consistent and accurate sales presentations Higher closing ratio Increased sponsorship collection Increased production Increased business retention Increased product knowledge Why was the Laptop Sales Presentation Created? Agents have multiple places they can go to for product information. They have Brainshark Online Training, marketplace bulletins, brochures, policies, and classroom training with their managers. However, Agents needed something they could take with them to an appointment and review the highlights of each of the products with a prospect. To address this and make training more efficient, the Laptop Sales Presentation was created. The Laptop Sales Presentation takes the guesswork out of the sales process. The Home Office-approved product videos sell the Company and our products for you. All you need to do is build a trusting relationship with the prospect, and close the sale. Needs-Based Laptop Sales Presentation Format The Laptop Sales Presentation attached to the Individual eApp is a needs-based presentation. The program is based entirely on the prospect‟s needs for insurance and takes into account insurance coverage already in place, whether through work, outside of work, or with us. We don‟t want to sell s omeone policies they d on‟t need or can‟t afford. As an Agent, it‟s your job to sell suitable coverage, meaning a policy that‟s appropriate for that person‟s lifestyle and financial situation. When you sell suitable coverage, persistency increases. That means you earn more money, higher bonuses, and more referrals by keeping the policy on the books longer. (Needs-Based Laptop Sales Presentation) Laptop Sales Presentation Handbook 3 LNL2038 1011
Other Laptop Sales Presentation Formats The Laptop Sales Presentation videos for Worksite, Med-Supp Laptop for Traditional Branches, and the Conversion Laptop aren‟t programmed with the needs-based logic to determine what the prospect can afford and which products meet the prospect‟s needs . So what does this mean for the Agent? Since these are a separate program from the eApp, the Agent must determine which product is most suitable for the prospect and help the prospect determine how much he or she can afford to spend. These formats still provide the Agent with professional, Home Office-approved videos that explain the product to the prospect. (Worksite) (Med-Supp) (Conversion) Understanding the Need for Insurance Understanding the need for insurance is important for prospects to make sound financial decisions. Many people don‟t understand how insurance works or how the different types of insurance meet different needs. The Laptop Sales Presentation allows the Agent to help the prospect individually through the Home Office-approved videos. Sales Process of the eApp and the Needs-Based Laptop Sales Presentation The Laptop Sales Presentation follows a set process when used with the Individual eApp. Listed is the typical sales process of the Needs-Based Laptop Sales Presentation. 1. Obtain referrals and/or leads from cold calls or sponsorships 2. Set up an appointment with the referral/lead 3. Synchronize and Update the eApp 4. Arrive on time to the appointment Laptop Sales Presentation Handbook 4 LNL2038 1011
5. Click „Start Presentation‟ in the eApp a. About Liberty National video plays b. Introductory Offer videos c. Obtain referrals d. Fill out the Needs Survey e. Product videos chosen by the prospect based on the Survey f. Close the sale g. Complete and sign the eApp h. Prepare prospect for additional underwriting requests/QAC call i. Deliver the policy Advantages of the Laptop Sales Presentation Customers like to see what they‟re getting for their money. The Laptop Sales Presentation gives Agents the competitive edge they need to show prospects exactly what we can offer them. The Laptop Sales Presentation enables the Agent to: Deliver a consistent message Present information in compliance with insurance laws Sell more by speaking in a manner the prospect understands Look and sound more confident when presenting Deliver a professional presentation Suggests other products we have available the Agent may not have remembered to present The Laptop Sales Presentation also takes care of several important elements: Ensures prospects ‟ needs are taken into consideration when quoting Helps you efficiently gather prospects‟ information to see what insurance they qualify for Reinforces the need for insurance by allowing prospects to both see and hear the message Delivers animation and effects that make a powerful presentation Where to Find Resources In our competitive world, products and methods are constantly improving. Liberty National has several resources to help keep you as up-to-date as possible. Knowing where to find these resources is important. For example, if you are licensed in multiple states these resources can help you keep track of what is available in your state and what is required. Also, if you‟re filling out a paper application these resources can help you determine which application you need and which forms need to be left with the applicant. This helps you arrive at an appointment fully prepared and ready to press the play button on the Laptop Sales Presentation. Product Information Up-to-date information on Liberty National products is found in several places. The number one location is the www.libertynational.com Agent Services website . Laptop Sales Presentation Handbook 5 LNL2038 1011
Under „Online Forms‟, the individual product pages show which paper application the product uses, if the application is available on the eApp, and links to the brochure, rate cards, and other forms. The image on the next page shows the product page for CareerLife Plus. Alabama (AL) has a blue icon next to the application number. This means the Alabama CareerLife Plus application is available on the eApp. The application number is still listed in the event you have to fill out the paper application. This icon means that this app is on the eApp Laptop Sales Presentation Handbook 6 LNL2038 1011
The right side of the page notes if the product is approved for individual sales, worksite, or both. It also provides links to the Marketplace Bulletins and Product Training Outlines , which provide further details about the product. „Available on the eApp‟ icon. ‘Product Availability’ and „ Sample Policies ’ are also available on the Agent Services website . The Product Availability sheets show all the products available in each state. The Sample Policies show a sample policy for available products. Brainshark Online Training is another resource. Laptop Sales Presentation Handbook 7 LNL2038 1011
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