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Telesales and Virtual Sales Training
PREPARE YOURSELF FOR VIRTUAL SUCCESS
We have invaluable resources for you to learn how to sell insurance from anywhere in the country. Get ready to develop the skills to succeed in virtual sales - everything from lead strategy, to phone scripts, meeting structure, and cementing the sale.
How To Approach Virtual Sales
TWO WAYS TO APPROACH VIRTUAL SALES:
1. ZOOM SALES:
A face-to-face virtual meeting using a PowerPoint via Zoom
- Target Client: Younger Demographic Who Are Technologically Savvy
2. TELESALES:
Conducting the entire presentation and application process via phone
- Target Client: Older Demographic Who Prefer A Simpler Presentation Method
VIRTUAL SALES PRESENTATIONS
PRESENTATION CHECKLIST
Be prepared for your appointments...
1. SEND CLIENT A TEXT REMINDER -
SEND YOUR CLIENT A REMINDER TEXT WITH YOUR NAME, A PICTURE OF YOUR INSURANCE LICENSE OR BADGE, AND THE APPOINTMENT TIME.
2. HAVE THE PRESENTATION READY -
HAVE YOUR ZOOM ACCOUNT, YOUR INSURANCE TOOL KIT, AND YOUR POWERPOINT PULLED UP AND READY TO PRESENT.
3. IMMEDIATELY SET THE TABLE -
TAKE CONTROL FROM THE BEGINNING BY DEMANDING THAT THE CLIENT HAS THEIR TV OFF AND THEIR CAMERA ON DURING THE DURATION OF THE APPOINTMENT.
4. MAINTAIN CLIENT ENGAGEMENT -
KEEP YOUR CLIENT FOCUSED ON THE PRESENTATION BY ASKING A LOT OF QUESTIONS. THE GOAL IS TO HAVE THEM TALKING MORE THAN YOU.
5. USE ONLY A COMPUTER OR TABLET -
A PHONE SCREEN IS NOT LARGE ENOUGH FOR THEM TO SEE EVERYTHING YOU WILL BE SHOWING THEM. PLUS, IT ELIMINATES ANY ADDED DISTRACTIONS.
IN-HOME AND VIRTUAL HYBRID METHOD
THE KEY TO HYBRID SUCCESS
The way you schedule your appointments is everything!
For Field Days: Book at least 15 appointments for the next 2 days
For Virtual Days: Every day is dial day
BUY LEADS
You Will Need 2x As Many Leads When Selling Virtual vs. Selling In-Home
Simple Lead Strategy: Buy 100 Internet Leads, Dial Them With PhoneBurner or a Automated Phone Service, and Present Virtually With Zoom or Over The Phone
PHONE SCRIPTS FOR VIRTUAL SALES
DIAL DAY CHECKLIST
Be prepared for your dials...
1. CALL AT PRIME TIMES
- IF YOU CALL WHEN PEOPLE ARE TYPICALLY HOME (8 AM - 10 AM & 4 PM - 10 PM) YOU CAN BOOK MORE IMMEDIATE APPOINTMENTS OR SAME-DAY APPOINTMENTS.
2. SET IMMEDIATE APPTS
- AVERAGE SHOW RATIOS FOR IMMEDIATE APPTS = 100%, SAME DAY APPTS - 60%, NEXT DAY APPT - 30%,
TWO DAYS OR LATER - LESS THAN 7%.
3. USE A CALENDLY ACCOUNT
- ORGANIZE YOUR APPOINTMENT SCHEDULE AND SEND YOUR CLIENTS TEXT REMINDERS 6 HOURS BEFORE,
HOUR BEFORE, AND 5 MINUTES BEFORE SCHEDULED APPOINTMENT TIME.
BEST PRODUCTS FOR VIRTUAL SALES
FOR TERM
45 OR YOUNGER
AMERICO CBO 100
- Most Benefits, Higher Premium, Instant Decision, No Admin Work Needed
45 OR OLDER
JOHN HANCOCK
Instant Approval, No Signature Required, No Admin Work Needed
FOR WHOLE LIFE
FINAL EXPENSE:
AFLAC
- Fast E-App, Instant Decision,
No Admin Work Needed
MORTGAGE PROTECTION
AMERICAN AMICABLE
- Fast E-App, Comprehensive,
Easy For The Client
BONUS ADD ON
OFFER TO EVERYONE AS AN ADD-ON
MUTUAL OF OMAHA
ACD $500,000
- Quick Application, One Signature, Affordable
HOW TO FIGURE OUT WHAT TO WRITE
DOWNLOAD THESE CHEAT SHEETS TO HELP YOU DETERMINE WHAT PRODUCTS TO WRITE ACCORDING TO YOUR CLIENT SITUATION:
FEX CHEAT SHEET
TERM CHEAT SHEET
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