10 Steps: Step 4 – AgentTraining.info

Step 4: Appointments

Using The Online Product Advisor and Consulting With Your Mentor

I Got My Appointments:

~ Allow 40 Min for this Training

We have replaced the Am Am Home Certainty Product with Mutual of Omaha Term Express

You Scheduled Some Appointments, What are the Next Steps?

You scheduled some appointments and it’s time to figure out products they qualify for and put some options together. If you are brand new, you’ll want to be in constant communication with your mentor every step of this process. Here are the steps you should take to figuring out the best products for your client.

Organize your appointments you set with the lead on top and the Client Qualification form underneath. Example of how that looks (Click Here).

Email your appts to the person you are working with directly, an hr before your scheduled Saturday call. They will then put their recommendations on the form and forward them to their upline Key Leaders and Manager. Get on your scheduled Saturday call with your Mentors. (Auffort Base Call 4 EST Time / Call in Number 712-770-5046pin 725765#/ Faulkner/Brock/Rudick/Page/Muonelo, Please call to get you dial in number.)

When you have been instructed on which products would be the best for your clients, either by the phone call or email, put together some quotes for each of the carriers to have options for the clients as outlined in Step #5.

If you are in the home and you uncover any other additional health information that differs, or is in addition to what you originally spoke to your mentor or underwriter about, call the carrier if they are open, to do another risk assessment to see if the client still qualifies for that particular product. If the carrier is not open, call your mentor or agency manager before writing the application to make sure it’s the best product for the client or if you would need to go a different route.

Although it may seem overwhelming in the beginning with the amount of information you feel like you “NEED” to learn before calling your appointments, you will need to trust in the system that your mentor or manager will provide you with the correct product or products to fit your client’s needs. In reality, there is not much else for you to worry about or to learn but to take your qualification form and your lead and email it to the person that you are directly working with at least an hour before your scheduled call, and listen to the below Audio prior to the call.

The Farmer vs the Hunter ~ 45 Minute Training Call ~

You will need to listen to this call PRIOR to getting on the Saturday Call

Maximize your Profits with Symmetry:

~Allow 45 Min for this Training

Make sure to watch this PRIOR to moving on to Step # 5

Unlock Your “Advanced Product Page & Virtual Mentor”

When you have submitted 10 Application or more, you will be able to access the Advanced Product Page & begin to use your Virtual Mentor

Only Proceed Below AFTER you have written and Submitted 10 or more Applications

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Now that you have Submitted 10 applications, you qualify to use the Product Advisor / AKA Virtual Mentor.

The Product Advisor will help you evaluate, and see if your client will qualify for your go-to products & carriers you choose for your 2 or 3 options out of the 3-6-10. Once that is determined you will put the recommendations on the client qualification form PRIOR to sending them to your Manager to go over on the Saturday call, the rest of the Steps remain the same.

You will need approval by your Manager to have access to the Online Product Advisor / Virtual Mentor, once you are qualified to use it.

The Online Product Advisor is a game changer. We have taken the thousands of pages of underwriting guidelines, height and weight charts, medications, illnesses, and multitudes of different variables that may determine whether someone qualifies for one or more of the main carriers we represent and have condensed it into an INSTANT online guide that will literally help you which and what products your client will qualify for, within seconds!

Once you have submitted 10 applications or more, when your appointments have been set, the first step will be entering your client’s health information into the Virtual Mentor to see if your client stills qualifies for the products you chose, based on their health you enter into the product guide. You will need to hit the plus arrow on the bottom right to make sure you see all carriers they qualify for.

For instance a 45/yr old man that is 6 Ft 0 inches and weighs 220, with no health issues, will produce a result with UHL 20 yr ROP, UHL 20/30 Term, American Amicable Home Certainty, NLG/LSW Term, NLG/LSW Provider, NLG/LSW Standard Express, HMS 100/125/150, MOO Term Express, etc. etc. etc. in that order or similar. This does NOT mean that UHL 20 yr ROP is the BEST product for your client and or their situation, what it DOES mean is that they should qualify for all those particular products with those particular carriers based on the 3-6-10 Concept we use. It is up to you to utilize your experience and your mentor/manager to choose which product or products will be the best to present for each individual case. You will also do this for any new agents you are bringing on board or working with and then email them to your Key Leader/Manager, if you are not one already. an hour prior to the 3 O’clock CST Saturday Call.

Once your mentor/manager receives your appointments, you will get on a call on your Saturday Call to go over those appts and get the recommendation of which product to present to the client and why. Once you have received this information from your mentor, you will want to begin to put quotes together, and remember to do Risk Assessments, 1st thing Monday morning.

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[memb_has_any_tag tagid=“609″] Please Watch the Video Below for Detailed Instructions

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When scheduling your appointments, you should’ve collected the various health issues from each of your clients on your client qualification form. You will need this information to put into the Virtual Mentor to figure out what products they qualify for. You’ll first need to create an account and select who your manager is. They will receive an email informing them of your request and will need to approve you. You may want to give them a heads-up so they can approve you right away.

The Product Adviser will give you the 1st 3 products they qualify for, you will want to click on the text below that list to see all products your client will qualify for. The First 3 Options are NOT necessarily the BEST or CHEAPEST, they are just the 1st 3 that show up. You will want to consult with your manager in order to make that decision on what is best for your client on a case by case basis. You’ll also be able to access the following for each product:

Agent Guide
Build Chart
Product Information Videos
Run Quotes
Link to Applications
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[memb_has_any_tag tagid=“609″] I have Access to the Virtual Mentor, Now What?[/memb_has_any_tag]

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All the steps in the process remain “VIRTUALLY” the same. You will want to re-read through ALL the steps below to see some of the subtle changes that the Virtual Mentor will create in the process.

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Organize your appointments you set with the lead on top and the Client Qualification form underneath. Example of how that looks (Click Here).

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Use the Virtual Mentor to verify if your client will qualify for your preferred go-to products. Email your appts to the person you are working with directly an hr before your scheduled Saturday call. You will put your top 3 recommendations on the client qualification form BEFORE sending them over.

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When your Mentor has agreed with your recommendation on which products would be the best for your clients, either by the phone call or email, put together some quotes for each of the carriers to have options for the clients as outlined in Step #5.

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1st thing Monday morning, Call the carrier underwriters and ask to do a risk assessment, or what I like to call a pre-approval, to make sure the client will qualify for the products the Virtual Mentor states that they will, in order to get a tentative approval from the underwriter for each appointment PRIOR to going on the appt. The underwriter may ask you for further clarification on a certain health issue that you didn’t know to ask the client. This will help you in knowing what questions to ask the client in the appointment if the health issues aren’t 100% clear. For example, the client may tell you they have diabetes. The underwriter will probably ask when it was diagnosed, are they taking insulin, what was their last blood sugar reading, what is their last A1C etc. Doing risk assessments are one of the best ways to educate yourself on what questions to ask to be better at determining what products they truly will qualify for and in addition, to learn about the products we represent. Remember to ALWAYS write down the name of the underwriter you spoke to in the comments.

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If you are in the home and you uncover any other additional health information that differs, or is in addition to what you originally spoke to your mentor or underwriter about, Use the Virtual Mentor to narrow down your choices, & then call the carrier if they are open, to do another risk assessment to see if the client still qualifies for that particular product. If the carrier is not open, utilize the Virtual Mentor to narrow down what products or product you believe your client will qualify for & you will STILL want to reach out to your mentor or agency manager before writing the application to make sure it’s the best product for the client or if you would need to go a different route. You need to be careful NOT to rely too heavily on the Virtual Mentor, as this is a TOOL, and is there to guide you and assist you, however, the Virtual Mentor DOES NOT underwrite your application, the underwriters you talk to on the phone will.

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