The first thing I would do if I personally hired you, would be to look at you and I say, “Hey man, now that you’ve downloaded your software, go ahead and run a quote on yourself, then run a quote on your wife or your spouse, and run it on your kids.”  You should have them do it with different products. For example, if I am starting a person off with Mutual of Omaha, and they’ve downloaded the software, I have them now run one on their mother, and then run one on their granddad.  What happens is, our new agents start running those quotes, and they will say, “Oh my gosh, this software won’t let you do an 82-year old!”  They will start to learn the limits of the software, while they are running quotes. 

Also, they will see the prices, and they will see how you can add on the riders, take off the riders, etc.  The person starts to learn, and because they are practicing — doing the quotes on themselves – they are more interested in what they are doing. 

Now I will say, “Ok, print off those quotes,” and then I get with the agent and say, “Well, let’s fill out an application on you, just so we can learn the process.”  We get all the way through it.  We do the whole thing.  The only thing left is for them to sign it, and write a check, and they have bought (and sold) a policy.  I got them right to the edge of the cliff on doing the right thing for their family, the right thing for themselves, and the right thing for their business. 

If you are a recruiter, you are a salesperson, and you get a person that close, and you cannot close the deal, you cannot get them to buy their own policy, either on themselves or on their children or on their wife, I’d have to look at you and say, “Seriously, you need to get with your manager, get with your growing upline, and chat with them about pushing people over their edge to do the right thing.” 

Did you hear what I said?  Can you push people just over the edge to do the right thing for their family?  Yeah, that will help them do some more personal buying, and that will help keep a lot of our brand new agents with NAA, and eventually make a six-figure income, win all-expense paid trips just because they took those tiny little baby steps, and you pushed them to do the right thing!

Hey guys! 

I was looking over a survey we did recently of newer agents, and I noticed that a lot of new agents had difficulty selling their first policy. 

When we start a new agent, it is VITAL that we get them off to a good start by selling ONE policy. Before you sell a THOUSAND policies, you have to sell one, first. 

One of the best ways to do this is what I call: Family First. 

Within a DAY of starting someone, sit down with them,   face-to-face, and get them to do a list building exercise. This is basically where you use a prompting sheet to make them think of any and everybody they know. DON”T let them pre-qualify people. Just list names. Here is a good prompting sheet (list builder website). Also, EVERYONE on their facebook should be on this list. If they good enough to be a facebook friend, they are good enough to buy insurance! 

Now, the reason I call it Family First is because this list should now have everyone in their family on it. Call these people FIRST and set up an appointment to discuss their life insurance and annuity needs. EVERYONE should be able to sell a life insurance policy to at least ONE family member. If nothing else the family member should let them come practice their presentation on them, and you/they should tell the family member this. Go along with them if they are COMPLETELY inexperienced. 

Now, this list can be used for policies OR for recruiting. A good idea is to make the appointment to go over their needs and bring up the recruiting while you are there. 

NOW the EASIEST policy to sell for a new agent is one for THEMSELVES and/or their spouse. And kids! Honestly, I do not have a lot of time for an agent that has not sold themselves a policy. I mean, what are you going to say to a client in their kitchen when they ask you whether or not YOU have a policy? If I ask you whether you have a policy or not, you had probably better LIE to me rather than to say you don’t have one or whatever (just kidding, don’t write me, I not telling you to lie! Just buy yourself a policy!). 

The most important thing is to get some success for the new person and that comes with a SALE or a RECRUIT. Make sure YOU take a copy of their list. Sit there with them while they call, and in a few days, heck, YOU call. 

JUST HELP THEM WIN!

AA