Transcript American Income Life Classroom Training

Day Five
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Activity Generation Basics
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Child Safe Overview
Activity Generation Basics
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Activity in the field is key to success
An appointment is booked at 3 main times:
 At a drop-by
 In a home as a ‘rolled referral’
 During call-night
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Drop-by
 A drop-by is simply an attempt to book an
appointment.
 The only difference is you’re doing this from the
client’s front door.
 This tends to have a much higher success rate of
booking an appointment. People are friendlier
face-to-face and tend to remember face-to-face
interactions more than over the phone
conversations.
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Drop-bys can be done on any lead you have
that has an address:
 Child Safe
 Referrals
 ADP Renewals
 Existing Clients
 Cancer Riders
 Etc.
A good practice is to have 20 drop-bys already
prepared, pre-planned, and mapped out before
hitting the field.
 While in the field, no show appointments and any
scheduling gaps should immediately be filled by doing
drop-bys.
 It’s good to always appear busy even when doing
drop-bys. One way to do this is to say something like,
“I was just passing by on my way to another
appointment but wanted to stop by real quick…”
 If the client isn’t home, always find a good time to
come back and verify any phone numbers you have.
Any information you get will help you book the
appointment!
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A ‘Rolled Referral’ is a referral booked from the
house in which it was received in.
This can be done a number of ways:
 At the end of Referral Collection, ask the client to
send a text message to everyone they just referred
letting them know what they have done.
 Now, during the presentation, someone will inevitably
call and ask what the text was about.
 At that point, ask if you can speak to the person on
the phone and book the appointment right there.
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Another way to ‘roll a referral’ is to simply
ask,
“Jim, out of everyone you referred today,
who do you think needs this the most?”
“Great, my schedule is very busy, but I don’t
want to miss someone who could really use
what we have, so do you mind giving them
a call real quick and let’s see if I can find a
time to drop this off to them as well?”
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Another method of field-based activity
generation is called the ‘2 x 2’ method.
A ‘2 x 2’ is very simple:
 Call 2 numbers before going into a home and call 2
right after leaving a home.
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Another method is called the ‘T-Canvass.’
 This can be very effective on drop-bys where the
person is not home or does not live there anymore.
▪ Simply go to the house to the left, the right, and across the street,
creating a ‘T’. You can gather information on the person you’re
looking for, or even book an appointment with a neighbor.
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Creating ‘pre-set’ Appointments
 The purpose of the previous methods is to create a
pre-set appointment. A pre-set is an appointment
booked before Call Clinic booking session.
 You will only be able to book a certain number of
appointments each call night. If you rely too heavily
on Call Clinic, your activity and production will be too
low.
 A general rule of thumb is to have a minimum 50% of
appointments needed already pre-set before Call
Clinic begins.
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The key is to be in a
Perpetual State of Activity.
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Activity creates a presentation, a
presentation creates a sale, a sale creates AP.
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You cannot directly manage or create AP, but
you can influence AP by directly managing
what creates AP.
Think of activity like a dart board.
Presentation
Appointment
Activity
Generation
AP lives in the bulls-eye, but you don’t
know where.
Each outer ring influences the rings
inside it.
You want to hit the bulls-eye as many
times as possible, meaning present
as many times in a week as possible!
But, the only way you can achieve that
is by having a very high number
of appointments and a lot of activity
generation in the field.
Child Safe Overview
The Child Safe Kit is a
no-cost introductory
offer, which at this
point, you’re already
familiar with.
While it’s a great nocost benefit to a client,
it’s also a great lead
resource to an Agent.
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A Child Safe presentation is simply a
presentation where the initial purpose for
booking the appointment is to deliver the
Child Safe Kit.
A Child Safe presentation comes from 3 main
lead sources:
 Child Safe referrals from a presentation
 Child Safe leads from a Child Safe box
 Child Safe leads from a Child Safe event
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Any presentation will create Child Safe leads
through referrals.
Even if you’re presenting to a family who
doesn’t have kids, they surely know someone
who does.
Grandparents are a great place to also get
Child Safe leads. You can get referrals for
their children who have children and also
others they know who have grandchildren.
Child Safe boxes, when placed right, will generate on
average 1 lead every two weeks.
 The key is volume. 20 boxes placed will generate 40 leads
a month.
 Place boxes in places you see parents at, such as:
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Day Cares
Dry Cleaners
Dentist Offices
Pediatricians
Gyms
Dance Studios
Family Restaurants
Etc.
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A Child Safe event is a public
event where a group of Agents or
Managers have a booth and
advertise the Child Safe Kit.
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The idea is to have parents fill out
Child Safe request cards and use
those as leads for activity.
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Fairs, festivals, kids-fests, music
festivals, carnivals, pumpkin
patches, and many more places
like these are great for Child Safe
events.
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Check in your local area for events
coming up in the next 3 - 6 months
to spot possible Child Safe event
ideas.
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Once you have leads and have booked an
appointment, the presentation itself is very
similar to any other presentation.
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The key is to emphasize from the beginning
that you’re there for more than just the Child
Safe Kit. By being upfront, clients will be
receptive to other offers.
This is about the Child Safe Kit you requested at ______ (or were referred to receive
by____). Are you very familiar with how the Child Safe Program works?
Well, then let me start from the beginning and tell you what it’s all about. Again, the
name of our company is Liberty National Life Insurance Company and we have been
providing benefits to America’s working families for more than 100 years. Liberty
National also works with schools, child care facilities, and youth organizations to
provide our no-cost Child Safe Kits throughout the community. The Child Safe Kits are
endorsed by the International Union of Police Associations, the American Federation
of School Administrators, and the American Federation of Teachers.
The Child Safe Program is a very exciting program that helps families throughout the
community. The program actually has 3 parts. First and foremost, I will give you your
No-Cost Child Safe Kits. After that, you’re able to receive additional benefits at nocost as a way of saying thank you for seeing us today. Then, I will show you additional
supplemental insurance benefits you may be able to qualify for. The worst day in a
parent’s life is the day something happens to their child, but the worst day in a child’s
life is the day something happens to their parents. These benefits have a lot of people
excited to be able to get access to them because they offer the possibility of complete
family protection.
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A great thing about Child
Safe is it’s endorsed by the
International Union of
Police Associates.
Many local and regional
police unions and
associations are members
of this group as well.
A 3rd party endorsement,
especially from a police
organization is key to
building credibility in you,
the Agent, and Liberty
National.