Transcript American Income Life Classroom Training

Liberty National Life
CLASSROOM TRAINING
D AY F O U R
Day Four Objectives
 Introduction to I-R-T
 Complete Needs Presentation Video Training
 Role Play Needs Presentation
 Situational Presentation
 Proper Downclosing
Needs Analysis
 The Needs Analysis has a three part process to
follow to ensure the strongest effect:
I–R–T
Intro
Recap
Tie Down
Objective 2: Needs Presentation On Demand
 The Needs portion of the presentation is from the
Survey to the close
 We will watch the training video covering the Needs
presentation
Objective 3: Role Play Rapport Building
 Follow your Training Manager’s instruction and role
play the needs portion of the presentation.
o
o
o
o
Teams of two
One person is Agent, one is husband/wife
Clients are Nate/Julie, married couple, rent home,
have children
Present from the survey to the close, focusing on IRT
Objective 4: Situational Presentation
 Watch your instructor present a situation you may
encounter in the field
 Pay special attention to all we’ve covered this week,
with an extra emphasis on I-R-T
Objective 5: Proper Downclose
 Option 1 vs. Option 2
 $15,000 WL to $10,000 WL
 $10,000 WL to $7,500 WL
 Income replacement reduced 1 level
 Ex. 3 years to 2 years