American Income Life Classroom Training
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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