Agent Fast Start Program Marketing And Activity Plan

Agent Fast Start Program Marketing And Activity Plan Fast Start 1 LNL 0937 1110

Why People Need The Products We Sell Fast Start 1 LNL 0937 1110

Millions of Americans have no life insurance coverage. • Only 61 percent of adult Americans have life insurance protection, a decline from 70 percent in 1984. • Only 41 percent of adult Americans have individual life insurance. Many rely on group insurance, leaving them vulnerable if they lose a job. *Facts from LIMRA International for Life Insurance Awareness Month (LIAM) Fast Start 1 LNL 0937 1110

Most people who have insurance coverage don't have enough. The average life insurance need is about $459, 000, (12 times the average income) but the average amount of life insurance owned is $126, 000. Therefore, the average underinsurance is more than $300, 000. *Facts from LIMRA International for Life Insurance Awareness Month (LIAM) Fast Start 1 LNL 0937 1110

People who die prematurely with inadequate life insurance coverage create a financial burden on the surviving family. • Some 45 percent of widows and 37 percent of widowers say their spouse was inadequately insured. • One to two years after the death, half the widows and one third of the widowers are just getting by financially. • On average, widows (who receive life insurance proceeds) receive about three times the household income from all life insurance proceeds, while widowers receive one year of household income. *Facts from LIMRA International for Life Insurance Awareness Month (LIAM) Fast Start 1 LNL 0937 1110

Nearly half the population seems inadequately prepared if the primary breadwinner were to die tomorrow. • Because households are underinsured, there is not enough coverage to materially improve the finances of the deceased's household. • Some 13 percent would immediately have trouble meeting everyday living expenses. • Another 25 percent would have difficulty keeping up with expenses after several months. *Facts from LIMRA International for Life Insurance Awareness Month (LIAM) Fast Start 1 LNL 0937 1110

It takes years to recover economically from the death of a spouse. • Widows and widowers indicate an average period of four to five years before their financial circumstances return to what they were at the time of their spouse’s death. • Two thirds of spouses who do receive life insurance benefits receive less than three times the annual income of the deceased. • Average amounts of coverage for those having life insurance is about three times their income. That’s less than the four to five years needed for recovery. *Facts from LIMRA International for Life Insurance Awareness Month (LIAM) Fast Start 1 LNL 0937 1110

Large numbers of Americans don't recognize their need for life insurance coverage • Despite evidence of being underinsured, only 29 percent of households feel they need more life insurance coverage. • Even more affluent households (>$100, 000 household income) lack sufficient life insurance, yet say they have sufficient coverage. • In the last two years, 11 percent of American households shopped for life insurance but only 8 percent bought - about 890, 000 households out of 111 million. *Facts from LIMRA International for Life Insurance Awareness Month (LIAM) Fast Start 1 LNL 0937 1110

Life insurance Agents are seen as the most useful source of information when buying life insurance. • Agents are seen as more useful than the Internet, books and magazines, or TV and radio programs. • Of households that shop for life insurance, 45 percent never have had a Needs Analysis done to help them determine how much life insurance they need. • Consequently 53 percent of shoppers say they have difficulty determining how much life insurance to buy. *Facts from LIMRA International for Life Insurance Awareness Month (LIAM) Fast Start 1 LNL 0937 1110

Whole Life vs. Term Life Peak Earnings & Asset Accumulation Debt Reduction Children Grandchildren Marriage/ First Home College / Work Term Life Retirement & Wealth Transfer Whole Life Begins Fast Start 1 Life Ends LNL 0937 1110

Overview - Market • Individual 38 million uninsured working adults (18 -64) 68 million U. S. citizens have no life insurance coverage • Worksite In 2000, 68% of companies with 3 -199 employees offered health benefits In 2007, 58% of companies with 3 -199 employees offered the same, a 10% reduction. • Retiree Largest Wealth Transfer – Taxation at its highest Concerned about asset preservation *Facts from LIMRA International for Life Insurance Awareness Month (LIAM) Fast Start 1 LNL 0937 1110

Marketing Plan Fast Start 1 LNL 0937 1110

Marketing the Liberty National Way Get in All Houses, Deliver Introductory Offer Get Minimum 20+ Sponsorships “Realizing Your Need” Video Customer Survey, Listen to Critical Last Question Based on Last Question Answer, Get to One of 5 Basic Needs, Selling One or More of Entire Portfolio of Products Final Expense Presentation Mortgage Presentation Monthly Income Replacement Presentation Education Presentation Supplemental Health Presentation E-App Close Repeat Process Fast Start 1 LNL 0937 1110

Laptop Sales Make it Easier Laptop Video Sales Presentations in Conjunction with E-App: • Needs-based selling - what they need and WANT • Generates many more Sponsorships • When the process is followed, results in 75% closing rate, with to two to three times larger face amounts sold • Compliant, Standardized Presentations – minimizes inadvertent misrepresentation risks • Faster Training - easy to implement for new agents with no prior experience • 95+% of all apps now come via e-app - helps retain more producers for Producer Growth - immediate e-app transmission to Home Office results in quicker commissions, bonus and issue Fast Start 1 LNL 0937 1110

Needs-Based Laptop Presentation: Presentation’s Sales Step 1. Play Introductory Offer Presentation: Giveaway to gain entry to home – Laptop Presentation offers $3000 Acc. Death for families or small businesses; Child. Safe Kit for young families; Med. Facts for middle-aged; Memorial Guide for seniors, etc. Offer 90% accept Step 2. Get “Sponsorship” Referrals from end of Introductory Offer Presentation: At end of introductory offer presentation, Agent prompted to enter 10 -50 “sponsorships. ” offer sponsorships 90% will agree to Step 3. Play “Realizing Your Need” Video: Outlines meaningful risk and solution for a family losing a primary bread-winner – stimulates “what if” thinking by prospect to want to know more on their own situation. 90% will agree to see video Step 4. Complete “Customer Survey” for General Data: Gathers general data on family: name, address, spouse & children, phone, age, gender, employer, policy types in force (Final Expense, Mortgage, Monthly Income Replacement, Education, Supplementary Health, etc. ) Asks important question – Agent listens to answer to survey’s last question and then plays proper needs-based Video for the product for A) what they NEED and as importantly, B) what they WANT. survey Fast Start 1 80 -90% agree to do LNL 0937 1110

Needs-Based Laptop Presentation: Presentation’s Sales Step 5. Play “Needs-Presentation” on Specific Exposure, Based on Customer’s Concern, Gathering Specific Data: One of 5 basic need videos are played: Final Expense, Mortgage, Monthly Income Replacement, Education, Supplementary Health. Within each presentation, specific data is gathered regarding customer’s own exposure; based on this data, the presentation recommends a specific amount of insurance coverage, prompting them to then “See if You Qualify” or “Get a Quote”. 90% agree to see Needs Presentation Step 6. Write E-Application Quote & Underwriting 60% - 75% Closing Rate, resulting in 2 -3 times more face amount sold Step 7. Go see Sponsorships and Repeat Process: Ideally, an Agent who fully understands this concept will attempt to give away 20 Introductory Offers per day, getting a minimum of 10 sponsorships on each, for a total of 200 per day. Obviously an Agent who is working this system successfully will run out of time to see all potential prospects. Fast Start 1 LNL 0937 1110

* Insurance Marketing magazine, September 2008 Fast Start 1 LNL 0937 1110

Liberty Laptop Sales Presentation Fast Start 1 LNL 0937 1110

Overview - Winning Game Plan Marketing Plan – Laptop builds value 1. Introductory Offer – Give it away first! • • • 2. 3. 4. 5. 6. 7. Fast Start 1 Accident Ins. Interim Term Rider Child Safe Kit Med. Facts Kit Memorial Guide Savers Plus Discount Card Sponsorships (20+) “Realizing Your Needs” Video Customer Survey Product Recommendation Submit E-application / Next Steps Go contact sponsors and give it away LNL 0937 1110

Overview - Winning Game Plan Marketing Plan – Laptop builds value 1. Introductory Offer – Give it away first! • • • Accident Ins. Interim Term Rider Child Safe Kit Med. Facts Kit Memorial Guide Savers Plus Discount Card 2. Sponsorships (20+) Fast Start 1 LNL 0937 1110

Marketing Plan Fast Start 1 LNL 0937 1110

$3, 000 Accidental Death Policy Fast Start 1 LNL 0937 1110

Family Coverage – $10 per year payable at the end of the policy year $3, 000 Accidental Death Benefit on the primary insured/spouse Fast Start 1 LNL 0937 1110

$1, 000 Accidental Death Benefit on each eligible child. Eligible Child is: “your children, legally adopted children, and stepchildren who are less than twenty-one years of age; are unmarried; and either live with you or are primarily dependent upon you for their support” The insurance on any child covered under this policy will terminate at the earlier of the termination date of the policy or the child’s 25 th birthday Fast Start 1 LNL 0937 1110

Issue ages, 18 through 68 • There is a limit of one policy per family • Outline of Coverage required in NV, OK, TX Fast Start 1 LNL 0937 1110

Florida Only! In Florida, the Accidental Death Benefit on each eligible child is $2, 000. In Florida, the ADP is sold to customers at no cost for the first year. To do this, the Agent rebates their first year commission to pay the first year’s premium for the Insured. “For each policy sold, a $10 first year commission is paid into the Agent’s commission account. Then, the $10 is deducted from the commission account and is used to pay the customer’s first year premium on the ADP policy. As such, the net pay out to the agent is zero. ” Florida Only! Fast Start 1 LNL 0937 1110

A-394 Application The policy is not underwritten. There are no health questions. The application must be completed in full and signed by the applicant and the agent Do not collect any money with the application The $10 annual premium is not payable until the END of each policy year Fast Start 1 LNL 0937 1110

Application, continued … This policy can only be billed on an annual mode. It cannot be transferred to any other mode. This is a guaranteed issue policy so there are no commissions or bonuses. In Florida, Agent’s commission account will be debited $10 for the first year premium and the agent will receive a $10 commission for the first year premium. As such, the net pay out to the agent is zero. Fast Start 1 LNL 0937 1110

Marketing Plan Introductory Offer – Cold Calls Fast Start 1 LNL 0937 1110

Marketing Plan Introductory Offer – Sponsored Prospects Opening: Your Name & Company: Hello, is this (prospect)? My name is (your name) with Liberty National Life Insurance Company, do you know (Sponsor’s full name)? Body: Why you are calling: (Sponsor’s first Name) said he/she was a friend of yours, and he/she sponsored you for a (Accidental Death Policy). The good news is… he/she thought of you as a friend! Fast Start 1 LNL 0937 1110

Marketing Plan Introductory Offer – Sponsored Prospects Close: Win the Appointment (Drop-off): I need to schedule a time to get you enrolled in the program but I need to ask you a few questions, OK? - Would it be more convenient for us to meet at you work or home? - What’s the address? - Is morning or afternoon typically best for you? Great, then I will meet you (Wednesday) morning / afternoon at (address USA). Look forward to meeting you, my name is (emphasize your name) and I’ll see you soon. Have a great day, goodbye. Fast Start 1 LNL 0937 1110

Marketing Ideas That Work! Fast Start 1 LNL 0937 1110

Introductory Offers/ Sponsorships Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships • The Laptop Introductory Offer video builds value with the goal of generating additional sponsorships and a system to capture names. Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships Liberty National Activity Plan – Week One 240 Cold Call Contacts – Introductory Offer 24 Drop By Appointments @ 10% 15 Introductory Offers placed @ 65% x 20 New sponsorships average 300 New sponsorships to call And the usual 5 -7 sales @ 33%-50% closing utilizing the laptop Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships Call sponsorships and multiply your efforts: 240 Sponsorship Contacts 120 50% to dropoffs vs. 10% cold call 76 62. 5% dropoffs to presentations 56 75% close rate vs. 33% cold calls Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships 90% of people accept the Introductory Offer. After all, who doesn’t want something for nothing? Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships Ask good questions: Bad – “Who else do you know that needs insurance? ” Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships Ask good questions: Good – “Who else do you know that has: – a small business? ” – small children? ” – a new baby or is expecting a baby? ” – grandchildren? ” – nieces or nephews? ” Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships Ask good questions: Good – “What about: – neighbors? ” – relatives? ” – co-workers? ” – concerned parents or PTA groups? ” – Teachers and Principals? ” – owners of childcare businesses? ” Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships Ask to put your number in their cell phone. Ask if they would allow their friends to have access to the introductory offer. Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships carry an implied endorsement. “Hello Mrs. Jones. Mrs. Smith asked me to call you and share one of our Introductory Offers with you. ” Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships When should you ask? The best time to ask is from the beginning! Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships When should you ask? Before you start selling insurance. And When you deliver the policy. Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships When should you ask? 1. While saying thanks. 2. When following up. Fast Start 1 LNL 0937 1110

Introductory Offers/Sponsorships When should you ask? After each Introductory Offer module in the Laptop Sales Presentation. As a matter of fact, the laptop will do the work for you but you may have to help them along by asking them for their club, PTA or work, directory, etc. Fast Start 1 LNL 0937 1110

Cold Calls Fast Start 1 LNL 0937 1110

Cold Calls When you don’t have the money or don’t want to spend the money to buy leads, cold calling works. • Use the phone or knock on doors. Fast Start 1 LNL 0937 1110

Fairs Fast Start 1 LNL 0937 1110

Fairs “The best thing I’ve ever done. State or regional fairs will average 300, 000 people over several days and 1/3 of those will not have insurance. And as you know, almost everybody you talk to is uninsured or underinsured for life or health insurance. You are not going to get better numbers than that. ” Fast Start 1 LNL 0937 1110

Fairs One Branch wrote $270, 000 AP each of the first three weeks following a state fair. Location is most important. Set up near entrance and/or booths tailored to families and kids. The goal is to get leads. Fast Start 1 LNL 0937 1110

Fairs • The booth should be on display every weekend - fairs, gun show, RV show, lawn and garden show, car races, football games, health fair, grand opening of a mall, etc. • Any gathering of a large number of people. • At each Branch meeting tout the results of the booth to create interest. Fast Start 1 LNL 0937 1110

Fairs Booth participation is on a first-come, first-serve basis. The Branch does not pay for the booth fee or any other expenses. People need to invest in their business, we have found that we get the best results when the participants have made a financial and time commitment. Fast Start 1 LNL 0937 1110

Fairs Order Liberty National booths through these websites: • www. pinnacledisplays. com/lnl • www. exhibitdeal. com Fast Start 1 LNL 0937 1110

Fairs Search the Internet for fairs in your area: • www. weekendevent. com/statefairs. htm Fast Start 1 LNL 0937 1110

Fairs But if you don’t have the money, use a tablecloth, some American flags, and a $75 sign that touts: • $3, 000 Accident • Med. Facts Kit • Child Safe Kit • Memorial Guide • Affordable • Life Insurance • Supplemental Health Insurance Lack of money should never stop you from prospecting. Fast Start 1 LNL 0937 1110

Fairs The main purpose of the booths is to collect leads. Therefore, feature the Introductory Offers. Fast Start 1 LNL 0937 1110

Signage Fast Start 1 LNL 0937 1110

Signage “ 100 signs typically equals $10, 000 AP. ” • Agents use Home Office approved signs or submit their own for Home Office approval. • Agents pay for the printing. • Agents who assemble their own signs, save money. If an Agent wants to put out 1, 000 signs in a week then GO FOR IT! Fast Start 1 LNL 0937 1110

Signage Fast Start 1 LNL 0937 1110

Signage Fast Start 1 LNL 0937 1110

Signage Simple is better when designing: ‘The Introductory Offers’ with your phone number or ‘Affordable Life Insurance’ with your phone number. Place signs in high-traffic intersections in towns and states that allow them. Put them out Sunday night or Monday night so people see them on their way to work. Fast Start 1 LNL 0937 1110

Signage Freshly mowed areas are better. Try to avoid the night before a big storm. Don’t worry if they only last a day or two. Fast Start 1 LNL 0937 1110

Signage The main purpose of the signs is to get leads. Therefore, feature the Introductory Offers. Fast Start 1 LNL 0937 1110

Signage Car magnets turn your vehicle into a moving lead generator. Put magnets on the back or each side of your vehicle. One sale pays for them. Fast Start 1 LNL 0937 1110

Small-town Newspaper Ads Fast Start 1 LNL 0937 1110

Small-town Newspaper Ads Don’t spend your entire budget on an ad in a major metro newspaper where the prices are high and there is a lot of competition. Fast Start 1 LNL 0937 1110

Small-town Newspaper Ads Simple is better when designing the ad. Use the Introductory Offers or phrases such as ‘Affordable Life Insurance’ - your name and phone number. In any event, use Home Office approved ads with approved language. Fast Start 1 LNL 0937 1110

Small-town Newspaper Ads Pre-designed and approved ads are available for your use through the Home Office. Fast Start 1 LNL 0937 1110

Small-town Newspaper Ads Pre-designed and approved ads are available for your use through the Home Office. Fast Start 1 LNL 0937 1110

Small-town Newspaper Ads Pre-designed and approved ads are available for your use through the Home Office. Fast Start 1 LNL 0937 1110

Small-town Newspaper Ads If you are going to work a small town, put an ad in the local paper every day for a week for $30. Then go put 100 signs in that town, contact the leads, sponsorships, and walk & talk face to face. You’ve created a genuine prospecting plan for that week and a much better shot at generating business. Fast Start 1 LNL 0937 1110

Door Hangers Fast Start 1 LNL 0937 1110

Door Hangers Typically get a 1% return. Put out 500 door hangers a week, should get 5 calls that you can close. A proactive way to see a lot of people. Some success with apartment complexes. Fast Start 1 LNL 0937 1110

Walk & Talk Fast Start 1 LNL 0937 1110

Walk & Talk When you receive a lead, go to the home, introduce yourself, and give away the Introductory Offer and complete the marketing plan. Use the T method by visiting the houses on either side of the original walk & talk and across the street. “I was just visiting next door with your neighbor about our Child Safe Kit, Med-Facts Kit and thought I’d stop by and see if we could help you. ” The T method can also be used to walk & talk businesses. Fast Start 1 LNL 0937 1110

Walk & Talk “The T Method” Fast Start 1 LNL 0937 1110

Leads Fast Start 1 LNL 0937 1110

Marketing Plan How to Work Leads Fast Start 1 LNL 0937 1110

Marketing Plan Face To Face Approaches/Objections Fast Start 1 LNL 0937 1110

Recycle Leads Some of the reasons for changes include: • Rate increase • They lost their insurance • Their employer reduced or eliminated coverage • Someone in the family died • The business has a new owner/manager • A child was born • New mortgage was secured Fast Start 1 LNL 0937 1110

Internet Leads $1 or $2 Internet leads are good because quantity is key. They can only be used once because they are not rescrubbed against the Do Not Call list. Make sure you incorporate the Introductory Offer and differentiate yourself from the other five agents who purchased the same lead. Be different and Give it away first! Fast Start 1 LNL 0937 1110

Telemarketing Leads Here are some things the various vendors could look for in a prospect they generate: Small Businesses that: • Offer no health and/or life benefits • Offer limited benefits but would like to expand • Employ 10 -50 fulltime staff • Would like to offer their employees a Liberty National Accidental Death Policy Fast Start 1 LNL 0937 1110

Marketing Ideas That Work • • Introductory Offers/Sponsorships Fairs Signage Small-town Newspaper Ads Door Hangers Walk & Talk Leads Cold Calls How do I get my phone to ring? Fast Start 1 LNL 0937 1110

Big Picture • Use Introductory Offers to get in the house and generate sponsors • Use Customer Survey to identify needs • Use Laptop Sales Presentation to close the sale Watch closing rate climb to 75% or more. Watch Annual Premium triple. Fast Start 1 LNL 0937 1110

Play Laptop Presentation 1. Introductory Offer Video 2. Collect Sponsorships 3. “Realizing Your Need” Video Fast Start 1 LNL 0937 1110