Classroom Training – Day Two
Phase Two - Transition
In this phase, you’ll transition the conversation into the Needs Analysis survey in four steps:
- Read Off Letter
- Inform the client why you are here and what they can expect.
- Transition to Needs Analysis Survey (Video)
- Play a video that explains more about Life Insurance to the client.
- Survey – Basic Information
- Collect basic information about the proposed insured to determine what they are eligible for.
- Survey – Medical Information
- Collect medical information about the proposed insured to determine their qualification.
Flash Cards
Mouseover or click the card to reveal the script text on the back.
Read Off Letter
Inform the client why you are here and what they can expect.Read Off Letter
The next thing I have for you is a brief read off letter. It basically explains the purpose of my visit today.
What it says is: after I show you the benefits, explain how they work, and answer all of your questions, you’ll be able to give me a simple yes or no.
In other words, we anticipate that these benefits will make sense to you. If so, take advantage of them today! If not, I’ll have a brief report form for your feedback.
Transition to Needs Analysis Survey
Play a video that explains more about Life Insurance to the client.Transition to Needs Analysis Survey
Everyone has different needs and wants when it comes to insuring themselves and their families.
What we do for you may not be the same as what we do for the person we’ll see after you.
Because of that, this video will explain in simple terms the need for these benefits.
Survey – Basic Information
Collect basic information about the proposed insured to determine what they are eligible for.Survey – Basic Information
Now that you have more knowledge about the different types of insurance, I’m going to ask you a few questions to see what you qualify for, and we’ll go from there.
Survey – Medical Information
Collect medical information about the proposed insured to determine their qualification.Survey – Medical Information
When it comes to qualifying for life insurance, you have to be in fairly good health.
Many people think that you can just get coverage, but you have to qualify for it.
So, I’m going to ask you a couple of health questions, to see if you qualify.
Phase Two Script Readings
Read Off Letter
The next thing I have for you is a brief read off letter. It basically explains the purpose of my visit today.
What it says is: after I show you the benefits, explain how they work, and answer all of your questions, you’ll give me a simple yes or no.
In other words, we anticipate that these benefits will make sense to you. If so, take advantage of them today! If not, I’ll have a brief report form for your feedback.
Transition to Needs Analysis Survey
Everyone has different needs and wants when it comes to insuring themselves and their families.
What we do for you may not be the same as what we do for the person we’ll see after you.
Because of that, this video will explain in simple terms the need for these benefits.
(play video)
Survey – Basic Information
(video ends)
Now that you have more knowledge about the different types of insurance, I’m going to ask you a few questions to see what you qualify for, and we’ll go from there.
Survey – Medical Information
When it comes to qualifying for life insurance, you have to be in fairly good health. Many people think that you can just get coverage, but you have to qualify for it. So, I’m going to ask you a couple of health questions, to see if you qualify.