prospecting made easy

Prospecting Made Easy: Qualifying Your Client Database &

Helping Others Do The Same

Maximize Life Insurance

Opportunities

NAP-3548 2/16 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION. 1

Agenda

• Qualify Client Database

• Sales Concepts

• Marketing Tools & Resources

Qualify Client Database

NAP-3548 2/16 3 FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION.

Wealthy Family High Income Earner

Business Owner Family Planning

Qualify Client Database Wealthy Family

• $2MM+ Net Worth

• Family or Charitably Inclined

• 55 and Older

Primary Sales Concepts: Legacy Building, Smart Money

& Estate Planning

Qualify Client Database High Income Earner

• Professional

• Six Figure Income

• 55 and Younger

Primary Sales Concepts: Income Protection, Retirement Planning,

Policy Review & College Planning

The primary purpose of life insurance is to provide a death benefit to beneficiaries. Because of the uncertainty surrounding all funding options except savings, it is critical to encourage your clients to

make personal savings the cornerstone of your clients? college funding program. However, even a wellconceived savings plan can be vulnerable. Should your clients die prematurely, their savings

plan could come to an abrupt end.

Qualify Client Database Business Owner

• Mature Business (3 years+)

• Positive Cash Flow

• All Types

Primary Sales Concepts: Key Person, Buy-Sell, Executive Bonus

& Policy Review

Qualify Client Database Family Planning

• Spouse & Children

• Family Oriented

• Middle to Upper Income

Primary Sales Concepts: Policy Review, Income Replacement

& College Planning

Wealthy Family • $2M+ Net Worth

• Family or Charitably Inclined

• 55 and Older

How do you plan on leaving a legacy?

Do you have funds set aside?

Where is your Smart Money?

High Income Earner • Professional

• Six Figure Income

• 55 and Younger

How are you protecting your family's

lifestyle?

Do you have a Secondary Retirement

Plan to provide flexibility at Distribution?

Business Owner • Mature Business (3 years+)

• Positive Cash Flow

• All Types

Which employees would be

hardest to replace?

Do you know how to protect ownership?

What will happen to the business?

Family Planning • Spouse & Children

• Family Oriented

• Middle to Upper Income

Last time you reviewed your Life

Insurance?

Are the Types and Amounts Adequate?

Aware of what Life Insurance cash values

can help fund?

Agenda

• Sales Concepts

Sales Concepts

• Property & Casualty (P&C) Professionals

• Annuity Professionals

• Financial Advisor/Registered Investment

Advisor (RIA)

• Health/Medicare Professional

• Life Professional

Sales Concepts

Talking Points

These Are the Easiest Concepts to Talk

About With Your Clients

They Are Already Sitting in Front of You

If You Are Not Selling Them Life, Who Is?

One Stop Shop

Strengthen Relationship

Business

Clients

Personal

Clients

Buy/Sell

Exec Bonus

Key Person

Policy Review

Income

Replacement

Sales Concepts

Talking Points

Stick to Concepts the Agent is

Already Trying to Accomplish

…with Annuities

Clients are Already

Sitting in Front of You

If You Are Not Selling Them Life,

Who is?

One Stop Shop

Strengthen Relationship

Indexed

Annuities

Retirement

Supplement

Smart Money

Policy Review

Retirement

Supplement

Annuity Max

Legacy Building

Smart Money

Policy Review

Annuity Producer

Sales Concepts

Talking Points

• Tax Advantaged Nature of Policy Loans &

Withdrawals

• No Required Minimum Distribution

(RMDs)

• Self Completing Product with the Death

Benefit

• Clients are Already Sitting in Front of You

• If You Are Not Selling Them Life, Who Is?

• Strengthen Relationship

Financial

Advisor

Smart Money

Retirement

Supplement

College Planning

Legacy Building

Policy Review

Income

Replacement

Legacy Building

Sales Concepts

Talking Points

• A policy review could potentially help

find money

• Critical & Chronic Illness Protection

• Clients are Already Sitting in Front of

• If You Are Not Selling Them Life, Who

• Strengthen Relationship

Health

Agenda

• Sales Concepts

Marketing Tools & Resources

• Milner Sales Team

• NA Sales VP

• NA Marketer-to-Marketer (M2M)

– Webinars, 1-on-1 Training, Study Groups

• NA Marketer-to-Agent (M2A)

– 90 Day Training for Newly Contracted

Marketing Tools & Resources

• Webinars

• Playbook

• Sales Kits

• Videos

• Social Media

• Postcards

• Marketing Microsite

Summary

• Sales Concepts

Maximizing Opportunities

Ideal for Growing Life Insurance

We Are Here to Support You

Bottom Line

For the Client

Additional Solutions to Help Meet Their Financial

Objectives

For You

Having a Process for Qualifying Current Clients for

Life Insurance Opportunities

Next Steps

1. Qualify Your Current Client Database

into the (4) Quadrants

2. Choose Which Quadrant you would

Prospect First

3. Schedule Time with Your Milner Agency

Team to Schedule Training for Sales

Concepts for the Selected Quadrant

prospecting made easy

Sales

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