CLASSROOM TRAINING

D AY T H R E E

Liberty National Life

Day Three Objectives

Complete Introductory Offer Video TrainingRole Play Introductory Offer Presentation and

Referral CollectionSituational PresentationProper Downclosing

Objective 1: Laptop On Demand

The Introductory Offer portion is vitally important for 3 main reasons:

It is how we collect referrals It introduces the client to the computer and gets them used to a

laptop style of presentation It introduces “cause and effect” sales

Video presents a problem, i.e. every 4 minutes someone dies from an accident, and provides the effect, or solution, an Introductory ADP policy.

Objective 1: Laptop On Demand

Today we will see the Introductory Offer Presentation and Referral Collection explained and demonstrated in a Laptop Presentation.

Objective 2: Role Play Rapport Building

Follow your Training Manager’s instruction and role play the Introductory Offer section. Teams of two One person is Agent, one is client Client is single parent with children, Child Safe lead Present the Introductory Offer and collect referrals, then switch

Objective 3: Situational Presentation

Watch your classroom instructor present in a different scenario.

Objective 4: Proper Downclose

Option 1 vs. Option 2$15,000 WL to $10,000 WL$10,000 WL to $8,000 WL Income replacement reduced 1 level

Ex. 3 years to 2 years