Summary
Highlights
The session kicks off with high energy, emphasizing the goal of capitalizing on T65 leads. Josh then provides a sales performance review, highlighting that the team generated $23,917 in new revenue yesterday, with eight agents exceeding $1,000. For the month, the team is at $159,914, with seven agents already surpassing $10,000 in new revenue, two weeks into the month.
A new process for T65 calls is introduced: Sales Development Specialists will now verify information, while closers focus on closing business. This aims to increase call intent. The speaker also addresses a common mistake in introductions—starting with 'I was just calling'—which sounds weak and desperate. Instead, agents should acknowledge the client's request for information or an appointment and immediately set the expectation of how they will help, maintaining authority and confidence from the outset.
The new hook for calls will be 'Full Medicare and retirement review.' The goal is to make confusing Medicare information clear and save the client money. This hook effectively addresses the client's potential overwhelm with information and positions the agent as a helpful expert. A role-play demonstrates how to smoothly transition into this hook, reassuring the client and setting a positive tone for the call.
The training emphasizes more in-depth fact-finding. Agents should ask open-ended questions like 'What do you know about Medicare?' and 'What is your budget for Medicare?' This helps build credibility and trust without over-explaining. The speaker demonstrates handling various client responses, including uncovering details about current coverage (like Tricare), health conditions, and financial assets such as 401ks and Roth IRAs. This detailed fact-finding helps agents identify opportunities to cross-sell additional products like dental, vision, hearing, life insurance, critical illness protection, and even identify annuity prospects.
A key aspect of fact-finding is understanding the client's income and assets, as these directly impact Medicare Part B premiums (IRMAA). The speaker provides a script to explain why this information is necessary: to accurately assess Medicare costs and avoid higher premiums. This conversation also serves to identify potential annuity clients, as high income or assets could significantly increase their Medicare premiums if not managed correctly. These annuity conversations should be handled by a specialist or scheduled for a separate, dedicated appointment.
The training highlights that many agents struggle with the transition from presenting a package to closing the sale. The advice is to be confident, not 'a pansy.' After presenting the package, agents should directly state, 'Perfect, let's get that put in place today' and immediately ask for application information without asking 'Do you want to do this today?' It also covers how to integrate final expense or life insurance into the package, similar to offering 'fries with that,' to increase revenue per customer.