Mile$tone Prep Program
Phase 2 - Day 1
LET'S GET LEARNING!
This will be your Day 1 Training with Cory
Pipeline Sheet
Daily Consistency Sheet
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Here is your calling script, you'll want to print this out and practice it several times.
To book appointments for Cory simply call or text him and ask about times he is available.
After you pick a time that works - you will send Cory a calendar invite through your gmail with...
Client's Name
Phone Number
Zip Code
Email address
Date of Births or Age and Gender
$ amounts you quoted them and for which plans
Training Video - First 90 Seconds: Click Here
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Premier Choice Basics - Click Here
Premier Med - Click Here
Secure Advantage Basics - Click Here
(this is simply to learn about the plan, we don't present in this fashion.)
Secure Dental - Click Here
Premier Vision - Click Here
Income Protector - Click Here
Accident Protector - Click Here
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By now you have been sending out the quote ranges that myself or a leader has given you. Well now you get to learn how to do it yourself!
Log onto our agent portal - click here
User Name: Cory.Senseman
Password: (Text Cory asking for the password.)
Check the Box for "Log me in for 8 Hours"
Click the "call me" button. If it times out, text Joanne and ask when is it ok to hit the call me button again.
Step by step, here we go....
Hover your mouse over "New Business"
ezApp
click the ezApp icon
If you get a log in screen that asks for user name and password, simply close that screen and click the ezApp icon again
Begin a New Quote
Enter Zip Code
Select the Product as "Premier Choice"
Enter the gender
Enter the Date of Birth
Height - LEAVE ALONE
Weight - enter 100
Click smoker if they said they smoked or used tobacco
Click HBP if they stated they had High Blood Pressure
Add Spouse if there is one
Add Dependents if there are any
Click the orange continue button - bottom right
Plan Option - Select "Plan 1"
Leave the middle alone
Plan Option again - Select "Plan 1"
Click the orange continue button - bottom right
Leave this all blank and go to the bottom
Association
If it says the word "-Select-", Click the orange continue button - bottom right
If it says anything else, choose the "Pearl" Option, Click the orange continue button - bottom right
Look on the right hand side - where it says "Monthly Payment" this is the number you will use each time. This is very important.
Example: $135.39 that is the number that you will write down. Exactly like that, do not round up or down.
Use that for your low number and add $200 to it and use that for your "well over" number. Like this....
"Thanks. I ran your numbers and I'm showing policies available to you ranging from $135.39/mo to well over $300. If you are healthy, I see plans with a substantial benefits on the lower end of that range."
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Your job isn't over yet.
Ten minutes before the time of the appointment text me (Cory) to see if I'm ready. You'll call me first then dial in the client. If often sounds like this "Hey Jon, so good news, my underwriting specialist and Brokerage owner was available for our call so l linked her in already, Cory are you there?"
Mute your phone and I will take it from there.
WHAT HAPPENS IF THEY DON'T ANSWER WHEN I CALL THEM?
Yes, there are lots of times when someone you had an appointment with doesn't answer their phone. I hang up and send them a text that says "Hey ___ it's Cory! I was calling you for our 3:00 appointment today to go over the health coverage research I did for you. I'll call you back here is just a few!"
Then wait 3 to 5 minutes and call them back. If they don't answer again - leave a voicemail "Hey ___ it's Cory. We had a time to talk today, I am hoping you just got busy and that everything is ok!? I blocked off the next 30 mins for you so I am available if you get this. Again, I hope all is ok, let me know either way!"
Then send that same thing in a text message.
If you don't hear back from them then they are now in your pipeline. You will reach out to them every day or so for the next couple of weeks until they tell you they are ready to reschedule or are no longer interested.
It is your responsibility as the to continue to follow up. If at the end of the appointment the prospect did not put in an application - it is up to you to continue to reach out to them until they make a decision - one way or another.
After your first week, you can start more advanced quoting if you'd like. This is not mandatory at this time but will help you learn the differences in each state.
Advanced Quoting.
NOW - We can begin to see if a Secure Advantage plan would be cheaper.
Click the word "Applicants" in the light blue banner at the top.
Change the Product Type to "Secure Advantage"
Click the orange continue button - bottom right
Check the tiny box at the top for "Health and Wellness"
Coinsurance Option = PPO 60%/40%
Deductible Option = $10,000
Calendar Year = $5M Lifetime Plan Max.........with $100k Calendar Year Max Per Insured
Premium Rate Guarantee Period = 12 Months
Leave the PPO Network alone
Deductible Options = $5,000
Health and Wellness Plan Options = Plan 1
Click the orange continue button - bottom right
Leave this all blank and go to the bottom
Association
If it says the word "-Select-", Click the orange continue button - bottom right
If it says anything else, choose the "Pearl" Option, Click the orange continue button - bottom right
Look on the right hand side - where is says "Monthly Payment" this is the number you will use each time. This is very important.
Write that number down.
IF this number is more than the Premier Choice monthly payment - then just disregard this plan as an option!
IF the number is LESS then the Premier Choice number by more than $10 then use this number for your "ranging from" number.