Agency Training Manual
The Agency Training Manual is designed to help you increase your sales and experience with customers. It covers everything from selling life insurance policies to training team members and setting appointments. Included are letter templates, word scripts and more that will enhance your success with your customers.
Table of Contents
Section 1: Your Why
50 Habits of Successful People
10 Characteristics of Average People
Rules for a Successful Agency
10 Commandments for Effective Sales
Section 2: Telephone & Email Skills
19 Shocking Statistics That Will Change the Way You Sell
10 Opening Phrases to Use in Your Next Email
Annual VIP Phone Script
Company Fax Numbers for Cancellation Requests
Section 3: Lapse/Can Strategies
Win-back Letter Template
Win-back Call Script
Leave the Lights on Letter Template
Section 4: Auto + Home
Previous Insurer Cancellation Request
Auto Quote Intake Sheet
Letter to Preferred Service Shops
Special Personal Property Limits
Home/Rental Dwelling/Rental Intake Sheet
Section 5: Liability
Sample State Statute
Liability Limits Conversation Approach
Section 6: Life
How to Prepare for a Life Insurance Medical Exam
How to have Permanent “Bucket” Conversations with Clients
How to have Term “Stair” Conversations with Clients
Combating Dave Ramsey & Suzy Orman “Buy Term & Invest the
8-Step Discussion Guide
Life Insurance Appointment Phone Script
Selling Life off of Auto & Fire Transactions
What is the Max amount of Life Insurance that can be issued?
What can a Person Afford?
Letter to Attorney Template
Section 7: Health
How to sell Medicare Supplement Plans
Section 8: F.O.R.M.
Process for Annual Financial Reviews with Customers
Section 9: Characteristics & Competencies
Agent/Team Competency Evaluation
40 Days To Training Your Team Members
Section 10: Partner Resources
What we can do for You
Working in today’s 21st-century insurance agency requires a unique skill set. Insurance Agents need to work SMART not just HARD. Your companies tell you to go, go, go and sell, sell, sell; but give you little tools or relief to do the heavy lifting required to be successful. This training manual is the beginning of a tool kit you can use to organize yourself, create the correct vision and get the right actions going to enjoy your job, do it well and make a lot of money in the process.
Did any of you take Chemistry in High School or College? If so you will have learned that water boils at 212 degrees. You also know that water isn’t more boiled at 250 degrees or 300 degrees. If you took Physics you learned about Newton’s Law of Diminishing Returns”, which states that more effort does not necessarily equate to more results. There is a point where more heat doesn’t mean that the water is more boiled. It still is just “boiled” and the extra effort or energy was wasted. Water boils at 212 degrees. So rather than waste more energy, just use the right amount of energy to get the job done you are tasked at doing, which is boil water. The same goes with selling. There is a hard way to do it that will make you average at best; or there is a SMART way of doing it that can help you and your team be very successful. Let’s figure out what the right amount of energy is so your efforts are never wasted.
The following material is designed to help you get your mind right. It is important to understand your “Why” before you understand your “What”. Start with what makes you tick. What do you believe and how does that affect how you approach cold calls, internet leads, referral partners, sales leaders, employees, and the host of other things that ask for your attention? Once you have created your list of “Ism’s” or “Commandments” or your “Code”—whatever you call it, you can then begin to dial down on what need to be done and how you are going to get there.
This manual will not cover everything, but it is enough to help you get headed in the right direction and create motion on your part. There are better days ahead. Start with this and commit to being a student for life. No knowledge is wasted knowledge unless you don’t put it into action!
Welcome to the team,
Insurance Agency Training Educators