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Get Your New Sales Agents Up and Running

Designed to provide an overview of the essential skills necessary to be a successful financial advisor, many of the modules include a demonstration of the skill or a role-play between and advisor and a prospective client.

Course Outline

Module 1: Overview of Essential Sales Skills
Module 2: Appreciation for Life Insurance
Module 3: The Product I Sell – Life Insurance as a Piece of Property
Module 4: Human Life Value
Module 5: Fundamentals of Selling – The Sales Process
Module 6: The Decision-Making Process
Module 7: The Sales Talk
Module 8: Avoiding 10 Frequent Mistakes
Module 9: Five Prospecting Habits
Module 10: Create a Prospecting System
Module 11: Asking for Referred Leads
Module 12: Becoming a High-Profile Advisor
Module 13: Qualify Your Prospect
Module 14: Qualifying During a Conversation
Module 15: Successful Prospecting
Module 16: Preapproach
Module 17: Preapproach (In Writing and By Telephone)
Module 18: The Preapproach Telephone Script
Module 19: Handling Objections
Module 20: The Approach
Module 21: Gathering Information (Fact Finding)
Module 22: Gathering Information
Module 23: Motivational Questions
Module 24: Observing Motivational Clues
Module 25: The Discovery Agreement
Module 26: Solution Design
Module 27: Designing the Solution
Module 28: Differentiating Yourself from the Competition
Module 29: Describing the Solution
Module 30: Adapting Your Style
Module 31: Preparing for the Sales Presentation
Module 32: Appeal to the Prospect’s Motives
Module 33:The Close (Solution Interview)
Module 34: Planning for the Close
Module 35: Closing Techniques
Module 36: Becoming a Strong Closer
Module 37: Handling Objections
Module 38: Delivering the Policy
Module 39: The Policy Delivery Process
Module 40: Delivering a Term Policy
Module 41: Delivering a Rated Policy
Module 42: Providing Client Service
Module 43: Annual Service Visit
Module 44: Quality Selling
Module 45: Conservation of Business
Module 46: Benefit Statements
Module 47: Benefit Statement for Protection – Survivor Income
Module 48: Benefit Statement for Protection – Spouse Income
Module 49: Benefit Statement for Protection – Survivor Immediate Cash Needs
Module 50: Benefit Statement for Protection – Mortgage Protection
Module 51: Benefit Statement for Education – Protection
Module 52: Benefit Statement for Education – Accumulation
Module 53: Benefit Statement for Retirement – Accumulation
Module 54: Benefit Statement for Retirement – Protection
Module 55: Benefit Statement for Critical Illness Rider – Protection
Module 56: Benefit Statement for Disability Waiver Rider – Protection
Module 57: Benefit Statement for Payor Disability or Death Waiver Rider – Protection
Module 58: Benefit Statement for Critical Illness - Accumulation
Module 59: Benefit Statement for Business Owner - Protection
Module 60: Benefit Statement for Estate Creation - Protection

Essential Sales Skills is currently available in English.