Financial Services

At this stage of the process your customer should have gone through underwriting and is coming in to figure out what is the best plan for them. So you need to empower them to make a better budget decision by helping them understand the difference between term and permanent life insurance. While going through this training, make sure to have the Parking Lot Conversation resource printed out to follow along and take notes. You may have heard of or seen the Parking Lot conversation before, but not with Uncorrelated Assets or with the Parking Garage Tool. If you have Tools as part of your membership, make sure to have the Parking Garage Tool pulled up on another screen. If not, have some extra blank paper to practice drawing and writing it out.

This Training picks up where Life Fundamentals left off. It shows you how to Create a WOW customer experience with the Life Needs Analysis and go right into an application submitted. You will also see how to incorporate the customer’s “why this is so important” into an objection overcome as well as setting proper expectations after submission.

This video demonstrates an example of turning a Life Needs Analysis into a WOW customer experience, then directly into a life application. In the video you will see an example of how to handle the “I need to talk to my spouse” delay/objection. Finally you will also see how to reduce time to issue by getting the customer to complete the email questionnaire and set up a time for their vitals. Remember to set proper expectations of regular communication going forward.