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Welcome to Total Financial Group Trainning. Generating Appointments. Existing client base People who you do business with on a regular basis Referrals Walking and talking to businesses Leads. Set the Appointment. Call on the phone (Phone script) Stop by to see them
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Generating Appointments • Existing client base • People who you do business with on a regular basis • Referrals • Walking and talking to businesses • Leads
Set the Appointment • Call on the phone (Phone script) • Stop by to see them • Info you need to receive when talking to new prospect: • Do you already have a Cafeteria Plan? • How many employees will be participating? • Who is the plan with now? • Are you happy with your Health Insurance? • Do you have any voluntary payroll products? • Set the appointment • Do a sample phone call
Presentation to Owner • Make sure all decision makers are present • Explain the concept • Show the example sheet • Answer any questions (FAQ) • Set up census page • Set a time to come back to speak with employees • Do a mock presentation
Preparation for meeting with Employees • Use information on Census Page • Create/Print example page for each employee • Create/Print Individual Sheets • Create/Print Gemini Prepaid Certificates • Bring Forester Applications • Create a folder for each employee • Have software for company saved in documents so you can show owner Billing Statement. • Show how to fill out software entry for company
Meeting with Employees • If you sit down with each employee make sure you go over the example page that will already be printed up and paper clipped to the front of their folder. Also make sure you have their life insurance benefits already figured out in the bottom right hand side of the example page ( Notes) • Make sure the employee thinks the benefits are provided by the company. Always sell the company as the one who put together the whole plan. (We work for the company) • Have all of the paperwork ready in the folder to sign. • Go over a demo of presentation to employee.
Submission of Documents to home office and Foresters • Cover page • Signed billing statement • Signed Master Gemini Agreement • Signed Individual Page • Signed Prepaid Gemini Certificate • Copy of excel spreadsheet file
Pendings • Go to Foresters website and follow up on the pending report every day • Check your emails every day and answer any correspondence from the underwriters • Contact manager for tough cases
Deliver Policies • If any part of the application has been changed during the approval process you will have to deliver the policy. • What we usually do is fax the delivery receipt to the client and get them to sign it and fax back. Send it into foresters via fax. • Also you will see where they ask for COD for two months premium. Just make a little note on that page to please draft the account provided on the application for one months premium and get them to sign and date it. Send it in via fax with delivery receipt. • Mail policy to client.
Verify payroll has been setup and completed • Call the client and make sure the payroll has been completed and the plan documents have been signed and sent into Benesmart. • Make sure the fees have been collected and sent in with the three ring binder.
Referrals • Although most of our clients usually just give referrals without asking make sure you get referrals from everyone you meet with. • Questions to ask: • 1- Who else do you know deserves this kind of treatment and customer service? • 2- What companies do you do business with? • 3- Who is your (Agent, CPA and Payroll company)
That completes the training for today, however, feel free to go to the website and follow up on more training every day. This way you can learn it at your own pace. • Webinar Training scheduled daily. Please get with your state manager.
