Oct 17 • General discussion
Agent Training - Second Appointment
2nd Appointment FNA Quickly review the clients priorities, when possible use the client’s actual words, return to the original concept you used in 1st Appointment. 1. Make strategies/ recommendations( explain using their words, goals, objectives. 2. If appropriate use your FNA and your strategy to explain your recommendations. 3. Upon acceptance of recommendations begin gathering the necessary information, if a life policy get on the proper portal to do so, collect the information for an intake form. 4. Explain as you do so how this product will meet there objective(s). Sell close one product at a time. 5. Always summarize why. 6. Ask client “ Explain to me why, in your words, we are implementing this strategy?” (Listen carefully to the clients understanding of the strategy) 7. 7. Fill in where the client may be confused or lacking understanding, or if it is correct. When the client is educated they usually make the correct decision. Educate every client with CONCEPTS so hey are properly educated and empowered to implement the strategies you recommend. If you are working with a client to implement multiple strategies to achieve an objective I highly recommend you lay out the objective, educate on concepts associated with each strategy implement one at a time to accommodate the entire objective.
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Agent Training - Second Appointment
