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happy motivation one day so I hope everyone had a great weekend summer is slowly approaching Oregon where we are it seems that the rest of the country has already started though and gotten a good jump hope you're all able to stay nice and cool my name is Tammy Denzil I work very closely with Dan Danny is currently traveling with another site so he asked me to jump in and help him out and I did see a few new people joining us today so for those that are new here's kind of our common layout for what we do we do a brief review of last week's tip of the week and then we continue on with new tips of the week Viet retention ideas important dates carrier information we can move on to HCT sales trends and and with the sales technique which this week is stages of the sales process which you should all be practicing to jump right into it last week tip of the week was beginning in July net Jen short-term medical policies the national journal is going to be automating their short-term medical rewrite process to help out you the agent with your clients to ensure longer you know application processes for you know retention three weeks leading up to the plan termination date national general will send an eligible customer weekly email notifying the customer that their plan is going to be expiring if your client is has not rewritten already with national Journal's by the end of the third day leading up to the current policy term date national general will call them on your behalf if your client still needs coverage national general will work with your client to submit that application with a new short-term medical coverage it is up to you you can work with your clients directly if you prefer or let national general do the work for you either way all sales and commissions remain with you in your book of business and the tip of the week this week is a save the date June 21st on Wednesday Kyle Gardner Sales Director with Mutual Omaha will be presenting two trainings for hvp one in the a.m. it'll be for the mutual of Omaha disability product it's priority income protection plan it has a maximum benefit of four thousand dollars monthly only knock out questions are in the health section there's no rate ups and it's an e app so easy that you know to quote that you're not going to want to fumble around the paper apps again very simple and streamlined and no hand no hassle so he'll go over all that product information in the process and then there's a p.m. training for the critical advantage critical illness cancer heart and stroke training and that's at 1:30 p.m. to 2:30 p.m. Pacific Standard Time and that's a new product that was just released this year so definitely we would love for you to join us watch out for you know any of our emails from our marketing announcements or if you'd like you can just go to the a HCP sales comm backslash training backslash and register on the events calendar that's located there to take advantage of those you can join us for both if you prefer or just one or the other and then we move into the a HCP sales trends we had to increase due to you know the last week sales with short-term medical net Jen and golden rule are the two main carriers for those there was a huge sale in the fixed benefit with VBA which is general agent Center has commonly known as and that Jen fix benefit as well and then there's the increase in accident sales with NAT Jen as well as a general agent center NAT Jen had a few more sales and general agents in our VBA and there was a decrease in the critical illness sales a Colorado Bankers Life and met Jen with the two top carriers for those looks like you're left often and on the Jen sorry about that and then there was an increase in dental national general PPO and golden rule so it looks like you know definitely some agents are taking advantage of being able to do some bundling deals there with the net Jen products so fantastic on that to jump into the last week sales for limited benefits given a shout out I want to give a shout out to carry on santa maria for first place she did fantastic she had eleven policy wheels for the foundation health limited benefit plan and then roberts maunder with a general agent center BB a limited benefit and patrick connor with national general was so good job guys and we do shout out for the short-term medicals we had Elaine's acanti with the golden rule short-term medical plans William Kelly that's a newer one for our boards he did fantastic and he had sold with a golden rule non golden rule short-term medical and then Chris helgerson came in third with me he had a split between national general short-term medical as well as the golden rule short-term medical so I think it kind of depended on the plan and the suitability for the client we're going to jump into the sales techniques sales process stages of the sales process to cover you know the different stages of your process this is going to help overcome any of your objections it's going to help longer wicket retention with your clients its attention interest desire action a ID a the original sales training acronym from the late 50s when selling was first created it treated as a professional discipline and sales training began AI da is perhaps more relevant and useful today than it was when first devised because modern theories and distractions can often cause people to lose appreciation for the most basic and obvious features and requirements of successful sales engagement simply when we buy something we buy ing to the stages of a sales process so when we sell something we must go through the state through the stages something first gets our attention if it's relevant to us and more interested to learn more or hear more about it if the product or service and appears to closely match our needs and resources particularly if it's a special unique or rare we begin to desire it and then if we are prompted or stimulated to overcome our natural cautions some we may become motivated to be susceptible to take actions to buy it steps you should be taking on each stages you will secure that consumer attention hold that attention through the interest arouse desire create confidence and belief secure decisions and actions and create satisfaction and awareness is you know the first and number one this is the stage when someone finds out about you or your business through either your own research or making marketing efforts word of mouth or by being directly referred to you giving other person's attentions this really sets that tone first impressions count so smile even if you're on the phone because people can hear that in your voice be happy not annoyingly so but be natural and honest and professional if you're not in a good mood to do some smiling do some paperwork or minister some work or if you rarely smile you might need to make a few little changes in your life getting an attention is more difficult than it used to be because people are less acceptable have less free time lots of competition with distractions so think about it when it's best to call or contact someone gimmicks tricks crafty techniques don't work because your prospective clients like the rest of us get irritated by hundreds of them during the day if you're calling on the phone or meeting face-to-face you have about five seconds to attract attention by which time the other person has formed their first impression of you when you're talking to them because you know first few seconds are essential as they listened most been and you know rapidly decide whether you're worth you know giving their attention to don't waste those precious moments with niceties grab the other person's attention immediately you know you can you can't buy what you don't know about have good openers to address their problems to begin with such as have you ever are you noticing can you see bad openers give them something to object to demonstrate you know some disrespect or bore them to tears you may begin you know most negative things with I just got one thing you want or I've just dropped by so you might or I was only wondering whether you could you know you want something that's going to really get them engaged and get their attention it's generally better to open with something that pulls them towards you rather than something that scares them despite the time and pressure relax and enjoy it because you'll expect mostly to be told no things but remember that every no you have is closer to it the next year secure that customers attention you're creating a brand you want people to know that you are actually knowledgeable and what you're selling a few good ideas where you will want to maybe advertise yourself is getting started with social media social media is huge it you know definitely connects with a lot of Millennials and older some interesting stats for you over 70% of insurance agents use referrals and social medias as a prime avenue for attracting leads from Millennials yet only 30% of the agents actually engage with clients on social medias and fewer still use you know to generate that referral you may want to start spending some money on Facebook advertising everyone's on Facebook and it shows that average numbers are astounding 1.4 billion monthly active users nine hundred and eighty nine hundred and sixty eight million daily active users that's a huge what a better way then you want to get yourself out there and get some branding out there of who you are you have failed you know and then definitely you want to write better emails better subject lines to increase those open rates you know some I grabbed my attention grabbers and you know using something a little bit crafty something that's going to definitely make them Oh what's this you know delivering useful content and the email puts you on their doorstep but the key to getting in the door is you can't miss you know that email in the subject line the subject line is that first contact do a quick search you'll find unlimited research research on how to craft you know emails with subject lines in a professional way best practice are pulling email piling up everywhere but sometimes you've got to think outside the box to stand out from the competition unconventionally email subject lines can often provide just the right points to get you noticed and increase that email open rate crafting quality content isn't really easy so definitely do a little bit of research to see how it might help you and then also you know create a website it's a most important tool for communication have a nice home website for yourself there are several options out there to help you create a website landing page a place where your clients can further explore their options of who you are and what you have available someplace to explain products and services to make your prospect more aware remember most sales occur after the first encounter so you must make sure you get more than one visit to your site and very few people will return to your site to just reread your product brochures obviously you still want to tell them about your product but that should be only a major part of your site not the only part of your site you should get an arsenal of news and articles fax newsletters pull other features that will keep them coming back excuse me interest interest is the second step of a ID a interest is something you have or don't have it's an action truth is if the customer is not interested chances are they're not really looking at it or paying attention once you have their attention sustain that attention by going to the other person's interest how can you create interest by providing the appropriate information well you must have a good amount of free information that's relevant consistently updated exciting and different you now have maybe 5 to 15 seconds in which to create that interest something you know begins to look interesting if it's relevant and potentially advantage have an advantage this implies a lot the person you were approaching should have a potential need for your product or service or proposition you know something that implies you or somebody has you know established that target customer profile you must approach that other person if it's a suitable time it has been convenient that aspect of having you know some accountability for their time it definitely will make sure that you get a little bit more attention if they're on the run you're not going to get the attention you need you must empathize with the you must must emphasize with them and then have understanding this other person's situation and issues be able to express yourself in their terms talk their language identify what the customers interests are as well you'll relate to your customer and identify what their stresses might be you know think of this as a research phase your potential prospect is doing their due diligence to research their options you want to educate them and inform your customers how the product or plans are relevant to them customers will pay for your knowledge and expertise if you're on the phone with them email them the production information product information and brochures if you have it available have them go over it with you and get them engaged in the information I don't know about you guys but I'm a visual learner I have to see it in order to understand it and retain it and then we have a desire desires that third step of a I da the salesperson needs to be able to identify and the great of the customer situations needs priorities constraints on a personal level through empathetic questioning and interpretation you must build that rapport and Trust and had preparedness in the clients mind to do business with you with you personally you want to be able to dispel their feelings of doubt or risk about your own integrity and ability you must know your competitors capabilities as well in your clients other options you must understand your products you know specifications options features advantages and benefits and particularly all relevance and implications of for your prospect you must be able to present explain and can convey solutions with credibility in Guzzi azzam the key is being able to demonstrate how you and your product will be suitable and reliable and sustainable to match the prospects needs and identify and agreed with in all constraints showing them how what you have to offer will salt solve some of their problems tell them about how other people have similar situations have approved of a plant and have acquired it for themselves creating desire is part of skill as well as technique and part behavior and style in modern filling and business trust and relationship the you factor are increasingly significant as natural competitive development squeezes that and reduces that opportunity for clear product advantage and uniqueness start setting up the closing by asking trial or assumptive closes at several points during your conversation that helps build their desire for the need of the plan create awareness of the needs of the plant would it be nice for you to have the presentation paid for 100% do you see how the accident plan could benefit your family and then we have action action is you know they're ready to buy that final step action leads the consumer towards taking that action by purchasing that product plan if the customer is still with you at this point you have you have one job left to do and it is of course the most important job closing that sale once you stirred up enough desire to get that prospect thinking about taking action it's time to close the deal when clear opportunities are not acted upon particularly by the customer u.s. agent must suggest or encourage to move to complete the sale or move to the next page assume that sale gently moving your customer to the direction of closing your call should be something like okay mrs. Smith the best way to handle this policy is by a monthly bank draft what is the name of your bank I'll be of a great I work with them all the time do me a favor and please get your banking information ready you're gently nudging them to get prepared the best part of proceeding the best the better part of proceeding three stages have been conducted then the less energy is required for the action stage in fact on a fair few rare occasions a sale is so well conducted that the customer decides to take all the actions without encouragement at all this is a magic stage when you take action on their desires and actually buy the plans you discussed or agreed with your sales proposal proposal the scariest point is where you ask for the sale or ask them if they actually agree to fully work with you listen to the signals they're sending as well summarize the problem you are solving for them and what you are proposing solve that problem you move through all of those steps and it should make it clear and easy to close in on that that final stage of the you know taking action and purchasing the policy that you're selling and then we wrap something for this week's motivation Monday if there's any questions on anything from today or if there's something you want to cover next Monday please definitely don't be shy reach out email you know training at hcp sales comm or you can always call in to the agency service name give them some feedback you know some suggestions at eight seven seven two two eight eight seven seven three if you have any questions please feel free you know I guarantee others will have questions as well we love for your guys's feedback if you guys want us to cover anything particular any products any sales tips any ideas please feel free that go ahead and email us and we are always paying attention and that wraps things up for the week the final quote of the week is if you always have to put limits there are only plateaus and you must not stay there you must go beyond them definitely reach above the stars and you guys will achieve all your goals I hope everyone has a great week selling that wraps everything up we look forward to seeing you next week have a great selling week thank you [Music]