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well good morning all and happy monday i hope everybody had a great weekend i'll let you know my weekend here was a little weird it was raining in san diego and for those of you that don't know a lot about the city it rains like seven days a year and apparently it's raining again today so two days in a row ring kind of odd but you know it's keeping us on our toes and keeping us busy and off the beach and getting us to get things done which is always great so i hope you're ready to start the week strong i know sales have been up since last week and after a lot of you reached out with some really great questions i hope you're able to start working on those insurance packages like we were talking about so kind of the theme of this week is really creating a habit and thinking in sales that you know creating habits is very important so i'm going to start with a nice jimron quote here he was an entrepreneur author and motivational speaker motivation is what gets you started habit is what keeps you going so just like last week when we stated that motivation is something that you need every day you kind of need that habit of finding the motivation creating those positive habits and things that you go through to create consistency in sales which we all know consistency in paychecks is something that we're all interested in so that's great so motivational monday so like last week when we talked about you know kind of the structure this is what we're going to do again so we're going to start with kind of a tip of the week and kind of a refresh from some of the things we talked about last week we're going to take a look at some ahcp trends and then talk about a sales technique that i know has emailed out about you about the four effective steps to every sales process and kind of talk about how that works in the insurance sales world so to start with the tip of last week's kind of a review so we talked about the nhic signatures needed completion because we're selling a ton of those products but something about lead credits so just to remind you we talked about lead credits they were in your agent center but i wanted to let you know one thing we didn't touch about last week is that they actually expire after 90 days use them or lose them we had so much business during this last open enrollment and you guys did so much sales that you're gonna have a ton of lead credits out there make sure to use them keep in mind they're only there for 90 days you have a huge balance use them and if you need advice on how to use them please reach out don't hesitate let me know that's what i'm here for to help you with so kind of this week's tips one of the things that people reached out about is kind of organizing all of your writing websites so you have a lot of passwords you have a lot of back offices for all of your different carriers that you're using um one thing that really seems to happen to us in the insurance world is that we have so many great products at our fingertips that we kind of lose and misplace things it happens i completely understand i really do um but i can tell you it's kind of a horrible experience for your client when you're trying to find your login when you're trying to sell the customer and you get locked out you know so you want to be as efficient as possible at all times so organization is really key so one thing that i do is actually create a contact in my email for every writing website and every carrier and in there i have the writing website my username my password but then i also use put in the back office and then my username and password for the back office and any notes i need to leave for myself the nice thing about this is that if i'm out and about you know i actually have that contact information with me at that time because it's a contact in your email and it's extremely editable i know some people really like the excel but this one seems to work great for me i've been doing it for probably about five or six years now that way i can just you know click through everything's pre-organized and i have all the information i need at my fingertips another thing as well we talked about creating that total package as far as it goes star mount is available to sell in your e123 or your carryingbenefits.com there so it is built in starmount is a great dental carrier uh we did a training on it the training is in the pre-recorded training library at ahcp sales so go watch the video it'll give you kind of a lot of insight on what's going on it's really really great product the video is extremely informative actually and if you have any questions on contracting or how to go through that there's the number to agent services and or you can email them at contracting.ahcpsales.com don't hesitate to reach out for them agent services is there to help you with any contracting and any commission questions that you may have so kind of past that tip let's get into some trends so last week we kind of looked at the increase in decrease in sales by category and we talked a lot about creating a total package now we know we're going to see a huge uptick in short-term sales which we all know isn't much of a surprise but you know as far as it goes we were really just selling a ton of the nhic products the short-term guaranteed issue we are actually up about double compared to last week nhic really seems to be the leader for the short-term sales here and you know i'm actually really pretty big fan of that short-term product too i was in milwaukee last week with the president of nhic and he was telling me that nhic really has some great things up their sleeves for the short term plans so make sure to keep on your toes we're gonna see some things rolling out hopefully pretty soon and i think they're gonna be really great benefits so i'm glad to say we saw a really nice increase in ancillary sales in almost every category i thought this week we kind of take a look at the trends in each section of what we are actually selling policy-wise it's always kind of nice to know i think whatever other people in the field are selling so we saw a huge increase in accident plans the big ones that seem to be sold is the healthy america the gap plus plan it's really about like 60 percent of the accident uh policies that are sold and that is followed closely by vba and you know i understand the selling of the gap plus and how that comes with the ame and the ad d and the critical illness and the term life really great combo pack it's kind of like um kind of like the trio met almost so we saw a ton of those out there as far as it goes for the critical illness what people seem to be selling and i mean by far the leader is cbl um just it was way over 60 of the sales that are out there and i know that some people are selling those time insurance or the old insurance ci product i saw some of those sales comes through but honestly cbl was a front runner and uh one thing i noticed too is those agents that were doing the cbl were really trying to create the total package and using other ancillary products as well so that was really great now the front runner in all of the ancillary sales is the triomed um if you took everything we sold an accident and everything we sold in critical illness and added it together and doubled it you still wouldn't hit what we sold in triomed that is just a ton of sales that we're pouring through um so agents that have been selling it one thing to keep in mind is we'll talk a little bit about dental and trying to attach that and i'll explain my reasoning why but if you are not selling the trio med and you're selling the short term take a look at why i mean the triomed is only about 10 more for an individual so really inexpensive people are selling just a ton of it though and kind of to my surprise the dental sales were actually down i know we mentioned uh you know the awesome starmount plans keep in mind as we talk about the total package for your clients most clients have actually lost their dental insurance and it's literally the easiest product to attach i know there's not a huge commission on it i'm i'm well aware they're cheap and expensive but when your client loses insurance they lose dental insurance the thing about dental is this is something tangible that they can use right away health insurance you know short term major medical it's kind of the big what if hopefully something they don't have to use but the reason why i kind of harp about adding dental is it's something that they can go in and they can start using usually right away so they see value in the insurance it kind of helps them keep the total package you're creating more long term so you are providing value to your customer right away i mean we really hope they're not going to have to use that short-term medical plan but with this they can see kind of the benefit so something to keep in mind something to look at adding um if you're not adding dental right now i mean those plans are really cheap they're under 20 a month and if it's going to help your clients keep the package that you're creating more long term i think it's willing i'd be willing to spend the extra you know four or five minutes it takes to sell that dental plan and the nice thing too is everybody knows what dental is for the most part that's something that they can understand so it's a pretty good idea to add it now kind of what some people have emailed in questions about we're going to talk about just the effective sales process this is more of a whole picture than just one specific technique and i really wanted to give you my perspective on what an effective sales process is so i know we can all agree that every sales process has an introduction piece the whole who you are kind of what you're doing from there we find out something about what the customer wants i call that fact-finding some people call that investigation we present what we want to sell and then we close the customer this is really the big picture on every sales process right just four simple steps it's the same process if someone is selling cars if they're selling houses boats insurance anything if you just wipe away everything that happens every sales process will have these four steps so let's kind of jump into the steps i mean how they relate to insurance so one of the big things is let's start with the introduction so what's in an introduction well the introduction is really giving the client the big what's in it for them why should they listen why should they be talking to you a lot of agents start out by saying who they are and not really what they can do introduction is very powerful because what happens is the average person only gives you seven seconds before they decide if they like you or not first impressions are so powerful in sales so things you have to do in an introduction is really get the customer to like you get them to trust you get them to believe in you and really get them to feel that you are professional i mean those things are all extremely extremely important so you know kind of as far as it goes with the introduction what you want to do is set up what is going to be happening as far as for success and let them know kind of what you're going to do and what the sales process is so i'm going to ask you a few questions kind of about your current insurance situation and your expectations of a plan from there what we can do is we're going to go about and customize a total insurance package for you kind of as long as you like what you're going to hear we're going to go ahead and get you applied for that today so you're setting them up for what to expect during your whole conversation you're letting them know that yes you're going to be digging into that fact-finding yes i'm going to presenting you and you know what's going to happen in the end is i'm going to close you you know i'm going to let you know right in the beginning that yes we're going to be closed together so these are things to think about during your introduction kind of pass a whole you know hey is john there it's once you get john on the phone can you set him up right away for what is going to happen introduction is super important um and it just lets you kind of do set the tone for the call i'll tell you a lot of times what happens in the sales process is people don't spend a lot of time in the introduction they're just really excited that they're talking to somebody and they waste a lot of time spend the time in the introduction setting the client up it will make them feel better too long term if you tell someone in the beginning guess what i'm going to ask for your business and we're going to walk into this business together they know what's going to happen so if they're going to get cold feet they'll get cold feet on the front end hopefully run away more on the front end so you're not wasting as much time with the client just a personal thought there so past the introduction which we all know you know my resales process has that introduction and we're going to set the client up for success there my next area that i will spend more time on is really fact finding most good sales people will spend a large majority of their sales process on fact finding and i mean a large majority honestly sixty to seventy percent of their conversation will be fact finding really introduction is about ten percent your presentation if you do a good job in fact finding will only honestly be about 10 because the client won't have a ton of questions and your clothes should be about 10 really it's all going to be focused on your fact finding uh learning the client's usage this is so important to know the real kind of concept of why they're calling and what they're gonna do so as we go about this section uh it's really gonna be kind of about six steps first is what they had in the past the reason why they you know they probably told you in their introduction hey i'm calling for insurance i just lost it that's fine i want to start a conversation with fact finding i want to make my client comfortable it's so important to know the real concepts about what they what they understand so you know i use this kind of the what they had in the past as to gauge your understanding and experiences of what they use it for i can figure out if they know what a deductible is here and i honestly usually just keep this you know as smooth as possible i don't want to get the client's guard up yet so something along the lines of so earlier you said you were calling me for a short term plan so are you currently insured or when was the last time you had it so kind of let me know and then i kind of move into you know more of okay so that is what you had in the past can you tell me a little things about that plan you know just kind of get them to open up let them tell you about it usually the first few things they say are the things they actually care about when it comes to insurance so keep that in mind you know we don't want to waste too much time here and then kind of get into the why um if you can't figure out a good reason why they're calling so yeah they lost insurance but why do they need it yeah a lot of people lose insurance but what is the reason they actually need the insurance why did they pick up the phone and call you today what made them do this so i'll tell you i'll spend a lot of time on the reason why i usually don't take their first ride why as the actual reason why they're calling because most people are going to lie to you right away natural human instinct is throw up a guard hey guess what i'm going to lie to you no really what's the reason why maybe you know they've had a family member who has passed away due to something big and so they're really concerned about not being you're not having insurance you know not being insured so spend time on that i'll say you know what's the reason why you picked up the phone and gave me a call you know not having insurance is something is scary to you why is that scary you know why what inspired you to just start shopping today you've been uninsured for 60 days why start now so the time you spend here is really going to help you kind of do the close after that i like to talk about usage so i like to bring out negative in what they've known in the past so i'll ask them you know out of all the insurance plans that you've been shopping for what about them have you not liked just so i don't make those same mistakes and they'll spew some negative and then i can write down you know what about them did they not like hopefully it's things that you know i can i can fix and then i tell them you know what what i'm going to do now is i'll ask you some questions about how you're actually going to use this plan you know just kind of go through and you know make sure we're going to customize a plan that's going to suit your abilities to the best so i'll ask them if there's any significant medical things that are coming up so do you have any significant surgeries or anything that you're really worried about coming up how about your prescriptions how about how often do people go to the doctor on average this is especially important if they have like sick little timmy and we know in the past people had those major medical plans that were underwritten so sometimes you have to let them know hey guess what i do have guaranteed issue plans out there especially with this guaranteed issue short term kind of help put them at ease i also like to ask them this is a pretty big one that helps me really add my ancillary products is how many times in the past 10 years have you had over a thousand dollars in medical bills the reason why i ask that is if they've never had over a thousand dollars in medical bills and they want a low deductible that may not be the best choice for the client they may be throwing away a lot of money and maybe something i might be able to help them with i'm if it's most people who tells me hey guess what i've you know hit my deductible six times i'm in extreme klutz uh you know falling off a ladder trying to hang christmas lights you know i busted my shins playing hockey whatever it is that's a good idea that hey guess what you're gonna need a low deductible and it's going to give me something to tie back to and explain with but if they tell me no that you know i've never ever hit my deductible might be a good idea to sell maybe a little higher deductible you know maybe around five thousand six thousand dollars and really attach maybe an accident and a critical illness because again if eighty percent of the reason that they're going to be using their insurance is going to be an accident hey maybe you can save them a little bit of money and attach two other plans onto it so kind of helps you as far as commission wise goes knowing that with what's going on in the major medical field ancillary products are really going to be where we're making our money this is a good place to spend some time on after that i really like to make sure we get a realistic budget talking about money on the front end instead of the back end of hey i have 400 plans to pick from let's try to figure it out and base everything off budget i'd rather bait it base it off of benefits and try to work within their budget and i'll tell you budget it's like pulling teeth so one thing i like to say is you know what i'm going to ask you now is not how much you think insurance costs but what i'm going to ask is what is an affordable monthly budget range that i need to keep this within you know so i can try to save as many pennies on the dollar as possible okay again one of the biggest things people will tell you is what they think insurance costs they will lie to you on the budget that's not what i want i would like a realistic budget to work with them so really not as much of the you know hey i want to spend 700 okay i get it you want you know 700 but is that actually a realistic monthly budget so i'm not taking food off your table i mean insurance is expensive uh people will know what their budget is more than likely before they call you honestly they really will this is something they've thought about so if we can create a package for them within that budget instead of trying to create a package and have to start taking things off really important from their start date usually not such a big deal to get from people they know when they want their insurance to start and so after i get all this information one thing i'll tell you i like to do is really sum everything up before i even start to pull up a plan so kind of okay jane so you told me that you're calling me today because you know your father passed away of cancer and you know not having insurance is something that scares you and you told me that you are looking for a plan that's going to help you go to the doctor and protect you from those huge what ifs you want to keep this under four hundred dollars and you want it to start on the first is that the type of plan we're looking for today i will not move on until they agree to all those things the usage the budget and the start date those are my big three i'm not going to present a plan to somebody unless i know exactly what they're going to use it for it makes your life easier when presenting it so you'd be surprised how many people be like oh sure whatever and just move on no stop make the client agree on the benefits the date and the budget those are huge really you should spend a lot of time on the why spend as much time on the usage as you need and really dig into you know the budget i mean if they're going to give you a number there is no way there's no way you can close them maybe they'll say yes maybe they'll write the plan but guess what they're going to call and cancel that's so dang quick so make sure you get a good usage budget start date and a very solid y to jump into the presentation i know we're running a little short on time so something that if we can go back and talk about later so the presentation the big thing is that you need to relate it back to your fac finding the biggest thing is you need to make it make sense for the client when you are painting the picture talking about the deductible bring up something they mentioned in fact finding if somebody they know has been sick you can use that as an example people don't want to hear about just raw numbers they will listen to you when you make it relate to them paint a very very clear picture i know the people who go through and lecture for presentations really low turnaround rate they can't really close so paint a picture i like to make sure that i have at least two examples from their life that i can do when i'm presenting my product not gonna lie to you at least two examples so if i know that they you know go to the doctor i can explain how those would work and then i always paint a clear picture when it comes to the deductible because people will want to know about the raw numbers they will want to understand it but unless you make it make sense to them they're not going to remember the nice thing too is those two things you paint that clear picture about that's what they'll walk away with guaranteed that's the two things they're going to go to either their husband or their wife and say hey guess what honey this is how the plan works another thing too is you want to get say yes through the whole presentation so can you see the benefits of this yes can you see how this is going to work for you yes the more yeses you get throughout the presentation the easier it will be at the close you want them to say yes at the big ending well start getting them to say yes now honestly just work on those yeses and another thing is keep it simple yes we know this is insurance yes you know so much about insurance that you could just spew all of your knowledge onto them so quick no we call it kiss keep it simple just keep it simple to them paint the picture down keep in mind these people don't work in insurance all day long they're not going to know some of them don't even know what the word deductible means so really just keep it simple and then the close if you do a really good job in fact finding if you tie everything back to your presentation you should have a fairly easy close rate you know when you're going to ask for the sale it shouldn't be too big the thing that sales people like about the close is this is when they feel they get to pick up that big mallet and just beat the client over the head no no no no that is ineffective if you do a good job on the front end you're going to make the close easier for your client we're going to talk about closing techniques in a few weeks here so i don't want to dive too much into it but the thing to expect on the close here is that there is only two answers that you should be able to get realistically a yes or no zig ziglar you know i can take a yes as graciously as i can take a no but i cannot take a maybe so you want to get a yes or no if you do not get a yes or no on the close you need a clear direction what that means is a date and time that you will call the client back so you either get a yes this plan is absolutely great you listen to me everything is good let's go ahead and write it or no if you get a no we can definitely make changes and go back to create a plan that works you should already know what their honest budget is in usage and so we should be able to go back and make those changes but if you don't get those two an exact date and time you want your client to commit to the exact date and time that you will be able to call them back that way they're expecting your call and it's not coming out of anywhere so keep that in mind oh yep run a little short here so i'll just keep going so if there's any questions on anything today and a few of those things we are going to come back to and dig a little more in depth i just wanted to give you a big overview on what my concept of that full sales process is this is a sales process that is used in basically every organization um if you strip everything down any questions or questions for next motivational monday there are things that you'd like more tips on please contact training ahcpsales.com that does go directly to me in here we're going to kind of end with an edwin moses quote so edwin moses is actually an olympic gold medalist in 1976 and 1984 and he set the world record for the 400 meter hurdle four times so he's a pretty impressive guy one thing is he says is i always had to keep improving my skills in order to remain competitive and keep winning i think that's important a lot of us have been in sales for a very long time and you know we know what we're doing obviously you know we've made the sales but we have to be able to constantly improve that's why i think it's important for us to take a look at the four steps kind of strip everything down start from the basics a little bit and honestly if you took one thing away from those four steps just one thing this was a great use of your time this was absolutely great use of your time so keep in mind we're going to have to constantly keep improving this market is changing it's one thing that we're going to try to do together you know i'll let you know what i find out as we go but you know what everybody really want to thank you for dialing in today really make some great sales create those insurance packages and do not ever hesitate to reach out to me with questions at the email at the bottom i had a lot of great conversations with agents who emailed me last week so please keep reaching out i'm a resource here for you everybody have a great monday