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TELESALES BOOTCAMP

Before beginning this bootcamp, please know that all the fluff and everything extra that you don't need to get started has been left out. It is important that you do not get lazy or skips steps for convenience. Choosing which parts to follow and which ones to skip over will only result in wasted time. Trust that if you are 100% coachable (especially if you have prior experience) and follow these simple steps, you will be fully setup for success. Yes there are other good scripts and fancy tech stuff you can get, but this system is designed to train the new agent in a week to do the job confidently as someone who has years of experience WITHOUT learning all the underwriting and products upfront. It does everything for you. The most important thing to have right now is FOCUS. It's easy to get distracted by every top producer's script, high tech dialers or things that may seem like shortcuts. Fully dedicate yourself to this system for 3 months and you will see a change in your business and most importantly, you will have a complete copy and paste system to hand over to your team. This bootcamp was made with a genuine desire to help everyone avoid the common pitfalls and be able to tap into their fullest potential in this industry. It has helped many agents achieve massive results and it will help YOU if you are willing to put in the work.

1. SCRIPT TRAINING

A. WATCH THE MONEY SCRIPT PRESENTATION

Watch the Money Script Presentation using all the tools you will be provided with as a part of this bootcamp. DO NOT SKIP THIS STEP as this will show you exactly what to do and how the system works as a whole.​​​

B. DOWNLOAD / PRINT / PRACTICE THE SCRIPT

When you download the Script, READ "THE PSYCHOLOGY OF THE SCRIPT" found after the script to understand the importance of having a script and becoming natural with it. Learning the script is the ONLY and most important work that you must do at this point. NOTHING ELSE. DO NOT ATTEMPT TO LEARN ABOUT THE PRODUCTS OR WATCH ANY OTHER TRAINING VIDEOS. After sufficient practice, contact your mentor to rehearse and check your progress.​

2. THE DAILY SUCCESS PLAN

The Daily Success Plan Overview

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The Daily Success plan is the most important tool in the whole system because it’s a mirror of your activity and work ethic. It’s very easy to sike ourselves out or feel like we’ve been working if we’re at our desk or in the office with the ‘intention’ to dial our leads. However, it’s when we look at our Daily Success Plan that we realize we’ve been doing everything else besides the actual work of dialing leads and making direct contact with potential clients.

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Over and over, I’ve witnessed new agents having beginners’ luck where they make a sale their very first dial day, but then their emotional high turns into an emotional low when they start getting more rejections over the phone than the ‘YES’ they got so easily at the beginning. They start having that blank look on their face and you can tell they aren’t dialing their leads because they are in their head. Soon, they start blaming the leads or blaming the scripts (the very ones that worked for them in the beginning) for why they aren’t making enough sales. They go off in space trying to find the best leads, different scripts, the best training, and they try to attract clients through elaborate social media posts in hopes of finding some secret sauce to making sales. Even when they think they’ve found the magic lead or script, they sit down to dial, get the rejections and go back out in space trying to find another method. This is what we call ‘Prospecting Avoidance’. The next thing you know, weeks have gone by, the bills are due, and they have no commissions in the pipeline which leads to more doubt, frustration and all kinds of emotions that cripple new agents. And the biggest lie that we tell ourselves is that we genuinely put in the work…when in reality, we have never consistently filled all three dial sessions on our Daily Success Plan for a whole month or week.

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An agent on my team tapped me on the shoulder and said, “Ralph, I’m here like everyone else all day and I’m not getting any results.” At this point, she had been in the office for 5 hours, but I was observing how she would just stare at her screen or constantly get up for coffee or go to the restroom. I asked to see her dial tracker and to no surprise, she only had 14 leads dialed in a 5-hour period when she was supposed to be at 150! But this is the level we can ALL emotionally sike ourselves out too. I used to do it, the best producers have done it, and it’s not till we actually track our activity that we can see the lie we’ve been telling ourselves. BUT, this also serves as an encouragement because once we take an honest look at our activity, we can then see that the only reason we don’t have the results we want is because we simply didn’t do the work. From there, we can recommit to focusing on the activity and by default, the results will take care of themselves.

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I’m a big believer in goal setting, but you can definitely achieve a goal without defining it IF you have the right system for activity in place; BUT, you can never hit a goal without having a system for activity, no matter how defined your goal is. In essence, we all have the same goals of hitting 10K, 20K or 30K a month, but only a few people actually do it. And the ones that do it can always trace their success back to their activity. Even if they have less training and ability, they still excel everyone else simply because they outwork them. They make more calls, get more rejections and they also get more 'YES' as a result. I’m very big on proper training but work ethic will always beat a less favorable script, lead or lack of skill. When it’s all said and done, if agents would spend as much time working in their own business, making direct contact with potential clients as they did in their job, they would have the results they want. But because that invisible leash of having a ‘Boss’ to keep us on task is gone, it’s easy to avoid the work when it hurts. When you start feeling like the leads, script or the industry doesn’t work, take an honest inventory of your activity and ask yourself, “Have I consistently completed the Daily Success Plan all month to where I can really say this doesn’t work?” If the answer is no, which it always is when results are low, then you only need to commit to the work. If you’re not that good yet, you can get good by repetition, and even in the developing stage, you will fall upon the lay downs who will buy from you no matter how unskilled you may be. It’s all a game of numbers and putting the magic of momentum on your side. Stick to the system, be coachable and always utilize your Daily Success Plan.

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WATCH How to use the Daily Success Plan

3. DIAL DAY SETUP

This step is to be done BEFORE your first dial day. This will make sure that you are fully setup and ready to make dials without having to spend hours during dial day catching up. Poor preparation shows a lack of respect for your trainer's time. Follow each step, step by step and you will be able to maximize your dial day training.

A. DOWNLOAD CARRIER CODES / LOGIN INFO FORM

Keep a look out for your carrier codes that you will personally receive via email. You will receive an individual carrier code from each carrier that you are contracted with. Before you begin to set your passcode / account in each individual portal, download and print the carrier codes and login information form and have it present. This document was created to record all of your portal passwords, agent codes and license information for future reference.

 

IMPORTANT - As you setup your portals online, make sure that you select to save and store passwords and usernames for those portals so that you don’t have to manually input them when logging in to submit an Eapp.

B. DOWNLOAD / PRINT THE DAILY SUCCESS PLAN

WE WILL USE THIS TO STRUCTURE / SCHEDULE OUR DIAL DAYS AND TO KEEP TRACK OF OUR ACTIVITY.

C. DOWNLOAD / PRINT TELESALES INTAKE FORM

WE WILL USE THIS FORM DURING THE SCRIPT TO RECORD ALL VITAL INFORMATION FROM THE CLIENT TO COMPLETE THE EAPP. If the client is denied on the initial application, the Telesales Intake Form tool will provide all needed information to complete another application without subjecting the client to another lengthy set of questions that will cause them to lose interest.

D. DOWNLOAD / PRINT THE PRODUCTION LOG

We will use this form to record all sales made for the month so that you can keep track of your business and follow up with your clients for future reference. This digital version can be saved on your Ipad/Laptop so that you can fill it out and update it using Microsoft word.

E. CREATE THE CLIENT SATISFACTION SURVEY FORM

WE WILL USE THIS TOOL AFTER THE SALE IS MADE TO GATHER FEEDBACK AND REFERRALS FROM THE CLIENT. You will need to create a gmail to create this free tool.

 

FIRST, WATCH HOW TO CREATE AND USE SURVEY USING GOOGLE FORMS

AFTER WATCHING THE VIDEO, go to your google forms tab to create a new form.

 

NEXT, CLICK HERE to open a finished version of the form so that you can simply copy and paste from an existing form onto your blank one. FOLLOW INSTRUCTIONS ON VIDEO.

 

​OR, If you would like your own AGENT WEBSITE for marketing your services, establishing credibility over the phone, quoting and gathering referrals, CLICK HERE to order your personal agent website.

F. DOWNLOAD MICROSOFT 365

WE WILL USE THIS FOR IMPORTING / ORGANIZING OUR LEADS AND TO COMPLETE THE CLIENT'S POLICY SUMMARY AFTER A SALE. Microsoft 365 is a combo subscription that includes Word, Excel and Power Point. A 30 day free trial is available.

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THIS TOOL IS NEEDED. DO NOT RELY ON GOOGLE SHEETS OR GOOGLE DOCS.

G. SETUP INSURANCE TOOLKITS

(Skip this step if you are getting in-person training). THIS IS WHAT WE WILL USE FOR UNDERWRITING AND DETERMINING WHICH COMPANY THE CLIENTS WILL QUALIFY WITH BASED ON HEALTH, BACKGROUND AND BANKING.

 

Make sure you sign up for the  2 week "Agent" Free Trial ($39.99 mo), NOT the "free" or "agency version".​

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AFTER SIGNING UP, WATCH HOW TO SETUP INSURANCE TOOLKITS BELOW.

AFTER WATCHING THE VIDEO, make sure to setup insurance toolkits with the carriers that you currently have by going to "customize carriers" as shown in the video. While customizing carriers, make sure that you select "CVS Aetna Accendo" as there are other Aetna products that can confuse you during setup.

H. LEADS SETUP

As a new agent, you can ask your upline or team members for leads so that you can get sufficient practice while you build your lead funds. Once you can invest into leads, it is recommended that you get Final Expense leads as they come in faster, in bulk, much lower in cost, much simpler to work with, and you get paid faster than with any other product type. Also, stay away from high cost CRM's as your only focus should be on dialing, not learning tech stuff. We will use Microsoft Excel to manage our leads.

 

To order high intent FEX leads, CLICK HERE to be directed to HUSTLE LEADS or you may choose from a number of reputable lead vendors.

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WATCH VIDEO BELOW TO LEARN HOW TO ORGANIZE AND MANAGE YOUR LEADS WITH MICROSOFT EXCEL.

I. BOOKMARK IMPORTANT SITES AND CARRIER PORTALS

FIRST, bookmark and save login info for sites in section "A" below.

SECOND, in section "B", click on each company that you are contracted with to be directed to their agent portal. Make sure that you save the login information so that when you need to complete an application, your login is automatically filled in for quick access. You do not need to bookmark these sites as each portal will be accessible from the Telesales (Remote) Portal.​

A. BOOKMARK SITES

CARRIER PORTALS

The following items will be needed for dial day:​

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Read 'TIPS FOR A SUCCESSFUL DIAL DAY'

4. DIAL DAY INSTRUCTIONS

POST SALE

INSTRUCTIONS FOR TRAINERS:

  • For the first 5 sales, our job as trainers is to handle Insurance Toolkits, underwriting and quoting for the new agent so that their only job is to successfully go through a full script presentation and application. After their 5th sale, they will learn how to go through the script and use Insurance Toolkits simultaneously themselves.

  • Before the new agent starts their dial session, make sure that they have the Telesales Portal up, a daily success plan, telesales intake form, headset, mouse and their laptop or device ready to write applications with the proper bookmarks in place.

  • As the new agent is dialing, be nearby to help them and when they reach paragraph 3 on the script, stop what you are doing so that you can be ready to put the medical information into Insurance Toolkits as the new agent writes it down on the Telesales Intake Form. Once you find the carrier based on the medical information, the new agent will go to the Carrier Product Info Page and read the Telesales Template for the Carrier / Plan. As they are doing this, you are going to get three quotes from highest to lowest using Insurance Tookits so that by the time the new agent is done explaining the product and building the value, they can have the rates ready to present options to the client and close.

  • When a sale is being made, the trainer and the trainee will split commissions in the application. 75% to the Trainee, 25% to the Trainer. If leads are provided to the trainee by the trainer, the new agent will split 50% to themself and 50% to the Trainer on the Eapp.

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INSTRUCTIONS FOR NEW AGENTS:

  1. Set schedule and times for your dial sessions on your Dialy Success Plan. Each dial session is to be set for a 2 1/2 hour period. Aim to have at least two dial sessions per day, preferably three.

  2. Get 75 leads ready on Microsoft Excel and have the Telesales Intake Form, The  Money Script and Daily Success Plan on hand. Have Insurance Toolkits and the website Carrier Product Info page ready for use.

  3. Dial the first lead. If they don't answer, immediately call them back a second time. If they do not answer the second time, immediately call them back a third time. If they do not answer the third time, move on to the next lead. Repeat this for each lead until all leads have been triple dialed.

  4. Leads that have wrong numbers or have been disconnected, highlight as light blue. Leads that hang up or not interested, put the date contacted in notes section and highlight as red. Leads that are follow ups, put the date contacted and notes in the notes section and highlight as yellow. Leads that are converted to sales, highlight as green. Leads that did not answer, leave as is.

  5. At the end of the first dial session, go back to the first lead and repeat steps 2 and 3 for the leads that have not answered yet.

  6. Repeat for each dial session.

  7. Periodically save your lead file so that your highlights and notes are not lost. Save the lead file as County & Date Originally Downloaded. For example, save as 'Kern 3-20-23.

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AFTER THE SALE​

8. When you make a sale, document your sale on your Monthly Production Log (Step 3D). NEXT, create and send the client their Policy Summary and the Client Satisfaction Survey within 24 hours.

  • To create your client's Policy Summary, go to the "AGENT PORTAL" page, find the carrier and product you placed the client with and click the "POLICY SUMMARY" button to populate the summary. Once the template is populated, download it if it did not automatically download. When you open it in Microsoft Word, click "ENABLE EDITING"  if prompted.

  • Using the information that you recorded on the Intake Form, fill out the summary with your client's info, and save the summary as a PDF into a "Policy Summaries" (Create this folder for future policies) folder labeling it as "[Full name of Client] Policy Summary".

  • When emailing your client, attach the client's Policy Summary PDF, and in the word section write, "Hi [Client's Name], congratulations on your policy approval. Attached is your Policy Summary that includes the details of your policy, my full contact information, and the contact information of the insurance company as well. Please forward this email to [Beneficiary's Name] as soon as possible so that they know who to contact in the event that something happens. Your official policy packet will arrive in the mail within 7 to 14 business days. If you have any questions or concerns, feel free to contact me anytime. If you are satisfied with my service, please leave me a review in the following link by clicking on the link "[Insert Link]". I will talk with you soon. Have a great rest of your day [Client's Name]."

  • If you choose to do so, you may send the Client Survey via Text immediately after you get off the phone with the client, and again through email if no survey was completed.

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