CLASSROOM TRAINING

DAY FOUR

Liberty National Life

Day Four Objectives

Introduction to I-R-T

Complete Needs Presentation Video Training

Role Play Needs Presentation

Situational Presentation

Proper Down Closing

Objective 1: Needs Analysis

The Needs Analysis has a three part process to follow to ensure the strongest effect:

I – R – T

Objective 2: Needs Presentation On Demand

The Needs portion of the presentation is from the Survey to the close.

We will watch the training video covering the Needs presentation

Objective 3: Role Play Rapport Building

Follow your training managers instruction and role play the needs portion of the presentation.

• Teams of two• One person is Agent, one is husband/wife• Clients are Nate/Julie, married couple,

rents home has children• Present from the survey to the close,

focusing on IRT.

Objective 4: Situational Presentation

Watch your instructor present a situation you may encounter in the field to you.

Pay special attention to all we’ve covered this week, with an extra emphasis on I-R-T

Objective 5: Proper Downclose

Option 1 vs. Option 2$15,000 WL to $10,000 WL$10,000 WL to $7,500 WL Income replacement reduced 1 level

Ex 3 years to 2 years