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