tmk1536 011211agent training only. not for sales use. sponsorships luke gilliam & mike kunkle...

TMK1536 011211 Agent training only. Not for sales use.

Sponsorships

Luke Gilliam & Mike Kunkle

TMK1536 BMT4 011211 Agent training only. Not for sales use.


Recommended Weekly Sales Activity Model

240 Contacts

24 Dropoffs/Appointments

15 Presentations

5 Sales = $2,000 AP per week

300 Sponsorships

Activity Management


ContactConversation in person or on the

phone where you ask for a dropoff/appointment

Activity Management: Definitions


Dropoff / Appointment

Agreement to meet



Presentations Dropoff/appointment that ends

with the Agent asking the customer for a sale



Sales Signed application and

agreement to deduct money for the first premium



Sponsorships Name and contact information of a referral to receive an introductory offer (i.e., $3,000 Accidental Death Policy, Child Safe Kit, MedFacts Kit,

Memorial Guide)



So how did we arrive at these

numbers?


How did we arrive at these numbers?

240 10% of contacts turn into dropoffs

24 62.5% dropoffs turn into presentations

15 33% presentations turn into sales

5 Avg. sale $37/month = $411 AP$2,000 AP per week

300 Sponsorships

Activity Management


“That’s where the money is.”

Bank Robber Willie Sutton


What will sponsorships do for your income?

240 Sponsorship Contacts

120 50% to dropoffs vs. 10% cold call

76 62.5% dropoffs to presentations

56 75% close rate vs. 33% cold callAvg. sale $37/month = $411 AP

Activity Management


What will sponsorships do for your income?

56 salesx $22,400 at 50% commission

$11,200 in commissionsx 40% bonus level

$8,860 in bonus

Activity Management


From 56 Sales on 240 Sponsorships

$11,200 Commission+$8,860 Bonus$20,060 Total Income

When contacts are sponsorships?


Recommended Weekly Sales Activity Model

240 Contacts

24 Dropoffs/Appointments

15 Presentations

5 Sales = $2,000 AP per week

300 Sponsorships

Activity Management


Mondays

• Week 1: Sponsorships• Week 2: Worksite• Week 3: Sponsorships• Week 4: Worksite


Individual Sponsorships

• Goal: Collect 300+ Sponsorships per team

1. Have all Agents print out their cell phone contact list of names and telephone numbers

2. Have 2-AGENT TEAMS call or see their contacts



• Script for calling contacts

• “Liberty National, the company I work with, has authorized me to offer an Accidental Death Policy with a $3,000 benefit to your friends and family. I would like to call them to let them know about this policy so we can deliver it to them on your behalf.”



• Once 300 sponsorships have been collected, return to the office at 4 p.m. and tally the activity. This is a great opportunity to debrief and discuss best practices. What worked?

• Conduct a call clinic from 5 to 7 p.m. with the goal of setting 24 dropoffs.

• Do not set the dropoffs for a specific day or time. The BM or UM will need to help Agent map route before leaving the office to maximize contacts per day.



• Sponsorship phone numbers must be scrubbed against the Do Not Call List. This is done automatically through the Lead Management System


Accessing Your Sponsorships

Sponsorships under Laptop Referral Lead:Uploaded by 3:30 p.m., visible by 4 p.m.Uploaded by 7 a.m., visible by 7:30 a.m.Scrubbed against Do Not Call List (In Person)


Accessing Your Sponsorships

Check individual numbers by clicking ‘Field Inquiry’ on www.libnat.com Agent ServicesEnter the phone number in the Do Not Call field.



• Use approved scripts to set dropoff/appointments



• Individual sales from Sponsorships can help keep Agents on bonus when they don’t have a worksite enrollment


What have you put on your To Do List?


tmk1536 011211agent training only. not for sales use. sponsorships luke gilliam & mike kunkle...

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