New Broker Survival Kit

One of the first items we recommend is  a computer or tablet. Since the roll-out of e-apps and  in home approvals over 90% of our business is done on a table or computer. Cell phones do not have the programs needed to complete applications or check the status of pending cases for some of the carriers we use. Whether a table or laptop, the choice is yours. Some agents prefer to use a laptop as it is faster and easier for clients to use if needed. Others prefer tablets for convince and having a data plan on the device without having to tether.

Once you’re contracted—or in many cases, even before you’re officially appointed with carriers—you’ll be actively working in the field generating interest. If you happen to write an application before your appointment is finalized, simply complete a paper application and submit it along with your contracting paperwork.

The first and most critical step in this business is your advertising strategy—your leads. Without leads, you might as well stay home. Many new agents make the mistake of trying to spend as little as possible when starting out. But here’s the truth: do you want to learn fast or slow? Because the bills won’t wait.

Lead flow is more important than your pitch, attitude, experience, or even the carriers you represent. That’s the perspective you need. We’ve already run the numbers and built a lead menu that lets you essentially choose your level of success. Print it out and game-plan with your upline—lead assistance may be available to help you get started strong.

Once your leads are in hand, it’s time to make contact. Top agents typically work their leads using two methods: appointment setting or door knocking. Schedule templates are available in the “Booking Appointment” section of this site.

Regardless of your approach, make sure you fill out a client contact form for every lead—except direct mail leads—for compliance and verification before heading out into the field. Even if a client says they’re not interested, this form helps release us from liability and encourages them to seriously consider the consequences of leaving their family uninsured.

This is the presentation all of our top agents use. We recommend you use this pitch EXACTLY to ensure that you do not miss any hot points. This script will eliminate most if not all objections before having to handle them once you try to get an application started.

Our final expense presentation goes hand and hand with the pitch book. For many clients seeing is believing and this flip book does just that. It will also slow down newer agents and help them be more thorough  in their presentation and maximize AP.

Final Expense sheets are used to ensure we are not showing clients more than they can afford which will ultimately lead to higher churn. This worksheet also gets down to bank account type, health and need out of the gate so you do not spend more time than you need to with a client who cant or wont sign up today.

As you are preparing the quote, have the client read the I am your policy form aloud to you. This will make the policy real, not just a money exchange.

Once you have an approval for the client, send them the following documents, so they have proof and peace of mind that their families are financially protected.

Second, solidify the policy by finding out how they feel about what they accomplished with you.

After the sale has cooled down you will pull out the emergency contact form and get the names of three people you will be working with when that time comes. This is also used as a referral list.  You will be reaching out to these contacts and introducing yourself to inform them about what you did for your client.

Here are the forms you should be mailing out or leaving behind.

Membership Form
I Am Your Policy
Business Card
Our Services Flyer
My Wished Guide

Follow-up is key to growing a successful business vs just being an insurance agent. This will allow your residuals to grow and increase your revenue while decreasing your lead spend due to clients upgrading and sending you referrals.

You should call your clients at the following schedule. The first contact should be 48 hours after submitting the client’s application. This should be a follow-up call to give them policy updates. Never let the client know they are approved on the spot even though we do not stop applying undit we do. This gives us a reason to follow up.

The second follow-up will be the day the initial premium is drafted. Give them the good news that now that the premium has been drawn, their loved ones are now protected.

Next, you will call them on the date their premium is drafted to make sure they see this has been withdrawn and their beneficiary is now financially protected.

The next call will be 3 months after their policy has been in force. This is a great time to catch up and look for referrals.

Six Months after the application, you should be reaching out and offering them an increase in coverage since you now know they are a good-paying client. You can also mail this policy increase letter before the phone call and that gives you a reason to congratulate them for qualifying for an upgrade.

Other follow-up calls are birthdays, annual reviews, or any other special occasions. These calls will take less than 5 minutes and you will not believe how happy clients are to hear from you.

Lastly, if a client does miss a payment or requests their policy be canceled, print out the NSF form and go directly to them, DO NOT CALL FIRST. This will save or reduce many policies that you would normally lose by just calling.