tmk1432 0910 agent training only. not for sales use. agent training agent training only. not for...

TMK1432 0910 Agent training only. Not for sales use.

Agent Training

Agent training only. Not for sales use.


Why is it important to you?

*Training


Training


So what are the Company’s training expectations?

Give every Agent the online, in office, and field training they need to be successful

Training Expectations


• Utilize The Available Tools• Conduct Office Training using PESOS• Conduct Effective Field Training –

Make Sales and Transfer Skills and Success Habits

Training: How are we going to get there?


TrainingUtilize Available Tools



1. Give the New Agent Package to new Agents on their first day

2. Review online training schedule3. Register for tmkweb.com email account4. Log on to www.libnat.com5. Download E-application/Laptop Sales

Presentations

*Training: Available Tools


6. Brainshark Online Training7. Agent Training links on website 8. Training Outlines9. Scripts10. Pesos Training Checklist 11. Coaching Checklist



TrainingIn Office Training



Training


The first three topics you should train a new Agent on are:

ProspectingLaptop Sales Presentation and CloseActivity Model

*Training: In Office Training


Prospecting is No. 1 challenge new Agents face

What are the three best prospecting sources?

1. Sponsorships2. Phone Calls3. Walk and Talk

What are other good sources of prospects to train your agents to use?



You should spend 4 to 6 hours a week in the first two weeks training new Agents how to do what they will be doing each day in the field.

In office training builds on what the Agent is learning on Brainshark and prepares the Agent for field training.

Train (including role play) what the agent will do in the field that day.


TMK1432 0910 Agent training only. Not for sales use.TMK1432 0910

TrainingField Training



The Manager should spend at least 6-8 days in the field with a new Agent the first three weeks

It is the Manager’s responsibility to have a high level of planned activity on the Agent’s first day.

It is not the Agent’s responsibility.

Don’t be afraid to do joint training of more than one Agent

*Training: Field Training


Field Training

1. Demonstrate a high level of activity to the Agent

2. Demonstrate a high level of prospecting and get the agent involved in generating prospects

3. Demonstrate how to make sales – by making sales

4. Develop proper activity habits in the Agent

Purpose of Field Training:


Field Training

4. Build the Agent’s confidence – require the agent to do more each day

5. Develop Agents who are not dependent on you to prospect and sell for them (teach them to catch fish, not eat fish)

Purpose of Field Training:


Week 1 Percentage of PresentationsManager 60%Agent 40%

Week 2Manager 40%Agent 60%

Week 3Manager 20%Agent 80%

*Training: Field Training


How Do You Train Agents in the Field?

Training


Explain – In The Field

• Every minute in the car is a training opportunity • Talk business – Don’t talk sports, politics or small talk

• Use the time to discuss what they learned from the last activity

• Use the time to continue to explain: • Tell them What will be done in the next activity• Tell them How it will be done• Tell them Why it will be done that way


Show In The Field - Demonstration

• Demonstrate what was trained in the office.• How to work in the individual market

• How to prospect - using the best sources and multiple other sources

• How to use the approach scripts to get interviews• How to use the laptop to get sponsorships • How to use the laptop to make presentations • How to present the product, quote the correct

premium and close the sale• How to deliver policies



• Do it the way you want the agent to do it.• Always use the laptop presentation• Know the scripts word-for-word:

• Approaches & Objections• Closing Objections

• Have the agent actively observe – give them assignments to keep them actively involved in what you are training them to do.

• Repeat the activity enough times for them to learn how to do it.


Use the Laptop Sales Presentation 100% of the time when training new Agents on individual sales

It’s not about YOU!




• Demonstrate what is trained in the office.• How to work in the Worksite market

• How to prospect • How to use the approach scripts to get interviews• How to make presentations and close the sale with the

employer• How to get the paperwork completed• How to organize the enrollment• How to conduct the enrollment• How and when to communicate with the bookkeeper• How to deliver policies and provide service


Observation – In The Field

• Transfer responsibility to the Agent• Get the Agent actively involved early – typing

sponsorships or Survey information• As the week goes by, get them to do the more

challenging parts of the Marketing Plan, such as the $3,000 Accident policy presentation, Barbara’s Story, completing the application

• Before the week ends, have the Agent doing an entire presentation, from approach to the close


Observation – In The Field• If the Agent gets “stumped” on what to say next, have a

signal for them to ask for assistance. For example, the Agent could say, “Bill, what do you think?” Give a brief response, then turn it back over to the Agent.

• Coach before and after each activity. Help the Agent learn from each experience.

• Give the Agent feedback when you get back in the car. Tell the Agent What they could do differently, How they could do it more effectively and Why they will benefit from doing it that way.


CoachingIn The Field



Coaching – In The Field

• Reinforces training• Increases Agent understanding• Turns every interview into a training session• Keeps you on track

Coaching


Coaching Checklist


Branch Manager’s Responsibilities

1. Train Unit Managers and Agents in the office and in the field

2. Verify that UMs can effectively train Agents

3. Verify the Unit Managers’ plans and activity every day – Did they do the activity and get the results?

4. Meet with new Agents each week to verify what they learned and what they can do. Have them demonstrate for you in a brief role play.

Supervise, train and verify field work:


Training Recap• Prepare, Explain, Show, Observe, Supervise

• Utilize Available Tools• In Office Training• Field Training• Coaching


tmk1432 0910 agent training only. not for sales use. agent training agent training only. not for...

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