Presentation Materials

[Getzer928]

I am new to the business. What kind of presentation materials, if any, do you use during in-home appointments?

I have done field training with two different successfull salesmen and one used a lot of materials and the other didnt use any.

 

[somarco]

If you are using anything it better be approved by the compliance department of the carrier you represent.

 

[Frank Stastny]

I use the outline of coverage, a "Big Chief" tablet and a sharp "Crayon".

I am constantly drawing attention to what part of the plan I am talking about by circling important points and use the tablet if necessary for illustration.

Pictures of the insurance company, printed information and things like Power Point illustrations are way too distracting. I know the questions and objections they are going to have and direct my presentation to those things.

You will lose their attention by directing them to things that they are not concerned about or interested in.

 

[jody108]

I'm with frank ...

Materials are too confusing ...

They are most interested in the price and that they are covered ...

So if you do your homework and have the best prices out there, then you will have no need for all that value building presentation stuff ..

 

[Getzer928]

I think that is what I am steering towards. Thanks

 

[arnguy]

Getzer928, that is a cute dog. What is its breed?

 

[annuityseller]

that's not a dog that's Getzer!!!!!!!!

 

[somarco]

I don't think Getzer's mom would appreciate that . . .

 

[Getzer928]

LOL, for all the comments about my picture! Shes a "Papillon" named Mary and she is my dog. She's ten years old and is starting to see some health problems. :(

 

[Frank Stastny]

LOL, for all the comments about my picture! Shes a "Papillon" named Mary and she is my dog. She's ten years old and is starting to see some health problems. :(

Sorry to hear that. She looks like she would be a good friend.