Welcome to Lesson 1, Part 1 of the Train the Licensed Agent module. In this segment, we will focus on the 90 Day Challenge Planner. This planner is designed to help you set and achieve your sales goals over a 90-day period.

1. Introduction to the 90 Day Challenge Planner:

   • Discuss the purpose and importance of the planner.
   • Explain how setting clear, achievable goals can drive success.
   • Highlight key components: daily activities, weekly reviews, and monthly targets.

2. Setting Your Goals:

   • Guide on how to set SMART goals (Specific, Measurable, Achievable, Relevant, Time-bound).
   • Examples of effective goals for licensed agents.

3. Planning Your Activities:

   • Daily activities to prioritize (client calls, meetings, follow-ups).
   • Weekly reviews to assess progress and adjust strategies.
   • Monthly targets to ensure long-term success.

4. Tracking and Accountability:

   • Tools and methods for tracking progress.
   • Importance of accountability partners or mentors.
   • Tips for staying motivated and focused.

Conclusion:

• Recap the importance of a structured plan.
• Encourage participants to start their 90-day challenge immediately.

Part 2: SALES PROCESS PIPELINE OVERVIEW

Script:

Welcome to Lesson 1, Part 2. In this part, we will provide an overview of the Sales Process Pipeline. Understanding this pipeline is crucial for managing and optimizing your sales efforts.

1. Introduction to the Sales Process Pipeline:

   • Definition and significance of the sales pipeline.
   • Overview of the stages: Prospecting, Initial Contact, Needs Assessment, Proposal, Closing, Follow-Up.

2. Detailed Breakdown of Each Stage:

   • Prospecting: Techniques for finding potential clients.
   • Initial Contact: Building rapport and establishing trust.
   • Needs Assessment: Understanding client needs and goals.
   • Proposal: Crafting a compelling proposal that meets client needs.
   • Closing: Strategies for successfully closing a sale.
   • Follow-Up: Importance of post-sale follow-up for client satisfaction and referrals.

3. Pipeline Management:

   • Tips for managing and moving prospects through the pipeline.
   • Tools and software for pipeline management.
   • Metrics to track and analyze pipeline performance.

Conclusion:

• Recap of the sales process pipeline stages.
• Emphasize the importance of each stage in achieving sales success.

Part 3: CLIENT PROFILE/EDIFICATION

Script:

Welcome to Lesson 1, Part 3. In this segment, we will focus on Client Profile and Edification. Knowing your client and building them up is key to a successful sales relationship.

1. Understanding Client Profiling:

   • Importance of creating detailed client profiles.
   • Key information to collect: demographics, financial situation, goals, preferences.

2. Building Client Profiles:

   • Methods for gathering and organizing client information.
   • Tools and templates for client profiling.

3. Edification:

   • Definition and importance of edification in sales.
   • Techniques for edifying clients to build trust and credibility.

Conclusion:

• Recap the benefits of client profiling and edification.
• Encourage participants to start creating detailed profiles for their clients.

Part 4: MASTER YOUR FINANCES

Script:

Welcome to Lesson 1, Part 4. This part is about mastering your finances. As a licensed agent, managing your finances effectively is crucial for your personal and professional success.

1. Importance of Financial Mastery:

   • Why financial mastery is essential for licensed agents.
   • Overview of personal finance principles.

2. Budgeting and Saving:

   • Tips for creating and sticking to a budget.
   • Strategies for saving and investing wisely.

3. Managing Business Finances:

   • Separating personal and business finances.
   • Key financial metrics to track for your business.

Conclusion:

• Recap the importance of mastering your finances.
• Encourage participants to review and improve their financial management practices.

Part 5: PROPER FNA COLLECTION

Script:

Welcome to Lesson 1, Part 5. This segment focuses on Proper FNA (Financial Needs Analysis) Collection. Conducting a thorough FNA is essential for providing the best financial solutions to your clients.

1. Introduction to FNA:

   • What is FNA and why it is important.
   • Overview of the FNA process.

2. Collecting Accurate Information:

   • Key information to gather during an FNA.
   • Tips for ensuring accuracy and completeness.

3. Using FNA Tools:

   • Demonstration of FNA tools and software.
   • Best practices for using these tools effectively.

Conclusion:

• Recap the importance of proper FNA collection.
• Encourage participants to practice collecting FNA data.

Part 6: HOW TO ANALYZE FNA

Script:

Welcome to Lesson 1, Part 6. In this part, we will learn how to analyze FNA (Financial Needs Analysis) data. Analyzing FNA data helps you identify the best financial solutions for your clients.

1. Introduction to FNA Analysis:

   • Importance of analyzing FNA data.
   • Overview of the analysis process.

2. Key Metrics and Indicators:

   • Important financial metrics to consider.
   • How to interpret these metrics.

3. Identifying Client Needs:

   • Matching FNA data to client needs and goals.
   • Prioritizing solutions based on analysis.

Conclusion:

• Recap the importance of FNA analysis.
• Encourage participants to practice analyzing FNA data.

Part 7: HOW TO PROPERLY PROPOSE A SOLUTION

Script:

Welcome to Lesson 1, Part 7. This segment focuses on how to properly propose a financial solution to your clients. Presenting the right solution effectively is crucial for closing a sale.

1. Introduction to Solution Proposal:

   • Importance of proposing the right solution.
   • Overview of the proposal process.

2. Crafting a Compelling Proposal:

   • Key elements of a successful proposal.
   • Tips for tailoring the proposal to client needs.

3. Presenting the Proposal:

   • Techniques for effective proposal presentation.
   • Handling client questions and concerns.

Conclusion:

• Recap the importance of a well-crafted proposal.
• Encourage participants to practice creating and presenting proposals.

Part 8: OBJECTIONS, CLOSING & APPLICATION

Script:

Welcome to Lesson 1, Part 8. In this part, we will cover how to handle objections, close the sale, and complete the application process. Mastering these skills is essential for any successful licensed agent.

1. Handling Objections:

   • Common client objections and how to address them.
   • Techniques for overcoming objections effectively.

2. Closing the Sale:

   • Strategies for closing the sale confidently.
   • Tips for creating a sense of urgency and commitment.

3. Application Process:

   • Step-by-step guide to completing the application.
   • Ensuring accuracy and completeness in the application.

Conclusion:

• Recap the importance of handling objections and closing effectively.
• Encourage participants to practice these skills in real scenarios.

Part 9: FOLLOW-UP CASES & DELIVERY

Script:

Welcome to Lesson 1, Part 9. This segment focuses on following up with clients and delivering the final product. Effective follow-up ensures client satisfaction and fosters long-term relationships.

1. Importance of Follow-Up:

   • Why follow-up is crucial in the sales process.
   • Benefits of maintaining regular contact with clients.

2. Follow-Up Strategies:

   • Techniques for effective follow-up communication.
   • Tools and systems for tracking follow-up activities.

3. Delivering the Final Product:

   • Best practices for delivering the product to clients.
   • Ensuring client satisfaction and addressing any issues.

Conclusion:

• Recap the importance of follow-up and delivery.
• Encourage participants to implement a consistent follow-up routine.