SIMPSON WALLACE TRAINING V2

SIMPSON GROUP WALLACE GROUP : 

“Americans for the Family” 0 SIMPSON GROUP WALLACE GROUP

The Owners : 

“Americans for the Family” 1 The Owners NATIONAL AGENTS ALLIANCE BARRY CLARKSON PHILIP HUDGINS ANDY ALBRIGHT

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“Americans for the Family” 2 MASTERS AGENCIES AGENCY MANAGER

MASTER AGENCY : 

“Americans for the Family” 3 MASTER AGENCY RALPH AND DAWN SIMPSON MASTER AGENCY THE WALLACES MASTER AGENCY THE LAMPES SIMPSON GROUP

The Simpson Group : 

“Americans for the Family” 4 The Simpson Group Ralph Simpson joined NAA as an agent in January of 2004 By the end of the year he had written over $300,000 AP Ralph began recruiting in the Fall of 2004 and seriously started building a team in 2005 He now has Agents in well over 30 states Ralph made a 7 figure income in 2005…his Second full year after joining NAA

The Wallace Group A Master Agency for NAA : 

“Americans for the Family” 5 The Wallace Group A Master Agency for NAA Michelle and Robert joined NAA as agents in January and June of 2005 By the end of the year both had written over $600,000 AP Robert and Michelle began recruiting in the Fall of 2005 and seriously started building a team in 2006 They now have over 400 Agents in over 26 states Robert and Michelle made more than 1 million dollars income in 2006…their second year with NAA

INSURANCE COMPANIES : 

“Americans for the Family” 6 INSURANCE COMPANIES

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“Americans for the Family” 7 Recently rated as the fastest growing insurance company in America (most growth through NAA) Part of Old Mutual Financial Network Old Mutual Financial Network: Founded in 1845 Global Organization - London based $414 Billion in assets 4 Million policyholders Old Mutual Life was recently reaffirmed by A.M. Best as an “A” (Excellent) rated company. Recently rated as the fastest growing insurance company in America (most growth through NAA)

Home Certain : 

“Americans for the Family” 8 Home Certain Level Policy Design Quick Issue 10, 15, 20, 25, 30 yr Issue ages 20-70 Non Smoker: 12 months cigarette free (not cigars, pipes or chew) Unisex rates Requirements No Medical Underwriting Mortgage in the last 13 months Min: $25K Max $250K or 125% of loan amount

Home Certain : 

“Americans for the Family” 9 Home Certain Accept/Reject Guidelines Tables A thru D are rated as Standard Non-insulin dependent diabetic – treated by diet or medication Hypertension – up to two medications are acceptable Asthma – inhaled or oral medications Arthritis – rheumatoid or joint disease under medication Anxiety/Depression – mild, short-term, medications Height/Weight → Male 6’0” – up to 317 pounds → Female 5’6” – up to 270 pounds

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“Americans for the Family” 10 30 DAYS UNEMPLOYMENT 1 2 3 4 5 6 *If unemployment lasts greater than one month, premiums are waived for up to six months (proof required) *Included with every Home Certain policy *Based on state availability Benefits

Benefits…cont. : 

“Americans for the Family” 11 Benefits…cont. Accidental Death 50% of the face amount is provided at ‘no charge’ There is a charge for coverage higher than the 50% Minimum face $25k; maximum is the face amount of policy or $250K Great way to provide extra coverage for your client Home Certain

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“Americans for the Family” 12 DISABILITY 90 DAY WAIT $1,500 MAXIMUM PER MONTH $1,500 $1,500 $1,500 $1,500 2 YEAR BENEFIT *Defined as own occupation *Non coordinating *Issue through age 55 *Ends at age 60 Benefits…cont.

Benefits…cont. : 

“Americans for the Family” 13 Benefits…cont. Return of Premium Concept: If you outlive the life of the policy, Old Mutual will return all of the premiums, including riders, at the end of the initial term The payout is only reduced by any of the other benefits paid during the life of the policy Partial refund after 5 years for early lapses Available at time of issue only Protection for now and a refund of all premiums later Home Certain

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“Americans for the Family” 14 Waiver of Premium Pays the policy premium upon disability (after a 6-month waiting period). Reimburses last 6 months of premiums also. Available through 55. Discontinued at age 60 Continuing proof of disability is required Extended Premium Guarantee Extends the automatic guarantee period to the entire length of the term 10 year plan – Automatic 5-year guarantee 15 year plan – Automatic 5-year guarantee 20 year plan – Automatic 5-year guarantee 25 year plan – Automatic 5-year guarantee 30 year plan – Automatic 15-year guarantee Great way to “bullet proof” your policy Benefits…cont. Home Certain

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“Americans for the Family” 15 Critical Illness Pays upon a physician’s diagnosis of: life threatening cancer, heart attack, stroke, paralysis, renal failure, major organ transplant, loss of sight, loss of two or more limbs Accelerates payout of the death benefit Payout can be monthly or lump sum. (Refer to specifics in the brochure) Must complete a supplemental questionnaire Simplified issue vs. Disability Use as Disability for clients over 55 Home Certain Benefits…cont.

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“Americans for the Family” 16 Children’s Term Rider Must be a natural child, stepchild, or legally adopted child of the insured Grandparent with custody is acceptable if submitted with copy of custody papers One premium is charged for all covered children…no maximum Issue ages: 15 days through 18 years Min/Max face amounts $5000/$10000; available in increments of $1000. (Maximum is $10K per household) Terminates on the policy anniversary after youngest child reaches age 25 Children born after policy effective date are covered for no additional charge If primary insured dies, each child receives paid-up term Benefits…cont. Home Certain

Extra Training Items : 

“Americans for the Family” 17 Extra Training Items Old Mutual application tips Supplemental Forms Call your manager for extra training on any of these items

Old Mutual : 

“Americans for the Family” 18 Old Mutual Name - First, M.I. and Last. (Middle Initial is often missed) Address - house number with Street Name, City, State, and Zip code (City, State and Zip are often left off) Important Boxes: SS#, DL#, Income, Birthplace, Empl History Don’t fill out “Other Insured” or “Owner” sections Beneficiaries - Full Name, Relationship to Insured, and Percent of Share (The relationship to insured is often missed)

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“Americans for the Family” 19 Make sure the Term Period and Premium Guarantee Period line up with product sold Credit Card can only be for the first premium or for a full annual premium, not the monthly charge. Signature required. Accidental Death automatically included-do not bubble in. Critical Illness Rider and the Child Rider need to have the required supplemental questionnaire attached. The adding of Extended Premium Guarantee Rider is to be listed under OTHER at the bottom of the page

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“Americans for the Family” 20 Don’t fill out “Other Insured” section If no other insurance in force, put “None” in section Answer to question 1 at bottom will always be “No”

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“Americans for the Family” 21 YES answer to Questions 2, 5, and 6 need a completed questionnaire. Question 11 needs information about mortgage company

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“Americans for the Family” 22 Give complete details of last doctor visit. If no doctor, put “None

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“Americans for the Family” 23 Be Very specific about Medical questions…YOU are the Underwriter in the Field! Medical History Questions…You can use ADLF3787 Underwriting Guide (Blue Book) issued from F&G or we have also provided forms with pertinent underwriting questions.   Question 1…A through K that has been answered YES, should have the underwriting questions answered under details at the bottom of page, in additional information on page 8 or use an added page with all the details and include as an attachment.

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“Americans for the Family” 24 Authorization / Certification is signed and asked for CITY, STATE and DATE. The date is frequently missed. Signature required

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“Americans for the Family” 25 Signature required for Fraud Warning states Signature required if top part of page is used

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“Americans for the Family” 26 Leave with client if first months premium has been collected

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“Americans for the Family” 27 Attach a voided check Signature on page needs to match name on check

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“Americans for the Family” 28 REQUIRED With ALL App’s

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“Americans for the Family” 29 TEXAS ONLY

Required with all applications : 

“Americans for the Family” 30 Required with all applications

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“Americans for the Family” 31 HIV Form Must be completed when doing a Fully Underwritten policy

Child Term Rider : 

“Americans for the Family” 32 Child Term Rider

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“Americans for the Family” 33 Critical Illness Questionaire

Old Mutual Supplemental Forms : 

“Americans for the Family” 34 Old Mutual Supplemental Forms Arthritis Questionaire

Old Mutual Supplemental Forms : 

“Americans for the Family” 35 Old Mutual Supplemental Forms Back Disorder Questionaire

Old Mutual Supplemental Forms : 

“Americans for the Family” 36 Old Mutual Supplemental Forms Diabetes Questionaire

Old Mutual Supplemental Forms : 

“Americans for the Family” 37 Old Mutual Supplemental Forms Growth, Cyst, Tumor Questionaire

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“Americans for the Family” 38 THE LEAD

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“Americans for the Family” 39 *All leads generated in-house *Mailing out over 1.5 million letters a week

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“Americans for the Family” 40 *Capacity to mail out over 2.4 million letters weekly

The Lead : 

“Americans for the Family” 41 The Lead Hint: Only look at the name and telephone number when preparing to call and set appointment.

Selling Made Easy : 

“Americans for the Family” 42 Selling Made Easy The ‘Simp’lified Selling System A Two Step Process Booking the appointment Presenting to the client

The Telephone CallBooking the Appointment : 

“Americans for the Family” 43 The Telephone CallBooking the Appointment What you are trying to accomplish Refer to the Letter (lead) that the Client filled out and returned Let them know that you are the agent for their area Say that the appointment will only take about 15-20 minutes to show how the program works Set a time and explain that it is important that both husband and wife are present.

The Phone Call – Script Example : 

“Americans for the Family” 44 The Phone Call – Script Example Hi, this is __________with the Mortgage Protection Group. I’m calling because I just received your request for mortgage protection…the one that said no physical exam required. I am the regional manager out of Dallas and I will be in your area this weekend, I will go over the benefits you were looking for, find the product that fits your needs, meets your budget and get you covered. It will only take about 15 minutes of you and your husband’s/wife’s time to get this taken care of and get you protected. I have a slot available tomorrow at 4 or Saturday at 11. Which would you prefer? Great, so I will see you then and we will get you protected. By the way, what are some of the major intersections around where you live? Will it show up on my GPS? Great, well I will see you and your husband/wife around 11 on Saturday to get you protected.

The Phone Call – Potential Objections : 

“Americans for the Family” 45 The Phone Call – Potential Objections I can't meet tomorrow… Great, so Saturday morning works better. Would you like the 10 o’clock slot or the 11? I just wanted some info… I mailed the info to you and you sent it back. Since you are interested I will take 5 minutes in person to share with you how it works, answer your questions, and give you the bottom line. I can see you tomorrow between 6 and 7 or Saturday morning at 10 or 11. Which one works better?

The Phone Call – Overcoming Objections : 

“Americans for the Family” 46 The Phone Call – Overcoming Objections “I just wanted to know the price” “I’m not in front of my computer right now, so I can’t give you any specifics. What I can tell you is that I have seen rates anywhere from $25 a month up to $500 a month, depending on the individual. We do have different programs to meet any budget. Is tomorrow or Saturday better for you?” “Can’t you just send me some information?” “We did send you the information on the form that you filled out and sent back to us. Since you are interested, let me take only 10 minutes and explain the benefits and pricing to you. Is tomorrow or Saturday better for you?”

The Appointment : 

“Americans for the Family” 47 The Appointment What you are trying to accomplish Close the deal! Come out with applications and checks! Basic Outline Make the clients feel comfortable Go over the features Show the prices Write up the application

The Appointment : 

“Americans for the Family” 48 The Appointment Script Introduce yourself. Make them feel special, compliment them on their home, their yard, the car, etc. Once at the table… “Bob and Mary. I am here to go over the benefits of your program and to show you the bottom line. We will then send in an application to the underwriting company and they will make a decision based on that request. Sound good? “Now, I can take 2 hours and show you all of the charts, graphs, and brochures or I can take 10 minutes, answer your questions, and give you the bottom line. Which one would you prefer?” Then cover the selling points on the lead.

The Appointment – Selling Points : 

“Americans for the Family” 49 The Appointment – Selling Points Script “This first bullet says that if you die, we would deliver a check for $_____to help pay off the home. This means that we will pay no matter how you go. If you are in a car accident, or have a heart attack, whatever the case may be, we will pay. “The second bullet says that if you can’t work due to illness or injury, we will provide enough income to make your monthly house payment in full for up to two years. If you can’t work because you’re sick or injured, we will provide for the monthly payment. Period. “The next bullet states that should you lose your job, we will make the premium payments for this protection for six months. Another way of looking at this is that you may lose your benefits at work, but not the benefits that you have with us.

The Appointment – Selling Points : 

“Americans for the Family” 50 The Appointment – Selling Points Script “Finally, if you don’t use this protection, we can give you back all of the money that you paid in. In other words, either you use the protection or you don’t. If you do not, you have not lost a thing! Pretty neat… “Well, let’s take a look at what is important to you and your family” At this point, clarify their needs and budget requirements. “What prompted you to send this in?” “Which benefits are important for your family?” Show the pricing options and watch for buying signals

The Appointment – Presenting Prices : 

“Americans for the Family” 51 The Appointment – Presenting Prices What you are trying to accomplish This is where you show the bottom line. You need to be very sensitive to reading their body language. You need to explain the program and then start writing up the applications. Don’t hesitate or the sale could be lost.

The Appointment –Presenting Prices : 

“Americans for the Family” 52 The Appointment –Presenting Prices “Well, Bob your program is $___ per month. And Mary, yours is $___. Note: It is not required to begin at the beginning of the application. For example…beginning with the beneficiary information: “Now Bob, who do you want to leave this to when you die? To Mary?” OR “To make sure you qualify for this coverage, let me ask you some questions about your health” (open app to page 6)

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“Americans for the Family” 53 The ‘Simp’lified Selling System Keys to Remember Closing the Sale

Mortgage Protection/Life Insurance is an emotional sale : 

“Americans for the Family” 54 Mortgage Protection/Life Insurance is an emotional sale You are helping your client think, plan, and prepare for their eventual death and the effects that it will have on their family. There was emotion when they sent this card in; there should be emotion when they purchase their plan. Keys to Remember One Step Close This program is designed to close the lead in one appointment The “sale” was made with the lead. Refer to the lead during your discussion/presentation The appointment is set up to choose a premium level and pick up a check and possibly get referrals

You are not an insurance salesperson – you are a “Mortgage Protection Specialist” : 

“Americans for the Family” 55 You are not an insurance salesperson – you are a “Mortgage Protection Specialist” You have the expertise to counsel the client on the best way to protect their home for their family You have to differentiate yourself from your competition Keys to Remember The Client Sent the Letter Back They want to buy. Do not wait for a “yes”. They have already said “yes”. Book the appointment. Show the benefits and prices. Then fill out the applications.

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“Americans for the Family” 56 Income Projections

NAA/The Simpson GroupPromotion Guidelines : 

“Americans for the Family” 57 NAA/The Simpson GroupPromotion Guidelines  55% Contract (Newly Licensed Agent) (Lead Cost $19.95)    60% Contract Agent $5,000 annualized premium (2) consecutive months (Maximum credit per sale - $5,000) (Lead Cost $21.28)    65% Contract Assistant Manager $7,500 annualized premium (2) consecutive months (Maximum credit per sale - $5,000) (Lead cost $22.55)    70% Contract Manager $10,000 annualized premium (2) consecutive months (Maximum credit per sale - $5,000) (Lead Cost $23.80)  75% Contract District Manager $15,000 annualized premium (2) consecutive months (Maximum credit per sale - $5,000) (Lead Cost $25.04)    80% Contract Regional Manager $25,000 annualized premium (2) consecutive months (Maximum credit per sale - $5,000) (Lead Cost $26.27)    85% Contract + Bonus General Manager $50,000 annualized premium (2) consecutive months ***General Manager is recognized on NAA Leader Boards and begins to qualify for NAA Builders Bonus*** Must have (3) direct agents (Lead Cost $xx.xx) *These guidelines are intended only as a program summary, and do not contain all of the information regarding the program and program requirements. Sales volume and success depend upon individual circumstances and performance, and there is no guarantee of any level of income or sales volume. At any time and without notice, this program may be discontinued and NAA reserves the right to modify the terms and conditions of this program including, but not limited to, the standards and levels of eligibility, rates of compensation, and the type and amount of any award or bonus. No more than 50% credit can come from one leg.

Income OpportunityAgent - $3,600 Annualized Premium per Month : 

“Americans for the Family” 58 Income OpportunityAgent - $3,600 Annualized Premium per Month Personal Production 4 sales/Mo or 1 per wk Average Sale $900 Annualized Premium $900 * 4 = $3,600 $3,600 * 55% = $1,980/Mo Total Income $1,980/Mo $23,760 Annual Income You Agent 55%

Income OpportunityAssistant Manager - $18,000 Annualized Premium per Month : 

“Americans for the Family” 59 Income OpportunityAssistant Manager - $18,000 Annualized Premium per Month Personal Production $3,600 AP (4 sales/Mo or 1 per wk) $3,600 * 75% = $2,700/Mo Income Agency of 4 Part-time Producers 4 x $3,600 (4 sales/Mo or 1 per wk) = $14,400 AP $14,400 * 20% = $2,880/Mo Income Total Income $2,700 personal + $2,880 override = $5,580/Mo $66,960 Annual Income

Income Opportunity : 

“Americans for the Family” 60 Income Opportunity $14,400 (16 sales/Mo or 4 per wk) @ 75% Placement = $10,800 @ 55% Contract = $5,940 minus $560 (40 Referral Seeds) = $5,380 Net Total Income $1,242 Weekly $64,560 Annually You Agent 55%

Income OpportunityDistrict Manager : 

“Americans for the Family” 61 Income OpportunityDistrict Manager Personal Production Agency of 4 Producers 4 x $10,800 (12 sales/Mo or 3 per wk) = $43,200 Total Income $8,100 personal + $6,480 override = $14,580 x 12 = $174,960

Income OpportunityAgency Manager : 

“Americans for the Family” 62 Income OpportunityAgency Manager Personal Production Agency of 4 District Managers 4 x $57,600 = $230,400 @ 75% Placement = $172,800 @ 10% Contract Spread = $17,280 minus $720 Leads = $12,780 Net Total Income $9,180 personal + $17,280 override + $2,920 GA Bonus = $29,380 x 12 = $352,560

Final Thoughts… : 

“Americans for the Family” 63 Final Thoughts… Contact your manager for supplies. Applications, supplements, marketing brochures, folders, MP-3’s and HIV and HIPAA forms Contact your manager for your first set of leads. If we don’t hear from you, we assume that you will let us know when you are ready for leads. Call those leads and book appointments There is a diminishing return with this training. The longer it takes you to make your first call, the less likely it is that you will ever do it successfully.

Welcome to Simpson-Wallace Group! : 

“Americans for the Family” 64 Welcome to Simpson-Wallace Group!