Post on 16-Dec-2015
Presented by Gina Reyna
ABBA Training
Your actions, or lack thereof, will determine your Wealth
Earn 90k + this Year!Leadso Sales Patrolo Purchased Lists
Referralso Current Clientso Family Memberso Business Partners
Additional Marketing Tacticso Joining Chambers and Associationso Billboards and other Multimediao Ads, Social Media, and other types of eCommerce
Setting, Meeting and Exceeding Expectations:o Win/Win (relationship must be equitable to achieve true success)
o 80/20 Success Rate (minimum of 10 appointments per week)
o 100% Focus on IPA (work hard, play hard)
o Quality is KEY (don’t write wood / placement ratio)
o Long-Term Commitment of 10+ years (this is your career, NOT A JOB!)
o Come in FULL FORCE (don’t expect to take any time off, especially during the 1st year as you are building your business)
Creating Success at IPA
Mastering these items will enhance your earning Potential
See the vision, live the Vision
AffirmationsBe Honesto Always be ethical with clientso Be honest with yourself!
Work a Minimum of 40 to 50 hours per weeko Book your appointments the week beforeo Be sure to visit other businesses in the area when you’ve
finished your sale to maximize resourceso Cold calls, walk and talks, group presentations
Commit to Successo Work the Sales Patrol systemo Manage your time wisely
Key Numbers to Achieve
Sales are based on a volume Principal
Numbers = Success:o 1 make a sale your 1st weeko 5 have 5 appointments set before Mondayo 10 have 10 appointments per week = 2-3 dealso 30k sell 30k in 30 days – starts from the date of 1st appo 50k sell 50k – changes from 5.5/month to 7.2/montho 100k sell 100k in 100 days – get a $500 bonus!
Grasp OwnershipSet Goals and Realize OpportunitiesHave a Grand Opening – start telling people what you doGet Out There!Always Remember:o You are the expert opinion o Cheap insurance is not good, and good insurance is not cheapo What you do matters, you make a difference in people’s liveso You’re not just there for a commission, educate your client o Never forgot to reinvest in your business to help it grow
Our clients don’t know what they don’t Know
“THE GO”
We are the teachers of other Adults
The Concept62% and 78% Trendo 62% of all bankruptcies amongst self-employed individuals
had a hospital bill associated with the causeo 78% of those had insurance that didn’t cover the costs
Ask Questions No-one has Ever Asked Beforeo Your clients don't know what they don’t knowo It is your moral and ethical obligation to open
their eyes to RISK, teach them what to look for o Remember you are a benefits consultant, not
an insurance agent only interested in saleso Listen to, and care about, your cliento Build lasting relationships
We can teach our clients, but we can’t force them to Learn
The ConceptInsurance Agent’s sell three things:o Co-payso Deductibleso Premiumso Essentially anything that is commissionable
Be the Solution!o Make sure you give your clients the pertinent factso If your client can’t see the vision, think… “NEXT” o Some people will say no and that’s ok, just move ono Remember it’s a number’s gameo You can’t outsell two things: “POVERTY” & “STUPIDITY”
M O R E
Remember the two C’s – Cost and Claims
Do not get caught up in costsLaw of offsets and liabilityLet your client know they have to qualify for the plan that offers the best coverage for the money
o M medically necessaryo O on the job coverageo R rate stabilityo E exclusions and elimination
M O R E
Remember to draw this out for maximum Impact
o M chooses the shortest and least expensive treatment for medically necessary conditions
o O 99% of plans do not provide on the job coverage
o R No rate stability, average increase is 32% annually
o E high rate of exclusions, elimination probable – carriers care about carriers
o M AMA decides what is considered a medically necessary condition
o O ABBA provides 24/7 on the job coverage
o R ABBAs premiums in Texas are decreasing providing rate stability while allowing ABBA to stay within its profit margins for solvency
o E exclusions are reasonable, elimination is more secure –
ABBA cares about it’s members
Individual / Small Group Plans Group Rated ABBA Plan
Good for the insurer, bad for the Insured
Eliminate the three D’sDeath – coverage ends as a result of a primary insured or dependant’s deathDeparture – has no portability and uses life events to terminate liabilitiesDependent Status – cancels a policy when a dependent’s status changes so adverse selection can be terminated without having to state that the cause was high risk
ABBA plans are the least of all evils in a system that is, by design, stacked against the insured!
Be sure you are doing what is best for your Client
Three Things to Consider
Application – time of applicationClaim – time of claim (is it covered)Future – what will be covered (including exclusions)DO NOT want to be on the death spiral Ending up in a risk pool that out prices
the insured’s budget
APPLICATION FUTURECLAIM
Stabilizing the Bridge
Remember 80% of the time ABBA pays the Deductible
BankruptcyNo Healthcare
Financial Hardship
Family Benefits / Co-pay
Breakdown
ER Critical IllnessAll Others
45%35%
20%
M O R EE
POLICYABBA
ABBA makes the bridge stronger
No Appointments = No Sales
Do at least 15 Credibility Visitso Leads come from Sales Patrol
Print them out and visit them Do at least 10 or 15 at a time Schedule a return appointment
Do at least 60 Meet and Greetso Leads come from walk and talks
Visit other businesses in the area Do at least 3 or more at a time
Activity always begets Results
Just Do It
You can accomplish any goals you apply yourself To!
QUESTIONS?