The Playbook for Success
Programs, Products, Prospecting
Jason Van Valkenburg
President, Consumer Insurance Advocates
This program allows the agent:
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To produce a large and immediate income.
To control his own marketing instead of allowing the
marketing to control him.
To turn one lead into many high quality leads.
Work the Lead Matrix
To be a proactive prospector instead of a reactive lead junkie.
Unlimited opportunities to get referrals/sponsorships.
To help seniors and those approaching “senior hood.”
To naturally transition to sales in multiple lines of business.
IT’S THE KEY TO OUR SUCCESS
TRIBUTE DIRECT
MEDICARE ADVANTAGE
MEDIGAP
PDP
LTC
ANNUITIES
HIP
CANCER
WHOLE LIFE
TERM LIFE
65
AND
OVER
0 TO 18
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MEDICARE ADVANTAGE
PDP
LTC
ANNUITIES
HIP
CANCER
WHOLE LIFE
TERM LIFE
HEALTH
45 TO
65
18 TO
45
•
•
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• WHOLE LIFE
TRIBUTE DIRECT
LEAD MATRIX
WE HAVE TO
MASTER THE
TRIBUTE DIRECT
TRIBUTE DIRECT
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MEDICARE ADVANTAGE
PDP
LTC
ANNUITIES
HIP
CANCER
WHOLE LIFE
TERM LIFE
HEALTH
MATRIX AND
TURN A LEAD
INTO LEADS. WE
HAVE TO TEACH
IT, BELIEVE IT,
AND MAKE
OTHERS
PASSIONATE
ABOUT IT.
CAREER PATH TO SUCCESS
Singular Focus for
generating referrals
(Tribute Direct)
Activity =
Set 4 Success
Elite Sales
Team
The system repeats
itself generating
you more
appointments.
Follow the playbook
Appointments
20 Set
15 Kept
Expectations
“The Xs and Os”
Enrollments and Referrals
12 Tribute Direct
Enrollments
72 Sponsorships/Referrals
(12 x 6 = 72)
Business Closed
10 Asked to Buy
3 Sales
3 Sales per week of Easy Issue Life
Insurance
The Rewards
1.
Premium of $600 at a 60% commission rate
will give you an average commission of $360
Large and
immediate
income
2.
Financial
security and
$360 x 3 sales per week = $1,080
wellbeing for
you and your
family
$1,080 weekly income x 4.5 weeks in a
month = $4,860 in monthly income
3.
A recession
proof career
$4,860 monthly income x 12 months =
$58,320 not including sales of other
products (HIP, Cancer, Med Supp, HMO,
PPO, PFFS)
What is
Tribute
Direct?
Consumer Benefits Include:
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A way to provide
assurance to
families in the event
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of an untimely
death.
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Full-service funeral home/cemetery phone
support for funeral planning, coordination,
and 24/7 support for emergencies.
Access to Tribute Direct products - save up
to 40 to 70% compared to funeral home &
cemetery pricing
15% Discount off of floral purchases
Nationwide, guaranteed on time delivery of
products
Dedicated access to Tribute Direct’s
Funeral Protection Plan
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Includes a cost calculator, to quickly estimate
funeral related costs
Comparable services cost up to $1000
What is
Tribute
Direct?
A way to provide a
continuous and
unlimited source of
lead support to an
agent, at no cost to
the agent.
Agent Benefits Include:
The most valuable features of this marketing program is the
creation of self generating leads through the sponsorship
program.
This sponsorship program allows an agent to take a week of
leads (15-20) and by generating 12 appointments from those
leads, create 72 additional appointments from the “next of
kin” and the sponsorships. Each subsequent appointment can
create an additional 6 sponsorship and “next of kin”
appointments. This can totally resolve our industry’s number
one issue…getting you into homes.
But even more important is the fact that this program creates an
entry level of agent who can call on prospects, present a
product, create a reason for a return visit (with a more
experienced agent), and create additional leads. You will
learn to sustain yourselves in the industry from self-generated
leads.
Enrolling prospect in Tribute Direct can lead to:
An increase in policy sales of 28%
An average of 3.8 endorsed referrals per appointment
(Friends/Family/Next of Kin/Beneficiary)
 Case Study: 12,324 total leads generated in 111 days by using TD
enrollment program (Penn Life)
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Script #1:
Hi, Mr./Mrs. ______________ my name is ____________ and
I am not a telemarketer. I live right up the road from you in
Tulsa and my company Consumer Insurance Advocates is
asking me to do free final expense and burial planning. I
would like to come see you on _____________. Is morning
or afternoon better for you?
Mr./Mrs. _______________ for security purposes and so that
you will know that it’s me at your front door, I would like to
know your favorite color. Thank you Mr./Mrs. ___________
for that information. When I arrive at your door please be
sure to ask me what your favorite color is.
Script #2:
Hi, Mr./Mrs. ______________ my name is ____________ with Consumer Insurance
Advocates here in OKC/Tulsa. My company has asked me to introduce you to a no
cost, pre-planning program for end of life services. This program includes such
services as: 24 / 7 counselors who can help you locate a funeral home or cemetery,
negotiate pricing, compare costs, and provide other needed services at the time of
your death or death of a loved one. The only way you can take advantage of this no
cost program is by visiting with a licensed representative.
I’ve got your name as ___________________________________, correct? And your
address as _______________________________________ , correct?
I’ll be by to see you on _____________. Is morning or afternoon better for you? Great,
would you prefer ____ o’clock or _______ o’clock.
Again, my name is _________________ and I’ll be by to see you on _______________ at
______ o’clock. If you have a spouse please make sure they are there.
Script #3:
Hi Mr./Mrs. _______________, this is _____________ with Consumer Insurance
Advocates in partnership with Tribute Direct here in Oklahoma City. The reason I
am calling today is to let you know about a no cost burial planning service that is
being offered in your area. This program includes such services as: 24 / 7 counselors
who can help you locate a funeral home or cemetery, negotiate pricing, compare
costs, and provide other needed services at the time of your death or death of a
loved one. The only way you can take advantage of this no cost program is by
visiting with a licensed representative.
I’ve got your name as ___________________________________, correct? And your
address as _______________________________________ , correct?
I’ll be by to see you on _____________. Is morning or afternoon better for you? Great,
would you prefer ____ o’clock or _______ o’clock.
Again, my name is _________________ and I’ll be by to see you on _______________ at
______ o’clock. If you have a spouse please make sure they are there.
The objection:
1.
2.
3.
4.
5.
What is this all about?
I’ve got that taken care
of!
What are you selling?
Are you selling
insurance?
Not interested!
The rebuttal:
1.
2.
3.
4.
5.
Go back to the script.
Great! That means that the appointment
won’t take too long and I will be able to
help more people. This will streamline
your current plan and save you a bunch of
money and emotion.
This is not an insurance product, it simply
helps you plan for your final expenses and
burial costs.
I am a licensed insurance agent through the
state of Oklahoma and if you want
insurance, I can get it for you. However,
the program that I’m talking about is ……….
Not interested in what? I know that you
get a ton of phone calls and I can only
imagine what you’re thinking right now. I
can assure you that after I sit down with
you and show you this free program, that
you will definitely be thinking differently.
RUNNING THE APPOINTMENT
 Two minute commercial
I’ve got the
appointment, now
what do I do with
it?
 State your two objectives:
Educate, educate,
 Build rapport (15 minutes)
1.
2.
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I’m here to leave you in better condition than I found
you…
I’m here to Educate, Empower, Inform, and Increase
your knowledge as it pertains to your final expense
rights and options.
Needs Assessment
Educational Piece/PowerPoint
Value Proposition (3 areas of need: Final Expenses,
Income Replacement, Legacy Money)
Run 3 rates (Need, Want, Like)
Two things close
Use Tribute Direct to harvest Next of Kin and
Sponsorships
educate! Then
transition to a Final
Expense Policy sale!
Remember:
Knowledge, Belief,
Passion
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Now that your gone, let’s talk about what
happened. Tribute Direct did what they
promised, now there’s a bill to pay. Who’s
going to pay it? How will they afford it? Do
you want them to use real dollars, borrowed
dollars, or discounted dollars(Love Letter)?
Which one makes more sense to you? Now
that we’ve established that you need a plan,
and we definitely understand that you want a
plan, all that we have left is to figure out which
plan you like. Here are three quotes, which
one do you like the most?
Two Things Close: Now that we have given you
PLAN and a way to PAY for it, we are going to
do two things. First, we are going to get you
enrolled in the plan that you are choosing now.
Second, we are going to write down the name
of the person that you would like us to deliver
the check to when you pass.
Put the pen on the application and DON’T SAY
A WORD!
Costs associated
with dying
Final Expenses
Funeral and
Cemetery
Services
Burial
Products
(Casket,
Flowers, etc)
Income
Replacement
Legacy
Money
Financial
Obligations
to Spouse
What are you
passionate
about?
 Why do we call them Sponsorships and not referrals?
-Teach the client the difference between a referral and a sponsorship.
-Referrals are something that a client/prospective client gives to the
agent for their betterment. Sponsorships are a way for the agent to give
the client/prospective client an opportunity to give something of great
value to those they love and care for the most.
 How do we ask for Sponsorships?
-Mr./Mrs. __________ I know right now that you are racking your brain,
thinking of people that you can help. Let me paint a picture of who you
can help.
-Mr./Mrs. __________ I know right now that you are racking your brain,
thinking of people that you can help. I would love to help the 10-20
people that you have in mind, but the demand for this product is
causing me to be extremely busy and I will only be able to help 3 right
now. Let me paint a picture of who you can help.
 www.consumerinsuranceadvocates.com
 www.tributedirect.com
 www.tdagentportal.com