Recent Meeting with Regional Coordinator / Feb 2008

My Regional Coordinator suggested that we meet and discuss some of the issues that I have had with Aflac. I spent about 2-3 hours typing up in a summarized format all the Weekly Sales Reports from the day that I started with Aflac. This was the basis of our meeting, looking at all the businesses that I have given presentations to, and trying to find exactly what to do to increase my overall success in closing.

After reviewing my Summary of Sales Reports, these are my Regional's Advice and Insights:
1. Increase your number of contacts/week, shoot for 5 (kept) appointments/week
2. Increase your appointments/week- set & kept 5 appointment per week
3. For Employer Presentations, use the first 10 minutes to build rapport, instead of going straight into the Aflac Presentation, 10 minutes for Raport, 10 minutes for Aflac
4. During the first 10 minutes- Sell Yourself and your servicing of their business
5. Don't talk about rates, plans, or products in the Employer Presentation- Make this presentation fun and simple, not complex, the goal is to set the Employee Presentation through this Employer Meeting
6. Goal for the Employer (ER) Presentation is to Set the Employee (EE) Presentation- you should leave with two tentative dates, A: the EE Presentation Date, B: the EE Enrollment Date
7. Give the Employees one day to "think things over", if Presentation is on Monday, the follow-up Enrollment should be on Wednesday.
8. Again, the main goal of the Employer (ER) Presentation is to set the dates for the Employee (EE) Presentation and the Employee (EE) Enrollment.
9. For Doctors Offices, it is generally good to bring the office lunch on the day for the Employee Presentation (EE).
10. You should, during the Employer (ER) Presentation, ask specific Questions that help you understand when the best time to give the Employee (EE) Presentation will be: "Is there an Employee Break before Noon?", "Do all Employees take the same lunch time breaks?".
11. Know and plan for your immediate goals prior to the meetings: Goal # 1 is to Set the Employer (ER) Presentation, Goal # 2 is to Set the Employee (EE) Presentation and Enrollment.
12. If the Employer (ER) allows you to see the Employees, he/she has given you the "ok" to sell the Employees your products.
13. Learn to be able to understand if a comment is a genuine objection or if it is just an excuse, this makes a big difference.
14. Definitely USE the Information Sheets when giving the Employer Presentation, these allow you to get information about each employee and the products that they may be interested in, not doing this will hurt your ability to close them during the enrollment dart. This is the sheet they list their name and the products they would like information on / about.
15. When you go to the Enrollment, you simply meet with the Employees one to one, and during this time review the "information sheet" that they gave you during the first presentation- during this one to one meeting you explain all the benefits after your ask them the right questions, identify their needs for the product first, get some agreement on the benefit of the products and re-affirmation that the price is affordable, and the product would give them "piece of mind"- etc.

Also during this meeting:
Sales Wrap Up:
There are about 20 businesses that I thought would be simple sales prior to having the Employer (ER) Meeting. The real statistics are these so far:
1. Closed out of these 20 = 0
2. Accounts that I really believe will close (out of these 20): 5
3. Prospects from these 20 that I don't think well see again, or sell this year: 9
4. Total Approximate Volume I think will be actual: 25,103
5. Approximate Income from these: 5580

That's it for now- more later on- Brian