The World's Simplest In-Home Presentation
  • The Theodore Group provides many resources to enhance your in-home presentation.
  • To get started, Keep It Simple.
  • After you have run a few appointments, work with your manager to enhance your in-home presentation with additional resources from our 7 Step Training, but for now, Keep It Simple and follow the steps below.

IN-HOME PRESENTATION STEPS:
  1. Build rapport
    Get to know your client. Talk about 1 topic in detail. Do not ask a bunch of unrelated questions.

  2. Transition
    Take the lead sheet and say:
    Ok, Mary and Bob, so let's talk about why I am here today.
    We received this request in the mail for mortgage protection.
    Most people don't even fill this out, which is why there are still over 3,000 foreclosures a day in this country.
    And the reason why most people don't fill this out is because they think they can't qualify for coverage or they think they can't afford the coverage, or both!
    My job, as a field underwriter, is to determine what type of coverage you can qualify for and give you a few options that fit into your budget.

  3. Needs Analysis
    Grab your "needs analysis" sheet and say:
    "I am going to ask a few questions and then send the info to my senior underwriter to confirm which products you can qualify for, ok?"
    1. Complete the Needs Analysis and text photo to your manager.
    2. If client qualifies for Living Benefits, then show the Living Benefits video while you run quotes. 
      If you can't play the video, then review this document.

  4. The Options
    1. Once you know which carrier/product client qualifies for, review the Living Benefits Grid for Term or Whole Life.
    2. ​Show your client three options. These are the typical premium amounts we show. The average premium in our business is $85 per month. So, the death benefit will change based on age and product, but try and show premiums in these ranges. We like to show 3 options because clients will typically pick the middle option.
      1. Option 1: $150,000 death benefit    $120/month
      2. Option 2: $100,000 death benefit    $85/month
      3. Option 3: $75,000 death benefit      $65/month

  5. THE CLOSE
    1.  Which one of these 3 options fits into your budget.
      .....don't say anything else, wait for client to answer or ask a question.
    2. Once they pick an option say:
      ​Ok, great, so to start the paper work, I just need to verify the info on your drivers license for the insurance company.