Chapter 10 of How To Properly Prepare For Your First Day Of Final Expense Field And Telesales?

You thought it was over, but it’s just begun. I weighed about 208 lbs going into Marine Boot Camp. I could barely get around the track six times in under 12 minutes to pass the Initial Strength Test. My brother had already shipped, so the recruiter took me to the old Mansfield YMCA on Park Avenue. Shout out to the people of Mansfield, Ohio. He said, “Gifford, let’s see if you can run around the gym 25 times and that’ll be close enough.”

So I start running, he leaves for a minute, I lost count and he did too but I mysteriously passed that run with an 11 minute and 58 second run time. I was on my way to boot camp. I was the worst runner in the platoon when I got there. I fell out of the first three runs. I had the company Gunny screaming at me, but once I caught a gear and lost 10 lbs, I never fell out again! EVER! I did whatever it took to get through Boot Camp.

WIT - Whatever it Takes! This saying has been around for years. DIE - Do it everyday!

You have to get yourself ready for the first day in the field. What do I mean? You have to know your script, and you have to set your appointments. You have to know your objections, and you have to be confident enough to walk in that house or make the first phone call and get it out of the way.

Who cares if you sell it? Most people don’t. Just get it out of the way.

First and foremost, you have to study your presentation over and over and over. You need to go through the entire process of the presentation, the application, looking the rate up, asking for the sale, completing the application, doing the phone interview, etc. You should pick five family members and do an application on each of them from start to finish. Once you go through all five of them, you go back and practice it on your own for five times.

Then you can go back and interview the five family members again, from start to finish. Once you’re done, you go back and practice five more times. Last but not least, you go back and do five more presentations to the family members. Yes, by this time they will hate you. You will however have learned your presentation from start to finish and you will be ready for your first day in the field.

I can say that out of the 200 agents I have trained, I had five who did it just like this. Those agents are still in the business and they are top producers with their current companies today! Those who put the time in will be successful and those who do not, will not. It’s totally up to you and the six inches between your ears where you will be in a year or two. Will you be a top producer? Will you be working at McDonalds making $15.00 an hour?

Here are a few things you can do to get yourself ready for your first day in the field or on the phones!

Go over the presentation 20 times. If you can’t get all the way through it without messing up, then start over.

• Get a mirror and practice in it

• Get yourself organized

• Clothes laid out, shoes shined, etc.

• Put your binder on the kitchen table

• Put your lead binder on of that binder

• Get a hot shower the night before

• Get a cold shower the morning of.

• Get your cup of coffee of Mt. Dew

• Drive around and wake-up

• Go over your presentation one time prior to going into the house

• Do what you have to do to get the first sale out of the way

• Do not go home till you get your first sale!

• DO NOT QUIT

You know, I talked a lot about the Marine Corps in this book to tie into the training so it would not be as boring as it was when I went through it. I’m not here to brag to much about being a former Marine. I do think it made me who I am today! I am compassionate about helping agents succeed, and I take that responsibility seriously. It doesn’t matter if you were a Marine, a car salesman, a preacher, an MBA recipient from Yale, just give 100% to the opportunity that is in front of you or you’ll be looking for another career.

At some point in life, you have to look in the mirror and say, “Why didn’t this job work out?” or “Why am I not making as much as the next person?” Sometimes it’s the person in the mirror, which is ok. Maybe you don’t have the drive to be #1. Maybe you never started on the high school basketball team. Maybe you got picked on and were picked last during gym class. It doesn't matter in Final Expense.

You can be whoever you want to be! Your client is meeting you for the first time. They have no idea what the presentation is supposed to be. Go in there and talk to them like they were your parents and help them with the best plan you can in Final Expense. If you do that five times a day for a year, then you’ll have a lot of people looking up to you and saying, “How did you do that?” “Why are you selling 20k a month and I’m hitting 5k?” When they ask you that, please tell them to buy their own copy of Final Expense Bootcamp and walk away!

Enjoy the free chapters inside FINAL EXPENSE BOOT CAMP- from the #1 Best Selling Author- Steven Gifford. Enjoy!

Tip:

A Free Reading. We hope you enjoy. Start with chapter 1 and read through according. This was written primarily for field sales but you'll learn so much to use in Final Expense Telesales as well. Enjoy!