Friday or Saturday before Training (Observation Day)

Understand how this day makes or breaks your training. This is their first impression of you in the field. If you can establish control with your words, and then back it up with action, they will be hanging on every word you teach them from here on out. If this doesn’t go well, they will come away feeling like they got a weak manager and weak training. Make sure your vehicle is clean with spotlights on the dashboard. The goal is to have 8 appointments and minimum 1200+ ALP.

1. Meet your trainee one hour before you have to leave for the field

a. Review how observation day goes (you don’t speak in house unless prompted, once manager starts speaking, you don’t, if you feel comfortable, the manager may let you go thru an introduction).

b. Review no cost in preparation for their 25% participation day Tuesday. Make sure you beat the trainee to the office.

c. One of the worst things you can do as a manager is be late

i. You never know who is there to put something negative in their ear.

ii. They have to feel like you are working just as hard as or harder than them and you care about starting off on the right foot.

2. Make sure you leave in time to door knock an hour before your first appointment.

a. Before you pull out of the parking lot, reiterate to them (In a non-threatening way) how the next two weeks will work and how a field day is run.

i. If I work harder then you, this relationship ends, etc

b. As you drive to your first appointment make sure to tell the story of Simon, your MGA, and the company.

i. The goal here is to build up your manager, you teach them how to treat you by your example of how you treat and respect your manager.

3. After your first appointment, (if you sell it ) calculate ALP/Paycheck from the first house

a. Build the dream further (i.e. $600 ALP deal: “how sweet is that? First appointment of the week, made $300, 1/4 of the way to standard.

b. If you didn’t sell it –ask your trainee if they felt it was a victory (point out all victories, referrals obtained, control established, info found out about the union/association that can be used for future appointments. Etc.)

4. Explain to your trainee the importance of officer report forms. (Closing technique, good PR, etc.) Make sure you are utilizing these in every house.

5. At the end of the day make sure these three things happen

a. Make sure you have at least 3 and 3 presets

b. Make sure you know who is holding the first day of training class so you can tell your trainee

c. Make sure trainee brings driver license, social security card, voided check, and test scores.

Day 1 of Training- Monday (see classroom schedule attached)

1. Trainee will be in class from 9-6 pm

2. During Lunch time meet with trainee and have a discussion about the next two weeks. A lot of this has been covered already in the classroom, but its important that you take control quickly.

a. These next two weeks I am going to give you everything I got, if I feel as though you aren’t at any point, this training will end

3. After classroom training, you will meet up with your new agent for phone setting (if in satellite you can either have them stay or just drive home)

a. They should have completed mock phone calls already, but it is important for you to sit down with them and establish control.

b. You must explain to them the power of phone setting and the importance

c. Make sure you explain to them the leads

i. Who signed the letter

ii. How they work

iii. Resolves, the codes we use

iv. Referrals

v. Schedule sheets etc.

4. They must feel as comfortable as possible because this is a very scary thing their first night

a. Show them the presets that you already have done and how you are ahead of the game

b. This must have a lot of energy. Here we are starting to overcome the possible hurdles. Phone setting is one of the things agents start to dislike quickly. If they see you having fun, they too will have fun.

c. At the end of the night review what time you are going to meet at the office the following day and how much you want covered.

i. Make sure they go home with a positive feeling. Understand this was a long day, and it is the first time they are going home to their significant other, family, etc.

ii. Make sure they re-review with their families the training schedule and their next few months with the company.

Day 2 of Training-Tuesday 25% Participation

This is the trainees first time participating. You need to make sure you are prepared for them being nervous. Let them know that its normal to be nervous. You want them to participate, but do not let them crash and burn in the home. They need to know that you have their back at all times. This is also the first time you will critique your trainee.

1. Trainee will be filming from 9-11

2. Game plan for today

a. Test their no cost again, and their delivery of the first 25% in the house. This should be completed on the way to your first home.

3. Start to prepare trainee for upcoming classes i.e. product knowledge, underwriting, etc. This is a great time to tell them about the after-sale referral close.

4. When critiquing your trainee, make sure you bring something to take notes on when they participate. When reviewing how they did after you get out of the home, first ask them how they think they did. This will allow them to again start the process of self-analyzing. This allows you to build on the positive things they did instead of just hammering the negative things. Do not overload them with things to work on. Give them 2 specific things to concentrate on in the next home.

5. The most important thing about field training is reviewing what just happened in the house and why it happened.

a. You’re teaching them how to self-correct their appointments and become self-reliant.

b. When they become a manager, you’re teaching them how to field train their agents.

6. Find out about family life

a. what do they think of the position

b. Their dreams, and aspirations-tie that into the position

c. Accentuate positives and downplay the negatives. Probably the first time you want to mention management. (This will already have been set up for you by the final interview and day 1 in training) They should already be prepared to be on the management track, everyone hired from here on out is on the management track.

7. Have your trainee making 2+2 ‘s in the car. Start to introduce referral phone calls because Thursday they will be making those calls during phone setting

8. As each appointment progresses make sure you are showing the amount that they would make and current ALP for the week.

a. Show them the difference in pay between the current contract and management contract

b. This is a very good time to review their criteria for convention.

9. Closing the night out (dropping the agent off)

a. Recap the night

b. Have the trainee report the numbers

c. Let them know the time to be in on Wed

d. Make sure your review with the trainee the checklist and you both sign confirming a great day of training.

Training Checklist (to be reviewed with the agent):

· I have a good understanding of the history of AIL, Simon, and my MGA.· I understand how we get paid.· My manager explained and demonstrated the importance of referrals.

· I called in the numbers at the end of the night.· I signed my first application (checked personal email to respond to CAS)· I understand what to do during no shows, client resets and one-legs.· I understand the importance and have seen member feedback forms and officer report

forms· I know what time I'm supposed to meet my manager tomorrow

Day 3 of Training- Wednesday 50% Participation

In the morning they will be finishing up on filming with other trainees

1. Review the previous night

a. Amount of money earned

b. What did friends and family think?

2. Today they should be greeting at the door and getting applicants seated and paying attention all the way thru needs analysis. Again you want to let them go thru as much as they can, if they stumble, let them recover, but don’t let them crash and burn.

3. This is the biggest jump in training in terms of how long they are talking

a. Keeping control may be an issue, and its important to help them retain it and show them how to do it for future appointments

b. This is where they start to either gain or lose confidence in their ability to do this job.

4. Again, as you critique, they accentuate positives and pick only one or two things for them to correct and keep confidence high.

5. After first referral sale reiterate the importance of referrals

a. “What would you rather be sitting with?”

b. They should quickly see the difference between referrals and HC’s. Point out how much easier it was, how many more referrals they obtained, and how much smoother everything went.

6. No shows/one legs

a. Teach agent how to stalk out appointments

b. Drive bys

c. Conservation

7. Rebuttals: Teach trainee how to overcome

a. Refer to letter

b. They sent in the card

c. Benefits (they requested/their friend has it and wants them to have access, etc).

8. Client resets

a. Don’t pick up the phone

b. Go to appointment anyway (most people are natural buyers and the only way they won’t enroll is if they succeed in getting you to not make a presentation to them)

12. If the night gets cut short (your 9:15 gets Overtime, or OL) don’t send the trainee home early.

a. They need to not get in the habit of being home at 9pm or earlier

b. Go back to the office or in your car review script, do paperwork, or do some teaching

13. Closing the night out (dropping the agent off)

a. Review how to report numbers, show them the schedule sheet, and make sure this becomes a nightly discussion.

b. When they get out of car, they should feel that:

i. Simon, and your MGA is amazing

ii. You are amazing at what you do and they are lucky to be training with you

iii. They have a lot to learn

14. make sure they know about checking their email about how to respond to CAS to get an eapp login

15. Review what they will be learning in class on Thursday and that it starts at 10AM

16. Have them sign the training checklist

Training Checklist (to be reviewed with the agent)

· I understand Review/Preview.· I can pitch a headstart.· I participated in every appointment today to the Need Analysis.· I called in the numbers· I understand the importance of referrals

· I feel fully prepared for my 75% participation day

Day 4 of Training- Classroom Training & Phone Setting

Trainee comes in based on office meeting time. They should be taking the lead on phone setting and doing the majority of the calling after class.

Realize they only have two more phone set after this with you so make sure you are enhancing their techniques and helping them. Don’t get lazy and leave them to their own devices during phone setting. This and referral gathering are the two most important aspects of our position.

1. Teach them the order in which to call leads

a. People we missed – agent resets, client resets, one legs, no shows

b. Referrals

c. POS

d. Hard cards

2. This is the first night the agent may start to complain that “they’ve already called everybody” or “no one is picking up the phone”

a. We need to overcome this before it comes up. Explain the importance of picking referrals, qualifying in home, and 2+2ing to make Thursday phone set easier.

b. Make sure you are with them for every phone call. This is where they start to develop good and bad habits, and you job is to cultivate good habits.

3. By the end of the night, they should feel comfortable calling all types of leads. If they’ve succeeded in filling up a whole schedule, it might be prudent to let them go home a little early to review for the weekend participation.

4. Make sure that Saturday is a full schedule

a. Ideally you want to run a minimum of 8 appointments

b. Make sure they know to be in at 9am sharp for Training Class

i. Let them know where you feel they are at (ahead of the curve, on schedule, or a bit behind). Use it as a motivation to get them where you want them to be.

Day 5 of Training-Friday Training Class 9-3 then 75% Participation

In the morning they will be in training class until 3 pm.

1. This is the day you should be showing them how you turned over the referrals that you got earlier in the week. If you had a tough first few days, and have a big Friday with a lot of the referrals that you obtained earlier in the week, you can recover.

2. Obviously we will continue to rehearse script and cross present in the car. The more prefect practice the trainee gets in the car, the more confident they are going to feel in the homes.

a. Critiques on this day can become a little bit harsher. We are getting them prepared for their 100% participation day on Saturday and next week. The more we can teach in the homes as far as paperwork and dealing with customers, the easier the following week will be.

b. When critiquing, we need to discuss the importance of painting the picture, creating the need, and filling the need. Do not overwhelm them, but as the same time do not do too much sugar coating on this day.

3. Let them know that you will be making sure that they have $1,100 in business by Thursday to get them to their 5% bonus level. And, calculate the paycheck with them.

4. Closing the night out (Dropping the agent off)

a. This is the first time they are going to experience the Friday night/Saturday morning turnaround, so make sure they are prepared for it, and have a positive attitude. This is where they are going to feed off your energy, so you need to be on top of your game.

b. Remind them they are almost halfway home and this time next week they will be finishing up training. They should feel like they contributed to the way the night tonight went, now is a good time to remind them also next week we are going

to set them up with $1,100 ALP in production if things keep going well (turned in second Thursday of training). Have them report numbers and make sure they know where they are going to meet you on Saturday morning.

Training Checklist (to be reviewed with the agent):

· I presented the need's analysis in every home.· I built the plans in ever home.· I have a great understanding of the management career track.· I understand the importance of referrals.· I reported our numbers.· I know what I have to do this weekend before Monday's training class.· I understand I have to be in the office Monday at 9:00 A.M. for training class.

Day 6 of Training- Saturday 100% Participation

1. This is your first Saturday; must show up to meet your trainee with high energy.

a. Remember, the night before was long, and now you are back at it first thing in the morning. On this day, the trainee will be doing everything. This is when you cannot rationalize giving a presentation no matter how your week is going. If you have covered everything prior to this day, the trainee should be right on track and confident for the day.

2. Ask them how their families are feeling about the position so far. It is important to consistently be talking about their home life. There are so many agents lost in the first week because we have not communicated with the trainee or the trainee is not communicating well at home

3. This is a day I want to really reiterate the management position they are gunning for.

a. Go over the career track again with them

i. Talk about qualification for management. Have them pull out their training manual and review each stepii. Make them understand that they just need to perform. You do not have to wait for anyone to die in this company to advance.iii. Explain the importance of personal recruiting and building your agency. This is not a one-time conversation. This is something That needs to be discussed for the rest of training.

4. Upon completion of this day, they have to feel a sense of accomplishment. Review with them al of the hard work they have put in so far. They are now half way home. They must go home with a positive attitude for the next week.

5. Give them 3 small assignments for the weekend. Examples are:

a. Management Goalsb. Practice the presentation on a family memberc. Call me on Sunday for a quick phone call to discuss the next week

6. The more mini assignments you give them, the more you are preparing them to report back to you and hold conversations with you via phone. NO TEXTING.

Training Checklist (to be reviewed with the agent):

· I performed 100% of every presentation· I understand how to overcome bank draft objection· I understand how draw dates work· I know how to overcome the "how does your company stay in business?"· I know who signs the payment line· I filled out all of the paperwork in the home· I understand all of the forms in the sale folder· I understand how to explain each signature· I feel confident doing paperwork· I am confident obtaining referrals· My closes are perfect· I understand the importance of referrals

Day 7 of Training- Monday Training Class 9-4 Phone Setting

1. The trainee will be in training class 9-4

a. As you submit your business leave one or two applications so that you can show your traineeb. At their break take them to lunch. During the training process it is imperative that they are on your hip at all times. You need to be managing who they are talking to and spending time with. You want to fill their head with positive thoughts, so keep track of them and make sure if you are unavailable for a time, they are at least with a manager.

i. During lunch find out how their weekend was. This is the first time they have spent significant time with their family since training has started.ii. It is important to continue to talk to them about how they are balancing work and home life and will be your job for their entire career.

2. After lunch review with them the homework they completed over the weekend.

3. This phone set is crucial because this is the schedule that they will be running their 100% participation days on. It is important to have a healthy mix of cherry after sales referrals in order to boost their confidence as well as preparing them for what they are going to see on their own once they are released next week.

4. Make sure they know to be there at 9 am on Tuesday to start getting their final release tape ready. If you get a monster schedule set up a little early, review what they learned in class today

Day 8 of Training - Tuesday (100% Participation)

1) The trainee should be finishing up on release film

2) The only thing added to today is paperwork. Get in the office and have an hour of time set aside for the trainee. (After recruiting 11-12)

a. In this hour before entering the field, you want to go over applications and the sale folder. Do not go out on this day without reviewing this

with them. Once they make a sale, you want this to be a smooth process. Explain to them how important it is to have perfect paperwork:

i. No delays in paycheck

ii. Better retention

iii. Not having to contact applicant again

iv. Double Checking signatures before leaving the home (on oral)

v. Rating Speech on laptop

vi. What each signature means

vii. Draw date

3) This day you must cover the possible hurdles an agent will hit during paperwork

a. Why do I have to do electronic bank draft?

b. How to pick the draw dates

c. Who signs for the payment

d. This is too good to be true

e. How does your company stay in business?

4) This day you are the driver. You will not be participating in any of the homes unless it is absolutely necessary.

5) This should be a fun day with a lot of coaching and teaching. Every house that you get out of you should have note cards on how you thought the presentations went.

a. Again, ask them how they think they did. If a sale is made, your job is to be more excited than you have ever been! They need to

feel the fruits of their labor. Even if they botched the presentation; there is always time to critique later.

6) Upon completion of this day there is two possible outcomes:

a. They made some sales and are flying high. Your job is to take them back down with the work that they need to do to become excellent. Put some

plans in place for what they need to work on for the following day.

b. They did not make any sales. You build them back up with the amount of referrals they have obtained, the importance of seeing referrals not hard cards, and that tomorrow will be a better day. (numbers game)

Training Checklist (to be reviewed with the agent):

· I gave every presentation today.· I understand the importance of referrals.· I am comfortable self analyzing my presentation

Day 9 of Training - Wednesday (second 100% participation)

1) This is a similar day to Tuesday except with more referrals booked. In the morning the trainee is filming or helping other trainee's film.

a. It is sometimes tempting to give a presentation because these are easier appointments. Don't give in to it, your trainee needs as much

experience as apossible.

b. If Tuesday did not go as well as planned, this day should help rebuild confidence and show them the types of leads they want to be running.

c. You need to be utilizing every opportunity to be teaching and look for time and circumstance training to show them things that might arise on

their own next week.

2) They should be seeing the light at the end of the tunnel for boot camp. They need to be confident that next week will go exactly as planned.

a. You should be preparing them for the upcoming cross pitch days and how that will go. Start talking to tm about when they are a a manager

this is what they will be doing and why it is so important to allow them to participate so much today.

b. After every appointment before you offer any thoughts, ask them how they felt it was. By this point they should be able to pinpoint why an

appointment was successful or not (self-analyzing).

3) Make sure they call in the numbers

Day 10 of Training - Traing Class 10-4 then Thursday Phone Setting

Trainee will begin day in training class. Remember to let trainee know this is the last week they will be with you, and the last thursday that you will be booking appointments with them. Make sure you put a lead request in.

1) Make sure today you take them to get their bag and get it set up for them. Over the final weekend, you want them working out of their own bag so they are

confident where things are when they are on their own (Laptop Bag).

Day 11 of Training - Friday Training Class 9-12 (Cross-Pitch Day)

1) An additional training class will be held on Friday at your own office (9-12)

2) Today all business will be conducted out of their bag. This is most important day of training thus far

a. This is when your trainee presents a full presentation, and then you present a full presentation.

b. During this day, you are going to pick out the small things they need to work on and then overemphasize them in your presentation

3) This is a day with more dream building about their career advancement. Let them know you will be making sure they are at $1,100 in business on Thursday to be released and calculate the paycheck.

a. This is when you want to reiterate their first week in the field and how important it is to show Durhon and Jim what you are made of.

There is no better first impression than a big first week.

b. Explain that they will be at the 10% level and how to cash in. Also, their first week in the field by themselves they will be at the 15% level.

4) This is also a great time to discuss upcoming vacations, schedule details and their next 6 months with the company. Don't get surprised by a wedding, family outing, or any schedule conflict. It so important to know they are committed to the next six months and advancing.

Training Checklist (to be reviewed with the agent):

· My manager and I cross-presented today

· I understand how the release process works· I have reviewed my video analysis with my manager· I understand the importance of a big first week in the field· I know how important it is to be positive, honest, and write standard in order to

advance· I KNOW the importance of referrals

Day 12 of Training - Saturday (Second Cross-Pitch Day)

1) As with the first Saturday, your energy here is important. It is normal for you and the trainee to both be feeling worn out. You need to push through that

and finish training strong.

a. This is again a cross pitch day. Make sure the trainee does the first presentation, make sure you point out the positives, and find the few

things to shore up.

b. It is ok to be nit-picky during this day as the main things should be near flawless. Let them know you are doing this on purpose because the

details separate those who just write standard from those who run their own offices.

2) This day is important to finish on a strong, positive note. They need to feel confident, prepared, and that all the hard work was worth it.

3) During Friday and Saturday, your 2+2's should be building their schedule for Tuesday and Wednesday.

4) Close out the training with what they need to be working on.

Training Checklist (to be reviewed with the agent):

· I have 8 presets for next week.· I know the importance of referrals.· My manager and I cross Pitched today.

Day 13 of Training- Monday (Phone Setting)

1. This will be the day the trainee will tighten up any loose ends with training and their release tape. Traine also will participate in the 1st 6 month workshop at 1 pm

2. Make sure trainee also knows this will be the last phone session before they are released on Thursday

a. It is very important that the trainee have a great phone session and theat the have referrals booked from the weekend sales.

Day 14 of Training- Tuesday (Cross Pitch Day)

1. Today again all business will be conducted out of their bag.

a. Again your trainee will do one presentation, and then you will present a full presentation.

b. Continue to critique trainee becasue in two days they will be on their own.

2. At the end of the day make sure trainee reports numbers and they are ready for teh last field day you will ride with them

Day 15 of Training- Wednesday (Cross Pitch Day)

1. Today is the last day you will spend with the trainee

2. Again you will cross pitch the whole day. The trainee will do a full presentation and then you will do a full presentation.

3. Close out the training on what they need to be working on and prepare them for an awesome first week in the field and their first week at 15% bonus.

Day 16 of Training- Thursday (Agent is Released)

Keep in mind that just becasue agent is released we still want to watch them on the phones and make sure the day goes smoothly.