Four Cornerstones of Success
Believe in What You're Selling (Doing)
Work and Counsel Through Massive Action, Constant Correction (MACC)
Commitment to Ongoing Self Improvement
Associate With the Right People
Four Keys to Success
Resources
Activity
Systems
Schedule
8 Core Values
Relationships matter, people come first
Open, honest, and productive communication
We work as a true team and strive to be a positive influence
Being of service and doing good in the world
Relentless pursuit of personal growth
We do the right thing even when no one is looking
We act like owners because we own it
We have fun and we get stuff done
Charts & Productivity Sheets
Begin with the end in mind. Your next client covered.
A. GETTING STARTED
1. Get promotions, know the handbook
Adair Agency All Agents Handbook
2. Master you schedule
Danny Young Activity Sheet (Builders)
Agent Activity Report (Producers)
B. PRODUCER PATHWAY
1. Get lead resources
Symmetry SLO (Standing Lead Order)
2. Set appointments
a. CONTACT YOUR LEADS Call first, follow up with text/email
BEST CALL AND TEXT CADENCE guide (for all agents)
b. Use that VOICE. Priority is call your leads first
Symmetry BEST Script (use step c to get their info)
c. Do basic field underwriting in the booking call
USE THIS CQF Client Qualification Form
d. Lock down appointment
3. Run Appointments
a. 🫵 Use the REAL Sales Script 🫵
1. If 18-60 present either full or partial mortgage payoff/insurance script
2. If 60+ Mortgage Payment Protection (Equity Protection) Script
b. Review with client the CQF from step 5 at top of appointment.
c. Do an Financial Information Form (FIF)
4.Write and submit good business
a. 👇👇👇👇👇 Write Business in order Green, Yellow, Blue 👇👇👇👇👇
b. Submit new Business & OPT
Submit New Business for Agency Review
c. Text your mentor/coach "I helped a family!"
d. Celebrate success in the portal
1 First, .Announce it in the Portal, good work!
2.Second, Announce it in Slack (Barnes and Valor)
5. Follow Up Appointments with clients
b. Get referrals and use the 5 Rs
D. PRACTICE UNDERWRITING
1.Know the first 4 basic Steps to field underwriting
2.Text/email your mentor the CQF (do first 90 days)
3.Use SFG Virtual Mentor (easier, not always accurate)
4.Consult Basic Product Guide (learn to DIY)
5.Use the Carrier Cheatsheets (learn to DIY)
6.Use the Underwriter Cheatsheets (this is a guide to all the carriers)
E. Know Basic Product Concepts
Term: Quility Level Term Guides
Whole: FE (Final Expense) Health Matrix
Phone tips! When to call and phone tips to keep from showing as spam.
When can I call?
There is no magic time to call but there are better times to call. Federally it is legal between 8 AM and 9 PM but state laws vary. You know you are not a telemarketer but they do not.
Some best windows are Monday to Friday in client's timezone. 9-10:30 AM, 4:30-6:30 PM Mon-Fri. 9-10:30/11 Sat./Sun. Call though until you hit your appointment times and if possible do it from other numbers than your main one.
Always consult the client's state because its the right thing to do.
What should I use to make calls?
We advocate just using your cellphone to start but dialers like Funnel from Symmetry or Lineage CRM are great when you get to the place of needing multiple numbers https://www.lineagecrm.com/.
Can I record a call?
Generally yes, but if you record a conversation, make sure that you know local laws and the clients. Always err on the clients state guidelines. Calls through CRM systems like Funnel or Switchboard or Razor Ridge need to follow your client's states regulations are you may end facing unnecessary litigation.
Where to check if you need to have both party consent on call recording.
How do I keep from becoming lumped with spammers?
Easiest option is to use Spam Hammer. It keeps you whitelisted or you can DIY below.
Register all numbers on each of these sites if you do it the DIY approach.
Did you do an FIF (Financial Information Form) and see if the client can get out of debt years earlier and get more coverage?
Symmetry offers Debt Free Life. Will is DFL certified.
Carrier Quoting Links.
Security for our clients is a priority, not an option.
Your job is to protect families. Don't chase APV. Chase excellence and APV will come.
Click the logo to go to the core carrier quoting site:
For exceptional cases, we have exceptional options, but these are not first options. Ask your upline if you need to use one of these.
Remember your job is to protect families. Don't chase APV. Chase excellence and APV will come.
Click the logo to go to the non-core carrier quoting site (you may need logins first):
Security is a priority, not an option
We have access to several dozen carriers. We have core carriers for a reason. Our core carriers generally get our clients approved quickly, pay agents the best and fastest of all carriers, and have a great retention rate. This is why we use them when possible.
Need help with an advanced market concept not covered by our core carrier? Feel free to reach out to Will and the Adair agency for IULS, Debt Free Life, or Annuities.
Annuities
An annuity is essentially a retirement insurance product. With deferred annuities, the contract holder can accumulate money over a period of years (the "accumulation phase") by either making an initial deposit and watching it grow, or by making periodic deposits over time.
Security is a priority. Find the right product(s) for your client.
With a full life ahead of you, the road isn't always clear.
Term Life
Provides affordable protection, often covering 10-30 years, that provides both long-term clarity and security. This is ideal for mortgage protection or asset protection.
Universal Life
Provides a depth of coverage that is both flexible and permanent. Tax-deferred benefits, living benefits and protection against the unexpected are all included. It is analogous to a whole life married to a term. When done properly offer a really solid benefit with less expense.
Whole Life
Fixed premium and fixed payout that is often used for final expenses provides your family peace of mind knowing that funeral or memorial, cremation and burial service expenses will be covered.
Accidental Death and Dismemberment ADD
Deaths that result from accidents or injuries that result from accidents that leave a client missing one or more body parts.
Need help with any of the above?
Reach out to Will with the Adair Agency. Part of the Barnes, Valor, Young hierarchy.
Carrier Logins
You may also login through iPipeline in HQ
Go to the top left white cube and click it in Quility HQ.
iPipeline is the third purple icon on the left.
Get some extra training and inspiration
Make sure that you do your Summit Training in Quility HQ and follow all the steps in Agent Compass.
