Provided by Senior Life Insurance Company

Provided by

Senior Life Insurance Company

THE SENIOR LIFE INTRODUCTION

Table of Contents

OUR ENTIRE SYSTEM IS BASED ON TWO KEY PRINCIPLES...........1 HOW TO USE A LEAD............................................................................2 QUESTIONS AT THE DOOR..................................................................3 WARM UP................................................................................................4 TRANSITION...........................................................................................5 PRESENTATION......................................................................................6 A LIFE INSURANCE POLICY AND LEGACY (EXPLAIN)......................7 IF INFLATION CONTINUES (SHOW LEGACY VIDEO).........................8 DECISION TIME.....................................................................................9 OVERCOMING OBJECTIONS........................................................10-11 MOST COMMON OBJECTIONS....................................................12-13 EXPLAINING THE MODIFIED AND EASY ISSUE PLAN....................14 THE BANK DRAFT................................................................................15 WHAT TO LEAVE THEM.......................................................................16 COMMITMENT IS THE KEY.................................................................17

Our entire system is based on two key principles

FirsT - HONESTY AND INTEGRITY We feel that if you are honest with people they will respond in a positive manner. Our whole system revolves around simply telling the truth. Second - WORK ETHIC This is very simple: if you have 25 leads, then you need to see 25 people. To do this you must put in the hours and not take shortcuts.

15 Presentations Per Week

3 Steps to a Qualified Presentation 1. Make a Friend 2. Paint a Picture 3. Ink App with Minimum of 5 "NO's"

IN SHORT, TELL THE TRUTH AND SEE THE PEOPLE

LEADING THE WAY/ Page 01

How to use a Lead

First of all, you must understand that a lead is NOT a sale. A lead is designed to provide you with somewhere to go. If you use it properly, the lead will get you in the door. The way that all of our successful associates at Senior Life use the lead is as follows: Go to the door and knock, with a smile on your face. When the prospect opens the door let them see you smile. Next ask them "How are you doing today?" Then say, "I wonder if you could help me, I'm looking for Mrs. Jones." She will respond, -I'm Mary.|| Then reach out and shake her hand (making contact by shaking his/her hand will break the barrier) and say, "Mrs. Jones, my name is (your name)." Then say, "It's nice to meet you Mrs. Jones. We recently received this card (Direct Mail) from you (show her the card) and I wanted to visit with you for a few moments and share the information that you requested.

TV Approach ? "You recently called about our commercial on TV, The Senior Care Plan, and I wanted to visit with you a few minutes."

Only Positive Attitudes Allowed Beyond This Point

LEADING THE WAY/ Page 02

QUESTIONS AT THE DOOR

01. What is this card about? "Mrs. Jones, the other part of this card explained about the Federal Government Death Benefit and about other final expense programs available. It only takes a few minutes to share the information." 02. I thought you would mail me the information? "Mrs. Jones, we don't mail it, because everybody's needs and situations are different. My company believes in old-fashioned personal service. While I'm here it would only take a few minutes to share the information with you."

03. Come back another time. "Mrs. Jones, I work the whole state and if I lived in your area I would come back as often as you like, but the enrollment period is when I am in your home or area. It only takes 5 minutes and I think this information is too important to put off. Today is the day." 04. What is this card? I thought it was social security. "Smile and say -No, Mrs. Jones, this is not social security. This card simply told you that the Federal Government Death Benefit only pays $255.00 for those who qualify and that you may be eligible for a plan to pay those additional expenses and that if you wanted information on these plans to mail the card back in. Mrs. Jones, I want to visit with you for just a few minutes about the information that you requested." 5. Is this insurance? "Yes Mrs. Jones, this is an insurance program, that's designed to care for a specific need. We only contact people who have requested the information as you have done. It only takes a few minutes."

LEADING THE WAY/ Page 03

WARM UP

After you get in the door, put your presentation manual to the side, lean back in the chair and visit with Mrs. Jones for 5 to 10 minutes or until you feel the time is right to get into your presentation. You have to break the barrier. This person has just met you and you can't sell anything until you sell yourself! Ask -Mrs. Jones, how long have you lived here? || Ask about her family, pictures on the wall, or anything that would be of interest to her.

F O R M a conversation, talk about F Family O Occupation Or Organizations R Recreation M Move to transition when you feel,

the person has warmed up to you. For Telesales: Apply Warm Up while asking qualifying questions

NOBODY CARES HOW MUCH YOU KNOW, UNTIL THEY KNOW HOW MUCH YOU CARE

LEADING THE WAY/ Page 04

TRANSITION

When you feel it is time, get the card in your hand and review with them why you are there. "Mrs. Jones this card gave you some information about the high costs of final expenses and told you other plans that may be available. We stop by to visit with you for two reasons. (When using a TV lead go directly to the two things we do when we visit) First, to determine if you qualify. Second, to determine if this plan would benefit your family. Mrs. Jones, when was the last time you were in a hospital?" (Ask about heart, cancer, lungs, kidney, stroke, terminal illness or anything serious) Next ask to see their prescription medication. This is the most important part of our underwriting process. Remember, You can't go wrong doing right! After you determine if the plan they qualify for is Full Benefit or MDB/ EI, tell them it appears that they qualify and start your presentation. Go to the presentation.

Go to the presentation.

LEADING THE WAY/ Page 05

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