3. Sales Training

By now you’re contracted and licensed. This step gets you ready to sit in front of a family and run a real presentation. Full detail on running a sit lives in the Sales Process SOP — this page is the on-ramp for a brand-new agent.

Learn the products cold

You can’t sell what you can’t explain simply. For each product AGM writes, be able to say in one plain sentence:

• Term life — coverage for a set number of years, lowest cost, no cash value.
• Whole life / final expense — smaller permanent coverage that never expires, built for covering a funeral and final bills.
• IUL (Indexed Universal Life) — permanent coverage with a cash-value account that can grow. Explain it honestly; never oversell the growth.

If you can’t explain a product to a ten-year-old, you don’t know it well enough to sell it yet.

Shadow before you solo

1. Watch your partner run three full appointments — in person or on a recorded call.
2. Run one appointment with your partner watching, and let them take over if it goes sideways.
3. Debrief each one: what worked, what you’d change, what question you couldn’t answer.

The AGM presentation, in short

The full script and objection handling are in the Sales Process SOP. At a high level, every AGM sit follows the same shape:

1. Build rapport — you’re a person, not a pitch.
2. Find the need — who depends on their income, what happens if it stops.
3. Present the fit — the one product that matches the need and the budget.
4. Handle objections — price, spouse, “let me think about it.”
5. Close and complete the application — right there, correctly. See Entering Applications.

Serving our community

Many AGM clients are Spanish-speaking families buying their first policy. Slow down, define the terms, and never rush a family into coverage they don’t understand. Trust is the whole business.

Next step

You’re ready for the real thing. Before your first sit, read Entering Applications so the sale actually sticks.