Sales Process — Prospecting → Closing

This is the AGM sale, start to finish. It’s the same shape every time, whether it’s a referral, a lead, or a family member. Consistency is what makes it teachable — and duplicable.

1. Prospecting

Where the appointments come from:

• Warm market — the people you already know. Start here. Make a list of everyone who has a family and an income to protect.
• Referrals — ask every client for two names at the end of every sit. This is the cheapest lead you’ll ever get.
• Purchased leads — only after you can close your warm market. Buying leads to fix a closing problem just burns money.

Log every prospect in the CRM the day you get them.

2. Setting the appointment

• Confirm both decision-makers will be there. Selling to one spouse who has to “ask the other” is how deals die.
• Set a specific time, confirm the day before, and show up early.

3. The presentation

Run the same five beats every time:

1. Rapport — be a person first. Ten honest minutes about their family and their work.
2. Discover the need — who depends on their income, and what happens to those people if the income stops tomorrow. Let them feel the gap; don’t fill it for them.
3. Present the fit — one product, matched to the need and the budget. Not a menu. The one that fits.
4. Handle objections — see below.
5. Close — assume the sale and move to the application.

4. Handling the common objections

Objection	Response frame
“It’s too expensive.”	Reframe to cost per day, and to what it protects. Then offer a smaller face amount, not a discount.
“I need to think about it.”	Find the real question behind it. Usually it’s price, trust, or the spouse. Answer that.
“I have coverage through work.”	Show what happens to that coverage the day they leave the job.
“Let me talk to my spouse.”	This is why both are supposed to be there. If they’re not, set the follow-up before you leave.

5. Closing and completing the application

The close isn’t the signature — it’s a clean, issued policy. The moment they say yes, move straight into Entering Applications and complete it correctly right there. A sale that comes back as a returned policy is not a sale.

6. After the sit

• Log the outcome in the CRM — sold, follow-up, or dead.
• Ask for referrals before you leave, win or lose.
• Set the next touch. Nothing gets left without a next step.

Tip

A new agent should be able to read this page and know exactly what a sit looks like before they ever run one. If something you do in the field isn’t on this page, it should be — tell your partner so we add it.