Transcript USABG Eagle Division Total Protection Plus The

USABG Eagle Division
Total Protection Plus
The Combo Sale Presentation
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It has been in use by me for 33 years
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Personal Production $25 Million
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Agency production $500 million
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Every page is important!
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If you want to do what's best for a customer – and
double your income – Do Not Cut Corners!
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You do not have to be an experienced closer to have
success with it
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Can you ask closing questions?
Trust the Presentation!
USABG EAGLE DIVISION
Core Companies
YOU GOTTA BELIEVE + DECIDE + TAKE ACTION
Stay Committed + Stay Focused
Plan Your Work…$250K Per Year … Work Your Plan
In Under 48 Months You Can Have $20,000 In Monthly Renewals
Steps to Success For Combo Sales
Total Protection Plus Lifestyle Protector
1. What you need to know
2. What you have to do * 4 PARTS
3. Why combo sell
4. What you need to quote
5. Phone scripts
6. Building the combo rate
7. Our presentation…Sink the Hook!
What You Need to Know
82% of all hospital admissions are for
Critical Illness & Accidents
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Represents 75% of dollars spent on health care
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Six figure claims
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Average 7.6 months of lost income
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70% use all their savings
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Every client knows someone that has had a
critical illness event
WHAT YOU HAVE TO DO
If You Want To Be Successful In Our Business
STAY COMMITTED
TOTAL PROTECTION 100% PLUS LIFESTYLE PROTECTOR
STAY COMMITTED TO THE 50/50 RULE
50% Individual Health / 50% Un-insurable Market
STAY COMMITTED TO THE 80/10 RULE
80 Calls Daily / One Appointment = 10 Calls
STAY COMMITTED
Weekly Leads And Tools
STAY
COMMITTED TO WEEKLY SALES GOAL
1 COMBO / 1 TEAM CORP / 1 OTHER SALE
GOLDEN RULES OF COMBO SALES
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Stay Committed
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Stick To The Program
Use The Worksheet And Quote The Total
Premium
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NEVER-NEVER-NEVER
QUOTE HEALTH OR CI SEPERATELY
TRUST THE PRESENTATION
GOLDEN RULES OF APPOINTMENT SETTING
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Stay Committed To Your Emails
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Stick To The Script
Don’t Let The Tail Wag The Dog
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UNDERSTAND
EVERYONE IS NOT MEANT TO BE YOUR CUSTOMER
TRUST THE SCRIPTS
Phone Script For Leads Part #1
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My Name is…Full Name With USABG
“You went on one of our websites looking for health
insurance and your file was assigned to me.
Are you looking for coverage to begin right away?
What is your situation? Why Now?
As you noticed from our website, we carry many
companies, just in your zip I have 6 companies and over
300 options, which allows us to shop for you! How many
of those options would you like to see??
If I can solve your issues, can we do business??
Very important to LISTEN, write everything down -- you
will close them with this information at the application
stage
Phone Script For Leads Part #2
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Or Mrs._______,
Let me tell you about my plan and why I think you owe it to your family to talk with
me..Then you tell me.. YEA or NEA..FAIR ENOUGH??
My agency has seen over $1 billion in claims, so we know by experience how quick a
“MEDICAL CRISIS” can become a “FINANCIAL DISASTER”
That’s why we custom build A plan called “TOTAL PROTECTION PLUS”
Our plan has 3 parts that are dedicated to Your Health, Your Paycheck,
Your Savings and Your Lifestyle.
UNLIMITED LIFETIME MAJOR MEDICAL BENEFITS
Unlimited Dr Co-Pays + Unlimited Rx** + Unlimited Wellness
No deductible + No Waiting Period
100% COVERAGE ON THESE CATASTROPHIC EVENTS
Cancer + Heart + Stroke + Kidney Failure + Accidents
PLUS INCOME REPLACEMENT UP TO $50K
SO BILLS AND LIVING EXPENSES CAN BE PAID FOR UP TO 24 MONTHS
What would be a good time to custom build your plan??
Phone Script For Go Leads / ”B” Leads
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My name is_______ with USA Benefits Group
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I’m a health insurance adviser here in___________
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I specialize in custom built health plans through the top carriers in
America. My agency has seen over $1 billion in claims!
That is why we specialize in these 3 custom built benefits..
UNLIMITED LIFETIME MAJOR MEDICAL BENEFITS
Unlimited Dr Co-Pays + Unlimited Rx** + Unlimited Wellness
No deductible + No Waiting Period
100% COVERAGE WITH “ZERO” OUT OF POCKET
Cancer + Heart + Stroke + Kidney Failure + Accidents
INCOME REPLACEMENT UP TO $100K
SO BILLS AND LIVING EXPENSES CAN BE PAID FOR UP TO 24 MONTHS
For 33 years I have reduced rates 90% of the time.
While adding additional benefits 100% of the time!
When can I custom Build your plan??
What You Need To Quote
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Health conditions
Tobacco use
Medications
Height and weight
Who is current carrier? How long?
Who makes the decision?
IMPORTANT
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If you lost all of your income due to a critical illness for
longer than 6 months, would it affect your family? How
much money does it take to pay your bills monthly?
USABG SOLUTIONS PLUS APPLICATION PROCESS
GETTING STARTED ON AMERICA’S BEST HEALTH PLAN
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Customer Application Checklist
So that you can complete the application easily and completely, be sure
you have the following information available or each person applying for
coverage.
Birth Date
Your Social Security Number
Height/weight for each person
Information on current and past health insurance plans (if applicable)
Medical history, such as dates of diagnosis, treatment, dates of service,
and current status
Prescription drug information such as:
drug names, dosages, and date initially prescribed.
Physician/treatment facility contact information
Payment information: For credit card payments, we accept Visa and
MasterCard; for automatic bank withdrawal, please have your bank
account number and bank routing number
UnitedHealth One / Plan One
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Standard Plan
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$2,500 80/20 Co-pay Select / $10,000 accident plan
Complete Plan
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$5,000 70/30 Co-pay Select / $10,000 accident plan
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Assurity Critical Illness
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Clico Accident Direct + Hospital Income
Premier Plan
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$5,000 80/20 Co-pay Select / $10,000 accident plan
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Assurity Critical Illness & Accident Disability Income
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Clico Accident Direct + Hospital Income
UnitedHealth One / Plan Two
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Standard Plan
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$2,500 80/20 Co-pay Select / $10,000 accident plan
Complete Plan
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$5,000 70/30 Co-pay Select / $10,000 accident plan
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Clico Critical Illness
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Clico Accident Direct + Hospital Income
Premier Plan
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$5,000 70/30 Co-pay Select / $10,000 accident plan
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Clico Critical Illness
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Clico Accident Direct + Hospital Income
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Clico Accident Disability Income
The Presentation
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The Presentation
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It has been in use for 33 years
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Every page is important!
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If you want to do what's best for a customer – and
double your income – Do Not Cut Corners!

Personal Production $25 Million
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Agency production $450 million
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Can you ask closing questions?
Trust the Presentation!
Our Presentation…Sink The Hook
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Our Presentation…Sink The Hook
Closing begins with your first statement!
Ask closing questions at each stage of our
presentation!
People are creatures of habit. The more you
can get them agreeing with you, the more
business you will write!
The success of our presentation is that no one
part is more or less important than another. It
is the sum total!
GOLDEN RULES OF COMBO SALES
What You Need To Do To Be Successful
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Stay Committed
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Stick To The Program
Use The Worksheet And Quote The Total
Premium
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NEVER-NEVER-NEVER
QUOTE HEALTH OR CI SEPERATELY
TRUST THE PRESENTATION
USABG Eagle Division
Total Protection Plus
BASIC TRAINING
LEARNING THE PRESENTATION
Page Seven - What Would You Do ?
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Page #1
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About USABG
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About Eagle Division
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Develop an opening statement that will get their attention,
and open with it every time!
Page Two = Company Overview
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Page #2
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About Hospital Confinements
Stress The 82% = VERY IMPORTANT
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70% Of Insures Use Up All Their Life Savings
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Average Of 7.6 Months Of Recovery
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#1 Cause Of Bankruptcies
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#1 Cause Of Home Foreclosures
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#2 Cause Of Small Business Failures
OUR GOALS
PROVIDE 100% COVERAGE ON 82% OF CLAIMS
PROTECT ALL FOUR CORNERSTONES OF FAMILY SECURITY
HEALTH + PAYCHECK + SAVINGS + LIFESTYLE
Page Six
Smart Solutions 100% Plus
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#3 How we find you…One Legged Stool
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Co-pay health plan only
How we leave you…Three Legged Stool
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Co-pay health plan
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Unlimited doc + Rx + wellness
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First diagnosis benefit
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Death benefit
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Accident Plan & disability income
Which stool would you prefer?
Page Five
Of Need
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#4 MAKE OR BREAK PAGE
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Stress the Points
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Cover EVERY point
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“Points”
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Excellent outpatient 1st dollar care
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Unlimited Rx + Unlimited Wellness
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Zero out of pocket on Cancer + Heart + Accidents
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Cash for income protection
If I can get you all of these benefits at an
affordable rate, would we be able to do business?
Page Seven - What Would You Do ?
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After Page #4 And Before #5 Say;
_____Before we get to the nickel and dime issues, I
want to cover 3 of my customers claims. Then I want
you to give me an honest answer to this question.
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If you knew that any of these claims were going to be
you are _______ Would you rather be insured with me,
are the way you are insured now???
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Fair Enough??
Page Seven - What Would You Do ?
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After Page #5
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What would you do? 70% use up their life savings!
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Our Goals
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Cover each Claim
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If you knew that any of these claims were going to be
you are _______ Would you rather be insured with me,
are the way you are insured now???
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Co to worksheet and assume the close
About Our Worksheet
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Three Options
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STANDARD + COMPLETE + PREMIER
Assume the sale
Ask for the business
USABG Eagle Division
Total Protection Plus
About Hospital Confinements
American Hospital Association Statistics
14%
18%
Accidents
All other
procedures
and
surgeries
*82%
Heart • Stroke • Cancer
68%
We Protect All Four Cornerstones Of Your Family Security
HEALTH + PAYCHECK + SAVINGS + LIFESTYLE
UNLIMITED
80/20
HEALTH PLAN
Dr + Rx + WELLNESS
+
100% ACCIDENT PLAN
+
$100,000 LIFE
$50,000
CRITICAL ILLNESS
+
HOSPITAL INCOME
+
80/20 HEALTH PLAN
ONLY
USABG EAGLE DIVISION
7 PART
TOTAL PROTECTION PLUS
$25,000
ACCIDENT LUMP SUM
+
DISABILITY INCOME
WHICH STOOL
WOULD YOU PREFER ??
USABG Eagle Division
Total Protection 100% Plus
Unlimited Lifetime Benefits
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No Deductible Out Patient Care
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UNLIMITED DOCTOR VISITS / $25 Co-Pay
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UNLIMITED TIER ONE Rx BENEFITS / $15 Co-Pay
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UNLIMITED WELLNESS COVERED 100% + NO WAITING + NO DEDUCTIBLE + NO CO-PAY
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100% COVERAGE ON ACCIDENTS
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Total Protection 100% Plus On These Confinements
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100% COVERAGE ON CANCER + INCOME PROTECTION OF $50,000
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100% COVERAGE ON HEART ATTACK + INCOME PROTECTION OF $50,000
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100% COVERAGE ON HEART ATTACK + INCOME PROTECTION
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100% COVERAGE ON STROKE + INCOME PROTECTION OF $50,000
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100% COVERAGE ON ACCIDENTS****
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LUMP SUM UP TO $25,000 + DISABILITY PAYMENTS FOR 12 MONTHS
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ALL FOR THE PRICE OF A HEALTH PLAN
WHAT WOULD YOU DO??..70% USE UP ALL THEIR SAVINGS
OUR GOALS ARE VERY SIMPLE
Pay The Bills 100%
Provide Income + You Recover
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BREAST CANCER
10 MONTHS OF LOST INCOME
Total Bill = $314,137… Bill paid 100%
Received $75,000 Check On Diagnosis
Paid $13,000 For Out Of Pocket Expenses
$62,000 For Living Expenses
COLON CANCER
19 MONTHS OF LOST INCOME
Total Bill = $487,000… Bill paid 100%
Received $100,000 Check On Diagnosis
Paid $28,000 For Out Of Pocket Expenses
$72,000 For Living Expenses
FALL FROM ROOF
13 MONTHS OF LOST INCOME
Total Bill = $287,000… Bill paid 100%
Received $25,000 Up Front Cash
PLUS
Received $2,500 Per Month Disability
Income For One Year.
TOTAL PROTECTION PLUS
Option 1 / Standard
Option 2 / Complete
Option 3 / Premier
$2500 Deductible 80/20
$5,500 Stop Loss
Unlimited Lifetime
Benefits
$5,000
Deductible
70/30
$5,000
Deductible
•Critical$10,000
Illness+Stop Loss
$30,000
Assurity Critical Illness
$100,000/$50,000 Each
•Accident
+
$25,000
Clico Accident Direct
•Hospital Confinement
$500
$25,000
+
Clico Hospital income
$500 / $1,000
$5,000 Deductible 70/30
$10,000 Stop Loss
+
Assurity Critical Illness
$100,000/$50,000 Each
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Clico Accident Direct
$25,000
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$1,500 ACCIDENT DI EACH
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Clico Hospital income
$500 / $1,000
$608
$627
Unlimited Dr. Visits
Wellness 100%
Unlimited Rx
Accidents 100%
Office/Clinic/Hospital
$616
Which of these 3 plans best protects your family?
Contact Information
David L. Collins
USA Benefits Group
Eagle Division
[email protected]
http://www.dc-usabg.com