Step Five – Field Appointment Preparation
Preparing for Appointment
To prepare for your appointments follow these steps. When you set the appointment you should have collected some basic health information like (age, height, weight, medical issues, prescriptions, married or single). Knowing this ahead of time will provide you with enough info so you have a general idea of which company you want to go int with. Here’s the form: Lead initial Health Questionnaire
- Download the carrier quoting tools to your phone and have the links bookmarked on your web browser or phone so you have quick and easy access.
- Determine the right product. Here are some very general guidelines.
Health Issue Quick Reference Guide
Product: When to Write What
Under the age 60 and great health
Americo HMS 125 & 150 CBO Aapp
Age 60-65 healthy
MOO Term Life Express eApp
Selling concept of conversion to whole life
Age 65-75 great health
Americo HMS 125 & 150 eApp
Between age 45-70 unhealthy
Americo Eagle Premier e app, if declined then
MOO Living Promise
Combine with Guaranteed Advantage
Over age 70 just
Americo Eagle Premier e app, if declined then
MOO Living Promise
Under 45 unhealthy
Transamerica
Extremely unhealthy i.e. – cancer, heart, stroke in last 12 months
Use a GIWL – Guaranteed Issue Whole Life
AIG
Columbian Financial Group
3. Review the carrier application – On the application review health care questions prior to meeting with the client. Based on what the client shared on the phone, is the client still eligible for this product?
4. Carrier Risk Assessment – If you are not a 100% certain call the carrier on your way to the appointment and have them do a Risk Assessment. All carriers will provide you a risk assessment. It’s a great way to learn and become familiar with the carriers. It will save you time and headaches so that you don’t put the client with a carrier product where they will be declined.
5. Consultant with your mentor/manager. When you are new your mentor/manager will assist you in preparing for your appointment. Have your notes and recommendations ready to discuss with them.
Practice writing eApp
Here’s the link to practice the writing Americo plans with their eApp.
Be familiar with it so you are ready when you go into the home. This is an eApp demo site for practicing writing Americo eApps. It does require you to have an agent login from Americo.
Important note: eApps are great and use them but be prepared for the unexpected. Always take the paper application with you as a back up in case you don’t have internet or the carrier site is down for maintenance.
Preparing for the Field
When you are running multiple appointments each week it’s important to be organized and ready to write business. Here is a checklist and tips to help you prepare for the field.
- Calendar your appointments: After you are done dialing for the day plug your appointments into your calendar or CRM system with the appointment date, time, and city name. I place the city name next the clients name so I know at a glance where my next appointments are.
- Have carrier applications printed – Keep a file carrier in your car that has the paper applications for your state. Even if the app is an eApp always carry a paper application as a back up in case your computer crashes.
- Computer & Mobile phone – Make sure to have your computer and chargers with you in the field.
- Important Phone numbers – Make sure you have the agent hotline and carrier phone numbers programmed in your phone before you go out so you are fully prepared.
- Business cards – Not absolutely necessary and don’t let it hold you up if you are a new agent but it’s nice to have a business card with your info to give the client.
- Leads – Always take leads with you in the field. When an appointment cancels on you or if you have time in between appointments this is a great opportunity to book more appointments. Think like a top producer would!