Presented by Gina Reyna

ABBA Training

Your actions, or lack thereof, will determine your Wealth

Earn 90k + this Year!Leadso Sales Patrolo Purchased Lists

Referralso Current Clientso Family Memberso Business Partners

Additional Marketing Tacticso Joining Chambers and Associationso Billboards and other Multimediao Ads, Social Media, and other types of eCommerce

Setting, Meeting and Exceeding Expectations:o Win/Win (relationship must be equitable to achieve true success)

o 80/20 Success Rate (minimum of 10 appointments per week)

o 100% Focus on IPA (work hard, play hard)

o Quality is KEY (don’t write wood / placement ratio)

o Long-Term Commitment of 10+ years (this is your career, NOT A JOB!)

o Come in FULL FORCE (don’t expect to take any time off, especially during the 1st year as you are building your business)

Creating Success at IPA

Mastering these items will enhance your earning Potential

See the vision, live the Vision

AffirmationsBe Honesto Always be ethical with clientso Be honest with yourself!

Work a Minimum of 40 to 50 hours per weeko Book your appointments the week beforeo Be sure to visit other businesses in the area when you’ve

finished your sale to maximize resourceso Cold calls, walk and talks, group presentations

Commit to Successo Work the Sales Patrol systemo Manage your time wisely

Key Numbers to Achieve

Sales are based on a volume Principal

Numbers = Success:o 1 make a sale your 1st weeko 5 have 5 appointments set before Mondayo 10 have 10 appointments per week = 2-3 dealso 30k sell 30k in 30 days – starts from the date of 1st appo 50k sell 50k – changes from 5.5/month to 7.2/montho 100k sell 100k in 100 days – get a $500 bonus!

Grasp OwnershipSet Goals and Realize OpportunitiesHave a Grand Opening – start telling people what you doGet Out There!Always Remember:o You are the expert opinion o Cheap insurance is not good, and good insurance is not cheapo What you do matters, you make a difference in people’s liveso You’re not just there for a commission, educate your client o Never forgot to reinvest in your business to help it grow

Our clients don’t know what they don’t Know

“THE GO”

We are the teachers of other Adults

The Concept62% and 78% Trendo 62% of all bankruptcies amongst self-employed individuals

had a hospital bill associated with the causeo 78% of those had insurance that didn’t cover the costs

Ask Questions No-one has Ever Asked Beforeo Your clients don't know what they don’t knowo It is your moral and ethical obligation to open

their eyes to RISK, teach them what to look for o Remember you are a benefits consultant, not

an insurance agent only interested in saleso Listen to, and care about, your cliento Build lasting relationships

We can teach our clients, but we can’t force them to Learn

The ConceptInsurance Agent’s sell three things:o Co-payso Deductibleso Premiumso Essentially anything that is commissionable

Be the Solution!o Make sure you give your clients the pertinent factso If your client can’t see the vision, think… “NEXT” o Some people will say no and that’s ok, just move ono Remember it’s a number’s gameo You can’t outsell two things: “POVERTY” & “STUPIDITY”

M O R E

Remember the two C’s – Cost and Claims

Do not get caught up in costsLaw of offsets and liabilityLet your client know they have to qualify for the plan that offers the best coverage for the money

o M medically necessaryo O on the job coverageo R rate stabilityo E exclusions and elimination

M O R E

Remember to draw this out for maximum Impact

o M chooses the shortest and least expensive treatment for medically necessary conditions

o O 99% of plans do not provide on the job coverage

o R No rate stability, average increase is 32% annually

o E high rate of exclusions, elimination probable – carriers care about carriers

o M AMA decides what is considered a medically necessary condition

o O ABBA provides 24/7 on the job coverage

o R ABBAs premiums in Texas are decreasing providing rate stability while allowing ABBA to stay within its profit margins for solvency

o E exclusions are reasonable, elimination is more secure –

ABBA cares about it’s members

Individual / Small Group Plans Group Rated ABBA Plan

Good for the insurer, bad for the Insured

Eliminate the three D’sDeath – coverage ends as a result of a primary insured or dependant’s deathDeparture – has no portability and uses life events to terminate liabilitiesDependent Status – cancels a policy when a dependent’s status changes so adverse selection can be terminated without having to state that the cause was high risk

ABBA plans are the least of all evils in a system that is, by design, stacked against the insured!

Be sure you are doing what is best for your Client

Three Things to Consider

Application – time of applicationClaim – time of claim (is it covered)Future – what will be covered (including exclusions)DO NOT want to be on the death spiral Ending up in a risk pool that out prices

the insured’s budget

APPLICATION FUTURECLAIM

Stabilizing the Bridge

Remember 80% of the time ABBA pays the Deductible

BankruptcyNo Healthcare

Financial Hardship

Family Benefits / Co-pay

Breakdown

ER Critical IllnessAll Others

45%35%

20%

M O R EE

POLICYABBA

ABBA makes the bridge stronger

No Appointments = No Sales

Do at least 15 Credibility Visitso Leads come from Sales Patrol

Print them out and visit them Do at least 10 or 15 at a time Schedule a return appointment

Do at least 60 Meet and Greetso Leads come from walk and talks

Visit other businesses in the area Do at least 3 or more at a time

Activity always begets Results

Just Do It

You can accomplish any goals you apply yourself To!

QUESTIONS?