Sales Presentations | Instructions: For each of the 10 Sales Presentation Apply It! activities in this worksheet: Complete your response for the Apply It! activity you are working on. Go to the corresponding activity section below. Follow the steps for that activity. Enter your answers in the space provided for that activity. Save the changes you make to this worksheet before submitting. Submit your saved worksheet to your facilitator. Return to the Apply It! activity in the course (or click the Submit Sales Presentation button) . Click the link that corresponds to the activity you completed. Follow the instructions on the Submit Sales Presentation page to upload and submit your saved worksheet. | Module 1 Lesson 2: identify allstate & agency value & benefits - (activity 1 of 10) | Steps Locate and print the following documents from the Agency Process Library. (Hint: You will find these resources and more when you click the “The Sales Process – Care Sell Quote Close” link available in the “Acquisition” section.) The Allstate Competitive Advantage job aid The Six Questions Reference Sheet Discuss with your Agency Owner or Office Manager the values and benefits they would like you to promote about the agency and about Allstate. Document the top two values and benefits to promote about the agency and about Allstate. Submit your answers to your facilitator (see Instructions box above). | What are the values and benefits your Agency Owner/Office Manager would like you to promote about the agency and about Allstate? | Good customer service help with claims in a timely matter be available to the customer whenever they need help | What are the top two values and benefits to promote about agency and about Allstate? | The customer can better understand what it is they are purchasing Provide the most value for the customer’s dollar, including satisfying the other three customer wants | module 2.S Auto Sales: practice allstate’s 3 key coverages - (activity 2 of 10) | Steps Review the customer scenarios from Module 2 State Specifics: Allstate’s 3 Key Coverages (see documents attached within the Apply It! activity text). Write the answers to the questions in the spaces provided below for each scenario. Submit your answers to your facilitator (see Instructions box above). | For Customer A: What do you think is most important to this customer? | Listen , feel . relate | For Customer A: Write down possible changes you would discuss with the customer and why. | | For Customer B: What do you think is most important to this customer? | | For Customer B: Write down possible changes you would discuss with the customer and why. | | module 5 lesson 2: document effective phrases for presenting price & asking for the sale (activity 3 of 10) | Steps Discuss with your agency owner - or other experienced peer - effective phrases they use to “present the price” and “ask for the sale” during a conversation with a customer or prospect. Document the phrases on this worksheet (space is provided on the next page). Review these phrases with your agency owner or office manager before using with a customer. Submit your answers to your facilitator (see Instructions box above). | Question #1: Phrases for Presenting the Price | So Mr Customer based on the information you provided to me, I like to offer you a quote the $______ for 6 months or $_____ per month. Recap all of the discounts the customer qualify for | Question #2: Phrases for Asking for the Sale | How would you like your name to appear on the policy When would you like your policy to began | module 9 lesson 1: draft agency value statements (activity 4 of 10) | Steps Retrieve the worksheet you completed from Module 1, Lesson 2, Topic 3 (“Identify Allstate and Agency Values and Benefits”) and review what you documented regarding the values and benefits you and your agency owner want to promote. Reference “Allstate’s Competitive Advantage” job aid on the Agency Process Library. Write one response you could give to brand the agency and Allstate regarding two of the 6 Motivating Questions: Question #4: “Are you satisfied with your agent /provider?” Question #6: “Other than price, what else is important to you?” Submit your answers to your facilitator (see Instructions box above). | What is Your Response to this Customer’s Perspective? Customer Perspective - Question #4: “Are you satisfied with your current agent/provider?” | Customer Response: No | Customer Perspective - Question #4: “Are you satisfied with your current agent/provider?” | Customer Response: Yes | Customer Perspective - Question #6: “Other than price, what else is important to you?” | Customer Response: Accessibility | Customer Perspective - Question #6: “Other than price, what else is important to you?” | Customer Response: Claims Experience | module 9 lesson 1: draft agency value statements (activity 4 of 10 cont) | Steps Retrieve the worksheet you completed from Module 1, Lesson 2, Topic 3 (“Identify Allstate and Agency Values and Benefits”) and review what you documented regarding the values and benefits you and your agency owner want to promote. Reference “Allstate’s Competitive Advantage” job aid on the Agency Process Library. Write one response you could give to brand the agency and Allstate regarding two of the 6 Motivating Questions: Question #4: “Are you satisfied with your agent /provider?” Question #6: “Other than price, what else is important to you?” Submit your answers to your facilitator (see Instructions box above). | What is Your Response to this Customer’s Perspective? Customer Perspective - Question #6: “Other than price, what else is important to you?” | Customer Response: Price Only | Customer Perspective - Question #6: “Other than price, what else is important to you?” | Customer Response: Stability | Customer Perspective - Question #6: “Other than price, what else is important to you?” | Customer Response: Coverage | Customer Perspective - Question #6: “Other than price, what else is important to you?” | Customer Response: Customer Service | module 9 lesson 2.1: build “other person” sales presentation (activity 5 of 10) | Steps To complete your sales presentation for this coverage, leverage the following: What you learned earlier in the curriculum as well as what you heard in the demonstration video. "Auto Presentation Sample Language" and the "3 Key Coverage" worksheet (located under the Resources button in the course). Use this “Other Person” Sales Presentation worksheet to draft what you will say and explain this coverage. Submit your answers to your facilitator (see Instructions box above). Address the following points for “Other Person Coverage,” then create your discussion path based on those points: Inquire as to current coverage amounts (AA/BB) Explain the limit numbers Briefly explain what the coverage “typically covers” Paint the picture of an accident that they may have caused last night Establish a “Human Life Value (HLV)” for the injured or killed OTHER PERSON (HLV – “current salary” x “number of years until retirement”) Explain how their current assets are exposed to a potential lawsuit Show GAP and confirm their interest in covering these important assets Make appropriate recommendations based on customer’s situation | Liability insurance 15/30/25- $15,000 per person / $30,000 per accident in available bodily injury liability insurance available to compensate them for the injuries and damages caused by a Louisiana insured driver. $25,000 property damage per accident. Now if you were in a an accident and hit a Lexus or BMW, those cars are high in value, you would not have enough coverage , but if you hit a mailbox the 25k you have will cover you now 15/30/25 will able you to drive legally, but I would suggest you raise you limits to 25/50/25 to protect you assets. | module 9 lesson 2.2: build “you and your family” sales presentation (activity 6 of 10) | Steps To complete your sales presentation for this coverage, leverage the following: What you learned earlier in the curriculum as well as what you heard in the demonstration video. "Auto Presentation Sample Language" and the "3 Key Coverage" worksheet (located under the Resources button in the course). Use this “You and Your Family” Sales Presentation worksheet to draft what you will say and explain this coverage. Submit your answers to your facilitator (see Instructions box above). Address the following points for “You and Your Family Coverage,” then create your discussion path based on those points: Inquire as to current coverage amounts (UM/UIM/CC or PIP) Paint the picture by turning the accident scenario around Help the customer establish his or her own “Human Life Value.” Briefly explain what the coverages “typically cover” Identify insurance GAP and confirm their interest in covering these important assets Find out about other coverages in place: Health, Life, or Group Insurance Plant the seed for a Life/EFS Lead (offer introduction appointment) Make appropriate recommendations based on customer’s situation | Uninsured motorist bodily injury insurance (UM or UMBI) covers you, the insured members of your household (resident relatives) and your passengers for bodily/personal injuries, damages, or death caused by an at-fault driver who doesn’t have insurance (uninsured) or, in some states, by a hit-and-run or miss-and-run driver. (PIP) Most PIP plans provide reimbursement, insureds may recover damages resulting from auto accidents from their own insurer rather than from another party’s insurer. The best way to explain it is your assets are covered if your hit by someone w/o insurance , or if you have hail storm . Also while your car is covered , I would like to offer you some Life policies such as term and or whole life to protect your family just in case of a death of a love one. Also we can look at other options putting all policies together under a PIP. | module 9 lesson 2.3: build “your car” sales presentation (activity 7 of 10) | Steps To complete your sales presentation for this coverage, leverage the following: What you learned earlier in the curriculum as well as what you just heard in the demonstration video. "Auto Presentation Sample Language" and the "3 Key Coverage" worksheet (located under the Resources button in the course). Then, use this “Other Person” Sales Presentation worksheet (next page) to draft what you will say and how you will explain this coverage. Submit your answers to your facilitator (see Instructions box above). Address the following points for “Your Car Coverage,” then create your discussion path based on those points: Inquire as to current deductibles and comfort level with these amounts If necessary, explain difference between Collision and Comprehensive If applicable, discuss potential savings by increasing deductibles Confirm interest by asking if they want to protect the BIG (liability) or LITTLE (deductible) dollars? Confirm if other coverage is needed like Rental Reimbursement/Towing/Optional Equipment Ask permission to proceed to the quote and address FCRA notice | Comprehensive Coverage-Would an impact out of your control , like an animal (deer in the road), non fault accident , like someone hitting your car in the parking lot. Collision car insurance refers to protection for your car when it is involved in a crash with another vehicle or a stationary object. Now there are deductibles , some customers have $500 deductibles, what that means is Allstate will pay your claim up to the 500 deductible, you would be responsible for the $500. and the higher you deductibles are the lower your premiums are. The key difference in collision vs. comprehensive coverage is the element of the car driver's control. Collision insurance will typically cover events within a motorist's control. Comprehensive coverage generally falls under "acts of God or nature", Rental Reimbursement - Rental reimbursement coverage helps you cover the cost of rental cars needed due to damage to your vehicle or theft. Towing and Labor - If you purchase towing coverage and your vehicle is disabled due to a mechanical problem or flat tire, your auto insurance provider may reimburse you for towing or emergency road service | module 10 lesson 2: create your motorcycle sales presentation (activity 8 of 10) | Steps Use the checklists below for help in discussing all 3 of the key coverages to a prospective customer looking for a Motorcycle quote. TIP: The checklists are set up similar to what you used to create your sales presentations for auto and property. TIP: Review what you drafted earlier in your Sales Presentation Journal for ideas. Use the space below to draft what you might say to a customer and how you will explain these coverages. Submit your answers to your facilitator (see Instructions box above). Address the following points for “Other Person Coverage,”: Inquire as to current coverage amounts (AA/BB) Explain the limit numbers Briefly explain what the coverage “typically covers” Paint the picture of an accident that they may have caused last night Establish a “Human Life Value (HLV)” for the injured or killed OTHER PERSON (HLV = “current salary” x “years left to work”) Explain how their current assets are exposed to a potential lawsuit Show GAP and confirm their interest in covering these important assets Make appropriate recommendations based on customer’s situation Address the following points for “You and Your Family Coverage,”: Inquire as to current coverage amounts (UM/UIM/CC or PIP) Paint the picture by turning the accident scenario around Help the customer establish his or her own “Human Life Value” since motorcycle accidents result in more serious injury. Briefly explain what the coverages “typically cover” Identify insurance GAP and confirm their interest in covering these important assets Find out about other coverages in place: Health, Life, or Group Insurance Plant the seed for a Life/EFS Lead (offer introduction appointment) Make appropriate recommendations based on customer’s situation Address the following points for “Your Bike Coverage,”: Inquire as to current deductibles and comfort level with these amounts If necessary, explain difference between Collision and Comprehensive If applicable, discuss potential savings by increasing deductibles Confirm interest by asking if they want to protect the BIG (liability) or LITTLE (deductible) dollars? Confirm if other coverage are needed like Optional Equipment/Rental Reimbursement/Towing Ask permission to proceed to quote and address the FCRA notice | Other Person, You and Your Family, and Your Bike Coverage: you would have to had 15/30/25 liability coverage to be legal. But always think about if you run into someone with a Mercedes or a Lexus , So I would increase the limits to protect your assets. Now the un/underinsur motorist's protects you an event that a driver may not have insurance or not a enough insurance , YOU will be covered! But understand don't stop there, just like you protect your assets, why not protect your family if something was to happened to you. It can create more savings for you. Plus with a motorcycle, you have to determine what you can afford if a accident would occur so you deductibles can be set at $500 , but the higher the deductible, the lower your premium will be ( Ex $1000) . | module 10 lesson 3: create your renters sales presentation (activity 9 of 10) | Steps Use the checklists below for help in discussing all 3 of the key coverages for Renters to a prospective customer looking for a Renters quote. TIP: The checklists are set up similar to what you used to create your sales presentations for auto and property. TIP: Review what you drafted earlier in your Sales Presentation Journal for ideas. Use the space below to draft what you might say to a customer and how you will explain these coverages. Submit your answers to your facilitator (see Instructions box above). Address the following points for “Other Person Coverage,”: Inquire as to current coverage amounts (Liability - X/Guest Medical - Y) Explain what the coverage limits “typically covers” Liability coverage on a property policy requires the insured person to be found “legally responsible” for the injuries or property damage to the other person Explain how their current assets may be exposed in a potential lawsuit if an accident occured Guest Medical or Medical Payments to Others coverage provides for necessary medical expenses incurred as a direct result of the insured’s negligence. Make appropriate recommendations based on customer’s situation Address the following points for “Your Home Coverage,”: Inquire of the customer: “Did you know that the Allstate Renter’s policy offers some minimal structure protection?” “Additional Protection” or “Additional Coverages” section of the policy, there is coverage for “Building Improvements” (in your state, this may appear as “Building Additions and Alterations”) The Renters policy provides up to 10% of the total Contents limit for additions, alterations, installations or fixtures that the insured tenant makes to the rented property at no additional premium. Address the following points for “Your Stuff Coverage,”: Inquire as to current coverage amount for Contents/Personal Property Briefly explain what the coverage limit “typically covers” When explaining the benefits of Allstate’s Contents or “Your Stuff” coverage, it pays to mention, Replacement Cost endorsement for contents helps the customer replace their items with “like kind and quality” at today’s retail prices. Show GAP and confirm their interest in covering these important assets Make appropriate recommendations based on customer’s situation | Other Person, Your Home, and Your Stuff Coverage: | module 10.S Practice with specialty lines: practice coverage recommendations (activity 10 of 10) | After review of the Craig Barreto located in course: | What do you think is most important to this customer? | I think price and saving is most important to this customer | What motorcycle and renters coverage and discount opportunities can you identify? | multi- line discount Transfer discount, full pay discount, e-bill discount, | What would you recommend to this customer? | Also I would offer a life policy term/whole |