Filling Out the Application

This is arguably the most important part of the interview.  You must assume the sale the whole time.  Always look confident in your ability to be professional.  Don’t be nervous.  If you are nervous, you make the client nervous.

This is the time to shine.  You have to be 100% confident in yourself and your ability to sell this product.  Remember you know a lot more about insurance then they do, even if you just started yesterday.

You sign everything first and the client will follow.  Sometimes you need to take the client by the hand and lead him through it.

Use the word authorize.  People get very scared when you use the word sign.  They think “sign my life away”

Pick up check or cash at the point of sale.  99% of the time it will be a check.  You will just have to go get a money order later.  You definitely must pick up one of the two things.

After any objection use a closing sequence and go right back into the application.  Assume the sale and that you have handled the objection.  

In order for the appointment to be a sale you must pick up either a check or cash.  Also, remember that the client is not covered under the conditional receipt without money.  So it is an advantage to the client for you to pick up a check.