INTRO

Advisor Training 101

Operate like a real advisor, not a quote machine.

This training gives your baseline: mindset, a repeatable workflow, conversation structure, and what “good” looks like.

After this, you can

Run a clean discovery call that converts without sounding pushy.
Collect the data needed for underwriting and a strong recommendation.
Follow a repeatable pipeline: lead → meeting → proposal → application → in-force.
Stay compliant by default: notes, needs analysis, reason why.

60–90

minutes of content to deliver live

Focus: process, control, simplicity.

1

Clarity

Clients buy outcomes, not products.

2

Consistency

Same workflow every time.

3

Documentation

Protect yourself by default.

Navigate: ← → or Space

Tip: Click right side for next, left side for back

MINDSET

Mindset

The real job

Clients don’t buy “insurance”. They buy: protection, stability, and options.

You are paid for clarity

1

Diagnose

Ask what changes the recommendation.

2

Recommend

Filter down to 1–2 best-fit options.

3

Execute

Underwriting-ready file, clean docs, no mistakes.

What you are NOT

❌ A price-quote service
❌ A product pusher
❌ A “send me options” email robot

Rule

Control the process, or the lead controls you.

If you feel you’re “chasing”, your process is weak.

Strong process = calm sales.

PROCESS

Process

The workflow (simple)

If you follow this every time, you’ll be consistent and your close rate won’t depend on mood.

1) Lead → Meeting

Fast response
Set agenda
Book a specific time
Pre-call questions

2) Meeting → Proposal

Discovery + priorities
Budget range
Underwriting flags
Recommend 1–2 options

3) Proposal → Application

Confirm decision
Explain next steps
Collect docs + signatures
Submit clean file

CRM pipeline labels (use these)

New Lead • Contacted • Meeting Booked • Met, Needs Identified • Recommendation Sent • Application In Progress • Submitted • In Force • Nurture • Closed Lost

Simple stages = better follow-up.

More stages = more excuses.

CALLS

Calls

Discovery: the 5 buckets

Your goal is not “information”. Your goal is: what problem are we solving, and how urgent is it.

The buckets

Family: dependents, responsibilities, who gets hit if income stops
Income: salary, self-employed, stability, future growth
Debt: mortgage, loans, business obligations
Assets: savings, investments, properties, business value
Health: medications, conditions, history, lifestyle

Discovery script (simple)

“Before we talk numbers, I want to understand what you’re trying to protect. 1) If something happened to you, who would feel the impact financially? 2) What bills or debts must still be paid no matter what? 3) What’s the main goal: family protection, business protection, or future planning? 4) Do you have a budget range you’d feel comfortable with? 5) Any health items that could affect approval: meds, diagnoses, smoking, recent tests?” Then: “Based on that, I’ll recommend the best option. Usually it’s 1–2 choices, not 10.”

Rule: Don’t ask everything, ask what changes the recommendation.

Keep it moving.

SALES

Sales

Recommendation: 1–2 options only

Too many options kills decisions. You are the filter.

How to position your recommendation

1

State the problem

“You want protection for X, with budget around Y.”

2

Give the best-fit solution

“Option A fits best because…”

3

Offer a backup plan

“Option B if we want lower cost / more flexibility.”

Recommendation script

“Based on everything you told me, I recommend Option A. Why: • It covers the main risk we identified • It fits your budget range • It keeps the plan simple and easy to maintain I’ll also show Option B as a backup if you want to reduce cost or adjust the term. If you’re comfortable, our next step is we start the application and underwriting. I’ll guide you through it and keep it clean.”

Your job is to reduce confusion.

One clear recommendation beats 10 quotes.

COMPLIANCE

Compliance

Documentation that protects you

If something goes wrong later, documentation is what saves you, not your memory.

Minimum standard (every file)

Needs Analysis: what they need and why
Reason Why: why this product, this amount, this term
Client Notes: what was discussed, what was agreed
Advisor Disclosure: fees, conflicts, relationship

Notes template (copy/paste)

Call Date: Client Goal: Main Risk: Coverage Recommended: Why it fits: Budget range discussed: Health flags noted: Next steps agreed: Documents requested: Follow-up date/time:

Keep notes clean. No emotional language, no opinions.

Rule: If it’s not written, it didn’t happen.

This is how you stay safe.

FOLLOW-UP

Follow-up

Pros follow up, consistently

Most sales are lost because the advisor disappears or gets awkward.

Follow-up rules

Always end calls with a next step scheduled.
Follow-up is normal, not “begging”.
Use short messages, one question only.
If they go silent: move to Nurture with a future date.

Rhythm: Day 0, 1, 3, 7, 14, 30

Text scripts (simple)

1) “Hey [Name], quick one, do you want to go with Option A or Option B?” 2) “I can lock this in today. Are we good to start the application?” 3) “No rush, but I don’t want you unprotected. Want to finish this week or next week?”

If no response: move to Nurture and re-engage later with value.

Follow-up is a system, not a mood.

Schedule next steps or you’ll chase.

STANDARD

Standard

What “good” looks like

If you want to earn trust fast, this is the bar.

Speed

Respond fast
Book meetings
Don’t delay applications

Control

Lead with an agenda
Recommend 1–2 options
Always set next steps

Proof

Needs analysis done
Reason why written
Notes complete

Next module

Training 102 = Term Life mastery (product basics, term selection, suitability, objections, underwriting flags).

Identity: “I run a clean process and make decisions easy.”

Next: Term Life mastery.