If you’re a newer agent without a book of business, the first thing you need to do is find prospects to get in front of. Your marketing director will help you outline your marketing activities planner. As long as you’re completing those marketing hours and putting in the work, you’ll book appointments!

You can view this training on the marketing activities planner. This will help you create a game plan for getting in front of new clients. If you have any questions after viewing the training, reach out to your marketing director.

Once you have prospects to meet with, the next step is simple: follow the proven Compass sales process. If you’re not using the Compass Presentation Navigator (CPN), you need to be. The CPN is built to maximize your cross-selling opportunities.

Fact-finding is essential with new clients. You can’t show them the right options for their family and situation without knowing what their needs are. Knowing their income, pre-existing conditions, and height and weight, will help you present the right options.

When it comes to presenting options in the CPN, make sure to use the presentation! The CPN sales presentation is proven to work, and sets the stage for WHY the client needs supplements before you even talk to them.

If you haven’t already, you’ll need to complete a mock presentation. Arthur Barlow is a great example to learn from. You can check out Arthur’s mock presentation below.

If you’re joining Compass as an established agent who hasn’t previously focused on cross-selling, this is a great opportunity to reach out to your clients and let them know about the great new offerings you have and what they can do for the client!

Applications for both SureBridge and Allstate Health Solutions can be started in the CPN, but you’ll need to familiarize yourself with those carrier portals. We have great trainings that will help you learn the ins and outs of selling supplements. We also cover this regularly in our Wednesday morning trainings.

Whether you’re a new or veteran agent, selling supplements is a key component to being a successful agent and doing the right thing for your client. Don’t assume you know what’s best for a client or that they’ll turn a supplement policy down. Educate them on the best options and let them make the decision.