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SWAS Part 2 of 2: The Sales Process

  • Broadcast in Marketing
Rick Nappier CEO

Rick Nappier CEO


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This 3-hour SWAS session is the pièces de résistance or the grand prize of our sales system.

Seventy-five percent of life insurance agents, as noted in LifeHealthPro, "The Sales Rep's Lament" http://www.lifehealthpro.com/2015/04/19/the-sales-reps-lament, are not successful. It's not agents' fault. Most agents never receive formal sales training.

Formal sales training is not cheap. It cost my company when I worked in corporate America $10,000 in 1994 for an 8-day class. Most independent marketing organizations (IMO) and name-brand, franchise carriers are not going to pay this kind of money for every agent to learn how to sell.

SWAS is probably the best, affordable solution for agents to get a fast and powerful dose of sales training.

The overall result achieved by agents learning the SWAS sale process is the ability to work with insurance applicants using the same approach. The agent will not have to differentiate the sales approach according to various applicant profiles. Confidence is developed much faster and is stronger using SWAS.

Specific topics covered in Part 2 are:

  • Rapport Building (different than traditional methods)
  • Developing Need (different than traditional methods)
  • Evaluating Options
  • Affordability Concerns
  • The Insurance Application Process
  • Why Use This Carrier
  • The Financial Needs Analysis
  • Getting Referrals with Ease

Thanks for listening to the show.


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