20-Day Initiative

This initiative is designed to help any agent get up and going in the Capsur – Gaining Through Training. Whether you are new to insurance or simply new to the different markets. By the end of this initiative, you will be certified, trained, and be ready to make sales, market & prospect!

Day 1

Make sure you have filled out the agent agreement (if applicable).
Get set up in Surance Bay (SureLC).
Get your company email set up (if applicable).

Day 2

Apply for your carrier appointments in SureLC (if they are in SureLC)
Alternatively, fill out online appointment documents for those companies not on SureLC (your agency’s life market specialist will advise you on which carriers to select)

Core Carriers

1) LIFE

A. Columbus Life – IUL

B. Pacific Life – Term

C. National Life – IUL – Term

D. American National – GUL- Annuity SPIA

E. North American – IUL – GUL – Term

F. Protective Life – Term

G. Ameritas – IUL – Term

H. Allianz – IUL

I. Minnesota – IUL – Term

J. Assurity Life – Term – STDI-Critical -Accident

2) ANNUITY – (do all product training before taking app)

A. Silac- Index – Income – MYGA – Growth

B. Sentinel – Index – Income – MYGA – Growth

C. North American – Index – Income -MYGA

D. Equitrust – MYGA

E. Nationwide – Index

F. Oceanview – MYGA

G. Columbus Life

3) LTC

A. Mutual of Omaha – True LTC

B. Nationwide – Hybrid LTC

C. One America – Hybrid LTC

D. Equitrust – Hybrid LTC

4) FINAL EXPENSE

A. Sentinel

B. Gerber

C. Foresters

D. Columbian

5) SENIOR MARKET (Jeffrey Kahler 919-488-7160)

A. UHC – Medicare

B. Aetna – Medicare

C. Mut Omaha – Medicare

D. BCBS – Medicare

E. GLOBE – Medicare

F. LASSO – Medicare

G. United American – Medicare

H. Silver Script – Drug Plan

I. Wellpath – Drug Plan

6) HEALTH BENEFITS INDIVIDUAL & BUSINESS

A. BCBS NC – Ind – Group – ACA

B. Cigna – Ind – Group – ACA

C. Aetna – Ind – Group – ACA

D. Ambetter – Ind – Group – ACA

E. UnitedHealthcare – Group – Ind – ACA

F. Guardian – Full Benefits

G. Colonial – Full Benefits

H. Principle – Full Benefits

I. Nationwide – Dental Individual

J. New Benefits Card – Capsur

7) LEGACY PLANNING (Allan Harkness – 770-309-8288‬)

A. Become a Charitable Advisor

B. How to add Charitable Planning to your business

C. What is a polled Income Fund?

D. What is an endowment?

E. Trifecta Plan

F. How to include Life Insurance in Charitable Plans

Days 3-7

Start your orientation to CAPSUR and set up the following:
Review Field Underwriting (please bookmark)
Fast Start 2500
- Pick your Market.
- Choose date to Start your campaign.
Enroll in mycapsur.com.
Do website training.
Decide on your Agent Identity Package
Set up Smart Agent System
- Set up Virtual Sales Assistant
- Set Up Story Boards
- Set up email campaigns.
Website for yourself with our Smart Agent System (example)
Business Cards, Logo, Letterhead
Social Media setup
Podcast setup (if applicable)
Sample of links to easy issue products:
Review quoting tools
Life Tools
- Quotes
- Forms
- Shopping
- Product Info
Capsur Essentials
- Case Design
  - Individual
  - Retirement
  - Business Market
  - Long Term Care
  - Mortgage Program
  - Final Expense
  - Turning 65 this year- myseniorsnetwork.com
  - Legacy Planning- Legacy-Planning.org
  - Group and Individual Benefits
  - Your Benefit Card

Day 8

Fast Start Training by Topic

Top Picks to Review
- Retirement Analyzer
- Stonewood Financial
- Social Security Analysis
- IUL Training
- Asset Based LTCi
- Premium Finance
- Smart Agent System
  - Digital World-sample campaigns, e-app custom book program
- Sweet Spots
  - Cases for Underwriting
  - Who does what?

Day 9

Product Training by Carrier

Columbus Life – RAP Guide
- Explorer Index IUL
- Voyager GUL
- Survivor UL
- Term 10-15-20-30-year
- Living Benefits
- Accelerated Underwriting
National Life
- Flex Life Index IUL
- Term – 10-15-20-30
- Summit Life-Prem Finance Only
Pacific Life
- GUL – Promise GUL
- Term
North American
- ADDvantage Term 10-15-20-30
- Protection Builder- GUL + Cash
- Builder Plus – Cash accumulation
- Smart Builder- Cash accumulation
American National
- GUL
Protective
- Term Only 10- 15 -20 -30
- GUL – Custom Choice
Ameritas
- FLX IUL – Living Benefits
- Term with Living Benefits FLX
Assurity
- Easy issue on Internet

Day 10

Develop your story [see outline].
Practice & role play your story and the company story.

Day 11

Share your story with your Colleague or Capsur Rep.
Revise your story as needed

Day 12

Leads from Email Campaigns set them up in your CRM with Smart Agent System

Day 13

Work on your presentation
Developing Need Suitability

Day 14 – Friends & Family

Task 1 – compile a list of friends & family that you can speak to about what you are doing now so they can let you know of anyone that would benefit from your services.
- Practice & role play the Friends & Family script
Task 2 – if you have an existing book of business, review your clients and identify those that are Medicare age, 65 years old or more.
- Practice the policy holder script

Day 15

Set up your Calendar for your mail.

Day 16

The Importance of Taking a Needs Analysis Profile
Practice what you learned in the videos.

Day 17

Pick your Market to spend your time cultivating.
Develop a personalized marketing plan.
Review Center of Influence
Pick you top 8 Influencers.

Day 18

Smart Office – Look at how you keep your records.

Day 19

Set your personal training time with the markets you work
Review this on the Capsur website

Day 20

Plan your next 90-day review.
Good luck selling!