Advisor University

A D V I S O R   U N I V E R S I T Y

Advisor University Curriculum

Recruiting/Converting Process:

  • Identify Advisor prospects
  • Questionnaire
  • 1st interview
  • 2nd interview

AU Prerequisites-

  • Advisor Agreement
  • Contracts Moved-
    • U65 – PALIC/ML/PRAM
    • M/S – PALIC/ML/Aetna/Cigna
    • M/A – UHC/Humana/Aetna/BCBS/Cigna
      • *Local MA, if applicable- ex. B/SW
    • PDP – SS/Envision
    • FE – UO, Aetna, Gerber
    • Advisor agrees to enter NALP – Advisor University
    • Advisor Sales and Marketing plan (including goals) has been developed, received and approved

Admission Considerations:

  • Advisor Initiation:
    • An @lifeplansllc.com email address has been issued
    • An NAHP website has been set up
    • Business cards have been ordered
    • NALP – ID badge
    • Facebook profile w/ business page and has joined FB closed group
    • U65 Basic Training complete
    • Medicare certifications complete
  • Letter of Acceptance 

NALP – Introduction to NALP Advisors:

 What does it mean to be an NALP – Advisor?!

  • NALP Commitment
  • Advisor’s Expectations

Curriculum:

Month 1

  1. NALP – Advisor University Orientation
    1. Our Mission
    2. Program overview/preview
      1. What is not included (i.e. annuities, LTCI, hybrids, advanced planning, group, Sales Basics, etc)
    3. Expectations of Student
    4. Commitments of NALP
    5. Organizational Structure
    6. Who to contact?
    7. Product Portfolio
    8. Compensation Review
    9. nalpadvisors.com
    10. Compliance and Ethics
  2. Advisor Sales and Marketing plan review
    1. Develop Networking Contact list (http://www.insurancesplash.com/blog/insurance-networking-tips/)
  3. Implement Sales and Marketing plan
    1. Marketing activity support
    2. Networking activity support
    3. Sales activity support
  4. Training
    1. Advisor Administrative procedures
  • Calendar/Events
  • Policies & Procedures
  • Confidentiality
  • Submitting Business
  • Reporting (Sales Report and Disposition Report)
  • Commissions Overview
    1. Marketing Basics- How the marketing allowance works
    2. NALP Advisor Sales Process
      1. Consultative Sales
      2. Probing and Fact Finder
  • Educating Clients (Cards, Claims, TelaDoc, Karis)
  • Best Practices
  • Cross-selling
  • Persistency/Retention
    • Referrals
  1. Determine Advisor strengths and weaknesses
  2. Track results and make adjustments

 Month 2

  • Implement Sales and Marketing plan
  • Training
    • Basics of Stacking health plans
    • Life Insurance training
    • Telephone Sales and Electronic enrollment
  • Track results and make adjustments

Month 3

  • Implement Sales and Marketing plan
  • Training
    • Sales consistency (year round)
    • How to capitalize on Incentive bonuses and trips
    • Preparing and developing pipeline for Selling Season(s)
  • Track results and make adjustments

Graduation Considerations

  • Final report card
  • Hand-off to Sales Manager
  • Track Sales Manager results

Additional Post Graduate Courses:

AU- Post Graduate- Courses in annuities, LTCI, hybrids, advanced planning, group…

This should also consist of the following Advanced Training…

Software Utilization, Sales Process Variations, Effective Sales Reporting, NALP Best Practices, Client Plan Construction, Client Sales Presentation, Business Approval Expedition, Persistency & Retention Tracking.

Sales & Marketing Plan

View the Sales & Marketing Plan template here.

Marketing Basics

Watch the Marketing Allowance Webinar here.

Sale Process - COMING SOON!

Keep checking back for more information soon!

Administrative Processes & Procedures - COMING SOON!

Keep checking back for more information soon!