90-Day Path

Your Onboarding Journey

Your 12-Week Path

📅 12 Weeks

🎯 40-50 Apps by Month 3

⏱ 4-Day Workweek

How This Works

Every new hire follows the same 12-week journey across four phases: Foundation (Weeks 1-2), Outbound Begins (Weeks 3-4), Production (Weeks 5-8), and Scale (Weeks 9-12). Click any week below to see the daily breakdown, your submissions, and your production target.

Workweek is Monday through Thursday, 9am to 6pm with a 1-hour lunch. Daily huddle every morning. Monday 1-on-1 with Team Lead. Thursday is the Greg Gaines block, alternating live training and role-play on his content.

Phase 1 · Weeks 1-2

Foundation

Inbound from Day 4 · 0 apps

Phase 2 · Weeks 3-4

Outbound Begins

Outbound Week 3 · 12-14 apps

Phase 3 · Weeks 5-8

Production

Full rotation · 25-30 apps

Phase 4 · Weeks 9-12

Scale

Blueprint R2 + Triple Play · 40-50

Your 12 Weeks

Week 1 · Foundation

Setup, Blueprint, AI FORM

▸

Week 2 · Foundation

Product Knowledge + AI Role-Play

▸

Week 3 · Outbound Begins

Outbound starts (small ramp)

▸

Week 4 · Outbound Begins

Outbound ramp + Month 1 close

▸

Week 5 · Production

Month 2 + Commission Review

▸

Week 6 · Production

Referrals + Daily Standard

▸

Week 7 · Production

Bundling

▸

Week 8 · Production

Objection Handling + Month 2 close

▸

Week 9 · Scale

Blueprint Round 2 begins

▸

Week 10 · Scale

Round 2 + Triple Play Mastery

▸

Week 11 · Scale

Product Knowledge Deep Dive

▸

Week 12 · Scale

Independence + 90-Day Review

▸

Resources · Catch-Up

Greg Gaines Hub

🎓 Replay Library

📝 Notes to W Drive

⏱ 1 Hour Each

How Greg Catch-Up Works

Greg runs live every other Thursday. On Off Weeks (when there is no live training), watch 2 replays from this Hub. Each replay is 1 hour. Submit your notes to your personal folder on the W Drive after each one.

Replays are added by Owner over time. The list below shows what is currently available to you.

Loading replays...

Welcome Back, Trainee

You are training in the Byers Blueprint — the sales system built to protect every customer completely, every time. Complete each module in order and prove your mastery before moving forward.

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Check each box after you have uploaded that recording to your personal Google Drive folder.

📞Call Block

💬Sales Call Conversation

⭐Daily Standard

🎤Word Track Recording

▶ Welcome to Byers Insurance Agency

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Modules Complete

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Total Modules

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Track Progress

Blueprint Sales Process

1A

WHY & Always List

Available

1B

Sales Matrix & The 86%

Available

2

B — Build Rapport / FORM Deep Dive

Available

3

Y — Your Needs & NEPQ Questioning

Available

4

E — Educate & Evaluate Risk

Available

5

R — Recommend & Resolve

Available

6

S — Scale Through Referrals & Reviews

Available

7

Outbound Opener & Word Track

Available

8

Quad Flow Quote Process

Available

9

Full Call Capstone

Available

Product Knowledge (P&C)

🚗

Auto — Coverages, Discounts & Word Tracks

3 Videos

🏠

Homeowners

2 Videos

🔑

Renters

2 Videos

🏢

Condo

2 Videos

🛡

PLUP — Personal Liability Umbrella

2 Videos

💎

Personal Articles Policy

2 Videos

🏘

Rental Dwelling

2 Videos

🗝

Condo Renters

2 Videos

💧

Backup Sewer & Drain

2 Videos

Product Knowledge (Life)

📑

Term Life

2 Videos

♾️

Whole Life

2 Videos

⏱

Limited Pay

2 Videos

🔄

Universal Life

2 Videos

💰

Return of Premium

2 Videos

👶

GIFE

2 Videos

Product Knowledge (Health)

🩺

Short Term Disability

2 Videos

💵

Medical Bill Protection

2 Videos

🦽

Long Term Disability

2 Videos

⚕️

Medicare Supplement

2 Videos

Welcome — Start Here

Required First Step

Welcome to the Blueprint

▶ Watch the Video

🔓 Unlocks Module 1A

⏱ 5 min

Required Before Module 1A

Watch the welcome video below first. This is the system overview — what the Blueprint is, how it works, and why it is built the way it is. Once you have watched it, click the button at the bottom to unlock Module 1A.

▶ Welcome to the Blueprint

Confirm You Have Watched

Click below to mark this complete and unlock Module 1A.

Blueprint Sales Process

Module 1 of 10

WHY & Always List

🎬 Training Video

📝 Workbook

✅ 10-Question Quiz

🎤 Recording

⏱ Est. 30–40 min

Step 1 — Watch the Training Video

📝

Workbook Exercise

Step 2 — Complete before the quiz

My WHY

One sentence. Personal. Specific. Real.

My Always List — 5 Commitments

Specific observable behaviors — not vague intentions.

1

2

3

4

5

🎤

Word Track Assignment

Step 3 — Write then record

Write your word track for this module in your own voice. Then record yourself delivering it naturally — not reading from a script.

Starter: My name is [name]. I am here because [WHY]. Every day I commit to [item 1], [item 2], and [item 3] — because [why those standards matter].

Write Your Word Track

✅

Module Quiz

Step 4 — 85% to pass. No answers shown. Retake available.

📋

Blueprint Quiz — Module 1

10 questions · 85% to pass · Answers not shown · Retake available

0/10

Question 1

According to Simon Sinek, what do people actually buy?

The product or service being offered

WHY you do it — your purpose and belief

The price and value of the offering

The reputation of the company

Question 2

What is the primary purpose of knowing your WHY in a sales role?

To have a good answer during interviews

To sell from conviction instead of script — especially on hard days

To impress your team lead during evaluations

To complete the training requirement

Question 3

What is the difference between a WHY and an Always List?

They are the same — both describe your values

WHY is your fuel; Always List is your standard — specific daily behaviors

WHY is for new hires; Always List is for senior producers

The Always List replaces the WHY after 90 days

Question 4

True or False: An Always List item like work harder is a strong commitment.

True — any commitment shows the right mindset

False — it is too vague. Always List items must be specific and observable

Question 5

Complete: You do not rise to the level of your goals, you fall to the level of your what?

Expectations

Team

Systems

Training

Question 6

Why do elite performers continue drilling fundamentals even at the highest level?

Because their coaches require it by contract

Because elite performance is built on consistency — not talent — and muscle memory requires reps

Because they have not yet mastered the basics

Because practice makes them feel better mentally

Question 7

What does Discipline Takes No Vacation mean in this training?

You are not allowed to take time off

Your standards apply every day — not just when you feel motivated or when it is easy

Training never ends — there is always a new module

You must complete all modules before taking any days off

Question 8

Which of these is a strong, specific Always List item?

I will be a great team member

I will try my best every day

I will ask for one referral name on every closed sale — no exceptions

I will stay positive even on hard days

Question 9

Where should your Always List live after you write it?

In your head — memorized and internalized

In this portal only

Where you can see it every day — somewhere visible at your workspace

Submitted to Kellie once and then archived

Question 10

What happens to unwritten standards when the day gets hard?

They become stronger because pressure reveals character

They disappear — which is why writing them down creates accountability

They are reinforced by the training program automatically

They default to whatever the team lead sets

0 of 10 answered

🎤

Recording Submission

Step 5 — Record and submit to Google Drive

Your scenario: Record yourself delivering your WHY statement and your top 3 Always List commitments as if introducing yourself to a new teammate on their first day. 60 to 90 seconds. No reading — just talk.

1

Record your word track — 60 to 90 seconds, no reading

2

Upload to Google Drive folder below

3

Javan reviews and leaves coaching notes within 24 hours

🆕 Video Naming Format

Name your video file using this format:

[Initials][ModuleName]Wordtrack

Example: KBWHYWordtrack — Your initials + module name + Wordtrack, no spaces.

📁 Submit to: Google Drive → Training Recordings → [Your Name] → Module 1

I have named and submitted my recording to Google Drive

Save your workbook and pass the quiz at 85% to complete this module.

Next: Module 1B — Sales Matrix

Blueprint Sales Process

Module 2 of 10

Sales Matrix & The 86%

🎬 Training Video

📝 Workbook

✅ 10-Question Quiz

🎤 Recording

⏱ Est. 30–40 min

Step 1 — Watch the Training Video

📝

Workbook Exercise

Step 2 — Complete before the quiz

The Sales Matrix — Fill From Memory

Write the percentages for each component in-person vs on the phone.

My 86 Percent Self-Assessment

Rate yourself 1-5 on each component and write what you will do to improve your lowest score.

🎤

Word Track Assignment

Step 3 — Write then record

Write your word track for this module in your own voice. Then record yourself delivering it naturally — not reading from a script.

Starter: On a phone call, 86 percent of the impression I make comes from how I sound. My strongest component is [component]. My biggest area to improve is [component] — here is what I am doing about it: [specific action].

Write Your Word Track

✅

Module Quiz

Step 4 — 85% to pass. No answers shown. Retake available.

📋

Blueprint Quiz — Module 2

10 questions · 85% to pass · Answers not shown · Retake available

0/10

Question 1

On a phone call, what percentage of your impression is determined by how you sound?

38 percent

55 percent

86 percent

7 percent

Question 2

What happens to the appearance component when you move from in-person to the phone?

It drops from 55 to 38 percent

It drops from 55 to 0 percent — completely irrelevant on the phone

It transfers into tone

It becomes part of energy

Question 3

Which voice component carries the highest percentage?

Pace and Rhythm — clarity

Active Listening — rapport

Energy — enthusiasm

Tone — warmth and confidence. 45 percent of the 86

Question 4

Within how many seconds does a customer form a vocal impression on a phone call?

30 seconds

15 seconds

8 seconds

2 seconds

Question 5

What is the optimal words-per-minute range for phone conversations?

80 to 100 wpm

120 to 130 wpm

140 to 160 wpm

180 to 200 wpm

Question 6

True or False: Silence after asking a question is a problem that needs to be filled immediately.

True — silence feels awkward and kills momentum

False — silence is intentional and confident. It gives the customer space to respond

Question 7

What is the difference between active listening and waiting to speak?

There is no difference

Active listening means genuinely understanding; waiting to speak means planning your next line while they talk

Active listening is only relevant after the sale

Waiting to speak is a technique used in objection handling

Question 8

Why is energy described as genuine interest rather than performance?

Because performance is more consistent

Because genuine interest in the customer comes through naturally and cannot be faked long-term

Because energy only matters in the first 30 seconds

Because performance takes too much effort on long call days

Question 9

What physical action can you take before a call to improve your tone?

Drink water

Smile before you dial and stand up — your posture physically changes your tone

Take three deep breaths

Write down your script one more time

Question 10

Complete: Your voice is your blank your blank your blank.

Script process product

Suit office handshake

Brand identity culture

Tool system weapon

0 of 10 answered

🎤

Recording Submission

Step 5 — Record and submit to Google Drive

Your scenario: Record a two-minute mock intro call as if you are calling a new lead for the first time. Demonstrate intentional tone. Include at least one deliberate pause. End with a question not a statement.

1

Record your word track — 60 to 90 seconds, no reading

2

Upload to Google Drive folder below

3

Javan reviews and leaves coaching notes within 24 hours

🆕 Video Naming Format

Name your video file using this format:

[Initials][ModuleName]Wordtrack

Example: KBSalesMatrixWordtrack — Your initials + module name + Wordtrack, no spaces.

📁 Submit to: Google Drive → Training Recordings → [Your Name] → Module 2

I have named and submitted my recording to Google Drive

Save your workbook and pass the quiz at 85% to complete this module.

Next: Module 2 — FORM Deep Dive

Blueprint Sales Process

Module 3 of 10

B — Build Rapport / FORM Deep Dive

🎬 Training Video

📝 Workbook

✅ 10-Question Quiz

🎤 Recording

⏱ Est. 30–40 min

Step 1 — Watch the Training Video

📝

Workbook Exercise

Step 2 — Complete before the quiz

FORM Acronym in My Own Words

Write what each letter stands for and one question you would use in your own natural language.

Florine Call Debrief

What did Javan learn in each FORM category and what coverage opportunity did it open?

🎤

Word Track Assignment

Step 3 — Write then record

Write your word track for this module in your own voice. Then record yourself delivering it naturally — not reading from a script.

Starter: Run a complete FORM conversation — all four categories — as a natural flowing dialogue. One connected conversation that moves through F, O, R, and M without feeling like an interview.

Write Your Word Track

✅

Module Quiz

Step 4 — 85% to pass. No answers shown. Retake available.

📋

Blueprint Quiz — Module 3

10 questions · 85% to pass · Answers not shown · Retake available

0/10

Question 1

What is the single non-negotiable rule about FORM categories on every call?

Complete at least 2 of 4 categories

All four categories — every call — no exceptions

Only the categories that feel natural

Start with M and work backwards

Question 2

What is the difference between FORM done correctly and small talk?

There is no difference — both build rapport

FORM has purpose — the information powers every recommendation you make. Small talk does not

FORM is shorter than small talk

Small talk comes before FORM

Question 3

What did Javan discover in the Recreation category with Florine?

Life insurance for her grandchildren

Equipment protection for her bowling and golf gear added to renters

A higher liability limit on her auto policy

Renters insurance for the first time

Question 4

What is the emotional anchor you listen for in the Family category?

How many people live in the household

Who would be affected if something went wrong — the person they are protecting

What their family income level is

Whether they have a spouse or partner

Question 5

Why does Occupation go beyond just asking someone's job title?

Because job titles determine commission rates

Because their work identity, income stability, and career stage shape what protection looks like for them

Because the company has different products for different professions

Because you need it for the Quad Flow

Question 6

True or False: You can skip Money if the customer seems uncomfortable with financial questions.

True — customer comfort comes first

False — Money is where you build the full protection picture. It is non-negotiable

Question 7

What does it mean when a customer shares a financial fear in FORM?

They are ready to buy immediately

They have handed you the key to the close — every recommendation should reference what they told you

They need to be referred to a financial advisor

You should move directly to E without finishing FORM

Question 8

Every recommendation should reference back to what blank told blank — not a generic script.

You told them based on your product knowledge

They told you

The team lead told you based on standard procedures

The Quad Flow told you based on the bundle

Question 9

FORM does two things simultaneously — what are they?

It covers compliance AND generates referrals

It builds genuine connection AND arms you with information to make personalized recommendations

It creates urgency AND overcomes objections

It qualifies the lead AND sets the next appointment

Question 10

What does a blank category on the Quad Sheet indicate?

The category was not relevant for that customer

The conversation was not complete — period

The producer ran out of time

It is acceptable if the other three categories were strong

0 of 10 answered

🎤

Recording Submission

Step 5 — Record and submit to Google Drive

Your scenario: Your customer is a 34-year-old woman calling about auto insurance who just moved to Atlanta. Run FORM — all four categories. After recording: what coverage opportunity did you identify and what would you reference in your close?

1

Record your word track — 60 to 90 seconds, no reading

2

Upload to Google Drive folder below

3

Javan reviews and leaves coaching notes within 24 hours

🆕 Video Naming Format

Name your video file using this format:

[Initials][ModuleName]Wordtrack

Example: KBFORMWordtrack — Your initials + module name + Wordtrack, no spaces.

📁 Submit to: Google Drive → Training Recordings → [Your Name] → Module 3

I have named and submitted my recording to Google Drive

Save your workbook and pass the quiz at 85% to complete this module.

Next: Module 3 — NEPQ Questioning

Blueprint Sales Process

Module 4 of 10

Y — Your Needs & NEPQ Questioning

🎬 Training Video

📝 Workbook

✅ 10-Question Quiz

🎤 Recording

⏱ Est. 30–40 min

Step 1 — Watch the Training Video

📝

Workbook Exercise

Step 2 — Complete before the quiz

Convert Standard to Emotional Discovery

Rewrite each standard question as an emotional discovery question in your own voice.

My Three NEPQ Questions

Write one original question for each type — Problem, Implication, Solution Awareness — in your own voice.

🎤

Word Track Assignment

Step 3 — Write then record

Write your word track for this module in your own voice. Then record yourself delivering it naturally — not reading from a script.

Starter: Run a complete Y step — all three NEPQ question types — following naturally from a FORM conversation. Includes one Problem, one Implication, and closes with a Solution Awareness question.

Write Your Word Track

✅

Module Quiz

Step 4 — 85% to pass. No answers shown. Retake available.

📋

Blueprint Quiz — Module 4

10 questions · 85% to pass · Answers not shown · Retake available

0/10

Question 1

What is the core NEPQ principle about persuasion?

We are most persuasive when we present confidently and with urgency

We are least persuasive when we tell people things — most persuasive when we ask the right questions and let them discover the answer

We are most persuasive when we know the most about the product

We are least persuasive when we show empathy

Question 2

Standard questions ask about facts. Emotional discovery questions ask about what?

Products and prices

Feelings, consequences, and meaning

The customer's timeline and budget

Their current carrier and coverage levels

Question 3

What are the three NEPQ question types in order?

Open, Closed, Follow-up

Problem, Implication, Solution Awareness

Discovery, Presentation, Close

Qualifying, Building, Closing

Question 4

What is the purpose of a Problem Question?

To create fear in the customer so they feel they need to buy

To surface existing pain — not create it. Help the customer articulate what they already feel

To identify which product to recommend

To qualify whether the customer can afford the coverage

Question 5

True or False: Implication questions are designed to make a customer feel bad about their situation.

True — emotional pressure drives decisions

False — they help the customer feel what is truly at stake if the problem stays unsolved. That is different from making them feel bad

Question 6

What happens when you use the customer's exact words in your recommendation?

They feel sold — which is a good thing

They feel understood — not sold

It can come across as mocking

It only works if you paraphrase slightly

Question 7

What is a Solution Awareness question designed to do?

Close the sale immediately

Help the customer feel the relief of having the problem solved — use after they have felt the pain through implication questions

Introduce the product at the start of the Y step

Build urgency when the customer is hesitating

Question 8

When a customer talks themselves into needing something — that is not you selling them. That is what?

You closing effectively

Them selling themselves

The product proving its value

The process working as designed

Question 9

How do FORM and NEPQ work together?

FORM is for inbound; NEPQ is for outbound

FORM gives you the information — the facts. NEPQ gives you the depth — the emotion and meaning behind those facts

FORM replaces NEPQ when the customer is already engaged

They do not work together — use one or the other

Question 10

By the end of the Y step what should you be able to answer about every customer?

How many policies they currently have and with which carriers

What does this specific person need — and why does it matter to them personally

What is their household income

Which bundle from the Quad Flow fits their age

0 of 10 answered

🎤

Recording Submission

Step 5 — Record and submit to Google Drive

Your scenario: Your customer is a single mom with two kids who works as a nurse. Her biggest fear is being the only income in the household. Run the Y step — all three question types. The entire recording should be questions and listening — no pitching.

1

Record your word track — 60 to 90 seconds, no reading

2

Upload to Google Drive folder below

3

Javan reviews and leaves coaching notes within 24 hours

🆕 Video Naming Format

Name your video file using this format:

[Initials][ModuleName]Wordtrack

Example: KBNEPQWordtrack — Your initials + module name + Wordtrack, no spaces.

📁 Submit to: Google Drive → Training Recordings → [Your Name] → Module 4

I have named and submitted my recording to Google Drive

Save your workbook and pass the quiz at 85% to complete this module.

Next: Module 4 — Triangle of Risk

Blueprint Sales Process

Module 5 of 10

E — Educate & Evaluate Risk

🎬 Training Video

📝 Workbook

✅ 10-Question Quiz

🎤 Recording

⏱ Est. 30–40 min

Step 1 — Watch the Training Video

📝

Workbook Exercise

Step 2 — Complete before the quiz

Triangle of Risk — Practice Customer

Identify exposure in each area and write your You Have / I am Suggesting recommendation.

My Three Coverage Stories

Write one story per line. 90 seconds max. Must end with a dollar amount.

🎤

Word Track Assignment

Step 3 — Write then record

Write your word track for this module in your own voice. Then record yourself delivering it naturally — not reading from a script.

Starter: Walk through a complete E step — identify the Triangle of Risk, use the You Have / I am Suggesting framework, and tell one coverage story with a dollar amount. Reference something specific the customer told you in FORM or Y.

Write Your Word Track

✅

Module Quiz

Step 4 — 85% to pass. No answers shown. Retake available.

📋

Blueprint Quiz — Module 5

10 questions · 85% to pass · Answers not shown · Retake available

0/10

Question 1

What are the three points of the Triangle of Risk?

Auto, Home, Life

Property, Liability, Life and Income

Coverage, Cost, Commitment

Assets, Debts, Income

Question 2

What is the difference between a risk advisor and a salesperson?

There is no difference — both recommend products

A salesperson tells people what to buy. A risk advisor shows people what they are exposed to and offers a solution that fits. Customers trust advisors and resist salespeople

A risk advisor only works with homeowners

A salesperson works on commission; a risk advisor does not

Question 3

What does the You Have I am Suggesting framework accomplish?

It creates urgency by showing the customer everything they are missing

It shows the customer exactly where they are and exactly where you are recommending they go — no confusion no pressure just clarity

It replaces FORM because it covers all coverage questions

It is used only when the customer already has existing coverage

Question 4

Every recommendation should reference back to what blank told blank not a generic script.

You told them based on your training

They told you in FORM and Y

The carrier told you based on underwriting

Your team lead told you based on standard bundles

Question 5

What are the two required elements of every coverage story?

A real customer name and a policy number

A real scenario that makes the risk feel real and a specific dollar amount at the end

A before and after comparison of premiums

A product feature list and a testimonial

Question 6

True or False: A coverage story should be at least 3 minutes long to be effective.

True — the more detail the better

False — 90 seconds maximum. Ends with a dollar amount. Concise and specific is more powerful than long

Question 7

In the Marcus example what information from FORM and Y was used in the E recommendation?

His age and vehicle type

He drives a 2019 Camry is saving to buy a house in 18 months and said he would be in serious trouble if he totaled his car

His current insurance carrier and monthly premium

His occupation and household income

Question 8

Why is the dollar amount non-negotiable in a coverage story?

It creates legal protection for the agency

It makes the risk concrete — moves it from abstract to real. A number gives the brain something to hold onto

It is required by the company compliance

It helps the customer compare prices with competitors

Question 9

What should you do if you are new and do not have your own coverage stories yet?

Skip the E step until you have experience

Wait until you close your first 10 policies before using stories

Talk to your team lead or teammates — borrow a real story and practice it until it sounds natural

Make up a plausible story based on common scenarios

Question 10

Complete: Facts blank. Stories blank.

Win. Inform.

Inform. Close.

Tell. Sell.

Educate. Motivate.

0 of 10 answered

🎤

Recording Submission

Step 5 — Record and submit to Google Drive

Your scenario: Your customer is a 28-year-old man who rents, works in construction, has a 6-year-old daughter every other week, and drives a truck for work. His biggest fear is something happening and his daughter not being taken care of. Run the full E step.

1

Record your word track — 60 to 90 seconds, no reading

2

Upload to Google Drive folder below

3

Javan reviews and leaves coaching notes within 24 hours

🆕 Video Naming Format

Name your video file using this format:

[Initials][ModuleName]Wordtrack

Example: KBTriangleofRiskWordtrack — Your initials + module name + Wordtrack, no spaces.

📁 Submit to: Google Drive → Training Recordings → [Your Name] → Module 5

I have named and submitted my recording to Google Drive

Save your workbook and pass the quiz at 85% to complete this module.

Next: Module 5 — Recommend & Resolve

Blueprint Sales Process

Module 6 of 10

R — Recommend & Resolve

🎬 Training Video

📝 Workbook

✅ 10-Question Quiz

🎤 Recording

⏱ Est. 30–40 min

Step 1 — Watch the Training Video

📝

Workbook Exercise

Step 2 — Complete before the quiz

My Presentation Framework

Fill in for a real or practice customer — what you recommend, why it matters for them specifically, and your investment statement.

My Objection Responses

Write your feel it / redirect for each of the three most common objections.

🎤

Word Track Assignment

Step 3 — Write then record

Write your word track for this module in your own voice. Then record yourself delivering it naturally — not reading from a script.

Starter: Walk through a complete presentation, ask, one objection, and resolution. Present confidently. State the investment without apology. Make the ask. Handle the objection through all three steps. End with a confirmed yes and move into S.

Write Your Word Track

✅

Module Quiz

Step 4 — 85% to pass. No answers shown. Retake available.

📋

Blueprint Quiz — Module 6

10 questions · 85% to pass · Answers not shown · Retake available

0/10

Question 1

What are the three things you walk through in the presentation framework?

Price Coverage Next Steps

What you are recommending why each piece matters for THIS person and the investment stated confidently

Product features competitor comparison and value summary

Coverage limits deductibles and premium breakdown

Question 2

What is wrong with asking does that sound okay after a presentation?

Nothing — it is a polite way to check in

It sounds uncertain and invites hesitation — you want to sound confident not seek approval

It is too aggressive and puts pressure on the customer

It skips the objection handling step

Question 3

What does it mean to feel it with them when handling an objection?

Agree with the customer that the price is too high

Acknowledge and validate the objection before addressing it — not fight it not dismiss it

Match the customer's emotional state regardless of what it is

Offer a discount immediately to relieve the tension

Question 4

True or False: When a customer says I need to think about it you should immediately follow up with more product information.

True — more information helps them make a better decision

False — first ask what specifically they are weighing. You cannot address it without knowing which one it is

Question 5

What is the redirect question when someone says it is too expensive?

Can I show you a less expensive option

When you think about what you told me what feels like the right amount to have in place for something like that — this moves from price to value

Would you like to remove a line from the bundle

Can I call you back after you review your budget

Question 6

What three things happen immediately after every closed sale?

Log ECRM set follow-up send welcome email

Confirm everything clearly set the next step move into the S step

Thank the customer confirm the price send the policy documents

Add to Frontrunner log marketing source send DDD text

Question 7

Why is your tone more important than your words during the investment conversation?

Because customers do not listen to the actual words

Because if you sound apologetic about the price the customer will be too — if you sound confident they will match that energy

Because tone is the first thing customers remember

Because words are processed slower than tone by the brain

Question 8

Complete: The close is not a technique. It is the natural conclusion of a conversation you did blank.

Quickly and efficiently

Right

Confidently from the start

With the customer's best interests in mind

Question 9

What does you earned the right to ask mean in the context of the Byers process?

You have been working at the agency long enough to close

You completed FORM Y and E properly — the ask is the logical conclusion of all that work

You have permission from your team lead to present the full bundle

You established enough rapport to skip straight to the close

Question 10

When a customer says I already have coverage what is the first thing you do and why?

Immediately show them a price comparison

Feel it: That is great and I am glad you do. Then redirect — you are not telling them their coverage is bad you are offering to make sure it fits their actual life

Ask who they are with so you can find something cheaper

Explain why the company coverage is superior

0 of 10 answered

🎤

Recording Submission

Step 5 — Record and submit to Google Drive

Your scenario: Your customer is a 41-year-old man with two teenage drivers at home and a wife who does not work. His biggest fear is his family not being able to stay in their house if something happened. Present auto, home, and life. Handle: That monthly number is higher than I expected.

1

Record your word track — 60 to 90 seconds, no reading

2

Upload to Google Drive folder below

3

Javan reviews and leaves coaching notes within 24 hours

🆕 Video Naming Format

Name your video file using this format:

[Initials][ModuleName]Wordtrack

Example: KBRecommendResolveWordtrack — Your initials + module name + Wordtrack, no spaces.

📁 Submit to: Google Drive → Training Recordings → [Your Name] → Module 6

I have named and submitted my recording to Google Drive

Save your workbook and pass the quiz at 85% to complete this module.

Next: Module 6 — Scale: Referrals

Blueprint Sales Process

Module 7 of 10

S — Scale Through Referrals & Reviews

🎬 Training Video

📝 Workbook

✅ 10-Question Quiz

🎤 Recording

⏱ Est. 30–40 min

Step 1 — Watch the Training Video

📝

Workbook Exercise

Step 2 — Complete before the quiz

My S Step Word Tracks

Write your version of each step in your own natural voice — not training material.

Practice Scenario Debrief

After a role play — what bucket did you use, did the review link get clicked on the call, and what would you do differently?

🎤

Word Track Assignment

Step 3 — Write then record

Write your word track for this module in your own voice. Then record yourself delivering it naturally — not reading from a script.

Starter: Run the complete S step — all four steps — framing, bucket ask by name from FORM, review link real time, and ECRM log. 90 seconds to 2 minutes.

Write Your Word Track

✅

Module Quiz

Step 4 — 85% to pass. No answers shown. Retake available.

📋

Blueprint Quiz — Module 7

10 questions · 85% to pass · Answers not shown · Retake available

0/10

Question 1

What are the four steps of the S process in order?

Ask Send Link Log Follow Up

Required Framing Choose Your Bucket Review Link Real Time Log in ECRM

Open Pitch Close Refer

Qualify Present Close Upsell

Question 2

Why is the required framing non-negotiable before asking for a referral?

It is the company compliance requirement

It tells the customer this is normal — not desperate. It tells them you are someone people recommend and gives them a second to think before you ask

It legally protects the agency from referral fee regulations

It is only required on commercial accounts

Question 3

What is wrong with asking do you know anyone who might need insurance?

Nothing — it is a perfectly good referral question

It is too broad — the customer's brain goes blank. They say they will think about it and never do

It is too aggressive — customers feel pressured

It violates the company's referral guidelines

Question 4

What is bucket selection and where does the bucket information come from?

Choosing which product to pitch next — it comes from the Quad Flow

Asking about a specific person the customer already mentioned — the information comes from FORM

Identifying the customer's income bracket — it comes from the M category

Choosing the referral timing — it comes from the close

Question 5

True or False: Sending the review link and following up later counts as completing Step Three.

True — as long as the link was sent the step is complete

False — the customer must click the link while still on the call. I sent it is not enough

Question 6

Why must the customer click the review link while still on the call?

Because the link expires after the call ends

Because the best time to get the review is right after you delivered value — not three days later when the call is a distant memory

Because it is the company compliance requirement

Because YouTube tracks whether the video was watched in real time

Question 7

Complete: If it is not in ECRM it blank.

Gets flagged by compliance

Did not happen

Cannot be tracked for commission

Will not count toward ScoreCard

Question 8

What does the S step do for the business over time beyond the individual call?

It increases the customer's premium over time

Every referral and every review compounds — more opportunities at zero cost and reviews make the next new customer more likely to call

It satisfies the company's annual review requirement

It builds the agent's personal brand on social media

Question 9

In the full BYERS process what does each letter accomplish?

B-Build Y-Yield E-Earn R-Retain S-Scale

B-Build rapport through FORM Y-Uncover needs through emotional questioning E-Educate on risk R-Recommend and resolve objections S-Scale through referrals and reviews

B-Brief the customer Y-Yield to their objections E-Explain the product R-Read the contract S-Sign and close

B-Bait with discounts Y-Yes the customer E-Explain value R-Resolve pricing S-Sell the bundle

Question 10

What separates producers who get referrals consistently from those who do not?

Talent and natural likability

Consistency — asking on every call every time. Not just the great calls or when they remember

The quality of the product they are recommending

How long they have been at the agency

0 of 10 answered

🎤

Recording Submission

Step 5 — Record and submit to Google Drive

Your scenario: You just closed a 29-year-old woman on auto and renters. In FORM she mentioned her younger brother just bought his first car, her best friend recently moved into a new apartment, and her mom has been asking about life insurance. Run the complete S step — all four steps. At least two buckets.

1

Record your word track — 60 to 90 seconds, no reading

2

Upload to Google Drive folder below

3

Javan reviews and leaves coaching notes within 24 hours

🆕 Video Naming Format

Name your video file using this format:

[Initials][ModuleName]Wordtrack

Example: KBScaleWordtrack — Your initials + module name + Wordtrack, no spaces.

📁 Submit to: Google Drive → Training Recordings → [Your Name] → Module 7

I have named and submitted my recording to Google Drive

Save your workbook and pass the quiz at 85% to complete this module.

Next: Module 7 — Outbound Opener

Blueprint Sales Process

Module 8 of 10

Outbound Opener & Word Track

🎬 Training Video

📝 Workbook

✅ 10-Question Quiz

🎤 Recording

⏱ Est. 30–40 min

Step 1 — Watch the Training Video

📝

Workbook Exercise

Step 2 — Complete before the quiz

My Complete Outbound Word Track

Write your full word track — opener through FORM entry — for a cold call with a known name. In your own voice completely.

My Objection Responses

Write your feel it plus pivot for each outbound objection in your own language.

🎤

Word Track Assignment

Step 3 — Write then record

Write your word track for this module in your own voice. Then record yourself delivering it naturally — not reading from a script.

Starter: Record a cold call — aged lead opener OR known name opener — through an objection and into FORM. No script. Your natural voice. Handle one objection before FORM.

Write Your Word Track

✅

Module Quiz

Step 4 — 85% to pass. No answers shown. Retake available.

📋

Blueprint Quiz — Module 8

10 questions · 85% to pass · Answers not shown · Retake available

0/10

Question 1

What makes the standard opener ineffective on outbound calls?

It is too long and takes too much time

It is the most recognized sales call pattern in existence — their brain categorizes it in under two seconds and they check out before you say anything meaningful

It sounds too formal for a casual conversation

It does not include the customer's name

Question 2

What does did I catch you at a bad time accomplish that most openers do not?

It creates urgency by suggesting you have limited time

It gives the customer control — most say no which means yes they will talk to you. If they say yes you have a callback time

It is the most polite way to start a cold call

It qualifies whether the customer can afford insurance

Question 3

What is the bridge question and what do you do immediately after asking it?

The bridge is how much are you paying now — immediately start your presentation

The bridge is what prompted that for you or who are you currently with — then you stop talking. That answer tells you everything and becomes the foundation of FORM

The bridge is are you the decision maker — then you ask for the spouse or partner

The bridge is did I catch you at a bad time — then you introduce yourself

Question 4

True or False: When someone says I am busy on an outbound call they are almost always genuinely too busy to talk.

True — respect their time and schedule a callback

False — a truly busy person does not pick up a random number. What they mean is they do not know if this is worth their time yet

Question 5

When someone says I am busy call me later what is the first question you ask?

When is a good time to call back — to schedule a specific callback

Real quick — who are you currently insured with — it takes three seconds to answer and the moment they answer they are in the conversation

Can I have 30 seconds — to establish a time limit

I understand — would tomorrow work — to keep the door open

Question 6

What does I already have insurance usually mean and how do you respond?

They are definitely not interested — move to the next call

They are testing whether you have something worth saying. Feel it then ask when is the last time someone actually sat down and walked you through what you have

They have the company — thank them and hang up

They want a price comparison — immediately quote a lower rate

Question 7

How do you reframe I am not interested without arguing?

Agree and offer to call back at a better time

That is fair — most people are not interested in paying more than they have to. Can I ask — are you happy with what you are paying right now or is there room to do better

Explain that you are not trying to sell anything — just check if they qualify

Ask if they have a referral who might be interested

Question 8

What is the goal of the just send me something in the mail response?

To actually send a mailer with your contact information

To comply — Absolutely I can do that — then ask two questions before they hang up. By the time they answer both you are in a real conversation

To get their mailing address for the database

To qualify whether they are a serious prospect

Question 9

What does a blank category on the Quad Sheet indicate about that call?

The category was not relevant for that customer

The conversation was not complete — period

The producer ran out of time

It is acceptable if the other three categories were strong

Question 10

Complete: The transition into FORM should be blank. If it feels like a pivot you went too fast.

Scripted and practiced until memorized

Announced clearly so the customer knows what to expect

Invisible

Saved for after you have confirmed their current carrier and price

0 of 10 answered

🎤

Recording Submission

Step 5 — Record and submit to Google Drive

Your scenario: Recording A: Aged lead opener. Your partner says I am busy call me back later. Handle it and get to FORM. Recording B: Known-name opener. Your partner says I already have insurance. Handle it and get to FORM.

1

Record your word track — 60 to 90 seconds, no reading

2

Upload to Google Drive folder below

3

Javan reviews and leaves coaching notes within 24 hours

🆕 Video Naming Format

Name your video file using this format:

[Initials][ModuleName]Wordtrack

Example: KBOutboundWordtrack — Your initials + module name + Wordtrack, no spaces.

📁 Submit to: Google Drive → Training Recordings → [Your Name] → Module 8

I have named and submitted my recording to Google Drive

Save your workbook and pass the quiz at 85% to complete this module.

Next: Module 8 — Quad Flow (Coming Soon)

Blueprint Sales Process

Module 9 of 10

Quad Flow Quote Process

🎬 Training Video

📝 Workbook

✅ 10-Question Quiz

🎤 Recording

⏱ Est. 30–40 min

Step 1 — Watch the Training Video

📝

Workbook Exercise

Step 2 — Complete before the quiz

My Quad Flow Bundle — Practice Customer

Based on a real or practice customer from FORM — write the exact bundle you would present and why each piece is in it.

PLUP Trigger Check

List the three things that would automatically trigger a PLUP recommendation regardless of age bundle.

My Investment Statement

Write the complete bundle investment statement you would use — presenting it as one number with confidence, not apologizing for it.

🎤

Word Track Assignment

Step 3 — Write then record

Write your word track for this module in your own voice. Then record yourself delivering it naturally — not reading from a script.

Starter: Walk through a complete Quad Flow presentation for a practice customer. State their age and life stage. Name the exact bundle. Present it as one complete investment. Do not line-item it. Reference at least two things they told you in FORM.

Write Your Word Track

✅

Module Quiz

Step 4 — 85% to pass. No answers shown. Retake available.

📋

Blueprint Quiz — Module 9

10 questions · 85% to pass · Answers not shown · Retake available

0/10

Question 1

What is the core purpose of the Quad Flow process?

To present as many products as possible on every call

To bundle the right products based on the customer's age, life stage, and what FORM revealed — presented as a complete protection package

To get the highest premium possible on every household

To satisfy the company's bundling requirements

Question 2

What are the four age-based Quad Flow bundles for ages 18 to 29?

Auto, Renters, PLUP, Term

Auto, Renters, PAP plus one of 25K WL, Select Term, IA Term, or Hospital Income

Auto, Renters, GIFE, Hospital Income

Auto, Renters, Drive Safe and Save, Life

Question 3

What automatically triggers a PLUP recommendation regardless of the customer's age?

Customer owns more than two vehicles

Customer has a teenage driver in the household

Home value over 250 thousand dollars

Customer has a prior liability claim

Question 4

Why do you present the bundle as one complete investment rather than line by line?

Because the company requires bundled pricing on all presentations

Because presenting line by line invites the customer to eliminate coverage one piece at a time — the bundle anchors the full value

Because it is faster and requires less explanation

Because the discount only applies when everything is presented together

Question 5

What does PAP stand for and what does it cover?

Personal Auto Policy — basic liability only

Personal Articles Policy — covers high value personal property like jewelry, electronics, and sports equipment

Premium Auto Protection — enhanced collision coverage

Personal Accident Protection — medical payments

Question 6

In the ages 30 to 44 Quad Flow bundle — what is the difference between the two bundle options?

One includes life insurance and one does not

One uses Select Term or IA Term with renters, the other adds a PLUP to the bundle for households with more assets or liability exposure

One is for renters and one is for homeowners

One includes Drive Safe and Save and one does not

Question 7

What is GIFE and which age group does it primarily serve?

Guaranteed Income for Everyone — ages 18 to 29

Guaranteed Issue Final Expense — primarily ages 45 and up. A whole life product that does not require medical underwriting

Group Insurance for Employees — any age group

Guaranteed Investment Fixed Equity — ages 30 to 44

Question 8

When a customer says they only called about auto — what do you do?

Respect their request and only quote auto

Acknowledge it, complete FORM, then present the full Quad Flow bundle because FORM will reveal what they actually need

Ask permission before mentioning any other products

Quote auto first and mention other products only if they ask

Question 9

What information from FORM directly determines which Quad Flow bundle you present?

Their credit score and current insurance carrier

Their age, whether they rent or own, household members, assets mentioned in Recreation and Money, and any life stage indicators from Family and Occupation

Their current monthly premium with their existing carrier

Their zip code and vehicle type

Question 10

Complete this: The Quad Flow is not a product pitch. It is a blank.

Sales technique designed to maximize premium

Protection framework built from what the customer told you in FORM

Bundling requirement from the company

Script you follow the same way on every call

0 of 10 answered

🎤

Recording Submission

Step 5 — Record and submit to Google Drive

Your scenario: Your practice customer is 26 years old, renting an apartment, works in tech, has a dog and a nice camera setup from the Recreation category, and mentioned money stress from student loans in the M category. Run the complete Quad Flow presentation for this customer — from the bundle selection through the investment statement. Reference what they told you in FORM.

🆕 Video Naming Format

Name your video file using this format:

[Initials][ModuleName]Wordtrack

Example: KBQuadFlowWordtrack — Your initials + module name + Wordtrack, no spaces.

📁 Submit to: Google Drive → Training Recordings → [Your Name] → Module 9

I have named and submitted my recording to Google Drive

1

Record your word track — 60 to 90 seconds, no reading

2

Name the file correctly then upload to Google Drive folder above

3

Check the box above then Javan reviews and leaves coaching notes within 24 hours

Save your workbook, pass the quiz at 85%, and confirm your recording is submitted to complete this module.

Next: Module 9 — Full Call Capstone

Blueprint Sales Process

Module 10 of 10

Full Call Capstone

🎬 Training Video

📝 Workbook

✅ 10-Question Quiz

🎤 Recording

⏱ Est. 30–40 min

Step 1 — Watch the Training Video

📝

Workbook Exercise

Step 2 — Complete before the quiz

My Capstone Pre-Call Checklist

Write what you will do to prepare before your Capstone call with Javan. Be specific.

My Biggest Weakness Going In

Honest self-assessment — which step of BYERS do you feel least confident in right now and what are you doing about it before the call?

My Capstone Debrief — After the Call

After your Capstone — what went well, what you would change, and what Javan flagged.

🎤

Word Track Assignment

Step 3 — Write then record

Write your word track for this module in your own voice. Then record yourself delivering it naturally — not reading from a script.

Starter: Run a complete BYERS call from opener through S step. No notes. No script. Every step connected. Record it as if Javan is the customer grading you live. This is your practice Capstone.

Write Your Word Track

✅

Module Quiz

Step 4 — 85% to pass. No answers shown. Retake available.

📋

Blueprint Quiz — Module 10

10 questions · 85% to pass · Answers not shown · Retake available

0/10

Question 1

What is the purpose of the Full Call Capstone?

To test your product knowledge before moving to Product Knowledge

To demonstrate that you can execute the complete BYERS process from opener through S step in a single connected call — under real pressure

To grade your ECRM notation skills

To show you can handle objections independently

Question 2

In the Capstone grading rubric — what is the total number of points available and what score do you need to pass?

100 points total — 80 percent to pass

120 points total — 85 percent to pass

140 points total — 80 percent to pass

150 points total — 75 percent to pass

Question 3

What does it mean if your FORM feels like an interview during the Capstone?

You are asking too many questions

You are not building enough rapport — FORM should flow as a natural connected conversation, not a checklist of four separate questions

You are spending too much time before getting to the quote

You are going too deep into each category

Question 4

What is required in the Y step for the Capstone to earn full credit?

At least one question per NEPQ type — Problem, Implication, and Solution Awareness — and the answer to each must connect to the FORM discovery

Only a problem question is required at the Capstone level

You must get the customer to verbally say they need insurance

You must identify the customer's current carrier and monthly premium

Question 5

True or False: You can reference your notes or scripts during the Capstone call.

True — the goal is the outcome not memorization

False — the Capstone is performed without notes. The process must be internalized, not read

Question 6

What specifically must your coverage story include to earn full credit in the E step?

A reference to the company's financial strength rating

A real scenario tied to something the customer told you in FORM or Y, and a specific dollar amount at the end

A comparison to what the customer's current carrier would cover

A description of all three points on the Triangle of Risk

Question 7

What happens if you skip the REF/REV line during the Capstone?

You lose points only if you did not attempt it

You automatically fail the S step — REF/REV is non-negotiable on every positive interaction

You are asked to redo just the S step

Nothing — it is optional in the Capstone

Question 8

What does Javan look for when grading your presentation in the R step?

That you quoted the lowest possible premium

That you presented what you recommend and why it matters for THIS person using their exact words from FORM and Y — and that you asked for the business confidently without seeking approval

That you covered every product in the Quad Flow bundle

That you handled at least two objections before closing

Question 9

What unlocks after you pass the Full Call Capstone?

Access to the Skill Shots library

Product Knowledge

The ability to take inbound calls independently

Your 90-day review with Kellie

Question 10

Complete this: The Capstone is not the end of your training. It is blank.

A graduation requirement

The beginning — it proves you have the foundation. Everything from here builds on top of it

A milestone you check off and move past

The standard you will be held to forever

0 of 10 answered

🎤

Recording Submission

Step 5 — Record and submit to Google Drive

Your scenario: This is your full Capstone practice run. Record a complete call from opener through the S step using a practice customer of your choice. Every step of BYERS must be present — B, Y, E, R, and S. No notes. No stopping and restarting. Treat it exactly like the real thing. Submit it before scheduling your live Capstone with Javan.

🆕 Video Naming Format

Name your video file using this format:

[Initials][ModuleName]Wordtrack

Example: KBCapstoneWordtrack — Your initials + module name + Wordtrack, no spaces.

📁 Submit to: Google Drive → Training Recordings → [Your Name] → Module 10

I have named and submitted my recording to Google Drive

1

Record your word track — 60 to 90 seconds, no reading

2

Name the file correctly then upload to Google Drive folder above

3

Check the box above then Javan reviews and leaves coaching notes within 24 hours

Save your workbook, pass the quiz at 85%, and confirm your recording is submitted to complete this module.

Next: Blueprint Complete — Product Knowledge Unlocked

Product Knowledge

Coverages, Discounts & Word Tracks

🚗 Auto

📺 3 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice — make it your own.

Auto Coverages — Knowledge

Auto Discounts — Knowledge

Auto Coverages — Word Tracks (Kellie's Voice)

Product Knowledge

Knowledge & Word Tracks

🏠 Homeowners

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice — make it your own.

Homeowners — Knowledge

Homeowners — Word Tracks (Kellie's Voice)

Product Knowledge

Knowledge & Word Tracks

🔑 Renters

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice — make it your own.

Renters — Knowledge

Renters — Word Tracks (Kellie's Voice)

Product Knowledge

Knowledge & Word Tracks

🏢 Condo

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice — make it your own.

Condo — Knowledge

Condo — Word Tracks (Kellie's Voice)

Product Knowledge

Personal Liability Umbrella Policy

🛡 PLUP

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice — make it your own.

PLUP — Knowledge

PLUP — Word Tracks with Real Claim Examples (Kellie's Voice)

Product Knowledge

Personal Articles Policy

💎 Personal Articles

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice — make it your own.

PAP — Knowledge

PAP — Word Tracks (Kellie's Voice)

Product Knowledge

Knowledge & Word Tracks

🏘 Rental Dwelling

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice — make it your own.

Rental Dwelling — Knowledge

Rental Dwelling — Word Tracks (Kellie's Voice)

Product Knowledge

Knowledge & Word Tracks

🗝 Condo Renters

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice — make it your own.

Condo Renters — Knowledge

Condo Renters — Word Tracks (Kellie's Voice)

Product Knowledge

Goes on EVERY Policy

💧 Backup Sewer & Drain

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice — make it your own.

Backup Sewer & Drain — Knowledge

Backup Sewer & Drain — Word Tracks (Kellie's Voice)

Product Knowledge

Temporary Family Protection

📑 Term Life

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice. Make it your own.

Term Life — Knowledge

Term Life — Word Tracks (Kellie's Voice)

Product Knowledge

Permanent Protection with Cash Value

♾️ Whole Life

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice. Make it your own.

Whole Life — Knowledge

Whole Life — Word Tracks (Kellie's Voice)

Product Knowledge

Pay-Off Period, Lifetime Protection

⏱ Limited Pay

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice. Make it your own.

Limited Pay — Knowledge

Limited Pay — Word Tracks (Kellie's Voice)

Product Knowledge

Flexible Premium, Lifetime Protection

🔄 Universal Life

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice. Make it your own.

Universal Life — Knowledge

Universal Life — Word Tracks (Kellie's Voice)

Product Knowledge

Premiums Returned at End of Term

💰 Return of Premium

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice. Make it your own.

Return of Premium — Knowledge

Return of Premium — Word Tracks (Kellie's Voice)

Product Knowledge

Guaranteed Insurability for Children

👶 GIFE

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice. Make it your own.

GIFE — Knowledge

GIFE — Word Tracks (Kellie's Voice)

Product Knowledge

Income Protection — Short Term

🩺 Short Term Disability

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice. Make it your own.

Short Term Disability — Knowledge

Short Term Disability — Word Tracks (Kellie's Voice)

Product Knowledge

Out-of-Pocket Cost Coverage

💵 Medical Bill Protection

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice. Make it your own.

Medical Bill Protection — Knowledge

Medical Bill Protection — Word Tracks (Kellie's Voice)

Product Knowledge

Income Protection — Long Term

🦽 Long Term Disability

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice. Make it your own.

Long Term Disability — Knowledge

Long Term Disability — Word Tracks (Kellie's Voice)

Product Knowledge

Medicare Gap Coverage

⚕️ Medicare Supplement

📺 2 Training Videos

🎯 Watch knowledge first

📝 Make word tracks your own

How to Use This Page

Watch the knowledge video first to learn the product. Take your own notes in Your Personal Training Folder. Then watch how Kellie explains it to customers in her own voice. Make it your own.

Medicare Supplement — Knowledge

Medicare Supplement — Word Tracks (Kellie's Voice)

Owner Dashboard

Team Overview

Team Progress

👥 All Trainees

📊 Live Progress

🔄 Auto-refreshes

Owner View — Full Visibility

Real-time progress for every team member. Click any row to see detailed module-by-module status. Numbers update as your team completes workbooks, passes quizzes, and submits recordings.

Alerts

Things That Need Your Eyes

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Team Activity

Last Active

Active < 3d 3-7d 7d+ Never

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Team Lead Dashboard

Trainee Progress

👥 All Trainees

📊 Live Progress

🔄 Auto-refreshes

Team Lead View

See where every trainee is in their training. Click any row for module-by-module detail. Use this for daily huddle prep and weekly coaching conversations.

Alerts

Things That Need Your Eyes

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Team Activity

Last Active

Active < 3d 3-7d 7d+ Never

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Team Member Training

Foundations

Systems & Billing

📺 Watch the video

📋 Work the checklist

💾 Progress saves automatically

Systems & Billing — Watch First

Your Checklist

Watch every video below in order. Check off each one as you complete it. Your progress saves automatically — pick up where you left off any time.

Team Member Training

Auto

Auto Modernization

📺 Watch the video

📋 Work the checklist

💾 Progress saves automatically

Auto Modernization — Watch First

Your Checklist

Watch every video below. Check off each one as you complete it. Your progress saves automatically — pick up where you left off any time.

Team Member Training

Fire

Fire Training

📺 Watch the video

📋 Work the checklist

💾 Progress saves automatically

Fire — Watch First

Your Checklist — Work in Order

Start with Basic. Then move into Homeowners, PAP, PLUP, Rental Dwelling, and finish with Business Line. Check off each video as you complete it — your progress saves automatically.

Homeowners Application Homeowners Overview Homeowners Quote for Changing Liability Homeowners Quote New Policy Homeowners Rerate Request ERC Tool HO-3 vs HO-W Quote a Change Quote Home Alert Discount

PAP - State to State PAP Application PAP Overview PAP Quote

PLUP Application PLUP Liability Change PLUP Overview PLUP Quote State to State PLUP Application

Rental Dwelling Overview Rental Dwelling Policy Quote Rental Dwelling Policy Quote and Application

Sales Process

Customer Lifecycle

Onboarding & Retention

📺 Watch the video

📋 Three touch points

💾 Progress saves automatically

Onboarding & Retention — Watch First

Three Touch Points — The First 45 Days

Every new customer gets touched three times: Day 1, Day 14, and Day 45. Each call has a checklist below. Work the steps in order, check them off as you complete each one, and your progress saves automatically.

Full notation standards are in the Sales Onboarding Manual. If it isn't in the notes, it didn't happen.

Call customer on the scheduled call set on Day 14 Warm opener: "Hey [Name], just calling to check in and see how everything is going — how has the experience been so far?" Ask about any concerns or questions with their coverage Update FORM if anything has changed since Day 14 — job change, move, new family member If a cross-sell opportunity was identified on Day 14 — follow up on it Reinforce the relationship: "Our goal is to make sure you always feel taken care of — you know how to reach us if you ever need anything." Ask for referrals and reviews Log full OB note in ECRM. Onboarding is complete. Close the task.

Sales Process

Customer Lifecycle

Policy Reviews

📺 Watch the video

📋 Update FORM — Find Gaps

🎯 Triple Play Close

Policy Reviews — Watch First

The Policy Review Flow

A real policy review strengthens the relationship and surfaces coverage gaps. Update the FORM. Set the expectation. Walk the policies tight. Connect FORM to gaps. End with family protection. Notate.

Reference the steps below before every review until it's muscle memory.

F — Family. New babies, grandbabies, marriage, engagement, kids moving in or out. Marriage is also a jewelry/family heirlooms PAP opportunity.

O — Occupation. Same job? New job? Promotion? Side hustle? Started a business?

R — Recreation. New hobbies, more active, travel, boats, RVs, motorcycles, bikes, four-wheelers. PAP opportunity — jewelry, bikes, instruments, collectibles.

M — Money. Saving for something specific, buying a home, paying off the home, college, retirement. PLUP opportunity — the more they have, the more they have to protect.

Frame the call so the customer knows you respect their time. Example: “Thanks for letting me catch up on what's going on with the family. Now I'm going to walk through your current coverage so you know exactly what you have. I'm going to keep this part short — the goal is for you to walk away knowing what's on each policy and feeling confident you're covered the right way.”

Walk through Auto, Home, PLUP, Life — whatever they have. Keep it tight. Hit the highlights, not every line. If virtual, share screen with the dec page up the entire time. Or share screen with each dec page as you go.

New baby: Family protection conversation.

Just bought a house: PLUP. Every homeowner gets a PLUP recommendation, period.

Engaged or married: Family protection + PLUP. Jewelry, rings, heirlooms = PAP.

Promotion / new job / business: PLUP limit may need to come up. Side business = commercial conversation.

New hobby (boat, motorcycle, bike, four-wheeler): PAP territory. Jewelry, instruments, equipment, collectibles.

Saving to buy a home: Family protection hook + how coverage will change once they own.

Active lifestyle / more recreation: Higher liability exposure → PLUP.

Transition: “Before we wrap up, there's one thing I show every customer at the end of a review. It's how I explain how family protection actually works. Give me 60 seconds — I want you to see this.”

Share your screen and put up the Greg Gaines Triple Play. Walk them through it. Nobody leaves a policy review without seeing it.

Use the notation system in the Service Manual. What you updated in FORM, what gaps you identified, what you presented, what the customer said, what the next step is. If it's not in the notes, it didn't happen.

Skill Shots Library

Focused Training Videos

Skill Shots

🎯 7-Minute Focus Sessions

📚 Build over time

🔓 No order required

Skill Shots — How They Work

Short focused training videos on specific skills. Watch the video, then record yourself applying the skill and submit to Google Drive for Javan to review. No quiz, no workbook — just watch, practice, submit. Library grows over time.

SS1

Skill Shot 1

Outbound Opener

Step 1 — Watch the Skill Shot

How to open an outbound call so they want to keep talking. Tone, energy, and the first 10 seconds.

🎤

Step 2 — Record Yourself

Practice the skill. Submit to Javan for review.

🎯 Your Scenario

Record yourself delivering an outbound opener as if you are about to make a real call. Tone, energy, first 10 seconds. 60 seconds max.

📁 File Naming

[Initials]SS1OutboundOpener

Example: KBSS1OutboundOpener

📂 Submit to: Google Drive → Skill Shots → [Your Name] → SS1

I have recorded and submitted my Skill Shot 1 to Google Drive

SS2

Skill Shot 2

FORM + Value Statement

Step 1 — Watch the Skill Shot

How to deliver FORM with a value statement that sets you apart from every other agent on the phone.

🎤

Step 2 — Record Yourself

Practice the skill. Submit to Javan for review.

🎯 Your Scenario

Record yourself delivering FORM with your value statement on a practice customer. Make it natural. Make it yours. 90 seconds max.

📁 File Naming

[Initials]SS2FORMValueStatement

Example: KBSS2FORMValueStatement

📂 Submit to: Google Drive → Skill Shots → [Your Name] → SS2

I have recorded and submitted my Skill Shot 2 to Google Drive

SS3

Skill Shot 3

5-Minute SCP — Service Confirm Pivot Call

Step 1 — Watch the Skill Shot

How to handle a service call in 3 minutes on the phone and 2 minutes to notate. Acknowledge, review notes, give the customer what we can do and what we can't do, let them decide. Pivot at the end of every clean transaction using SCP.

🎤

Step 2 — Record Yourself

Practice the skill. Submit to Javan for review.

🎯 Your Scenario

Record yourself running a mock 5-minute service call. Acknowledge the customer, review the notes, give them what we can and can't do, and end with a clean SCP pivot. 5 minutes max.

📁 File Naming

[Initials]SS3FiveMinSCP

Example: KBSS3FiveMinSCP

📂 Submit to: Google Drive → Skill Shots → [Your Name] → SS3

I have recorded and submitted my Skill Shot 3 to Google Drive

📚

More Skill Shots Coming

Rate Increase Calls · PLUP Presentation · I Already Have Insurance · DSS Day 1 Enrollment · Quad Flow Demo · And more

Life & Health Pivots · Foundation

The Foundational Concept Behind Every Pivot

🌉 Why FORM is the Bridge

📺 Watch the Video

🎯 Foundational Sales Technique

🔁 Practice in Role-Play

About This Video

Before any of the F, M, or Daily Standard videos make sense, you need to understand why FORM matters. FORM is not small talk. It is the bridge between rapport and recommendation. This video lays out why every pivot in this section starts with something the customer already told you during FORM.

When to watch: Watch this first. Every other video in this section assumes you understand the bridge concept.

Why FORM is the Bridge — Video

📋

Key Takeaways

What you need to walk away with

▸

FORM stands for Family, Occupation, Recreation, Money/Goals — and it gets used on every call, not just the ones that feel like sales calls.

▸

The customer's own answers during FORM become the bridge into Life, Disability, and Health conversations.

▸

If a pivot feels forced, the FORM was rushed. Slow the FORM down, and the pivot lands naturally.

▸

Pivots are not about pitching. They are about connecting what the customer already told you to a product that protects what they care about.

Life & Health Pivots · Family

Family Conversations into Life Insurance

👨‍👩‍👧 F to Life

📺 Watch the Video

🎯 Foundational Sales Technique

🔁 Practice in Role-Play

About This Video

The Family in FORM is the most direct bridge to Life insurance. Customers protect what they love. This video shows you how to take what a customer told you about their kids, spouse, parents, or household and turn it into a Life conversation without it feeling like a pitch.

When to watch: Watch after Why FORM is the Bridge.

F to Life — Video

📋

Key Takeaways

What you need to walk away with

▸

Use the customer's own words about their family to open the Life conversation.

▸

The pivot question is always tied to a real person they named, not a hypothetical.

▸

Match the product type to what the customer is actually protecting — Term for the years they need it most, Whole or Limited Pay for permanent foundation, GIFE for older customers with health concerns.

▸

Always ask permission to keep going. Never assume the pivot is welcome.

Life & Health Pivots · Money

Money & Goals Conversations into Income Protection

💼 M to Life and Disability

📺 Watch the Video

🎯 Foundational Sales Technique

🔁 Practice in Role-Play

About This Video

When a customer talks about Money and Goals during FORM — their mortgage, their car payment, their kids' college, the income that keeps the household running — they have just handed you the bridge into Life insurance and Disability coverage. This video shows you how to walk that bridge.

When to watch: Watch after F to Life.

M to Life & Disability — Video

📋

Key Takeaways

What you need to walk away with

▸

Money/Goals is the strongest pivot for Disability because the customer already named the bills they need to keep paying.

▸

Tie the Disability conversation to a specific bill the customer mentioned — mortgage, rent, car payment.

▸

The Life pivot from Money/Goals focuses on what the income protects: the house, the lifestyle, the long-term plans.

▸

Pair STD and LTD when the customer has a long horizon — a 30-year mortgage and a 5-year disability are not aligned.

Life & Health Pivots · Health

Family and Money Conversations into Health Coverage

🏥 F and M to Health

📺 Watch the Video

🎯 Foundational Sales Technique

🔁 Practice in Role-Play

About This Video

Health pivots use both the Family and Money/Goals parts of FORM together. The customer cares about their family. The customer worries about medical bills wiping out a budget. This video shows you how to bring those two threads together into a Medical Bill Protection or Medicare Supplement conversation.

When to watch: Watch after M to Life and Disability.

F and M to Health — Video

📋

Key Takeaways

What you need to walk away with

▸

Medical Bill Protection lands when you tie it to the customer's deductible and the gap their main insurance leaves.

▸

Medicare Supplement is the careful conversation — slow down, ask about prescriptions, providers, and travel before recommending a plan.

▸

Ask about the customer's health insurance situation during FORM so the pivot has something to attach to.

▸

Always frame Health products around what the customer is protecting, not what they might lose.

Life & Health Pivots · The Standard

Ask on Every Call

🎯 The Daily Standard

📺 Watch the Video

🎯 Foundational Sales Technique

🔁 Practice in Role-Play

About This Video

This is the standard the office runs on. Every call gets the ask. Not every call gets the full Triple Play presentation, and not every call closes a Life or Health policy. But every call includes the 30-second discovery question that finds out whether the customer is open to a conversation. The Daily Standard is the habit that makes everything else possible.

When to watch: Watch last. This is the standard that brings the other four videos into your daily practice.

The Daily Standard — Video

📋

Key Takeaways

What you need to walk away with

▸

The Daily Standard is the ASK on every call, not the PRESENT on every call.

▸

30 seconds of discovery during FORM tells you whether to pivot or not.

▸

Even when the customer says 'not right now,' the ask is a deposit. They remember being asked, and they come back when the time is right.

▸

Tracking the ask on every call is non-negotiable. If it is not in your call log, it did not happen.

▸

The Triple Play presentation (taught in Week 10) is what you use AFTER a customer signals interest. The Daily Standard is what gets you that signal in the first place.