Mastering Needs Analysis and Virtual Presentations for Success! 🚀

Okay, in this video, I'm going to teach you how the needs analysis and the virtual presentation work together. We want you to use both of them together, not just one, not just the other. We want you to use them together. So to start off, I'm going to go over how the needs analysis works. Both of these are available on the website. On the training platform. We have made the needs analysis PDF fillable, so you can fill it if you don't like to print it out and write on it. I like to print it out and write on it. It's easier for me. But if you're one of those that just likes to type in things, we have made it that way. So the needs analysis is. We want you to work from top to bottom. What the needs analysis is, is it's that piece of paper that you're going to fill out the information and send us a picture of it so we can help you with the underwriting. Okay, Now I want you to take a look at the virtual presentation and the needs analysis side by side. The reason I say we want you to use them together is because they go together. So if you look over here on the left, you will see there's these little stars on the needs analysis. Now, if you look over on the right, you will also see there's stars on the virtual presentation. We did that on purpose. That's not by accident. The stars on the virtual presentation line up with the stars on the needs analysis. So as you're going through the virtual presentation, you will also be filling out the needs analysis. So as you go through the questions, for example, the very first star is, right, husband's name and age. So you'll find out the husband's name and then the husband's age. And then the second star is, what is wife's name and age? Same thing. You want to put the wife's name and then the wife's age. Like I said, it's PDF fillable. I fill it out personally with a pen, but it's honestly up to you. And then you're going to find out the mortgage amount. Just confirm what that mortgage amount is. If it's 300,000 for this purpose, we're going to say 300,000. And you also want to pay real close attention to this part because a lot of people miss this. It's what is the mortgage amount and how long to pay off the loan, not just what the mortgage amount is. So we're going to say 30 years. And then as you go down, the stars go with it. I Will also find out the date of birth at the same time as the age, just to get that information up front. But once I get to this star right here, Step three, the star is, what is the monthly income? So I would put in the monthly income. You don't want to skip the part before the stars. You want to make sure you do cover that part. Because the virtual presentation is an outline of what your appointment should look like. It doesn't have to be word for word, but it is an outline of what your appointment should look like. So that way, if your brain's not firing all cylinders, if you get stuck on your appointment, if you don't know how to run an appointment, you can look at this virtual presentation, and it will help you. So when you're looking at step three, explain what mortgage protection is. You will say, what I want to see is, if something happened to you, Callan, how does that affect Ashlyn? And if something happened to Ashlyn, how does that affect Callan? Okay, Now I'm gonna ask you a couple questions to see what makes sense, and then that's when you're gonna get their income. So as you can see, the virtual presentation goes hand in hand with the needs analysis. It was made that way for a reason. So as you go down, you're gonna identify the need. So you're gonna ask those pain questions that we always talk about, which I'm not gonna dive into the virtual presentation in this video, that will be in a later video where we dive deep into the vir. But identifying the need is finding the pain. Okay? There is no star for that because you're not going to write down the pain. Where the pain is found is with the monthly income and losing that monthly income. Okay? You will then explain to them how the process works. For mortgage protection, we have it laid out pretty simply for you. And then you're going to get the medications. And if they're a smoker or not a smoker, want you to pay close attention to how this is worded. It doesn't say, what do you currently take for prescriptions? It says, what medications have you filled or taken in the past seven to 10 years. That is key. We want to know what they've taken the past seven to 10 years, not just what they're currently taking. I say, I don't care if it's as small as a Tic Tac or it's got dust in the cabinet. I want to know what it is. Okay. And that will help with your underwriting. Okay. This business is caught not Taught the more you do it, the better you're gonna get. But asking those questions and wording it that way will help tremendously with your underwriting process and getting that information from them and increasing your placement. So at this point, I would put in whatever medications they're on. So a very common one is Metformin. And then I do want to make sure I put in those diagnosis. So I'm gonna ask them, okay, what do you take that for? And metformin is pretty, pretty common for diabetes. Okay. And then I can also put in high blood pressure or whatever medications are on. I want to know what they are. Okay, this will help us. So when you send us a picture of that needs analysis, we can look at it. It's pretty clean, cut and dry, and we can tell you what products to write, what's the best option for them, and that'll help us as managers to help you. Okay, now if you look down here, you definitely want to get their height and weight. So there's a star for height and weight, because that is very important. You need to have their height and weight. So we will put their height and weight in there as well. And then if you go down, give option B first. You don't just give option B, you want to give all of them. But if they say option B works and that's the one you roll with, okay, so for this case, I'm going to say 100,000 for 45 bucks. That's option B and then option A and then option C. And you let them tell you which one makes the most sense. That's how the needs analysis and the virtual presentation go together. It's not one, it's not the other. They go together. We want you to use them together. Both of these you need to have handy when you're running an appointment, because these are going to be what you refer to, and it is going to help us as managers, help you. I another thing I want you to pay attention to is over here, it says carriers you are contracted with. I, Antonia and Michael and Callan do not know what carriers you are contracted with off the top of our memory. So when you fill this out, it is PDF fillable, like I said. So I recommend you putting in the carriers you are contracted with and printing it out that way. And then you can write it with pen and paper like you do for normal needs analysis, like I would do. Or if you're one of those that just likes the PDF fillable, you can do that as well. But doing this will help us help you get through your appointment, get through it seamlessly and simplify everything for you. That is how the needs analysis and the virtual presentation go together. If you have any questions, please reach out to us. That's what we are here for. You've got this. Good luck.