New Agent
Training

• Listen to a minimum of 2 recorded calls from a top producerFocus on tone, pacing, and how they build rapport in the first 30 seconds
  Q&A
• What opening line does the producer use? How do they introduce themselves?
  Discuss
• How does the producer transition from rapport to fact-finding?Note the exact moment — what phrase or question triggers it?
  Observe
• What fact-finding questions are asked? Can you list at least 4?
  Q&A
• How does the producer present the product? What pain points do they tie coverage to?
  Discuss
• Identify any assumptive closes or trial closes used on the call
  Observe
• What do you want to replicate from this producer's approach?
  Reflect

• Review the full script — read it aloud silently to yourself firstIdentify any words or phrases you're unsure how to pronounce or explain
  Practice
• Role-play the script opening with your trainer. Did you sound natural?
  Role-play
• Can you explain why each section of the script exists in your own words?
  Q&A
• Practice the fact-finding section twice — once with trainer as prospect
  Role-play
• Practice the closing section. Do you know the assumed close phrase by memory?
  Memorize
• Trainer sign-off: Agent is comfortable with flow of script
  Sign-off

• Who is eligible for SGLI?Active duty, reserves, National Guard eligibility
  Q&A
• Max coverage amount under SGLI and monthly cost?
  Q&A
• Explain VGLI — who qualifies and when must they convert?Key: 1-year and 120-day conversion window from separation date
  Explain
• VGLI premium differences vs. private market whole life or term?
  Compare
• Does VGLI build cash value? Does it have a fixed rate long-term?Key differentiator — know this cold before dialing veterans
  Q&A
• Why might a veteran with VGLI still benefit from a supplemental private policy?
  Discuss

• Can you explain the VGLI gap without using industry jargon?
  Role-play
• Practice the 60-second VA coverage explanation with trainer as veteran prospect
  Practice
• What question do you ask to find out if a veteran has existing VA coverage?Reference the fact-finding section of the script
  Q&A
• Identify the 2 most common objections from veterans regarding existing VA coverage
  Discuss
• Trainer sign-off: Agent can articulate VA coverage landscape confidently
  Sign-off

• Complete a full mock call intro-to-close with trainer as prospectUse the full script — no shortcuts. Trainer plays "warm but cautious"
  Role-play
• Did you nail the opening within the first 15 seconds?
  Eval
• Did you complete all fact-finding before presenting a product?
  Eval
• Did you present the product by tying it back to what the prospect shared?
  Eval
• Did you attempt a close? What language did you use?
  Discuss
• Trainer debrief — 3 strengths and 3 areas to sharpen
  Debrief

• Review the Rebuttal Document aloud with trainerMark any rebuttals that feel unnatural — workshop those
  Review
• "I already have coverage" — deliver without looking at notes
  Role-play
• "I need to talk to my spouse" — deliver, then attempt a re-close
  Role-play
• "I can't afford it right now" — use the budget pivot
  Role-play
• "Send me something in the mail" — redirect and maintain engagement
  Role-play
• "I need to think about it" — use urgency and future-pace
  Role-play
• "I'm busy right now" — acknowledge and schedule a callback or keep them engaged
  Role-play
• Trainer sign-off: Agent handles top 5 rebuttals with confidence
  Sign-off

• Whole Life — 3 core features: permanent coverage, fixed premium, guaranteed cash value
  Explain
• Who is the ideal Whole Life prospect? Age range and situation?
  Q&A
• IUL — Explain index-linked growth in plain languageFloor protection, cap rates, participation rates — can you explain these simply?
  Explain
• Main appeal of IUL for a prospect concerned about market risk?
  Discuss
• Term Life — Term periods, level premiums, what happens at end of term
  Explain
• Who is Term best for? Compare cost vs. Whole Life for a 45-year-old
  Compare

• Scenario: 38-year-old veteran, family of 4, budget-conscious. Which product and why?
  Scenario
• Scenario: 55-year-old retiree, VGLI expiring, wants lifelong protection. Which product and why?
  Scenario
• Scenario: 45-year-old business owner, tax-advantaged wealth building. Which product and why?
  Scenario
• Trainer sign-off: Agent can match products to prospect profiles without prompting
  Sign-off

• Dialer access confirmed and leads loaded by manager
  Setup
• Script printed and rebuttal doc open — both visible at your station
  Setup
• CRM / disposition system logged in and tested
  Setup
• Headset tested, no background noise, quiet environment confirmed
  Setup

Track every session. These numbers show exactly where to make adjustments. Reviewed at 6:00 PM daily.

This updates automatically from your tracked numbers — use it to focus your next session.

Note where each unsuccessful call fell apart — this is your most valuable data.