Protection Induction Course Overview

Day 1 – Start 10 am / Day 2 – Start 9am / Day 3 – Start 9am
COURSE INTRODUCTION
  • Video welcome to Intrinsic
  • Housekeeping
  • Course Aims and Objectives
  • Course Agenda
  • Delegate and trainer Introductions
  • Development plan overview
  • Key initiatives – Customer outcomes+RFT
YOUR ROLE
  • Role of a Protection Adviser
  • Claire’s story video
  • Consequences of not protecting
STATE OF THE PROTECTION NATION AND THE
PROTECTION OPPORTUNITY
  • Understanding the protection market (statistics and probability)
  • Introduce the LV Risk Calculator – Exercise
  • Look at protection product solutions
  • Protection exercise – covering key products and what they do
PROSPECTING
  • Who will they be contacting
  • Group exercise to flipchart potential sources of leads and prospects
INTRINSIC EXTRANET
  • Key areas applicable to Protection
ADVICE PROCESS
Intrinsic Advice Process Overview
  • Materials and Systems that support the protection advice process
Protection Advice Process
  • Based on a high level case study – to be built on throughout training
INITIAL ENGAGEMENT
  • Initial telephone discussion
  • Customer outcome:
  • Client understands what the meeting will be about and potential outcomes
  • Explains next steps and what preparation is required by client, i.e. existing policy documents, income and outgoings, employer benefits
  • Client receiving generic information on the process
Appointment confirmation
  • Email Letter template covering appointment (budget planner)
  • Customer outcome
  • Confirming appointment
  • Contact details provided
  • Documents required, i.e. existing policy documents, income and outgoings, employer benefits
Initial appointment
  • Structured Agenda
  • Customer outcome
  • Provides for structured meeting to ensure all critical areas are covered
  • Client understands the purpose of the meeting
Disclosure – demonstration of documentation being used
  • Provide Services Costs and Disclosure Document along with Terms of Business
  • Trainer demonstration and delegate role play practice
  • Customer outcome
  • Clear on what services are being offered
  • Clarity on how the adviser is paid
  • Client commitment to proceed
/ ESTABLISHING NEEDS
  • Paper factfind Protecting Your Lifestyle – Know your Customer case study Brian and Maggie.
  • Exercise around Future expenditure for Brian and Maggie.
  • Delegates confirm/challenge/probe basic information to extract soft and hard facts to make a suitable recommendation that meets the client’s needs
  • Delegate roleplay
  • Introduction to ID3 Global – delegate demonstration and practice
  • Customer outcome
  • Know your customer to assess customer needs
  • Discuss contradictions in wants v needs and challenge thinking and perceptions
  • Ensure client is aware of how their perceptions fit in with their circumstances
  • To allow recommendations to meet client requirements based on term, sum assured, other benefits and affordability
  • To make recommendation in line with potential changes in client circumstances, short and long-term
  • To capture all debts and make sure these are covered in any recommendation made
  • To ensure the client understand how the recommendation fits their needs
PRIORITIES AND OPTIONS
  • Analyse information from case study and complete shortfall analysis on death for Brian and Maggie
  • Overview of Intrinsic’s protection panel and Intrinsic exclusive client benefits
  • Trainer demonstration of Lifequote, covering overview of the system, generating a Quickquote and Multi Benefit quote.
  • Delegate practice exercise based on a case study
  • Delegate to produce an illustration based on their analysis for Brian and Maggie on death and save to client file
  • Customer outcome
  • Needs identified and the solution will clearly match the needs
  • The advantages and disadvantages of alternative solutions will have been discussed
PROTECTION PROVIDER PRESENTATION
RECOMMENDATIONS NEXT STEPS
  • Structured Agenda and client facing documentation, i.e. illustration, KFD based on Brian and Maggie.
  • Features and Benefits exercise based on Brian and Maggie case study
  • Presentation of solution to meet Brian and Maggie’s needs
  • Lifequote – cover Intrinsic Protection Service
  • Client clear of next steps in the process
  • Trainer demonstration of presentation meeting
  • Delegate roleplay practice
  • Customer outcome
  • Client understands the process for the meeting
  • Client clear on how product meets their needs, now and in the future referring back to Know Your Customer
  • Client understands product recommended, aims, risks, commitments, features and benefits
  • Next steps for Customer and Adviser explained
/ INTRODUCTION TO INTRINSIC SYSTEMS
  • Overview of Gateway and how it interacts with other Intrinsic systems
  • Introduction to Officeweb and Workbench
INPUTTING A PROTECTION CASE INTO WORKBENCH
  • Practice exercise inputting a protection case into Workbench based on Brian and Maggie case study.
  • Constructing a Demands and Needs letter based on Brian and Maggie case study
PROTECTION PROVIDER 2
  • Why should you consider us for your solution
PROTECTION PORTFOLIOS
  • Return to Maggie and Brian Case Study
  • Exercise to establish all need areas for Brian and Maggie and produce a solution based on a limited budget
  • Customer outcome
  • Client is protected in key areas whilst remaining within budget
  • Client understands there may still be shortfalls which will be addressed at future protection reviews
TRUSTS
ROUTE TO COMPETENT ADVISER
  • What happens next for the adviser
INPUTTING A PROTECTION CASE INTO WORKBENCH
  • Individual exercise inputting a protection case into Workbench
INPUTTING A PROTECTION CASE INTO WORKBENCH– Income Protection
  • Individual exercise inputting a protection case into Workbench