B2B Certification Training

Transcription

1 B2B Certification Training Participant Workbook MARKET NEED AND LEGALSHIELD MEMBERSHIPS 1

2 Name Date Location Presenter Name TABLE OF CONTENTS Market Need and LegalShield Memberships Why Use LegalShield Step One: Prospecting Step Two: Contacting & Setting Appointments...40 Step Three: Three Steps to the Sale...44 Step Four: Employee Enrollment Step Five: Servicing the Group...60 Commission Payment Options Day Onboarding Plan B2B CERTIFICATION TRAINING

3 REVIEW: MARKET NEED AND LEGALSHIELD MEMBERSHIPS MARKET NEED AND LEGALSHIELD MEMBERSHIPS 2

4 B2B TRAINING COURSE LEARNING OBJECTIVES Upon completion of this training, you will be able to: 1. Summarize the distinct features of LegalShield and how it sets us apart from the competition 2. Utilize valuable tools and strategies to effectively market LegalShield products and services. 3. Construct a marketing strategy that will prepare you to succeed. If what you are doing is not moving you towards your goals, then it s moving you away from your goals. - Brian Tracy 3 B2B CERTIFICATION TRAINING

5 THE MARKET IS READY! Nearly of Americans say they do not have any form of legal insurance or legal protection service of Americans say they have never heard of any such plans or services More than reported they would be interested in purchasing legal protection MARKET NEED AND LEGALSHIELD MEMBERSHIPS 4

6 SMALL BUSINESS LEGAL NEEDS GOING IT ALONE... Dangerous Attitudes: Nearly of small business owners who said they experienced a legal event in the past 2 years reported not hiring a lawyer Owners reported spending an average of $7,600 in legal expenses per year with saying they spend $10,000 or more per year for legal assistance million small businesses cite high cost as the reason for not using a lawyer Fewer than of American small businesses subscribe to a legal plan 5 Source: Decision Analyst s DAISurveyTM-2013 B2B CERTIFICATION TRAINING

7 THE POTENTIAL There are 5,734,538 multi location businesses in the U.S. with 7,396,628 single location establishments and 111,970,095 employees. Size of Business Number of Firms Percentage 20 < employees 5,160, % employees 475, % employees 81, % 500+ employees 17, % 98% of companies have under 100 employees! YOUR FUTURE IS BRIGHT We have less than a share of the market and less than of the revenue. Our proprietary system is changing how legal services are delivered. $ million paid in commissions last year. There are members in the Millionaire Club. There are more than six-figure ring earners. LegalShield has more than 40 years of experience. Source: 2010, United States Census Bureau, U.S. Department of Commerce www. census.gov/econ/susb MARKET NEED AND LEGALSHIELD MEMBERSHIPS 6

8 QUALIFICATIONS FOR GROUP BUSINESS The minimum to participate includes: A common payroll An employer/employee relationship 5 employees on payroll deduction or 5 employees on bank draft 3 employees and 1 Small Business Plan (SB50 or SB100) on payroll deduction or bank draft; or 4 employees and 1 Small Business Plan (SB10) on payroll deduction or bank draft Full fringe 3 employees or 2 employees and 1 Small Business Plan (SB50 or SB100) QUALIFICATIONS FOR SMALL BUSINESS Eligibility For profit Not publicly traded 100 or fewer employees 7 B2B CERTIFICATION TRAINING

9 PROVIDER LAW FIRM NETWORK We have exclusive Provider Law Firms in states and in provinces of Canada. What sets us apart? Our Law Firms are No searching for a lawyer We have quality control in 15 categories We deliver service every day Average tenure of providers More than 20 years Network of approximately 5,000+ lawyers nation wide The LegalShield Provider Law Firm Network is our most innovative concept. MARKET NEED AND LEGALSHIELD MEMBERSHIPS 8

10 A COLLABORATION The relationship between the Home and Executive Offices, the Provider Law Firms and Independent Associates create an environment dedicated to ensuring that the member receives the best service possible at an affordable rate. 9 Refer to B2B Pre-Requisite Certification Course Understand the Differentiated Service Delivery Model for more details. B2B CERTIFICATION TRAINING

11 WHY USE LegalShield? Employee and Family 1. When was the last time you updated your will? 2. Have you ever received a traffic ticket? 3. Signed a contract or document? 4. Needed a lawyer s advice on a matter? 5. Been treated unfairly? 6. Ever worried about ID theft? 7. Received a Data Breach letter? Business Owner 1. How do you handle receivables/bad debt today? 2. Who do you call for advice for running your business today? 3. Who do you have to review important contracts? 4. How do you handle employee issues today? 5. How helpful would it be to have an lawyer write an occasional letter for you? MARKET NEED AND LEGALSHIELD MEMBERSHIPS 10

12 TOTAL ACCESS TO LEGAL ADVICE: Four Key Features 1. Unique system. 2. coverage. 3. Response to any matters that goes beyond advice. 4. % member discount. 11 B2B CERTIFICATION TRAINING

13 WHO S COVERED ON THE FAMILY PLAN? The member The member s spouse Never-married dependent children under age 26 living at home Dependent children under age 18 for whom the member is legal guardian Full-time college students up to age 26; never married, dependent children Physically or mentally disabled children living at home that are 51% financially dependent WHO S COVERED ON THE INDIVIDUAL PLAN? An individual rate is available for those enrollees who are not married, do not have a domestic partner and do not have minor children or dependents. Enrollees who have minor children, but don t have custody, should purchase the family plan to ensure coverage. No family benefits are available to individual plan members. Refer to B2B Pre-Requisite Certification Course Legal Plan for more details. Review the membership contract for your selected plan and state of residence for full details on benefits, limitations, exclusions. MARKET NEED AND LEGALSHIELD MEMBERSHIPS 12

14 OVER 2 MILLION REQUESTS ANNUALLY... Personal Legal Advice: Unlimited issues 24/7 Emergency Access for covered situations Letters/Calls made on your behalf Contracts/Documents reviewed up to 15 pages Mortgage Document review Online Legal Forms/Videos Lawyers Prepare: - Your Will - Living Will - Health Care Power of Attorney Traffic-Related Issues Trial Defense: - Pre-Trial - Trial Family/Domestic Services (90 day waiting period): - Uncontested Divorce - Uncontested Adoption - Uncontested Separation/Annulment - Uncontested Name Change IRS Audit Assistance 25% Preferred Member Discount* If you were my lawyer, what would you charge for these services? * Up to 90% of member inquiries are covered by the plan with no additional fees. All other requests for service are entitled to a 25% discount to the law firm s hourly rate (including pre-existing issues). Review the membership contract for your selected plan and state of residence for full details on benefits, limitations, exclusions. 13 Review the membership contract for your selected plan and state of residence for full details on benefits, limitations, exclusions. B2B CERTIFICATION TRAINING

15 TRIAL DEFENSE SERVICES: Assistance if you or your spouse is named defendant or respondent in a covered civil suit Additional hours available as a $9.95 supplement/$12.95 in Hawaii Refer to B2B Pre-Requisite Certification Course Trial Defense Supplement and Home Business Supplement for more details. Not available in New York. Review the membership contract for your selected plan and state of residence for full details on benefits, limitations, exclusions. MARKET NEED AND LEGALSHIELD MEMBERSHIPS 14

16 WHO S COVERED ON THE FAMILY PLAN? FL/TN/MA/NV/NY The member The member s spouse Never-married dependent children under age 21 and living at home Dependent children under age 18 for whom the member is legal guardian Full-time college students up to age 23; nevermarried, dependent children Physically or mentally challenged children living at home 15 Review the membership contract for your selected plan and state of residence for full details on benefits, limitations, exclusions. B2B CERTIFICATION TRAINING

17 LEGAL PLAN FOR INDIVIDUALS AND EMPLOYEES FL/TN/MA/NV Legal Advice on unlimited issues Letters/Calls made on your behalf Contracts/Documents Reviewed up to 10 pages Online Legal Forms/Videos Lawyers Prepare - Your Will - Living Will - Health Care Power of Attorney Traffic Related Issues 24/7 Emergency Access for covered situations Trial Defense - Pre-Trial - Trial IRS Audit Assistance 25% Preferred Member Discounts* If you were my lawyer, what would you charge for these services? * Legal advice is up to 50 hours available each year for NV residents. Up to five contracts/ documents reviewed per year for NV residents. * Up to 90% of member inquiries are covered by the plan with no additional fees. All other requests for service are entitled to a 25% discount on the law firm s hourly rate (including pre-existing issues). Review the membership contract for the plan selected and state of residence for full details on benefits, limits and exclusions as legal advice is subject to the provider attorney s independent professional judgment. Review the membership contract for your selected plan and state of residence for full details on benefits, limitations, exclusions. MARKET NEED AND LEGALSHIELD MEMBERSHIPS 16

18 LEGAL PLAN FOR INDIVIDUALS/EMPLOYEES NY Standard Plan Legal Advice on unlimited issues Letters/Calls made on your behalf Contracts/Documents Reviewed up to 10 pages Online Legal Forms/Videos Lawyers Prepare - Your Will - Living Will - Health Care Proxy Traffic Related Issues 24/7 Emergency Access for covered situations 25% Preferred Member Discounts* If you were my lawyer, what would you charge for these services? * Up to 90% of member inquiries are covered by the plan with no additional fees. All other requests for service are entitled to a 25% discount on the law firm s hourly rate (including pre-existing issues). Review the membership contract for the plan selected and state of residence for full details on benefits, limits and exclusions as legal advice is subject to the provider attorney s independent professional judgment. 17 Review the membership contract for your selected plan and state of residence for full details on benefits, limitations, exclusions. B2B CERTIFICATION TRAINING

19 LEGAL PLAN- CANADA WHO S COVERED ON THE FAMILY PLAN? The member The member s spouse Never-married dependent children under age 26 living at home Dependent children under age 18 for whom the member is legal guardian Full-time college students up to age 23; never married, dependent children Physically or mentally disabled children living at home Spouse includes domestic partners, civil union partners, same-sex partners, opposite-sex partners, or other term specifically defined by any local, state or federal statute. WHO S COVERED ON THE INDIVIDUAL PLAN? An individual rate is available for those enrollees who are not married, do not have a domestic partner and do not have minor children or dependents. Enrollees who have minor children, but don t have custody, should purchase the family plan to ensure coverage. No family benefits are available to individual plan members. The Member may not transfer, assign, share or delegate any services to any other individual. Should the Member marry or add a dependent or children, the Member should notify the Company of the change in status and enroll in one of the Company s legal plans for families. Review the membership contract for your selected plan and state of residence for full details on benefits, limitations, exclusions. MARKET NEED AND LEGALSHIELD MEMBERSHIPS 18

20 LEGAL PLAN- CANADA Our Services Personal Legal Advice on unlimited issues 24/7 Emergency Access for covered situations Letters/Calls made on your behalf Contracts/Documents Reviewed up to 10 pages Lawyers Prepare - Your Will - Living Will - Power of Attorney for Personal Care - Power of Attorney for Personal Property Warranty Assistance Lease Agreement Review Help Contacting Government Agencies Debt Collection Assistance Tenant Legal Advice - Lease of property for personal use - Problems arising with landlords failure to provide proper and necessary services Consumer Protection Benefits 25%-33% Preferred Member Discounts** If you were my lawyer, what would you charge for these services? $10 Enrollment Fee waived on Group/Large Group pricing * Family Pricing $26.00 includes consultation on business matters. No family benefits are available to individual plan members. Ask your Independent Associate for details. ** Up to 90% of member inquiries are covered by the plan with no additional fees. All other requests for service are entitled to a 25% discount on the law firm s hourly rate (including pre-existing issues). Review the membership contract for the plan selected and state of residence for full details on benefits, limits and exclusions as legal advice is subject to the provider attorney s independent professional judgment. 19 Review the membership contract for your selected plan and state of residence for full details on benefits, limitations, exclusions. B2B CERTIFICATION TRAINING

21 THE AMENDMENT A provision is added onto the member s contract assuring that an employee cannot use the LegalShield membership against the company. How is the amendment set up? What is the cost of adding the Amendment? No cost if noted on new account card. Can employees use their benefits against the employer AFTER they leave the company? MARKET NEED AND LEGALSHIELD MEMBERSHIPS 20

22 HOW TO USE YOUR LEGALSHIELD MEMBERSHIP Your Provider Law Firm Locate the How to Use Your LegalShield Membership card in your Participant Kit. 21 B2B CERTIFICATION TRAINING

23 HAVE A PROFESSIONAL IN YOUR POCKET: It s important for members to know that they have access, no matter how big or small the issue, because your time is worth something LegalShield member Kristy Gillman Refer to B2B Pre-Requisite Certification Course Associates Only Portal, MyLegalShield.com, Mobile Apps for more details. MARKET NEED AND LEGALSHIELD MEMBERSHIPS 22

24 IDENTITY THEFT: Identity theft is repeatedly the #1 consumer complaint category in America. Identity theft manifests itself in many different ways: Credit fraud Social Security fraud Driver s license fraud Medical fraud Criminal/character fraud 23 B2B CERTIFICATION TRAINING

25 LEGALSHIELD & KROLL: An Incomparable Partnership Unmatched service delivery since the partnership began in 2003: One of the first in the Identity Theft Market. The oldest new name in the game. Setting the Industry Standard. Leaders in Consumer Advocacy and Privacy Awareness. Refer to B2B Pre-Requisite Certification Course IDShield Products and Features for more details. MARKET NEED AND LEGALSHIELD MEMBERSHIPS 24

26 IDSHIELD S KEY PROGRAM FEATURES: Unlimited Counseling with Licensed Investigator Privacy Monitoring Security Monitoring Full-Service Restoration 25 B2B CERTIFICATION TRAINING

27 NOTES MARKET NEED AND LEGALSHIELD MEMBERSHIPS 26

28 SMALL BUSINESS FACTS: More than 13 million, or nearly of all small businesses have experienced significant legal events in the past two years Nearly of small business owners who said they experienced a legal event in the past two years reported not hiring an attorney to help them Fewer than of American small businesses subscribe to a legal plan, which could make getting the legal advice and counsel they need easy and affordable For small business that subscribe to a legal plan, report they are satisfied with the services they receive 27 B2B CERTIFICATION TRAINING

29 SMALL BUSINESS PLAN BENEFITS Legal Service Highlights Legal Consultation Legal Correspondence Debt Collection Assistance Contract Review Trial Defense Services* Document Review *At a reduced rate in New York and Nevada Refer to B2B Pre-Requisite Certification Course Small Business Legal Plan for more details. MARKET NEED AND LEGALSHIELD MEMBERSHIPS 28

30 GoSmallBiz.com Services Are they eligible? Unlimited Business Consultation Business Mentoring Business Tools Online Business Courses Encourage your clients to use the service 29 Refer to B2B Pre-Requisite Certification Course GoSmallBiz.com for more details. B2B CERTIFICATION TRAINING

31 NOTES MARKET NEED AND LEGALSHIELD MEMBERSHIPS 30

32 NOTES 31 B2B CERTIFICATION TRAINING

33 B2B Certification Training: THE B2B SALES PROCESS MARKET NEED AND LEGALSHIELD MEMBERSHIPS 32

34 B2B MARKETING PROCESS There are five steps in the Group Marketing process: Step One: Prospect Step Two: Appointment Setting Step Three: Decision Maker Step Four: Employee Enrollment Step Five: Servicing WHY EMPLOYERS SHOULD OFFER LEGALSHIELD Attract employees absenteeism productivity Reduce LegalShield does all the work, and the employer receives the credit. Studies show that half of the employees who take time off from work do so to deal with either legal or legal-related problems. Refer to B2B Pre-Requisite Certification Course Group Eligibility and Paperwork for more details. 33 B2B CERTIFICATION TRAINING

35 WHY SHOULD A BUSINESS OWNER BUY A SMALL BUSINESS PLAN? Legal Service Highlights Legal Consultation Legal Correspondence Debt Collection Assistance Contract Review Trial Defense Services* Document Review *At a reduced rate in New York and Nevada THE B2B SALES PROCESS 34

36 STEP ONE: PROSPECTING Prospects are vital to your business. Therefore, you must spend time focused on the prospecting process. Make your list Prepare to contact your list Cold calling MAKE YOUR LIST The first step in prospecting is making your list. To do this you will create a list (name, number and company) of prospective companies. One helpful tip for doing this is to follow your dollar. That means make a list of the places you spend your money. You should also include your centers of influence. After you ve made your list, be sure to organize it: Warm market Cold market Networking organization Follow your dollar Centers of influence Referrals 35 B2B CERTIFICATION TRAINING

37 TARGET INDUSTRIES GROUP Manufacturing Companies Schools Public & Private Machine Shops Car dealerships Building & Construction Hospitals Municipalities High Tech Companies BOTH Contractors Dentists & Doctors Day Care Centers Small Manufacturing Co. Architectural Firms Chiropractors Machine shops SMALL BUSINESS Management / Business Pet Shops Franchises Real Estate Investors Home Health Care Manufacturing Companies Auto Repair Contractors THE B2B SALES PROCESS 36

38 PREPARE TO CONTACT YOUR LIST Before you make contact with any company on your list be sure to: Research the company Check status of company Determine contact strategy Identify needed tools Practice what you will say Implement a tracking method ELEVATOR PITCHES It is important at this part of the Appointment to remember to make the best use of your time which means you must have an elevator pitch for the products you are offering. Here s how you can do that: Start with a question State your experience and tenure with the company State what the benefit is to employees and use the word voluntary Explain there are no out-of-pocket costs to the employer Describe the value proposition to the employer State the percentage of participation 37 B2B CERTIFICATION TRAINING

39 VOLUNTARY BENEFIT SCRIPTING STATEMENTS What Legal and Identity theft Services as a voluntary benefit High Participation rates No out of Pocket cost to the employers Who Individuals and families Employees Truck Drivers Why Reduces absenteeism and lost productivity for employees The benefits help keep your employees at work for you SMALL BUSINESS SCRIPTING STATEMENTS What Small Business Legal plan for one low monthly rate Who For Profit Small Business under 100 employees Why Allows small business a cost effective way to cover your day to day legal business needs that you don t want to pay an attorney an hourly rate for THE B2B SALES PROCESS 38

40 PIVOTING 39 B2B CERTIFICATION TRAINING

41 STEP TWO: CONTACTING AND SETTING APPOINTMENTS Contacting and setting up appointments is necessary step in building a large LegalShield business. There are six steps to take when making an appointment: Build a relationship Determine who the decision make is Contact the person responsible for benefits or legal issues Ask for the appointment Be persistent in your follow-up Tools for In Person THE B2B SALES PROCESS 40

42 NOTES 41 B2B CERTIFICATION TRAINING

43 TOOLS FOR MEETING WITH THE DECISION MAKER ABOUT SMALL BUSINESS PLANS Legal Needs of Small Business Portfolio of Services White Paper Small Business Needs Analysis Proposal Tool THE B2B SALES PROCESS 42

44 BUSINESS NEEDS ANALYSIS TOOL business.legalshield.com/smbproposal 43 B2B CERTIFICATION TRAINING

45 STEP THREE: DECISION MAKER SMALL BUSINESS PLANS THREE STEPS TO THE SALE 1. IDENTIFY NEED What is their want, need or desire? 2. SHOW SOLUTIONS Show how our service solves their problem(s) & meets their needs. 2. THE DECISION Ask for the Sale SELL THE PLANS Build rapport with the business owner: Uncover the business owner s needs, explain how the small business plan fills their needs Outline and get the business owner to agree to their business needs as you have outlined. If I could show you how the SmallBiz 50 Plan will save your business money, would that interest you? Explain feature vs. benefits to the business owner. THE B2B SALES PROCESS 44

46 OVERCOMING DECISION MAKER OBJECTIONS Common Small business decision maker objections: I have a lawyer I don t need a lawyer I need to think about it 45 B2B CERTIFICATION TRAINING

47 PRACTICE SELLING SMALL BUSINESS PLAN Role Playing: Get out the appropriate Brochure(s) Divide into pairs Practice the need s analysis Debrief: What did your partner do well? What suggestions do you have to improve the pitch. THE B2B SALES PROCESS 46

48 CROSS-SELLING Business to Group Now that you see the value in what we have provided your business, I d like to show you how we can help your employeesand their families, at no direct out-of-pocket expense to you? 47 B2B CERTIFICATION TRAINING

49 DECISION MAKER PACKET FOR GROUP APPOINTMENTS Working with the decision maker is one of the most important aspects of the Group marketing process. The tools you will use for contact will depend on whether you are making contact with the gatekeeper, leaving information for the decision maker, or meeting with the decision maker. LegalShield Plan/IDShield Plan Fact Sheets or Brochures HR Brochure Legal Needs of American Families Brochure Authorization Card LegalShield Presentation Folder THE B2B SALES PROCESS 48

50 EMPLOYEE BENEFIT DECISION MAKER APPOINTMENT Once you get the appointment with the decision maker, you want to make sure you make the right impression and provide the right information. Here are a few pointers: Dress appropriately for meetings Introduce yourself to the decision maker Take good notes Track the interaction Follow-up 49 B2B CERTIFICATION TRAINING

51 Agenda Thank you for the opportunity to meet today. I know that we agreed that you have 15 minutes today to meet. I would like to learn more about your business today. I would like to share with you how LegalShield can benefit your business. Make sure that you and the business owner agree on the next steps. THE B2B SALES PROCESS 50

52 DECISION MAKER APPOINTMENT MEETING TIPS FOR THE EMPLOYMENT BENEFIT DECISION MAKER MEETING After you have built rapport and have the decision maker s interest, you can then: Ask about their company, employees, and current benefits Listen carefully and take notes How is their benefits enrollment process currently handled? What is the level of participation in voluntary benefits? 51 B2B CERTIFICATION TRAINING

53 OVERCOMING DECISION MAKER OBJECTIONS Sounds good, let me poll/survey employees first. Our folks don t participate in stuff like that. My payroll person will not have time. THE B2B SALES PROCESS 52

54 FOLLOW-UP Follow-up is very important to your business. Once you have made contact with a prospect, it is important to continue communication from your first meeting until you close the sale. However, follow-up must be done right. Be persistent, professional, and consistent Set date for follow-up Determine follow-up strategy Take notes Track progress 53 B2B CERTIFICATION TRAINING

55 NOTES THE B2B SALES PROCESS 54

56 STEP FOUR: TYPES OF ENROLLMENT Fringe Benefit Fringe Benefit Deduction Employee (bank-draft or credit card) Enrollment Options Paper application Online* Electronic* 55 * Note: Specific request procedures must be followed as well. B2B CERTIFICATION TRAINING

57 BEFORE ENROLLMENT Getting the enrollment takes a great deal of hard work, but it s important to plan appropriately so that the enrollment goes smoothly. Before the enrollment be sure to: Ask to meet with payroll (attempt to meet during or right after DM meeting) the Pre-Enrollment Checklist Provide announcement with attendance incentive and organize materials Know your audience your presentation responding to common objections Ask your field trainer to go with you on your first few enrollments BENEFIT ROLL OUT OPTIONS Required meetings Staff meetings Lunch-and-Learn sessions Open enrollment meetings Benefits fair Third-party enrollment Refer to B2B Pre-Requisite Certification Course Group Eligibility and Paperwork for more details. THE B2B SALES PROCESS 56

58 EMPLOYEE ENROLLMENT MEETING During Enrollment: You want to be sure to make the most of the time you have with the employees, so be sure you are prepared: Build rapport Distribute materials Personal introduction Follow the appropriate script for the plan(s) chosen Work the room Complete applications Overcoming Objections: There are always going to be objections, so it is important to be prepared with this five-step process: Agree with the prospect Restate the objection Make your rebuttal Make a positive statement for buying Close the sale 57 B2B CERTIFICATION TRAINING

59 EMPLOYEE ENROLLMENT MEETING After Enrollment: After the enrollment be sure to: Complete the Post Enrollment Checklist Meet with payroll/ Prep them for verification call/ Leave payroll slips w/payroll Leave additional enrollment forms and membership packets Establish Servicing Scedule Complete paperwork MEET WITH PAYROLL After completing the enrollment, you will need to meet with the payroll department and do the following: Deliver payroll deduction authorization slips Deliver employee participation tracking sheet Prepare payroll for a phone call from LegalShield Review billing procedures Discuss cancellation procedures Leave additional applications and membership packets THE B2B SALES PROCESS 58

60 NOTES 59 B2B CERTIFICATION TRAINING

61 STEP FIVE: SERVICING THE GROUP Getting the enrollment doesn t mean the end of your work with your new Group account. It is important that you service that group on a regular schedule to make sure they remain a part of your business. What are the client requirements? Safety meetings New hire orientations Will/IDT workshops Open enrollment meetings Benefit fairs/wellness events Be sure to cross sell if applicable Ask for referrals LegalShield Conservation Policy (Update Conservation forms every 6 months) SERVICING THE SMALL BUSINESS CLIENT Follow up should be done within 2 weeks Review the benefits of the plan Encourage them to make their first call to the law firm Help them activate mylegalshield.com Help them download the app for the smartphone Help them activate gosmallbiz.com Help them navigate gosmallbiz.com Help them submit a question to gosmallbiz.com Make sure that every user of the plan is trained Ask for referrals Be sure to cross sell if applicable THE B2B SALES PROCESS 60

62 NOTES 61 B2B CERTIFICATION TRAINING

63 COMMISSION PAYMENT OPTIONS Full advance Partial advance As-earned Payment earnings* Payment Earnings The following groups will be paid earnings Liquor stores Beauty schools Barber shops Beauty salons/suppliers Lounges/bars Public and Private clubs Casinos Hotels, resorts and inns All full fringe groups Home Health care programs Nursing homes/assisted living Auto-related businesses with fewer than 10 employees Food service employees, including management Non-profit community services Child/day care *Payment earnings are required for certain types of groups Refer to B2B Certification course Compensation and Incentives for more details. THE B2B SALES PROCESS 62

64 Reserve Balance A percentage of commissions is set aside in your reserve balance account to help cover advance recovery from cancelled memberships. You will be on Reserve Balance when you meet ALL 3 of the following qualifications 1. You have made at least 10 personal sales 2. You have opened at least one Group 3. You personally write 15% or more of your organizational business OR YOU REQUEST TO BE ON RESERVE BALANCE. Once you are on Reserve Balance, 15 percent of your commissions will be set aside in your reserve balance account. 63 B2B CERTIFICATION TRAINING

65 COMPENSATION Personal commissions Override commissions Residual commissions Direct sales Group premiums Production bonuses B2B incentives Performance Club points Special Forces THE B2B SALES PROCESS 64

66 IMPORTANT REMINDERS Read LegalShield s Policies and Procedures Learn about: Requests for Proposals (RFP), ERISA, and Section 125 Cafeteria Plans Develop and qualify your list Connect with a B2B Field Trainer and create an action plan Plug into B2B Calls: (712) PIN# 775# If you encounter a broker/insurance agent and you are not broker certified, then contact your upline for a Broker Certified Associate 65 B2B CERTIFICATION TRAINING

67 90 DAY ONBOARDING PLAN Use this tool to plan your activities and get into production quickly! As a new Associate, it can feel a little overwhelming. Using these tips, along with the System of Success (found in the Learning Management System) and making a commitment to the 15 Affirmations for Growing Your B2B Business, will ensure you have the right start. To get started: Go to the B2B tab in your Associates Only Portal at associate.legalshield.com Click on the 90-Day Onboarding Plan link under the System of Success header Use the tabs on the left to see your outlined activities for your 90 days THE B2B SALES PROCESS 66

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70 15 AFFIRMATIONS FOR GROWING YOUR B2B BUSINESS 69 B2B CERTIFICATION TRAINING

71 15 AFFIRMATIONS FOR GROWING YOUR B2B BUSINESS THE B2B SALES PROCESS 70

72 FRANKLIN COVEY 71 B2B CERTIFICATION TRAINING

73 NOTES THE B2B SALES PROCESS 72

74 APPENDIX A LegalShield Company Information LegalShield One Pre-Paid Way Ada, OK Group Services: (questions about your group business) groupservices@legalshield.com Phone: (580) Fax: (580) Small Business Services: (members and associates) for members: smallbusinessmember@legalshield.com for associates: smallbusiness@legalshield.com Phone: (580) Associate Services: (questions commission statements, supplies, and website) associateservices@legalshield.com Phone: (580) Fax: (580) Hour Emergency Access Line: (in case of arrest, questioning, or detainment for members only) Phone: (877) (toll-free) Licensing Department: (state and province licensing information) P.O. Box 1442 Ada, Oklahoma licensing@legalshield.com Phone: (580) Fax: (580) Marketing Communications: (ad and website approvals) adapprovals@legalshield.com webapprovals@legalshield.com Fax: (580) Member Services: (for members only: bank and address changes) memberservices@legalshield.com Fax: (580) B2B CERTIFICATION TRAINING

75 APPENDIX B More Tools for Associates Docs on Demand: LegalShieldondemand.com LegalShield.com: opportunity.legalshiled.com Document Download Center: THE B2B SALES PROCESS 74

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79 NOTES THE B2B SALES PROCESS 78

80 This information is for use only by LegalShield, its affiliates, and its Independent Associates. Do not duplicate or disseminate without express, written permission from LegalShield. LegalShield reserves all rights to this material and its use by Independent Associates as it relates to LegalShield and LegalShield products/services. WRKBK.GRPTR Copyright 2013 LegalShield