Zillions Club

Insurance Sales Training Hub

Start Here

The Outline Explanation

Watch this first — an intro to your 5-step training journey.

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Watch Intro

Step1

Training Step 1

Get Technical — Setup, Zoom, Drive, EAPP, Calendar & ChatGPT

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Step2

Training Step 2

Become the Best Dialer in the World — Scripts, Rebuttals & Appointment Setting

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Step3

Training Step 3

Master the Presentation — Prez Scripts, Ref Collection & Needs Analysis

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Step4

Training Step 4

The Close — Pitch Types, 1-2-3 Close, Rebuttals & Sales Psychology

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Step5

Refs

Refs are the deciding factor in any successful agent. You will not succeed if you can't sell 3 refs a week.

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Training Step 1

Get Technical

Are you set up and ready to present?
Do you know how to use the tools to sell?

What You'll Learn

TECHNICAL

Step 1 — Intro

Let's Get Technical

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Click to Watch

🎥

Pro Background

💻

Zoom Mastery

📋

EAPP Setup

🤖

ChatGPT Pro

Your 8-Part Tech Setup

📱

Getting the Zillions Club App

Download and set up the official Zillions Club mobile app. Stay locked in, track your progress, and access your training on the go.

Watch Walkthrough →

🤖

Setting Up Agent Outreach AI

Set up the AI so you can send referrals automated text messages.

Watch Walkthrough →

🎥

Professional Background

Look the part. Set up a clean, professional space that builds instant trust on camera.

Watch Walkthrough →

💻

Zoom & Getting People On

Master Zoom settings, sending links, and getting clients connected smoothly every time.

View Setup Guide →

📁

OG Zillions Drive & Screen Share

Access the team Google Drive, share your screen, and launch the presentation like a pro.

View Setup Guide →

📝

EAPP Download & Homework

Download the EAPP to your computer and complete the EAPP homework before your first appointment.

View Setup Guide →

📅

Google Calendar & Scheduling

Set up your calendar system so appointments are organized, confirmed, and never missed.

View Setup Guide →

🤖

ChatGPT as a Business Tool

Use AI to write follow-up messages, research clients, draft scripts, and run your business smarter.

View Setup Guide →

Pre-Appointment Tech Checklist

Before Every Appointment — Run This List

✓

Professional background is clean, lit, and branded

✓

Camera on, audio tested, headset or mic working

✓

Zoom link sent to client before the call

✓

Zillions Drive open and presentation ready to share

✓

EAPP downloaded and open on your computer

✓

Appointment confirmed in Google Calendar with reminder set

✓

Client name, lead type, and notes reviewed before the call

✓

Phone on silent — zero distractions during the appointment

Power ChatGPT Prompts for Insurance Agents

Follow-Up Message

"Write a professional follow-up text message to a client I just had a Zoom appointment with for life insurance. Keep it warm, brief, and end with a call to action to confirm their policy."

Objection Coach

"I'm an insurance agent and a client said [objection]. Give me 3 different ways to respond confidently without being pushy."

Client Research

"I'm calling a union member who works at [union/company]. What are common concerns this type of worker has about life insurance and benefits?"

Daily Schedule

"Help me build a daily schedule for an insurance agent who dials in the morning, has appointments in the afternoon, and wants to hit 3 appointments per day."

Script Practice

"Act as a skeptical union member. I'm going to practice my dial script on you. Give me realistic pushback and objections after each section."

Email Draft

"Draft a professional email to a client who missed our appointment. Keep it friendly, no pressure, and offer two new time options."

Continue Your Training

Next3

Training Step 3

Master the Presentation — Prez Scripts, Ref Collection & Needs Analysis

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Training Step 2

Master the Dial

If you are good at dialing — you will be good at sales.
Memorize. Rehearse. Execute.

What You'll Learn

DIALS

Step 2 — Intro

What are dials? How do I call clients?

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Click to Watch

📞

Memorize Scripts

🎯

Set Appointments Right

🐕

DAWG at Rebuttals

🧠

Brain Blast Method

Video Training

Hard Card Dial Training

Watch • Hard Card Script Walkthrough

Beneficiary Referral Dial Training

Watch • Ben / Ref Script Walkthrough

Types of Clients & How We Dial Them

Union Cards

Members who signed a benefit card through their union or association. Verify the card, set the appointment, confirm spouse is present.

▶ Watch Training

Referrals

Leads from existing members — beneficiary referrals, family sponsorships. Use the Ben/Ref script and rolling voicemail scripts.

▶ Watch Training

Discount Cards

POS / List leads with existing policies on file. Position yourself as their new servicing agent and schedule a benefit review call.

▶ Watch Training

Vendor / Globe Leads

Online requests for quotes or Will Kits, Child Safety Kits. Verify info, confirm interest, transition into the enrollment presentation.

▶ Watch Training

Dial Scripts — Click to Study

Script 01

Union Card Script

Hard card follow-up call. Verify the card, build urgency, set the appointment with both spouses.

Open Script

Script 02

Ben / Ref Script

Beneficiary referral call. Lead with the family connection, sponsor into the benefits program.

Open Script

Script 03

Child Safety Kit

Child safety kit requests. Verify, explain the two-part program, schedule the delivery call with spouse.

Open Script

Script 04

Globe Leads

Globe Life quote requests. Transition into AIL private sector, schedule enrollment presentation via Zoom.

Open Script

Script 05

List Lead / Discount Card

Cold list leads and discount card holders. Establish AIL relationship, schedule benefit update appointment.

Open Script

The Art of Setting Appointments Right

The 4 Keys to Every Appointment

Urgency

Create time sensitivity. "This is really time sensitive" — they need to feel the window is closing.

Two Times Only

Never ask "when works?" Always give exactly two options. Forces a decision, not an escape.

Act Busy

"I'm seeing 15-20 members a day..." You're doing them a favor by squeezing them in. Own it.

Right Tonality

Confident, warm, matter-of-fact. You already have their file. This isn't a pitch — it's a service call.

Rebuttals — Be a DAWG

Rebuttal 01

"What is this all about?"

Redirect to the union meeting frame. Don't over-explain.

▶ Watch Rebuttal Training

Rebuttal 02

"How long is this going to take?"

Stay vague and confident. Don't promise a time.

▶ Watch Rebuttal Training

Rebuttal 03

"Are you gonna try to sell me something?"

Reframe as a service call. They already qualify for benefits.

▶ Watch Rebuttal Training

Rebuttal 04

"I'm not interested."

Don't acknowledge the objection. They already own this.

▶ Watch Rebuttal Training

Rebuttal 05

"I canceled that policy a long time ago."

Cancellation doesn't erase the benefit package.

▶ Watch Rebuttal Training

Rebuttal 06

"I'm not part of that union anymore."

Past membership still qualifies them.

▶ Watch Rebuttal Training

Rebuttal 07

"I didn't sign anything."

Stay confident. You have the card. Send a photo if needed.

▶ Watch Rebuttal Training

Brain Blast Memorization Method

How to Memorize Any Script in 24 Hours

Read Aloud 5x

Read the full script out loud, slowly. Don't skip — feel every line. Do this 5 times back to back.

Chunk It

Break the script into 3-4 sections. Master each chunk before combining. Intro → Qualify → Appointment → Solidify.

Record Yourself

Record your voice, play it back. Your brain processes hearing differently from reading. Find the weak spots.

Role Play Daily

10 minutes of role play before dialing. Have a partner throw random rebuttals. Build muscle memory, not recall.

Homework — Execute The Training

Homework Assignment

Your Next Move

Watch this video before continuing. This will explain exactly what you need to practice, memorize, and submit after completing Step 1.

EXECUTE

Step 1 Homework

Execute The Training

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Click to Watch

Your Assignment

Complete each item before moving to Step 2

✓

Watch all required training videos

✓

Memorize the core scripts

✓

Practice the dial out loud

✓

Record yourself going through the script

✓

Submit your homework to your leader

✓

Be ready to roleplay before moving to the next step

Continue Your Training

Next3

Master the Presentation

Prez Scripts, Ref Collection & Needs Analysis

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Training Step 3

Master the Presentation

Practice acting in the intro — Hard Card & Ref.
Collecting refs. Breaking down the Needs Analysis.

What You'll Learn

PRESENTATIONS

Step 3 — Intro

What Are Presentations?

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Click to Watch

🎭

Intro Acting

📋

Prez Scripts

🔗

Collecting Refs

🧩

Needs Analysis

Video Training — Watch Before Your First Appointment

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Hard Card Presentation

Video 01 — Union Card

Hard Card Prez Walkthrough

Full presentation breakdown for union card members. AIL Plus, AD&D, ref collection, needs analysis, and the close.

Read Script →

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Beneficiary Referral Presentation

Video 02 — Ben / Ref

Ref Prez Walkthrough

Full presentation for beneficiary referral clients. Freedom of Choice, claims process, AIL Plus, and enrolling into permanent benefits.

Read Script →

All Presentation Scripts — Click to Study

Prez 01

Hard Card Prez Script

Union card members. Build rapport, AIL Plus, AD&D, ref collection, needs analysis, mandatory read-off, pitch.

📄 Read Full Script →

Prez 02

Ben / Ref Prez Script

Beneficiary referral clients. Claims process, Freedom of Choice, AIL Plus, AD&D, enroll into permanent benefits.

📄 Read Full Script →

Prez 03

POS Prez Script

Existing policyholders. Service director intro, AIL Plus, update beneficiaries, finalize and add coverage.

📄 Read Full Script →

Prez 04

Lapse POS Prez Script

Lapsed policyholders. Reinstate the relationship, collect refs, reveal the lapse, and re-enroll into permanent benefits.

📄 Read Full Script →

Prez 05

List Lead Prez Script

Past clients on list leads. Verify union affiliation, check policy status, collect refs, treat as appropriate lead type.

📄 Read Full Script →

Ref Rebuttals

Ref Collection Rebuttals

11 rebuttals for the AD&D section. Handle every objection when collecting beneficiaries and getting refs.

📄 Read Rebuttals →

Collecting Refs — The Breakdown

The 7 Questions for Every Beneficiary

Full Name

First and last — spell it correctly for the file.

Relation

How are they related to the member?

City / State

Where do they live?

Occupation

Union or military affiliated?

Marital Status

Married or living with a significant other?

Contact #

Best emergency contact number.

Who's Next?

Always immediately ask for the next one. Never pause.

★

Goal

3 primary + 3 contingent minimum. Most members hit 8–10.

Why do we collect so many beneficiaries? +

There's over $2 billion a year in unclaimed funds. It happens for two reasons: (1) the beneficiary doesn't know they're even a beneficiary, or (2) they don't know who to call or what to do when the time comes.

We've been working with 30,000+ unions since 1950. We cross our T's and dot our I's. Every beneficiary gets a Beneficiary Witness Call — we walk them through exactly what to do so the money never ends up with the government. After sending group texts: "Go ahead and throw a thumbs up in that group chat so they know it's really you."

"I don't want to list that many people." +

I totally understand — I'm kinda the same way. But in probate states, if there aren't enough listed the money just goes back to the government. Most members list 8–10. We only need 3 primary and 3 contingent. You have ___ out of 6 — we only need ___ more. Who's next?

"I don't have anyone else to list." +

That's okay — most members run into that. You have your phone, right? Go ahead and swipe out of this… go to your Contacts. Let me know when you're there. Okay — from A to Z, just pick whoever you'd rather give this money to instead of the government. Who do you see first? Walk them through their contacts list. This always works.

"Are you trying to sell them something?" +

No — they're listed as beneficiaries. Our job is just to make sure they know how to file a claim. And then as a thank you — you remember that 40% off the dentist we went over? They get that AND the union/military program too, just for being a beneficiary. They can do what they want with it. But we do need to make sure they know how to file a claim. Move forward.

"I'm not comfortable sharing their info." +

*Kinda act confused* — You really didn't make it to the last union meeting? That's probably why there's some confusion. The reason we collect multiple beneficiaries is to protect your family in case something unexpected happens. In probate states, if there aren't enough listed the money goes back to the government. Most members list 8–10. Who's next?

Needs Analysis — The Breakdown

Step 01

The Mandatory Read-Off Letter

Before going any further, read off the mandatory letter. This sets the frame: they WILL enroll in something today — either all of the permanent benefits or some of them. This eliminates "I want to think about it."

"The union simply asks that you enroll in the benefits that DO fit your needs. So either way — whether it's all of them or just some — we're getting you enrolled today. That's just fair to the other union members patiently waiting behind you."

Step 02

Ask the Needs Analysis Questions

Use the EAPP to walk through the needs analysis questions. Cover: age, health, what they have covered, what they don't, and what they NEED. The software will shoot out a recommendation — write it down and show it to them.

"What this software is going to do is address your age, your health, what you have covered, what you don't — it'll address all those areas and shoot something out at me. I'll write it down and show it to you guys. Easy as that."

Step 03

Identify the Right Program to Pitch

Based on the needs analysis results, decide which product fits best. Match the program to their age, health, budget, and what their union has set up. Know the difference between whole life, term, and the AIL programs before your first appointment.

When they leave or retire — their work benefits don't go with them. The permanent benefits are what they privately own and control forever. That's the value.

Step 04

Then Pitch

After the needs analysis, you know exactly what to present. Go into the permanent benefits pitch with confidence — you've already established they WILL enroll in something. Now you're just deciding what fits them best.

"The good news is: the union set these up to be an absolute no-brainer. By the end of this, you'll know — all or some."

Continue Your Training

Next4

Training Step 4

The Close — 1-2-3 Pitch, Rebuttals & EAPP

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Training Step 4

The Close

The art of pitching a product & getting the client to see the value.
Stay calm. Stay assumptive. Win the close.

Master Class

PITCH & CLOSE

Step 4 — Master Class

Pitch and 1.2.3 Close Process

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Click to Watch

🎯

3 Pitch Types

1️⃣

1-2-3 Close

⚔️

Rebuttal Mastery

🧠

Sales Psychology

Deep Dives

PITCH

Video 01

Pitching

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Click to Watch

Video 02

1.2.3 Close

▶

Click to Watch

Sales Psychology

Keep Authority

The agent must lead the conversation. The client should feel that the agent is confident, prepared, and guiding them through a process. Do not sound unsure. Do not ask weak questions that give the client control.

Tonality Is Key

How you say it matters as much as what you say. Your voice should be calm, certain, and assumptive. Avoid sounding desperate, rushed, robotic, or overly excited. Confidence closes more than pressure does.

Move The Deal Forward

Do not sit there waiting for a perfect “yes.” Guide the client to the next step. Ask the next question. Confirm the details. Move into the application. The agent's job is to lead the sale forward, not pause and hope the client closes themselves.

Assume Leadership

Speak like the client is already moving forward unless they clearly stop you. Use confident transitions like, “Perfect, let's get this set up,” or “The next step is simple.” The sale should feel guided, not begged for.

Control The Pace

Do not let the presentation drag. Slow down when building value, then tighten up when moving into the close. A confused or exhausted client does not buy. Keep the appointment clean, focused, and moving.

Handle Resistance Calmly

Objections are not rejection. They are usually confusion, fear, or hesitation. Stay calm, clarify the concern, and bring them back to the reason they agreed to protect their family in the first place.

The Pitch We Use

3 TYPES

90% of the time — this is the pitch

The 3 Types Pitch

▶

Click to Watch

Next5

Refs

The deciding factor — 3 refs a week minimum.

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Training Step 5

Refs

Refs are the deciding factor in any successful agent.
You will not succeed if you can't sell 3 refs a week.

🎯

Collect

📢

Roll

💰

Sit & Sell

⚡

Build Momentum

Main Refs Training

REFS

Step 5 — Master Class

Refs Are The Difference

▶

Click to Watch

The Three Disciplines

📂

Collecting Refs

How to ask for referrals confidently, naturally, and consistently during the appointment. The exact language. The exact moments. Make it feel inevitable.

Watch Training →

📢

Rolling Refs

How to contact referrals quickly, keep momentum, and turn one sale into multiple conversations. Speed and timing are everything.

Watch Training →

💰

Sitting & Selling Refs

How to run a referral appointment, build trust quickly, and close the sale properly. The ref came in warm — close them like it.

Watch Training →

Why Refs Matter

Refs are not optional. They are the difference between agents who stay stuck and agents who build momentum.

If you do not collect refs, you are depending entirely on the lead flow. That makes you replaceable, inconsistent, and vulnerable.

Refs are how agents create their own market. They lower dependency on assigned leads, create warmer conversations, increase trust, and allow agents to build momentum even when lead flow slows down.

An agent who cannot collect refs is always waiting for someone else to feed them.
An agent who can collect refs creates their own opportunities.

The Reality

Leads get you started.

Refs keep you alive.

Ref sales build real consistency.

No refs means no momentum.

No momentum means you are always starting over.

The Standard

Non-Negotiable

3 Ref Sales Per Week. Minimum.

Every agent should be aiming for 3 ref sales per week minimum. If you are not collecting refs every appointment, you are leaving money, momentum, and future appointments on the table.

This is not a suggestion. This is the standard.

Continue Your Training

Return⌂

Back to Training Hub

Review any step. Sharpen any skill. Repetition is the standard.

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