COURSE DESCRIPTION:

Learn how to prospect and use the Direct Marketing System.  Make appointments during live prospecting sessions.  Learn how to approach decision makers, handle questions and make a Decision Maker presenation.  Reinforce learning by observing and role-playing a Decision Maker presentation. Learn how to maximize your compensation plan as an opener.  Complete the sales papework when the customer says "Yes".  Learn how to position the products to employers.  Get good "Working Conditions" for the enrollment; sell during the "Group Meeting". and conduct an effective "Group Meeting".

CLASS LOCATION:    Lincoln Towers: 10220 SW Greenburg Rd. Portland, Oregon 97223

November 31  2009     9am - 5pm        Lincoln 1 Building Conference Room, Suite  210

                                                          10220 SW Greenburg Rd. Portland, Oregon 97223

                                                          (Second Floor to the left of the elevator)

December 01 2009      9am - 5pm        Lincoln 2 Building Conference Room Suite 210

                                                          10220 SW Greenburg Rd. Portland, Oregon 97223

                                                          (Second Floor above Coffee Shop)

December 02 2009      9am - 5pm        Lincoln 5 Building - Suite 320 

                                                          10220 SW Greenburg Rd. Portland, Oregon 97223

                                                          (Territory Office Conference Room)

ACCOUNT EXCECUTIVE CLASS PREREQUISITES:

In order to ensure that you get the maximum benefit from this course, we encourage that you complete all these class prerequsits listed below prior to your attending this Account Executive class.

COMPLETE THESE CLASS PREWORK ASSIGNEMENTS: 

To access the training material and manauls contact your manager and/or register with the territory office by emailing us at coloniallife@ebccaccess.com or (Click Link  to Register New Agent Registration).  You will be emeiled a link with access code to view and download the training manuals.

1. Make 50 Marketing Drops using the material from the Direct Marketing System one to two days prior to this account executive class (Follow up phone calls to the drops made prior to the class will be conducted during this class)
2. Bring your ABC list of 100 Companies contact info and business owner names from your Map to Success workbook.
3. Bring cell phone and charger for a live prospecting call clininc during this account executive  training sessions in this class.
4. Observe a Decision Maker Presentation with your manager.

READ TRAINING MANUALS LIST BELOW BEFOR ATTENDING THIS CLASS:

To access these training manuals you will need to contact your manager and/or register with the territory office by emailing us at coloniallife@ebcaccess.com or (Click Link to Regsiter New Agent Registration).  You will be emeiled a link to view and download these manuals.

• Prospecting Events Manual (63472)
• A Guide to Employee Benefits Training Manual (4550)
• A Guild to Flexible Benefits Training Manual (54759) 

Study the Direct Marketing System

• Step by Step Plan for Direct Marketing - 75850
• Direct Marketing Letter - 72615
• Direct Marketing Yes You Can Drop Off Brochure - 80975
• Direct Marketing Small Business Script - 72657
• Small Business Leave Behind Brochure - 79845
• Small Business DM Power Point Presentation EL-00113 (Optional)

REGISTRATION:

VIA PHONE: 1-800-438-6423 Option 9, Extention 7300

VIA INTERNET: Producernet >Colonial College Link located center of the page

or Register with the Territory Office VIA this Event Registration Invitation located above. 

(For assistance contact the Territory Office at 503-552-5856 or coloniallife@ebcaccess.com)

LOGISTICS: Class material is provided, lunch is not included. Might be a god idea to bring a lunch box or plan to visit one of the local eating places.  Bring your calendar, your note book and pen for the class sessions notes. Our recommendation is that  you might also consider brining a roll along bag to carry all the handout material.

Business Casual Attire, Arrive early, plan to attend the entire day, Turn cell phone off, do not bring pets, children or any other distracting items to the class.  Your full participation and professional attendance is greatly appreciated.