This document provides a training guide for new representatives of ProVantage Benefits. It includes a checklist of steps to take, including memorizing benefits, completing training materials, understanding the Affordable Care Act, and passing a knowledge test. The guide covers conducting warm market outreach, practicing sales scripts, product knowledge, and tips for in-person meetings. The goal is to help new representatives effectively contact their warm markets and secure client meetings to discuss ProVantage Benefits' health insurance options.

1. ProVantage Benefits New Representative Training Guide

2. New Representative Checklist 1. Memorize Benefits on www.provantagebenefits.com 2. Print/Complete ProVantage Memory Jogger (myprovantage.com "Training" Menu) 3. Print/Practice "Business to Business" Calling Script (same website as above) 4. Understand the Basics of The Affordable Care Act 5. Pass Knowledge Test and Begin Calling your "Warm Market"

3. Memory Jogger (See "Training" in Back Office for PDF) 1. Everyone you know works somewhere or knows someone who does 2. In each "Who do you know?" line, write in the person's name 3. You won't remember everyone all at once; take your time 4. Know that these are "stepping stones" to refer you to a Prospect 5. Once completed, you have your "Warm Market" list

4. Product Knowledge: Know your product; study the "Benefits" menu located within the website provantagebenefits.com and memorize every one.

5. Using the Calling Script (see Back Office of myprovantage.com): This is your guide to successfully contact your Warm Market or those your Warm Market contacts have referred you to.

6. Using the Calling Script #2: Practice Makes Perfect. A dog, family member, mirror (etc.) is also a good sounding board. Sounding natural is important; think as if you are talking with your best friend..

7. Using the Calling Script #3: If you are using a person as a "practice partner," as you get better, have them throw "curve balls" (objections) at you. Practice answering them and getting back on track.

8. Using the Calling Script #4: Mood and facial expressions will come over the phone just like you are sitting in the room with the Prospect. They will know when you are smiling, and when you aren't. Always be upbeat.

9. Using the Calling Script #5: If you can use the Script while standing up, do it. If not, sit up straight as posture means everything. Sitting straight means keeping your vocal chords vertical, which means your voice will not be strained. Enunciate every word in the script and talk clearly and plainly.

10. Understanding the Affordable Care Act 1. Watch the PowerPoint Presentation several times. 2. Make note of the effects it has on businesses 3. Memorize the ratio for 2015, then 2016 and beyond 4. Know the penalties (taxes) that are assessed each tax year 5. Think about how ProVantage Benefits can be an "overlay"

11. Taking the Knowledge Test 1. Benefits (Product Knowledge) 2. Describing your Warm Market; How can it be used? 3. Items to remember while using your script 4. The Basics of The Affordable Care Act 5. How can ProVantage Benefits help a Business?

12. Your Warm Market Cold Calling in Person

13. Do's and Don'ts • DO Dress Professionally (Dress for Success) • DON'T wear blue jeans, tennis shoes, etc. • DO Ask for the Manager/Owner • DO drop the name of the person who referred you • DON'T chew gum; invest in breath mints

14. Things to Remember #1 1. You already have an "in" 2. Their time is valuable; be respectful of that 3. Ask questions about their Insurance and their opinion of it 4. If they could change something, what would that be? 5. Listen and take notes. Taking any notes means "You Care."

15. Things to Remember #2 1. Expect to Close the deal, but don't expect it on the First Visit 2. If needed, schedule a second visit - or a 3-way call with Corporate 3. Provide them with the website address 4. Don't go through ALL 17 Benefits; pick two or three to highlight 5. Think of how the Benefits improves their existing plan

16. Things to Remember #3 1. Send a thank you card or a thank you email, and summarize your visit 2. Follow-up when you say you will - get a Day Planner and use it 3. In Follow-up, recap the previous visit and ask if he/she has any questions 4. Make sure you have the NECESSARY PAPERWORK in BOTH Visits 5. Never talk negatively about Competition; respect competition/ask questions

17. End of Training Module #1 Document your Experiences and Remember that YOU are Learning!