TRAINING & CAREER DEVELOPMENT Kansas City Life Insurance Company Life insurance sales is an exciting and challenging career. While there’s a lot to learn, we’ll be with you. Through the combined efforts of your general agent and the Home Office, you’ll be introduced to the industry, the company and your agency. Kansas City Life’s recruiting and training program is geared to train the life insurance and financial services professional on building a business based on a commitment to value-added service and integrity. Kansas City Life provides the following career-development resources to help you learn all you need to know to succeed in this business: • The Agent Starter Kit to get you started plus ongoing sales and training tracks. • Field training on products, systems, programs, technical support and tools. • A worksite marketing program designed as a complete turn-key system. • Sales Activity Management System (SAM) is a low-cost planner that allows producers to set and post goals, manage their activity and business in one location. For the technically savy, SAM also provides the same activity management system with a web-based system called eScoreboard. • Professional Standards for Excellence is an ongoing program focusing on professionalism and integrity along with ethical and compliance issues in today’s business climate. The program features further training on business-management practices as well as career-development programs for professional designations. Tools and Resources • The Cotton Client Acquisition SystemTM by Cotton Systems is an integrated process of prospecting and approaching customers. It provides proven theories of marketing tools and techniques for recommendations, introductions, connections, discoveries and arrangements. It is a training track and selling process that includes activity and results management, profiling and goal planning. • The Financial Profiles Needs-Analysis System (including +Professional and Forecaster versions) allows the agent to design solutions to the customers’ needs and present the solutions in a complete presentation using data gathered with the Financial Profile fact-finders and financial analysis software. • Virtual Sales Assistant is a dynamic electronic program that aids in building a financial services practice. It contains selling presentations and ideas, tax information and forms, factfinders, documents, calculators, continuing education and more. • The MoneyTrax: Circle of Wealth System will help you in four distinct areas of the sales process: The Opening Interview, Finding the Money, Where to Put the Money and Illustrating Alternatives. They system takes the client through a range of discussions that include but are not limited to taxes, qualified and non-qualified plans, mortgages, the accumulation and distribution of assets, and the overall wealth building process. It explores the effects of “transferred money” and the “opportunity costs” associated with those lost dollars.
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