Jeremy's sales flow.

The goal of this stage is one thing only: a confirmed date and time to sit at their kitchen table.

1. A lead arrives — from a Find Advice booking, or from your own network ("make a friend, get a lead, create a contact").
2. Phone them and have a genuine, friendly chat. Do not try to sell anything on this call. The only goal is to agree a date and time to meet. Why: the sale happens at the kitchen table, not on the phone. The phone call has one job — the appointment.
3. The meeting must be around the kitchen table — at their home, with both partners present, away from the worksite. A video call is acceptable if distance makes it necessary. Why: money decisions get made by both partners together. A meeting at the worksite, or with one partner missing, usually has to be repeated.
4. Straight after booking, send them an email containing the disclosure document and your personal and professional bios. Repeat the meeting date and time in this email, so it doubles as the confirmation. Where tech helps Live nowWhen the lead comes from a Find Advice booking, this email sends itself — disclosure, bios and confirmation go out without anyone touching it.
5. Book the appointment on the Jeremy calendar with the location set to "custom". Never select "phone" as the location: the system will insert Hank's or Jill's number instead of yours. If it is a Teams meeting, leave the location blank and Teams is used by default. Where tech helps Live nowTwo hours before the meeting, the client gets an automatic text reminder — it fires on every booking made this way, with no one having to remember it.

Learn everything about their life and money, kill the "salesman" objection, and leave with the next meeting booked.

1. Sit down with the fact find and gather as much as possible: family, work, income, health, existing policies, what they'd want to happen if things went wrong. Where tech helps In buildRecord the meeting on your phone and the notes write themselves — no paper form, no re-typing at home. Jeremy's own plan for forcing the habit: leave the paper fact find in the car.
2. Ask for their existing policy schedules and latest ACC invoices — and in the same breath, give them full permission to say no. Jeremy's framing: "We can do this one of two ways. Give me your policy schedule, and I'll know what you're paying and what you're covered for. Or don't give it to me — and then there is no chance I'm just trying to beat the price, because I won't even know what you're paying." Why: it proves you're not there to clip the ticket. Most of the time you pick up how they're insured through conversation anyway.
3. Before you leave, agree the next meeting. Look at your calendar with them and settle on a time — but don't make them stand around while you type. Say you'll send the invite when you're back at the desk.
4. From the car (drive down the street first), put the meeting in your calendar and send the invite. Always write something personal in the body — for example: "Great to catch up with you both tonight. Looking forward to seeing you again next week." Why: everything gets a personal touch. A bare calendar invite reads cold.
5. Close the meeting by framing exactly two decisions — and only two: "You only have two things to decide before we meet again. One: do you think this is good advice? Two: do you want to work with me? You can ask me anything this week — call, text or email. And if the answer to either question is no, that's completely fine and we'll part as friends."

Everything that must exist before you present the advice. Done in the office, in this order.

1. Create the client file notes and job sheet. This sits on top of the physical paperwork so anyone picking up the file knows its state at a glance.
2. Create the folders on the hard drive: one main folder under the client's name (and the business's name if there is one), with subfolders for Personal and Business.
3. Type up the fact find electronically and add your recommendations. This is the real thinking step — sit with their situation for twenty minutes and decide how you would insure them if you were them. It must be typed, not handwritten, because Alicia works from it next. Where tech helps In buildThe recorded meeting becomes the typed fact find, and spoken recommendations become notes Alicia can work from directly — Jeremy's wish: dictate it once, skip the typing.
4. Alicia takes your typed fact find and recommendations and produces the Statement of Advice. It goes into the client folder.
5. Create the quotes. Pricing is by professional judgment — "this is how I would insure myself in that situation" — not by comparison software. Don't fear the price; recommend what's right and be open to trimming later if the gut says it's too much.
6. Create the ACC calculations and file them in the right subfolder.
7. Draft the cancellation letters for their existing policies now. Print them and put them in the client folder. They will be signed at meeting three but left undated — they only get dated when the new policy is issued. Why: the client must never have a single day without cover. Undated letters mean nothing gets cancelled until the new cover is live.
8. Email the entire pack to Hank for peer review and to Jill so she attaches it to the CRM.
9. Enter the client into Trello so their progress can be tracked from here to issue. Where tech helps NextA checklist on every deal stage in the CRM — "disclosure emailed, fact find completed, SOA presented…" — so what each client is waiting on lives in one system instead of spread across Outlook reminders and Trello.

Present the advice, leave it with them, and set the expectation for meeting three — out loud.

1. The client gets their automatic text reminder two hours before.
2. Present the advice. Walk them through the Statement of Advice — what you're recommending, why, and what it costs.
3. Leave the physical Statement of Advice with them to mull over. If it was a video meeting, email the electronic version instead.
4. Restate the two decisions from meeting one: is it good advice, and do they want to work with you.
5. Set the expectation for next week, in plain words: "You can ask me any question this week, by any method — phone, text, email. You can also decide not to go ahead, and that's fine. But if we do meet at our next appointment, my expectation is that we'll be completing paperwork and submitting it to underwriting." Why: nobody gets ambushed at meeting three. If they show up, they've already decided. The paperwork meeting starts with a yes.

Complete the paperwork and submit to underwriting. The client leaves covered (interim cover) and knowing exactly what happens next.

1. Answer any final questions from the week.
2. Complete the application together in the Partners Life online system. Known trap: if you change a name or any detail carried over from the quote, the system can freeze ("the circle of death"). Set the quote up correctly before the meeting so nothing needs editing in front of the client.
3. Get the declaration and consent forms signed, using DocuSign. Partners Life doesn't always ask for these any more — but collect them anyway and keep the signed copies on the client's file. Why: if underwriting needs to request the client's medical records later, it can only do so with this consent already signed. Without it, the whole application stalls.
4. Get the cancellation letters signed — but leave the date blank. They go back into the client file and wait until the new policy is issued.
5. Collect the bank account number as part of the application (no signature is needed — just the bank, the account number and an agreed payment date). This switches on interim cover, so the client is protected while underwriting runs. If the client seems hesitant, you can offer to hold the bank number back — that way no money can possibly be taken. But explain the trade: no bank number means no interim cover while they wait. If they have existing cover in place, that's fine; if they don't, it matters.
6. If levels of cover are still worrying them, take the pressure off: "Let's put it through underwriting at the full level, and we can trim it down after the offer comes back. Nothing is in place, and nothing is charged, until we talk again."
7. Tell them what happens next: "If the terms come back standard, I'll phone you. If there's anything to talk about, we'll sit down together."
8. Submit the application, and email underwriting anything they need (for example the LOR questionnaire or follow-up clarifications).

The client must never feel forgotten, and the ACC side gets prepared in parallel.

1. Three days after meeting three, email business clients their homework: "Please register for MyACC now, in preparation for when your business policy is issued." Include the how-to steps. (The same instructions sit at the back of their Statement of Advice — but most people never read the Statement of Advice, so send them separately.)
2. One week after submitting, contact the client by text or email: let them know the application is progressing and you're working away in the background. Why day seven is safe: underwriters typically haven't even opened the file before day seven to ten — so nothing can have gone wrong yet, and the client hears from you before they start wondering. Where tech helps In buildThis day-7 message goes automatic — the client still gets the personal "you haven't been forgotten" touch, without anyone having to remember to send it. Jeremy's own ask.
3. Respond to underwriting requirements as they arrive. Useful rules: — If the premium is over $140 a month, Partners Life sends a nurse to the client free of charge for any medical samples. The nurse phones the client directly to arrange the visit — stay out of the scheduling. — Blood tests only appear at large cover levels. The more common request is a PMA (the client's medical notes on something they disclosed) — which is exactly what the signed consent form from meeting three unlocks.
4. If underwriting gets sticky, phone Lyndon (the go-to underwriter). Only push when there's a genuine chance — pick the battles worth fighting, and the relationship stays strong for the next one.

The underwriting decision is back. What happens next depends on whether the terms are standard.

1. Issue the policy. Only now date the cancellation letters and email them to the old insurers — and copy the client in, using the email address the old insurer has on file for them. Lesson learned the hard way: an old insurer rejected a cancellation because the client was copied in on a different email address than the one on their records, then demanded a driver's licence to proceed. Check which address the old insurer holds before sending. Where tech helps NextInsurers become contacts in the CRM, so their correspondence is captured against the client — and cancellations never trip over a mismatched email address again.
2. Hold the CPX application meeting: walk the client through the ACC CoverPlus Extra application on the MyACC portal. Because they registered during underwriting (their homework), this is smooth.
3. Seven days after all the work is complete — insurance and ACC — send the thank-you email: thank them for placing their trust in you, and remind them that you now work for them and are available 24/7.