NATP Overview - American Family Insurance

NATP – Pre-workQualifyQualify is the second step in the sales process. To qualify a prospect you will need tounderstand and utilize the appropriate resources to gather and analyze necessary data todetermine risk selection and eligibility. Understanding the customers’ needs allows you todetermine whether they qualify and enables you to recommend the appropriate products andservices during the third step, Cover, of the sales process.CoverCover is the third step of the sales process. The scope of protection provided under aninsurance policy is called coverage. During this step, you recommend and demonstrate thevalue of the most suitable financial protection plan for your customers. Your recommendationis based on the customers’ needs and the information gathered during the Qualify step.Demonstrating the value of the agent and products recommended to the customer are keycomponents in the Cover step of the sales process.RateRate is the fourth step of the sales process. Rating is the process of utilizing appropriate datato calculate and determine the premium. You’ve built relationships with your prospects andcustomers, determined their eligibility and recommended suitable coverage(s). Now it is time tocalculate the rate that will be charged for the protection you’ve recommended.ApplicationApplication is the fifth step in the sales process. This step is the formal process of applying forand documenting a written request for insurance protection. When you reach this step, you willhave received agreement from your customers to proceed with the sale. By formallycompleting and signing an application for insurance protection, your customers affirm yourvalue as their agent.ServicingServicing is the sixth step in the sales process. This step is the process of incorporating bestpractice systems that demonstrate value, ease and convenience. By maintaining contact withthe customer and delivering promised services, you will build loyalty and trusted long termrelationships.©2008 American Family Insurance Pre-WorkEdition: 3/01/2008 2