Recorded Course
70 in 70: Writing 70 Life Apps in 70 Days
Tom Hegna and sales trainer Ann Cohen's recorded program for making life insurance a natural part of every client conversation, in 14 lessons, with the workbook and five logins for your team.
Life insurance is the hardest product to bring up, and the easiest to sell badly
70 in 70 is a recorded live program from Tom Hegna and sales trainer Ann Cohen for producers and agency teams who want to mine the book of business they already have: the activity model that turns daily conversations into an application target, the word tracks that pivot a service call into a life conversation, the objection answers, and the presentations that close. Agencies running the campaign target 70 applications in 70 days; the course includes the solo-producer track as well.
Hear It From Tom
A preview of the course, in Tom's words
What You'll Learn
The Provisional Conversation: a word track that turns any service or auto call into a life insurance conversation. At one Alabama agency, 94 of these conversations produced 64 appointments and 59 policies written.
The 70-in-70 activity worksheet: reverse-engineer an application target from daily conversations and close rate, with separate tracks for agency teams and solo producers.
Nine quoting opportunities already sitting in your book of business, from AD&D holders to unconverted term lists to the grandparents on your client roster.
The one-napkin underinsurance conversation: one million dollars of coverage per fifty thousand of income, and the true story that makes it land.
Scripted answers to roughly twenty objections, from "buy term and invest the rest" to "I have it at work" to "I want to shop around."
A fifty-question discovery bank in four tiers, from first appointments to wealthy-client and estate conversations.
The 9 Circles presentation: everything a client owns goes to family, charity, or the IRS, and how a plan moves the numbers.
The Cash Cows story that closed a rancher who had already thrown everyone out of the room, and the technique behind it: keep it simple and speak the client's language.
“Telling is not selling. Listening is selling. Asking is selling.”
Tom Hegna, Lesson 2
The 14 Lessons
About four and a half hours, recorded live in 2020, from fundamentals to finished presentations.
- 1Back to Basics: What is Life Insurance15 min
- 2Making Lemons into Lemonade29 min
- 3Making the Objective a Reality23 min
- 4Transitioning Away from Transactional Selling to Promote Life Insurance25 min
- 5Handling Objections34 min
- 6Don't Worry, Retire Happy!25 min
- 7Practical Life Insurance Conversations21 min
- 8The Words and Language of Life Insurance36 min
- 9Insurance Policies Breakdown17 min
- 10Sales Approaches14 min
- 11The 9 Circles Presentation4 min
- 12Cash Cows Presentation19 min
- 13Tom's Top 15 Takeaways5 min
- 14Next Steps2 min
Everything Included
14 recorded video lessons
About four and a half hours of the 70 in 70 program, streamed in your Tom Hegna account. Watch in order or jump to the lesson you need before a client meeting.
The 70 in 70 Course Workbook
A 36-page PDF workbook that follows the course, yours to download and keep.
5 additional team logins
Your purchase covers your whole team. Add up to five people by email from the course page; each signs in with their own address and gets the full course.
Yours to keep
One payment. No subscription, no renewal. The course stays in your account.
70 in 70 Recorded Course
One payment, yours to keep. Covers you plus 5 team logins.
What Happens After You Order
Complete your order
One payment of $500. Your access is created automatically from your purchase email.
Sign in and start watching
Go to tomhegna.com, open the Member menu, and choose My Account. Enter your purchase email and we send you a one-time sign-in code. The course is under Courses.
Add your team
From the course page, add up to five team members by email. Each gets their own login and the full course, at no extra charge.