Security Products: Standard

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2 Training Objectives Understand Product & Packages The more knowledge the customer has about what they are getting, the more likely they will not cancel. Leads submitted with no knowledge of pricing cancel 100% of the time. Have the customer understand the package selected, install cost and monthly service fee to increase strength of lead. How to open the conversation and qualify the customer. Sales is a numbers game. The more ADT is pitched, the more leads will be submitted. Speak up. Always qualify the customer as a home owner. Select product and commit customer to a time. If there is no install date set at the time of submission, there is a 100% cancelation rate. Submit the lead. When submitting the lead, use the notes section to help us better serve the customer. The more we know, the better we can serve your customer.

3 Security Products: Standard Digital Keypad Window/Door Sensor Motion Sensor Glass Break Sensor

4 Home Automation Products Pulse 3 Security Panel Automated System Control Ring Doorbell Cameras Automated Door Locks Lighting Module

5 Pulse 1 Essential Cost: $49.99 a month for 36 months w/ $99 installation fee Services provided: 24 hour Burglary & Theft Monitoring Cell Connect ADT Guarantees Remote Interactive Control (Smart Phone or Tablet) Products included: Standard Equipment This is the only package that doesn t require high speed internet.

6 Pulse 2 Advanced Cost: $59.99 a month for 36 months w/ $149 installation fee Services provided: 24 hour Burglary & Theft Monitoring Cell Connect ADT Guarantees Remote Interactive Control (Smart Phone or Tablet) Products included: Standard Equipment + 1 Ring Doorbell

7 Pulse 3 Premium Cost: $64.99 a month for 36 months w/ $199 installation fee Services provided: 24 hour Burglary & Theft Monitoring Cell Connect ADT Guarantees Remote Interactive Control (Smart Phone or Tablet) Products included: Standard Equipment + 1 Lighting Control + 1 indoor Camera + 1 Automated Door Lock Upgraded Touch Panel

8 ADT Guarantees ADT Money Back Guarantee Should a customer be unhappy, we will do everthing we can to resolve the concerns. If ADT is unable to provide a solution within six months of installation, we will refund the system installation price and pay all monitoring fees after we have attempted to resolve the concerns. Homeowner s Insurance Discount Typical home owners can save up to 20% annually on their homeowner s insurance by being secure with ADT. Theft Protection Guarantee In the event a burglary occurs while the security system is armed, ADT will pay up to $500 of your clients insurance deductible. Mover s Security Guarantee Mover s Guarantee provides special discounts on ADT security for their new home, 25% off additional sensors and more!

9 Sales Slick

10 Open the Conversation (Must ask) Are you the homeowner? Did you know GoWireless now offers ADT home security? Renters cannot get a security system* Have you ever thought about getting security for your home? Have you seen some of the new technology offered by ADT? Have you seen the new Ring doorbell? Have you ever thought about adding it to your home? Have you ever thought about adding video or automation for your home? Would using a security system in your home make you feel safer? Have you ever wanted to see who was at your front door without being there? Here are some videos spotlighting the Ring doorbell, door lock and ADT security services.

11 Tie-Downs Follow up opening questions with some simple Tie-downs to proceed to work order form. If you had a security system, would you use it? If you had a security system, would it make you feel safer? Can you afford the monthly monitoring?

12 Asking for the Order Here are a few examples of asking for the order. Would you prefer your consultation earlier or later in the day? Installation takes a few hours. Does tomorrow work? Which package works best for you? Group Roll Play: Practice opening the conversation, tie down questions and asking for the deal.

13 All fields with an * are required. You cannot submit the lead without all required fields. Only the Comment section is optional.

14 You can change the date to schedule install times further out than the two days listed. Time kills deals. The sooner it s scheduled the better chance of it not cancelling.

15 Verify your information and have the customer sign. Once you save the form, you will have an additional tab open which you can print for the customer. They will also receive an confirmation.

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17 Set the Expectation Q: What happens when the form is submitted? A: Your customer will receive an copy of the ADT Agreement with contact information if they need to reschedule their appointment. Q: Does ADT call the customer? A: No. They will receive the confirmation and an SMS text reminder the morning of their appointment. Q: What happens on the appointment date? A: The technician will do a walk through with the customer and make any necessary changes to the order. Then complete the install. Q: Who collects the install fee? A: The technician will collect the install fee via check or cc. Q: Will ADT run credit? A: Yes, but everyone qualifies.

18 Set the Expectation Q: Is there a contract? A: Yes, there is a 36 month service agreement. (CA 24 mo.) Q: What happens after 36 months? A: The customer will have the option to continue service or upgrade their account. Q: How long does installation take? A: Installation can range from 3-6 hours depending on the package and services that the customer chose. Questions?