Things that you need to know.

There are no shortcuts, top agents sell all the time because they follow all of the sales steps all the time.

The mindset of a Facebook/Instagram lead.

 The first thing you want to know is how these ads show up in your potential new client’s feed. Meta which is Facebook/Instagram is a wildly popular place for people of all ages to go and see what’s happening with Family and friends from all over the world. And as many of you know ads just seem to show up in your feed and they are usually something you have been looking for or shopping for. But how does that happen? Have you ever been looking for a product on your phone, computer, laptop, or any other type of mobile device, and the next time you log into FB or Insta that product is all over your page? Well even though they all claim “NOT” to share your info, they obviously do. So your shared data triggers Metas “bots” to start placing ads for that type of product on your feed. 8 outta 10 times someone who ends up as a lead for you, was looking for that product at some point recently. And if your ad is interesting they will fill out the form and click on the submit button.

So why sometimes do you get resistance or pushback from these people? Well, that is simple, firstly they did this online and they assume that they will receive information via email. So when they get a phone call they usually panic and say “I didn’t fill anything out” or it wasn’t me all to try and avoid having a conversation with someone they are certain is a “salesman”

What I want you to remember is that “everyone wants to buy, but no one wants to be sold!” Let me illustrate this point, have you ever walked into a store with the intention of buying something and a salesman asks “Can I help you?” well most of the time your answer will be “No I’m just looking” it’s almost a knee jerk reaction to that question, but why? why would so many people react that way? Well, it’s because you don’t want to be sold anything. 

So knowing that most people are going to react in this manner you must find a way to gain their trust quickly. And the approach that seems to work for the majority of Agents is the Benefit Centers pitch which is very common in most IMOs these days. 

  • First, speak to them as if you know them, call them by their first name.
  • Next speak in a monotone voice, slow and without any pitch modulation.
  • Remember anything they may say to you is the reason you are calling, “you didn’t fill anything out? PERFECT” That will make my job a lot easier”
  • Don’t react in any way because a lot of people like to see how you will react to things before deciding to actually talk to you.
  • Try your best to sound like a government employee who is just trying to call thru his list to get to the end of their day. (flat and monotone) 
  • Always confirm what they just told you, sometimes hearing things mirrored back to them makes them realize how dumb they are acting.
  • Only ask them yes or no type questions until they start to engage 

Phone Appointment Script Training

Phone Appointment Script

I used a version of this script to place 11 policies in 5 days (modify the script to fit your own personality)

Hello _______________, My name is _________________ and I’m the Benefits Centers Advisor for _(your State)_____  I’m just getting back to you regarding the information you requested online for the state-regulated Final Expense Program. It’s my job to verify your information then help you get “Qualified” _________________, are you currently working, retired or disabled? 

Ok, here’s how this works, I am a state-licensed advisor that works with over 15 A+ rated State Approved carriers and it’s my job to help you qualify for them, not everyone does. Then we narrow it down further to something that takes care of your needs and most importantly fits your budget, because if you can’t afford it, what’s the point? Make sense…..ok

So Let me ask you what is the reason you requested information on these programs. Why do you want Final Expense Insurance? Ok, who are you trying to protect? Who would your beneficiary be?

Ok, so what I’ll do today, is ask you some questions about your health and finances, that will help me narrow down the insurance carriers to give you the best chance to get qualified, does that make sense? Ok, After that, I’ll help you submit an application to the carrier because even though I can narrow things down for you, ONLY the carriers themselves can give you the final YES or NO! Does that make sense? great. 

Now all of the carriers that I work with offer a state-regulated program that you would need to qualify for, what does that mean? See unlike a lot of companies you see on TV like NY life or Lincoln Heritage who sell what’s called a banned program that has a cheap come-on rate and every 5 years the payment almost double, which they will never tell you about and you usually have to wait 2 years or more for full benefits kick in. With the State Regulated Program, the state sees to it that the payments never go up and the benefits never go down. Most of these state-regulated programs offer day one coverage and living benefits based on your age and health. All of the carriers we work with accept payment thru a bank or credit union and only 4 of our carriers will work with credit cards or Direct express, either way, they set you up on auto-draft to ensure your policy stays active and your family is protected. So if you use a bank or credit union it will open up access to all of these state-regulated programs. How do you bank? Great 

So If you are ready I’ll get started with some questions, are you ready?

(Go thru the worksheet)

Ok, it looks like based on your answers your best chance to get qualified would be with ________________, So let me ask you if they accept you into the program, how much are you looking to leave _______________?

So let me ask, do you have a plan B? Or better yet if you don’t qualify, can ______________ afford the (Dollar amount) for your final expenses, or is that going to create a big issue for her/him? Just remember it is better to leave them something towards these bills than nothing, would you agree?

ok, do you have a budget in mind that is realistic for you? well, what I mean is affordable to you? Ok, what is that?______________ Great

Let’s plug this all into the computer and see what your rates will look like. 

(read them 3 rates and then say) Which one of these would you like to try and qualify for? Remember these are only quotes your actual rates could be a little higher or a little lower.

Ok, Great let’s get started, go right into the application.

Phone Script Zoom Training With Sean Maxfield

Phone Appointment Script Training

Phone Script Sean Maxfield

BASIC ONE CALL SCRIPT

WHY ARE YOU CALLING: Hey___, this is ___, (optional: I am not a telemarketer.) I am the medical field underwriter that has been assigned to you on some ____ information that YOU requested. A while back you (Filled out a form online) (Filled out a mailer) that talked about protecting your family some tax free income when you pass away.  

 

VERIFY INFO:  (verify info on lead)  TRUST: Grab a pen and paper. We are taking care of this now. Let me know when you're ready? (While they get paper, text credentials) I just texted my credentials, let me know that you received them? 

(If you set an appointment ask “what is the security code?” “I can’t proceed without the security code.”) 

 

WHAT YOU DO: Medical Field Underwriter. National Broker. Shop every A rated company nationwide. Lowest cost. Spend about 3 min on medical questions. Then based on age and health. Qualify for. Older more $$. Does that make sense?

 

FIND NEED: (Freestyle) Did you fill out the form for new coverage or to add on additional coverage? (Pause) Who are you trying to protect? What's ___ name?___ It is required to have your spouse on the call, go grab NAME (*Ask all questions to both wife & husband) If you died yesterday, say a bad car crash or had a heart attack, and you were not here today how would that affect NAME? How much income are they losing? What is your plan right now if you died yesterday? (What if you got cancer couldn't work? disabled? What is your plan?)  Just out of curiosity, other than budget, is there any reason why you wouldn’t want to protect NAME with a plan? 

 

RECONFIRM: Correct me if I am wrong, but it sounds like what you're saying is (Embellish what they talked about above)… Do I have that right? Ya this is really the last “I love you” that you leave for the people you care about most. Do you agree?

 

FIND REFERRALS: How long have you been out in the area?  (Whole Script Below, on Needs Analysis Form)

F.O.R.M.  Family.  Occupation.  Recreation.  Me. (Relate to them)

 

GET RID OF THINK ABOUT IT: Now ____, this is NOT something you can buy. You need to be approved for it. So if you see a need for it, like most applicants do, then my job today is to help you put in a request for approval. The insurance company will give us an answer in about 3 to 7 days. Then if approved, you will have 30 days to adjust your policy up or down. Does that make sense? 

 

If you DON’T want a policy, just let me know and we will close your case. We DON’T do second appointments, since we shop every carrier nationwide, and we won’t know if you can get it, until we apply. Any questions or concerns on this? 

 

For the approval process, the insurance carriers will require three things.  A DL# (for Background Check), a SS# (for Prescription check) and a Routing & Account number to pay for the policy, if approved. We do not take debit cards because they are not secure. Routing and account numbers are secure because you can’t buy anything with them. Any questions or concerns on this? Do you have those three things on you? 

 

NEEDS ANALYSIS FORM          GIVE  OPTIONS         BE QUITE         FILL OUT APP

 

STOP CANCELS: (While Waiting For Approval) (Text Contact) “Required to read this to you this protection notice”

 

GET REFERRALS: Congrats your members now of Family First Life. (We specialize in debt reduction, life insurance, final expense, mortgage protection, retirement planning, & guaranteed income) We do FREE needs analysis for friends & family. If we can help them, great, if not great. But it's just a free service we do for our members to make sure that the people they love are in the best position possible. Whats Name, #? 



REFFERALS

F.O.R.M.  Family.  Occupation.  Recreation.  Me. (Relate to them)

How long have you been out in the area? Do you have family nearby? Oh nice. How many brothers and sisters? Parents still alive? Nice. What do you do for work? Oh that's cool, do you like it? Work by yourself or with people? Ya my favorite coworker is this ___. Got any buddies you get to work with? So what do you do for fun when you're not working? Is that with your co-workers or some best friends? Who is your best friend?  Relate to something they talked about. 

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number           Date   

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number             Date   

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number             Date   

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number             Date   

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number            Date   

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number             Date   

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number          Date   

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number            Date   

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number            Date   

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number            Date   

 

_______________    _______________      ____________________     _____________    _____

Referred From         Relationship        First & Last              Number          Date   



Script to Referral: So I just helped out ___ with some protection and she/he is a member now of our company Family First Life. __ gifted you with a FREE needs analysis that we do for our members, friends & family.  (We specialize in debt reduction, life insurance, final expense, mortgage protection, retirement planning, & guaranteed income) It's all free information. If we can help you, great, if not great. But it's just a free service we do for our member's friends and family, and ____ wanted to make sure that the people he/she loves are in the best position possible. (Go to the booking scripts)



SET APPOINTMENT

(If they are at work or their spouse is not home)

 

WHY ARE YOU CALLING: Hey___, this is ___, I am not a telemarketer. I am the medical field underwriter that has been assigned to you on some _____ information that YOU requested. A while back you (Filled out a form online) (Filled out a mailer) that talked about leaving your family some tax free income when you pass away.  VERIFY INFO:    

 

When will you be off work at home with a pen and paper ready? I have 30 min (call windows) / (arrival times) that start at  ___, and ___ available. What time works better for you?  

 

Is there any reason why you wouldn't be home and able to answer the phone at that time, overtime at work? Stop at the grocery store? Plans you forgot about?  Ok expect a (call) / (me to arrive) between the window of __ & __.

 

IF ONE NAME  I see one name here on the requests. Who would your policy go to if you were to die tomorrow? What is their name ___? Does  _____ live at the house?  

IF LIVES IN HOUSE: Ok,___ is required to be there. Can ____ make that call window as well, Yes or No?  If ____ isn’t there, they can’t do the appointment. Can you tell ___ about the appointment when we are done here? Ok. Thanks.  IF DOESN’T LIVE IN HOUSE: Ok I will jot one down for the appointment. 

 

IF TWO NAMES: Ok I see ___ on the request here. ___ is required to be there. Can ____ make that appointment. Yes or No?  If ____ isn’t there they can’t do the appointment. Can you tell ___ about the appointment when we are done here? Ok. Thanks.

 

Ok I just need you to grab a pen for the security code. Let me know when you're ready. 

 

7W52, Day, Date, Medical Field Underwriter Name, License #______   ***Expect to receive a (call) / (me to arrive) between ___ , __. 


  • Can you read that back to me to make sure we have it all correct. (Read All of it Back to You)

Can you keep that security code in a safe spot because you will need it for the appointment? Ya we use that for security and we will not be able to proceed without it. 

  • How do you remember your appointments? Can you do that for me now? Let me know when you're done. 
  • ***I’ll text you my credentials after this call.

 

We are looking forward to working with you & helping your family on DAY Ok expect a 

(call) / (me to arrive) between the window of __ & __ on DAY. 

 

(**TEXT ID & License & Link)

(Book Same Day) for Afternoon. 

 

__, this is YOU NAME, I am a manager here at the benefits center. And I am calling you back. I got the online form that you had sent back for life insurance. And they just need me to run through it with you real quick. It's about a 15 min, 20 min phone call. I can’t do it right this second. We are super busy this morning. What time are you getting off work this afternoon? Got it. Are you single or married?  Married. Is your wife usually home at the time as well? I don’t have anything right at 4pm but I have a 5pm. So pencil me in at 5pm. This is the phone number, this is my personal number I am going to be calling you back off of. Just make sure you are sitting somewhere where you have a pen and piece of paper handy and we will knock it out. K. (Text Drivers License, and Insurance License.)  




INSURANCE PROTECTION NOTICE

If any Sales Rep or Agent of another company suggests that you cancel, replace, cash-in or discontinue your Life, Mortgage Protection or Final Expense policy, please be very cautious of any future REPLACEMENT attempt. 



WHAT TO LOOK FOR:

 

  • On the phone, an agent tells you they are a “Supervisor or Manager” and need to check the work for review. No one will call you to service this policy except the licensed medical field underwriter that gave you this form.

 

  • Agent tells you that you should cancel your policy and go with their company for a LOWER PREMIUM. That is not possible since we are national brokers. 

 

  • Agent tells you they are from your “Lender of Bank” and can offer you a better deal.

 

  • Always ask for the Agent’s LIFE INSURANCE LICENSE. Agents should always provide their license during the appointment. 

 

  • You can confirm the Insurance License # with the department of insurance. Google: Look up licensed insurance agents in your STATE and type in their State License and or National Producer Number. 



While a replacement can be beneficial, there are many reasons a Cancellation or Replacement may not be in your best interest and you need to have all the facts. This notice is for your awareness.



REBUTTALS

If you are getting any rebuttals at all, it is because you didn't find the need before you presented options. Or you didn’t memorize your script to sound natural so you sound like a greedy lazy agent that cares only about themselves. 

PRESENTATION

I am not interested…

Perfect, I’m not interested either. I’m required to get this info YOU request and you can do whatever you want with it. (back to script)

I already got coverage. Oh ok ya I see that now, I missed that, your case actually got flagged. Looks like there are better rates for the same coverage now. Take about 5 min for the search and adjustment. (back to script)

That wasn’t me: / I didn't fill this out: / None of the information is correct:  I mean I can’t remember what I had for breakfast, so I get it. Ya mistakes happen but I do have your info though. And I am obligated to go over this with you real quick, and then you can do what you want with it. Grab and pen and paper so I can close this out and say I did my job, and we can just be done with this. Let me know when you are ready. (back to script)

I need to discuss this with my wife. Perfect, I think that is a great idea, go ahead and throw me on mute to discuss. I will be here waiting if you have any questions. My job is to see if you can even qualify for this first, like I went over in the beginning.  If you do get approved you will have 30 days to discuss it further. 

Ya I need some more time to think about it / I just don't make decisions today? / Ya I don't think I need this.We DON’T do second appointments, since we shop every carrier nationwide, and we won’t know if we can get it, until we apply. How long do you need? Oh ok ya if approved you will have 30 days to think about it. But usually its budget. Is this too expense? 

I can’t afford it. Can NAME afford for you not this in place? What if you died yesterday in a car crash, what’s your plan now? How much weekly are you willing to invest for NAME the person you love most in this world? Is $10 a week too much to sacrifice for NAME to make sure she is protected? Why is this a bad idea to protect NAME, can you help understand?

I am covered by the VA for burial. (Give them this link) They only get $300https://www.benefits.va.gov/compensation/claims-special-burial.asp

Ya I need some more time to think about it. I just don't make decisions today? How long do you need? Oh ok ya you will have 30 days to think about it. But usually its budget. Is this too expense? What can you invest weekly to protect your family? Let's adjust it. We DON’T do second appointments, since we shop every carrier nationwide, and we won’t know if we can get it, until we apply. (Find the Need)

ONE LEGGER. You can give me the options, I make the decisions. I can't do any presentation without both of you present. (Dig into details day by day till you find an opening. When are you both home? What is your schedule? When does she go to work?) Well looks like the only time that would work is DAY morning. I don't have any opening left on that day, but since your schedule is more insane than anyone I have talked to this past month I am going to do you a favor, move another client and put you down for TIME DAY. Go grab a pen for the security number. 

I am elderly, and I want a lot of coverage for cheap. Explain how insurance works and how it's not possible. https://youtu.be/FLCmORuh-rg  You can, it costs this much at your age. (Show crazy price, explain age, make cost go up) Or we can do Equity Protection, 95% do that because it makes more sense and is affordable, or traditional Mortgage Protection which is an accidental policy and is also more affordable. What one do you think is best? 

I just need to shop around more? Ok what coverage are you looking for? Do understand that is what I just did, shopped for you. Prices are fixed by law. One agent can not get a lower cost than another, they are fixed. So the way you get the lowest cost is by shopping all the insurance carriers. Is it price?  

I have a financial planner/advisor that handles this stuff.  Awesome, so do I, this isn't for financial planning its for (Lead type) move on back to script. 

 

I have already tried and I can't get approved. I am sorry that happened, we are brokers so we can shop multiple carries at the same time and we have policies that everyone can get approved on (Back to script)

 

I have a work policy. Great ya those are kinda like rental policies so we don’t consider them. 

 

I don’t want to give SS#.  I’m sorry I am confused. Why are you asking that? Ok so if you owned an insurance company and someone was asking you to give them $30,000 tomorrow if they died. Would you do that if you couldn’t verify their medical & Identity? Why do you think an insurance company would? Also it goes on your death certificate. How will they verify your death? Can you help me understand that? I'm just generally curious about what you can actually do with a social? I’ll give you mine. Can you do anything with it? 

 

I don’t want to give my bank account: 

 

  1. Ya I completely understand, got to be careful these days, just out of pure curiosity, what can you buy with a bank account, I don’t even know? Alright help me understand this so you're saying I put on an ad online, knew you would click it, learned and studied everything about life insurance. Made up a fake website to fill applications all to pay my utilities? Why would I do that? Seems like a big waste of time to me. Would you do that? Would anyone do that? 

 

  1. Why do banks still think it secure to hand out your check with name address and account numbers to strangers all over the world still to this day and they have thought it has been secure for 60 years. Can you understand that? 

 

  1. The debit cards are the things you don’t want to hand out, especially the CVS number. People don’t buy stuff with bank accounts. I don’t even know what I could buy with a bank account, do you know? 

 

Can you send me an email with the info?

I guess I’m confused. I don't get that question very often, can you explain further? How would we qualify you and customize the plan to your needs and budget? I want prices. You design the product and customize it for your needs/budget and we have to see what you would qualify for. Going back and forth on emails would be too lengthy. 



I don’t trust you? Ya that's why we send you credentials. Go ahead and correct me. I’ll wait. 

Are you saying,I hacked a government website, learned insurance for this scam? I guess I am confused. What is the scam? For banking info? Ya checks have been handed out to strangers for 60 years and the banks still think they are secure. That is why we don’t take debit cards. Was that your confusion? I mean the only thing I know of that you can pay for with a bank account is utilities, I am pretty sure your name has to match the household too. So this scam is to pay my utilities. I am way smarter than that. Seems like a silly scam to me. 

 

How did you get my information? Ya mailers are automatically sent out to new home owners and refinancers because most people want their biggest asset protected. 



SETTING APPOINTMENT REBUTTALS 

 

I am not interested…

  1. Perfect, I’m not interested either. I’m required to get this info YOU request and you can do whatever you want with it.
  2. You just filled out this request __hours/days ago

 

I want to think about it. 

That is the reason I am calling, to get you the information so you can think about it. 

What is there to think about when you don’t have the information, I mean that is kind of the point of the call. 

I don't have time to talk right now. Perfect that is why I am calling this only takes a minute (Back to script)

I need to discuss this with my wife.  Ya that’s actually the reason for my call so we can set up the appointment since it is required for both of you to be together. When do you get home from work?

Ya I Don’t think I need this. Ya it’s just info then you can do what with it. Throw it in the trash for all I care. But required to get the info to you. Do you want 6pm or 7pm? 

I'm sick so I can't talk. I am so sorry to hear that. This won't take long and you won't have to move at all, only take 10 min. Jump in. (If you need to reschedule then do so but make sure they know it can only be one time because we have too many requests coming in) 

Oh I Filled This Out By Mistake. this is free information to protect your biggest asset and leave your house to a family member instead of a bank. Are you saying you want to leave your investment to the bank?

 

Is this through the bank? The bank does lending, not insurance. You have homeowners insurance on your house. It's built into your mortgage payment in case of a fire or flood. Does your bank prove that? No, it's an insurance company. So we set you up with a nation broker to do all the shopping for you nation wide for the mortgage protection. Make sense. 

 

What is Mortgage Protection  Mortgage Protection is protection for 95% of Americans' biggest assets and their most expensive monthly payment? Do you have any other payments as big as your mortgage? Do you have car insurance? Does your car go down in value or up in value? Does your house go up in value or down in value? Let's fast forward 15 years and your house is worth $300,000. Your loan is now $100,000. If you sold your house for $300,000 and paid off the loan of $100,000. How much do you have left? $200,000. How much is your car worth in 15 years? If you stop making the mortgage payment what will the bank do? Do you think its more important to protect your decreasing value car? Or increasing in value house? 

Basic Sales 4 steps with Greg Jones

Basics of all sales Trust, Need, Help and Hurry

Building Trust with Paul Sciacca

This was recorded 10/22/22 in a live group Zoom Training

No Trust no sale!

Sean Maxfield Over coming Objections.

Phone Script Zoom Training With Jason Richitt

Script coming soon.

Social Media Manager Training With Paul Sciacca

Mindset Training Intro with Kenneth Alexander