Basic Training

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.

_______________ _______________ ____________________ _____________ _____