DIrect mail LEADS SCRIPT
Tips & Best Practices
Call leads asap
triple dial
Smile & dial
INTRO
"Hello (client name), God bless you, how are you doing?"
(Pause)
"Great. This is (agent name) with Retirement Income Life. I'm calling about the benefits form you mailed back on the new final expense and burial benefits here in (state)."
(Pause)
I took care of it already ..
Okay, help me understand.
What did you end up putting in place?
Who did you go with?
How much coverage did you end up getting?
If you were able to leave an extra $5,000 for the same price or cheaper, would you allow me to check?
(Proceed into fact finding)
I don’t remember doing that ..
Okay, that's exactly why I'm calling.
"I'm not calling to sell you anything over the phone today.
My job is simply to get the information packet out to you and answer any questions about the programs you requested and whatever you do with it, is up to you."
VERIFY
"I have your card here in front of me showing you're XX years old and living on (Exact Street Address)."
"I'm not calling to sell you anything over the phone today.
My job is simply to get the information packet out to you and answer any questions about the programs you requested and whatever you do with it, is up to you."
APPOINTMENT CLOSE
"It only takes about 10 minutes to go over everything.
Will you be home tomorrow afternoon or would the following day work better for you?"
IF TOMORROW
"Perfect. Is mid morning or early afternoon best for you?
COMMON OBJECTIONS
I need to think about it
"I completely understand. The only thing is, before you can think about it, the insurance company has to think about it too.
That's why we do the application first. No money today, no commitment today.
We're just finding out if you qualify. Then you'll have a real offer to review and decide on."
I need to talk to wife/kids
"Totally understandable. Let me ask you this—if your wife/kids saw a plan that protected the family and was comfortably for your budget, do you think they'd be opposed to it?"
(If no)
"Then let's do the part that only you can do, which is getting medically qualified.
Once we know you're approved, the two of you can review everything together before making a final decision."
Can you mail me the information
The problem is life insurance isn't one-size-fits-all.
The carrier looks at your age and health and then shows us what you specifically qualify for.
I'd rather show you real options based on your situation than send a brochure that may not apply to you."
I took care of it already
Okay, help me understand.
What did you end up putting in place? Whole Life or Term?
And, What A-rated company did you go with?
Lastly, How much coverage did you end up getting?
Let me ask you this .. If you were able to leave an extra $5,000 for the same price or cheaper, would you allow me to check? (Proceed into fact finding)
What's this about again?
I'm calling regarding the benefit information you requested on the new programs available for final expense and burial benefits here in (state)."