Rocco s Proven Phone Script. Hello. Hi. This is representing. I m assigned to the area and my company asked kdme to give you a call.

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1 Rocco s Proven Phone Script Hello. Hi. This is representing. I m assigned to the area and my company asked kdme to give you a call. 18

2 Rocco s Proven Phone Script They received your card in the mail and asked me to get you the information you requested on final expense life insurance. 2

3 Rocco s Proven Phone Script The reason I m calling now is that I have to drop off other packages in this afternoon and tomorrow evening. 20

4 Rocco s Proven Phone Script It would help me and save me time if I can just drop this package off to you when I m there, give you a business card and maybe put a name with a face. Are you going to be around real quick on or? 21

5 Rocco s Proven Phone Script OK, great. Listen, I can t stay long but I will make sure you get the package and if I have a minute I ll try to go over real quick ikwith you, OK? 22

6 Rocco s Proven Phone Script Just drop it in the mail. I m sorry but we re not allowed to. We re not really a mailing house like those other companies. We try to meet our clients and make sure they know how the plan works. 6

7 Rocco s Proven Phone Script And quite frankly Mr.(s), we don t want to be known as some distant agent in some distant city if we have to pay the cash to your beneficiary someday. 24

8 Rocco s Proven Phone Script How much is it? Not sure Mr.(s). Id I d have to ask you a few questions when we meet. I want to make sure, if the company accepts you, that we get you the most coverage for the least cost. 25

9 Phone Script Key Points Make sure they have a checking account. The persistency is great on this business. The only business that pays is business that stays! Qualify for health 26

10 Phone Script Key Points Be real quick on the phone. We ve all heard it before, but the idea is just to get the appointment. Don t sell on the phone. Once you re in the home, it s a whole new ballgame. 27

11 Phone Script Key Points Keep calling your lead. They are the ones who requested the info. Don t mail anything. The mailing request is just a nice way to get rid of you. 28

12 Phone Script Key Points Use the take away if they want to think about it, tell them that the company also has to think about them. You just want to meet them and get them the info first. 29

13 Phone Script Key Points The quicker (same day is best) that you get the appointment from when you make the call, the better, fresh on their minds and things won t get in the way. Ask them to mark it in their calendar while you mark it in yours. 30

14 Phone Script Key Points Confirm appointment if more than 2 3 miles away. Remember it s also a way for them to get out of the appointment. So what I do is have an assistant call and say 31

15 Phone Script Key Points Mr.(s) This is Rose, I m Rocco Taraborrelli s assistant. I see on his calendar that he has an appointment with you today at. Can you please have him call the office when he gets there? 32

16 Phone Script Key Points He s on the road, on the way to your house and apparently doesn t have his cell phone on. And I need to talk to him.. OK? I really appreciate it. 33

17 Door Approach Script Hi, is Shirley Jones home? I m Shirley Jones Oh. Hi Shirley, I m and I m representing and handle this area for the company. 41

18 Door Approach Script We work with concerned citizens and we have a card that you sent back in to our office (show them the card) looking for information on our Final Expense and family plans. 42

19 Door Approach Script Do you know what you had in mind when you sent it in? I don t remember sending any card in. That s OK Shirley, (while showing them their handwriting) most people p don t remember. 43

20 Door Approach Script With all the piles of mail people get every day, quite frankly, it can be hard to remember. That s why my company asked me to re arrange my schedule hdl since I was in the area anyway and talk to you real quick. 44

21 Door Approach Script I asked that the information be mailed to me. Oh, I understand dshirley. Most companies do that, but we re sort of old fashioned, I guess. We re kind of like the doctors of yesteryear where we come out, do house calls and actually see you, you know put a name with a face. 45

22 Door Approach Script We choose who we do business with very carefully, I guess. Anyway, y, I m actually early for my next appointment. Do you have a quick minute or should I stop back Tuesday or Wednesday afternoon? They have me back here both days. 46

23 Door Approach Script How long will this take? Well, I can t stay long because they have me running pretty hard. Do you think you ll have a lot of questions? No, well just come in and tell me what this is about it then. 47

24 Door Approach Key Points Make a list of common objections and memorize an answer for each. There s only about objections. ( us for sample list) Be sharp and prepared and be ready to call an audible when they throw you off your game. The more you do this, the better you get! 48

25 Door Approach Key Points If you have to, book the appointment for future. They now know you and when you go back, the ice will always be broken. 49

26 Door Approach Key Points When talking to them at the door, don t think about selling them insurance. They ll pick up that vibe. Just be sincere and tell them since they responded, it s your job to handle their request. 50

27 Door Approach Key Points Use the take away: people want what they can t have Appear super busy and like you have to re arrange your schedule to see them 51

28 1 st Visit = You re a stranger 52

29 2 nd Visit = You re an acquaintance 53

30 3 rd Visit = You re a Friend Fi or Known to Them 54

31 NEVER GIVE UP ON A LEAD! 55

32 Door Approach Key Points If you want to have fun, try this If they ask you to come in, say No, don t have the time now, but will definitely come back when time allows Tuesday or Wednesday. Wednesday BE IN CONTROL TAKE CHARGE 56

33 Door Approach Key Points Don t think that because you didn t get in the first time, it will never happen. This business is all timing. Go back, they may be in a better mood and they ll remember you. 57

34 Door Approach Key Points Always go on routes with a stack of leads in that area so you can drop by if not home or there is a cancellation. Also stop in to see current clients and try to get referrals and cross sell. 58

35 Door Approach Key Points Keep a birthday file and go see current clients or prospects p days before their birthday. Possible other cross selling products that will cost them more in days. 59

36 Door Approach Key Points Always keep in touch via birthday cards, anniversary cards and quarterly newsletters. I can t tell you the amount of business I write on current clients all the time! 60

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