Some Advice on how to Convince Clients to Sign Up with Life.

tracydatu

New Member
9
Im prettty new in my work. I just want to get some advise on how to communicate with the clients on how to deliver message over the phone and in person. So for them to be convince and sit down and discuss it with one of our life specialist can you give me some scripts on how to deliver it to them? Thanks ?
 
Never convince.

Sort them.

Essentially - extend your offer, and they'll either accept it, or not.

OR... you ask a series of structured questions designed to get them to think about their situation, and have them WANT to meet with you.

In either case, you are sifting, sorting, and selecting those who WANT what you are offering.

Remember this: "A person convinced against his will... is of the same opinion still."

No... is an answer. Yes... is an answer.

Both yes and no are acceptable.

What you DON'T want are the "maybe", or "call me next month", or "send me some information". These people are afraid of hurting your feelings if they say no... so they 'string you along' pretending they are a prospect when they really aren't. These guys you just need to pin down to either:
a) Follow up phone call in the future
b) Set an appointment and get on the calendar right now.

I know Josh has some scripts on his website, but without knowing what you're offering, I cannot give you a script that will work perfectly for your situation.
 
Thank you so much for the great advise. Im talking about LIFE. So can you PM me the script so I can apply it to the client.
 
I gather from reading your OP, you are probably an appointment setter. Ask some of the producers you're setting appointments for why people buy life insurance. What are the primary motivators?

The most basic script I've learned if we're talking income protection, is

"Do you have a family that depends on your income?"

"Do you have enough life insurance in place that if something were to happen to you, that you can be sure your family would be taken care of financially?"

If yes, "How much do you have? How long would your family be able to live on that?" "Does that concern you?" (If no, move on!)

If no Life insurance in place, "How do you feel about that?" ("don't care!", move on)

(It concerns them) "If I could show you an affordable solution the that will help provide for your family if your ever not there, would it be worth scheduling an appointment?"


P.S. I learned a lot from reading old posts from DHK in the cold calling forum, Josh's free scripts, and from Lew Nason
 
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Thank you for the scripts. Yes you are right, the right person to ask for life insurance is the person who have a family that have kids. Where can i find those scripts from them.?
 
Thank you for that information. In the future i will ask more from you about insurance. I will take a look at it now. And hopefully I will deliver it smooth to the client when having a conversation with them. ???
 
Thank you for the scripts. Yes you are right, the right person to ask for life insurance is the person who have a family that have kids. Where can i find those scripts from them.?

No its any person who has someone who would be affected by thier loss of income kids, spouse, parents, business partner etc.
 
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