Mary? *Customer reply This is Cody. You don't know me but I'm getting back with you on this card you mailed back to us on the state-regulated final expense life insurance program. *Customer reply We're going be in City Name tomorrow trying to catch up with everybody who mailed that in and should be in the neighborhood around 10 o'clock or around 2 o'clock, which time would work best for you? *Customer reply Alright, we will put you down for 10:00 o'clock. Are there any security gates or codes we will need to pass through? *Customer reply Thank you. I'll make a note of that. The agent's name is Agent Name and he will be there tomorrow at 10 o'clock, give or take 15 minutes. *Customer reply Thank you. Have a nice night.
Common Objections
I don't remember the card. It was a little color card you filled out and mailed in a few weeks back. At the top it reads "2017 Benefit Information Update for State Citizens Only." A lot of people forget about it but the agent will bring it with him. Hopefully when you see the writing it will jog your memory.
Can you explain to me over the phone. I wish I could. I'm just the secretary who sets the appointments for Agent's Name and I don't actually know that much about it. But He will be able to answer all your questions.
Those times don't work. Not a problem. He has an opening later in the day around 6 or 7 o'clock. Would that work better? *Customer reply Okay. He should be around Wednesday as well. Would that day work? *Customer reply
I'm not interested. What was it about the card that made you want to mail it in? *Customer reply *See golden response
Tips for Success
Speak slowly and/or
Match their rate of speech
Sound like a secretary, NOT a sales person
Sound conversational, NOT robotic or like you are reading a script
Memorize the script word-for-word
Create your own cheat sheet to refer to while you make calls
Practice it 20+ times in front of family and friends
Preparation equals success
Click here to listen to audio samples.
I already bought something. Oh that's great! In that case Agent's name could just get you a quick quote to see if maybe he can get you a little better deal or coverage. ***See Golden Response***
What's the name of the company? The agency name is "Agent's name Insurance Services." He represents several companies compares prices to try and get you the best rate possible.
Golden Response
Some people are very reluctant to set an appointment. Our job is to set their mind at ease so the agent can meet the prospect. The following response lightens the mood tremendously and can be used in many different situations.
All he does is tell you which plan you qualify for. From there, if you want it great. If not, you can throw it in the trash. Just wait until he leaves. [hahaha]
If you are continuously having trouble with a specific objection, please contact us ASAP so we can address it. Contact us with any questions.
