1. The Greeting [Script] Flashcards
The greeting allows you to inform the prospect about the reason your calling and to handle any objection to presenting their plan options.
Hi [Client Name]…
Aged Lead Scenario
Hi, NAME? Hey, NAME, this is Justin, how you doin today? (feed it back to them)
Well I’m with Buckeye Senior Benefits? And the reason for my call, is that a little while back, you:
* Spoke with one of our company’s representatives?
* Went online and requested some information?
About the state approved, final expense burial programs, and you mentioned that: your favorite color/food is FAVORITE (your beneficiary would be BENEFICIARY), does that ring a bell?
Well, I’m with…
Call Back Scenario
Hi, NAME? Hey, NAME, this is Justin, how you doin today? (feed it back to them)
I’m with Buckeye Senior Benefits? And the reason for my call, is that you recently:
* Spoke with one of our company’s representatives?
* Went online and requested some information?
About the state approved, final expense burial programs, and you mentioned that: your favorite color/food is FAVORITE (your beneficiary would be BENEFICIARY), does that ring a bell?
So what prompted…
Live Transfer Scenario
Hi, this is Justin, with Buckeye Senior Benefits? How can I help you?
How you doin today NAME? (feed it back to them)
Well hey, the reason why you were transferred over to me? Is because at some point in time, I believe that getting some information on life insurance or burial insurance, may have been on your to-do list – does that ring a bell?
I totally understand…
Rebuff #1: “I’m Not Interested…”
I totally understand. It’s just my job to get you all of the information on this in the shortest amount of time possible, so that you can make a decision, whenever you’re ready…
Eh no worries…
Rebuff #2: “I Already Have Coverage…”
Eh no worries, I’m glad you have it taken care of, heh, I’d be surprised if you didn’t. But most people I speak with? Find this information very valuable, and I’m not asking you to make any changes…
I understand, I’m…
Rebuff #3: “I’m Busy/Don’t Have Time…”
I totally understand! My job is just to get you all the information on this in the shortest amount of time possible, so that you can make a decision, on your own time, whenever you’re ready…
I totally undersand…
Rebuff #4: “I can’t afford it…”
I totally understand, we work with people living on a fixed income, all the time. 99% of our clients live on a fixed income – and at the very least, our clients are able to get programs in place for about $50 a month. If we were able to find you something that could help your family, would $50 a month take food off your table?
Man you probably…
Confusion #1: “I Get Too Many Damn Calls…”
You probably get calls like this all the time, don’t you? You must be pretty popular – you got a lot of friends?
I understand. Look…
Confusion #2: “I Don’t Remember…”
I totally understand, look, it’s my fault I haven’t gotten back to you sooner! We’ve had an overwhelming response in your area? And it’s been almost impossible for me to follow up with everyone.
I hear what you’re…
Confusion #3: “I Thought This Was Free…”
I hear what you’re saying, I hear that all the time. It’s just my job, to get you all the information on the programs that are out there, and get you the lowest rates available in your area…
Suspicious #1: “Who Is This?”
NAME are you alright? NAME are you ok over there? Can you hear me NAME? Can you hear me, ok? Um I’m confused, you sent in this request in here NAME, that you listed BENEFICIARY would be your beneficiary. Do you remember filling that out NAME?
Suspicious #2: “I’m Just Shopping Around…”
So you’re just shopping around, trying to find some information? (feed it back to them)
Now NAME, can I just do one thing for you here? I know (how important this is to BENEFICIARY and) how important this is to you. Is it ok if I keep you accountable? And help you make a decision that you been putting off? Is it ok, if I help you make a hard decision today?
Suspicious #3: “Just Give Me the Price…”
I totally understand NAME, you just want a quote, and I’ll give it to you as soon as I see what you qualify for. Let me ask you, when you requested information – were you looking to leave something behind for the family, or just cover your burial expenses?
