3. The Warm Up [Script]

Question 1

1. How long have…

Where they’re from?

Answer 1

1. How long have you lived there?
2. What brought you to the area?
3. What’s the best thing about living there?

Question 2

What do you…

What do they do for fun?

Answer 2

What do you like to do for fun out there?

Question 3

Are you still…

Working or retired?

Answer 3

Are you still working, or are you retired and living the dream?

[Client name], pretty much all of my customers, are on some sort of a tight budget - and that’s exactly who these plans are designed for.

So if I can get you approved today, I’m going to make sure we find something affordable, and tailor-made to fit your needs, ok?

Question 4

Are you married…

Relationship status?

Answer 4

Are you married?
W:Oh I’m sorry, how long ago did s/he pass?
M:How long have you two been married.
Wow what’s your secret?
D: I knew you sounded happy for a reason (laugh)!

Question 5

Do you have…

Any kids or grandkids?

Answer 5

1. Do you have any children?
2. And any grandchildren?
3. Do they live close to you - where they get to see grandma/grandpa?

That’s awesome, its great to be surrounded by love, isn’t it?

Question 6

OK [client] please…

Go grab a pen and paper

Answer 6

OK [Client], please go grab, a pen and piece of paper, so I can give you, my credentials and contact info.

Let me know when you’re ready.

Question 7

I’m also going…

Text message

Answer 7

I’m also going to send you, a text message, with my:

• Name
• And my government issued National Producer Number
• Along with my picture, so you have a face to go with the voice

Is this number we are talking on, your cell phone?

Question 8

Ok, so my name…

Write down my details

Answer 8

Ok, so my name is (NAME).

And my National Producer Number is (Producer #).

And my best contact number is (Phone #).

Got it? Great!