9. Building Rapport (About Them) [Script]

Question 1

1. If You Know Their DOB

Answer 1

And NAME, we have on file that your date of birth is MONTH DAY YEAR, is that correct?

Question 2

2. If You Know Their City

Answer 2

And it says here you live in CITY, it’s WEATHER here, is that the same for you?

Question 3

3. If You Don’t Know Their DOB

Answer 3

• And NAME, so that I’m/ we’re giving you accurate numbers, what’s your date of birth?
• How young does that make you?

Question 4

4. If You Don’t Know Their City

Answer 4

• And what city are you in?
• It’s WEATHER here, is that the same for you?

Question 5

5. Where They’re From?

Answer 5

• How long you lived there?
• Where are you from originally?

Question 6

6. What They Do for Fun?

Answer 6

What do you like to do for fun out there?

Question 7

7. Working or Retired?

Answer 7

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

Question 8

8. Relationship Status?

Answer 8

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 9

9. Any Grandkids?

Answer 9

• Do you have any grandchildren?
• 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 10

10. If They Object to Rapport Building

Answer 10

Oh, I’m sorry, most people like this part of the process. After doing this for almost two decades I find that most people want to know who they’re buying insurance from, and I certainly like to know who I’m helping out. Besides, it helps most people set aside their fears of getting scammed, but it doesn’t seem like you have that fear.