Gatekeeper script/ Objections Flashcards
Gate Keeper Script
Agent
Would you let Kevin know that Johnny is here?
Business
Do you have an appointment or are they expecting you?
Agent
I need to speak to Kevin directly.
Introduction to the decision maker.
Agent
Hi Kevin I’m Johnny with liberty national.
I work with local businesses in helping them provide valuable benefits for their employees, while helping the business save on their payroll taxes,
with no cost to the business.
I realize you may be busy
Is now a good time?
Pre Objections
Business
I am not interested.
Agent
I can certainly understand you saying that having just met me,
but I think if you had just a few minutes
to look at the ways we’ve been able to help
a lot of other employers,
at no cost to them,
you would see the benefit.
It takes about 20 minutes to go over.
Is now a good time?
Pre Objections
Business
Is this like XYZ company?
Agent
no,
actually what we have to offer is very different.
(* Business
* Well, how are different?
- Agent
- Great question, again it only take about 20 minutes
- is now a good time, let’s step into your office.)
It takes about 20 minutes to go over.
Is now a good time?
Pre Objections
Business
None of my employees would be interested.
Agent
I understand you feeling that way,
but let me ask you this.
If you were to find out your employees did have interest,
would you be willing
to take a look at how we could help them?
(If yes…)
OK, let’s do this.
Give me time to go over it with you
and then I will show you the best way
to determine the level of interest.
Is now a good time?
Pre Objections
Business
We already have good benefits.
Agent
That’s great to hear.
Most of my other clients to do as well
Our goal isn’t to replace anything you currently have
but instead
show you a way to enhance your current benefit package.
We have a much needed and very valuable benefit
that only we can offer.
It takes about 20 minutes to go over.
Is now a good time?
Pre Objections
Business
We have tried that before and it didn’t work out.
Agent
I understand.
We have other clients who had similar experiences before doing business with us.
Service is a big part of any benefit program and is certainly something we take a lot of pride in.
Is now a good time?
Pre Objections
Business
I don’t have time.
Agent
I understand.
I usually work by appointment.
I have some time on Tuesday, at 8:15 AM
or is 1:15 PM better?
Agent Closing Statement
Assuming there are needs as we agreed there probably are,
Is there any reason
you would not offer what we have to your employees?
Post Objections
Business
I can’t take my people out of production for the time it will take for them to meet with you.
Agent
_____, in considering something like this,
you want to ask yourself two questions;
If you as an employer had one of your employees have an illness, accident, or even a death,
you as an employer would want to help them, isn’t that true?
(wait for client to say yes)
Secondly, a few minutes once a year for each employee
would not affect your business in a negative way,
isn’t that also true?
(wait for a client to say yes)
Great, let’s get started.
I have some time next Monday at 8:15 AM that I could enroll your employees,
Or is next Tuesday at 1:15 PM better?
- Closing statement!
Post Objections
Business
My employees can’t afford it. Or they won’t buy coverage because they live paycheck to paycheck.
Agent
I’m really glad you mention that. If your employees are living paycheck to paycheck today, then if something did happen to them, like an illness accident, or even death, chances are they would come to you for help. Isn’t that true? (wait for client to say yes).
Business Owner:
Yes.
______,
most employers have found that its better to offer employees solutions for just a few dollars a week today
rather than face a major problem tomorrow.
Do you see what I mean?
(wait for client to say yes)
Yeah, I guess your right.
Great, let’s get started.
I have some time next Tuesday at 8:15 AM that I could enroll your employees,
Or would next Wednesday at 1:15 PM be better?
- closing statement.
Post Objections
Business
I want to poll my employees to see if any of them are interested in more insurance.
Agent \_\_\_, as I mentioned earlier, we typically have around a 70% participation in our life products, (in your case with say 20 employees, you should expect approximately 14 of them to participate) With 100% participating of course in those no cost offers that we will provide to each employee on your behalf.
I do you have some time to enroll your employees at 7:15 Thursday morning or 815 on Friday, which of these works best for you?
(if a time is chosen, transition to the closing script as soon as possible.
Business owner:
I still want to pull my employees.
Agent
OK I understand,
what we normally do in this case is bring in breakfast one morning, or lunch, which ever works best for you
And we will give a brief overview of the accidental death policy, discount card and needs analysis to determine the level of interest.
Would breakfast or lunch work better?
Business
Breakfast would work better.
Agent
Great, how about this Monday at 8:15 AM
or is Tuesday at 8:15 AM better?
(Try and schedule breakfast 2 to 5 days out)
Post Objections
Business
We already have worksite benefits from XYZ insurance company.
Agent That’s great and it shows you really do care about your employees. We’re not suggesting canceling your current benefits, but rather enhancing what you’re offering with a much needed benefit, like our group term life I discussed that no other company can offer.
Do you see where this product could fill a gap in your plan and give your employees life insurance they could afford to keep after they retire?
Business
Yes.
Agent
Great, let’s get started. I have some time next Tuesday at 8:15 AM that I could enroll your employees,
Or would next Wednesday at 1:15 PM be better
- closing statement.
Post Objections
Business
Let me think about it.
Agent
I understand how you feel,
in fact,
a lot of my clients have felt the same way.
But what they have found once they really considered it
Was that you never know whats right around the corner
And that while they were waiting,
one of their employees could have a serious illness, accident, or even death,
Leaving them financially devastated.
Do you see what I mean?
Business
Yes I suppose so
Agent
Is there any reason why you would not offer what we have to your employees?
Agent
Great, let’s get started.
I have some time next Tuesday at 8:15 AM that I could enroll your employees,
Or would next Wednesday at 1:15 PM be better
- closing statement.
Pre Objections
Business
Send me an email.
Agent Well let’s do this, I will be back in the area on Tuesday. I will come back by and put some information in your hands and go over it with you. If you like it great! If not no big deal! So, is Tuesday at 8:15 am, Or is 1:15 PM better.
The closing statement.
So____, let me ask you this, assuming that they are needs, as we agreed there probably are, is there any reason you would not offer what we have to you employees?
Wait for business owner response.
Great, so we just have to get a few things set up, by the way I have some time on Thursday at seven a M or Friday at 1 PM, which of those work better?
OK so then I’m going to put the month of___ down for our enrollment month and we will plan to take care of them on (date chosen)
Who should I put as the payroll contact? OK great, I’m just going to put____, here as in the payroll contact.
