Independent Agent scripts Flashcards
Client Referral Contact Script
Hello ________? Hi, ________, How are ya? Did I catch you at a good time?
My name is _____________, with Managed Wealth Financial (or Transamerica). Did (Client) let you know I’d be calling?
Great! (Client) told me some great things about your family and I look forward to getting to know you. What would be a great day for us to get together and meet? I have ______ at ___ and ______ at ___ available.
Expansion (Recruiting) Script
“…in addition to helping _________ get exposure for their business and training, looking at the services for yourself and others, I was also asked and have accepted additional responsibility with my firm to help with North American expansion. As we discuss our business you might be able to help us by pointing us in the direction of someone that may be a good fit for our profession and our firm, does that sound fair enough?”
Professional 1-on-1 Recruiting Script:
After knowing what they do professionally…
“I have really enjoyed our conversation. I always value the time I share with like-minded people. You seem to be very _______, _________, and ________ (genuine compliments). Have you ever considered starting a business in the __________ field? Why or why not?”
Professional 1-on-1 Recruiting Script (continued…) If Yes to previous question.
“Is the interest mostly in that particular field, or in owning a business in general?” (Tell personal story and in what ways you were similar to them when you started) “Based on what you said, I’d love to get you more information about our expansion plans. There are two ways to do that…”
Professional 1-on-1 Recruiting Script (continued…) If No to first question.
“I understand. Would you agree that ______, ________, and ________ people typically know others like them? Who do you know that excels at what they do, like you, that’s looking or maybe isn’t looking? We find that the best candidates usually aren’t looking.”
Client Networking Script: After Gathering Numbers, Delivering Plan, or Annual Review
“As we work together there may be additional information that will be relevant to your plan that will require we talk with some of the other professionals you work with. Who is… …your CPA? …your Attorney? …your Mortgage Guy? …Real Estate Agent? …Car Insurance Agent? …Health Insurance Agent? …Banker?
Client Networking: Personal/Training Appointments
“As (I/\_\_\_\_\_\_) start(s) (my/their) career, it will be important that (I/they) have professionals (I/they) can send referrals that are.. …CPAs? …Estate Planning Attorneys? …Mortgage Loan Officers? …Real Estate Agents? …Car Insurance Agents? …Health Insurance Agents? …Bankers?
Expansion Script: New and Current Clients
“The same way I will do my best to help you in every way I can to achieve your financial goals, there’s a way you can help me as well. Which, in turn, will allow me to have more time to help you. How does that sound?
“Many advisors spend close to 50% of their time doing marketing and looking for new clients. Do you see how this would leave them little time to service their existing clients? As we work together we want to make sure this doesn’t happen as I’m sure you’d appreciate. To help me with this, there are two methods, a good one and a better one, both maximizing our availability to help you:
Expansion Script: New and Current Clients
“Good” Option
“Introducing us to friends, family, co-workers, or neighbors that would be open to the same conversation we had today. Whether they are interested or not, of course, is totally up to them after they’ve looked at the information.”
Expansion Script: New and Current Clients
“Better” Option
“Pointing us in the direction of someone that may have the desire to build a twin career or make a positive career move, helping us serve the new referrals we receive. (Tell personal story)”
“Who came to mind first in the ‘good’ category?”
“Who came to mind in the ‘better’ category?”
