The study found that using the phrase interrupts your prospect’s thought process (in a good way).
By talking to your prospect in a way that you might talk to a prospect you’ve already met, it can actually move the conversation forward because you’re keeping it friendly.
Keep it casual. Insurance agents are often hung up on quite early in a cold call, so you need to try and keep the prospect on the line long enough that they hear your pitch.
Once you’ve managed to keep them on the phone, it’s time to offer up the free quote.
“The reason I’m calling is to let you know our firm has agents out and about in your area just now.
What we are doing is talking through life insurance options and offering up free quotes as well.
Obviously, there’s no obligation to buy, it’s just so you can see what options are available to you and your family. Would this be of any interest to you?"
Wait for a response. If they seem hesitant, then you can gently push the solution a bit more.
“I understand you’re hesitant.
But in my experience, for (describe the prospect’s family to show you’ve been paying attention and understand their unique qualities) families, like yours, it helps to have a bit of extra help when it comes to life insurance planning. Are you sure you don’t want to just have a quick chat tomorrow with one of my colleagues?”
Wait for a response.
It’s at this point in the conversation your prospect will probably throw some objections at you.
Don’t look at this as a negative. Instead, listen to their objections and let them know that you understand their concerns.
Once you’ve managed to overcome their initial objections, move them onto the next phase of the call and gather some information to qualify them.
“I just need to ask some quick questions to make sure you qualify for our program, and it’ll save you time when you’re talking to one of our specialists later as well.”
Remember to make sure you’ve got their details, including:
- Their age
- Their annual income (an approximate number will be fine)
- If they’re on any medication
- If they’ve ever had any serious illnesses (stroke, cancer, etc)
- Finally, if they’ve already got another policy with another agent
Then, close the call.
Thank you very much (prospect’s name). The last thing we need to do is set an appointment time to have one of our specialists get in touch.
When would suit you?”
This script will work with any type of insurance—just switch out the wording to the type of insurance you’re selling.