uh what i want to share with you i'm
going to share several several things
but first i really kind of want to talk
with you about
about expectations and
i started getting into this virtual
selling like a lot of people did because
uh because of covid and then um
kind of jumped into it talking to a lot
of our
uh agents who are doing face-to-face
sales
wanting to try moving into this and
i don't know man
maybe you guys are in this well first
let me ask you this question how many of
you are just getting started in virtual
sales
let's see what we got here
okay
all right
okay two years in me okay perfect hand
up excellent the thing i i want you to
see here um in these uh in the virtual
sales
is
you got to have the right expectations
good moon thomas i see you yes very good
just getting started perfect perfect and
what i saw people were being held up
because of system thoughts or because of
a fog of war things like that thanks a
lot jonathan i appreciate that
and
golly guys what i wanted to do was just
pick up the phone and start calling so i
did this with my agent so i was like
okay guys let's do this let's just pick
up the phone and dial and so we started
we started calling and so i wanted to
help them have clear expectations in
this we saw big numbers
um in 10 day period i did 30 grand so
woohoo do what you want with that
information
um on aged leads
and i wanted to give them a script that
would work and i'm going to share that
script with you guys tonight and it's a
very simple script i'll walk you through
this
hey tim
and you're gonna give them a chance to
answer
this is chris i'm calling from the
mortgage protection center for kentucky
the reason i'm calling
is we received a request that you filled
out about the updated mortgage
protection programs for kentucky
residents
now
it's interesting because
i have seen this used multiple ways okay
and we we saw high energy
and this isn't high energy and
i'll tell you i think it works pretty
well for
um
aged leads because people have been
called many times they've had many
conversations in a lot of cases
and you have to disrupt that a little
bit you can't sound
salesy you can't sound um
over
zealous you can't sound too eager okay
so it's a little different i learned
this from our friend
jason richter a little bit i don't know
if you saw jason jason's our savvy
producer and i was like
man that is difficult for me because my
personality is like
let's go you know i'm ready to go
and so i sat down i was doing it with my
personality i wasn't making these
connections thank you ashton i
appreciate that
and then i realized okay let's try it
this way
i slowed down and i started to say this
and paul had said can we get a copy of
the introduction love it perfect yes i
can do that for you hey paul
yes
this is chris calling from the mortgage
protection center for kentucky the
reason i'm calling is because we
received a request you filled out about
the updated mortgage protection programs
for kentucky residents
you listed your address as
is that correct
yep okay great
so that's just the introduction part of
this
but
then i then i pivot to a control a call
control statement okay so this call
control statement is this
okay i'll have you off the phone in a
second i was just calling to let you
know that we have processed your request
we're doing everything virtually now so
that only takes a couple of minutes go
ahead and grab a pen and paper so we can
get this out of the way
all right
and this is this is giving me a chance
to take control of the conversation and
the thing i like about this i will tell
you my goal in this i'm starting this
conversation i
spoke to him we're continuing the
conversation
and now my next step drum roll
can you grab a pen and paper
there we go boom boom if he grabs a pen
and paper then i'm winning okay
and if he grabs a pen and paper
and he's home guess what i'm gonna do
i'm gonna do a presentation
i know that i know that feels different
but i'll tell you
with our agents who are starting and
they're working aged leads there's a
reason why they aren't sold yet or
there's a reason
why they've had all these different
types of conversations okay
they need to be connected to somebody
who's going to be able to close the
process right sometimes they're just
squirrely and they don't hit their
appointments sometimes that stuff
happens so if i can get them to grab a
pen and paper and we can get this out of
the way
bam that's my call control statement
they'll say okay they grab a pen and
paper
my next question is are you home are you
sitting somewhere can you write down
some information some numbers for me
and if they say no i'm not home i'm at
work currently
okay that's when i'm gonna set an
appointment okay
so i'm gonna move along and work towards
setting that appointment my other
question i'm gonna ask them now were you
looking into this just for you
or is there somebody else who's on the
loan and if there's somebody else on the
loan
then i'm gonna have them come into the
room and we're gonna have the
conversation together
if they're home okay
if they're not then i'm going to set the
appointment now there are these
extenuating circumstances i don't know
if you guys have run into this
where
perhaps the
the husband is a um truck driver
and he's never home right it's
impossible to catch up with him
and uh she makes all the decisions great
then
you know there's a reason it's an age
lead
there's a reason it's an age lead and if
i can go ahead and have that
conversation at the time then i'm gonna
go ahead and do a presentation and try
and close it right there and try and
catch up with her husband another time
now i know it's taking a risk i know
it's taking a risk but
um like i said with these aged leads you
you have to be
scrappy
you have to take action you have to be
able to move quickly
so
if they're home then i'm going to keep
moving forward through my presentation
to the trust building phase
do me a favor i want you to write down
some information my name is chris ball
that's b-a-l-l like baseball basketball
football bocce i don't do that but you
can if you want if your last name is
ball
my state producer number i give them my
state producer number for that state
and then i simply tell them what that
number you can go the department of
insurance website type it in to find me
that way you know who i am
i'm just required to leave that with you
so they have that information about who
i am they can go to the state side if
they they need to i've actually never
had anybody do that that's not been an
issue at all
and then i asked you have a good email
that i can use while we're on the call
if i need to send you some information
need some send some information over to
you
so that's just our introduction that's
our
that's our building trust phase they
have my information i have a website for
our company if i need to send that to
them as well
but i've never really had to do that
it's always been fine if i've gotten to
that point given them my producer number
the next point is transferring belief
and i have a belief statement
i'm encouraging you guys for each one of
you to actually build out your own
belief statement so i'll say something
like this
now
tim i've been doing this for 10 years
in that time i've helped thousands of
families apply for benefits that would
take care of their families finances in
case something happened to them
in my time doing this
i did not expect this
i've had 40 death claims
40 death claims
and to be honest with you three of those
death claims were in the first six
months of the policy the my clients were
killed by drunk drivers
that's a real scenario that is something
that really happened
so i i'm just sharing that with you
so that you know i believe in what i do
and i take it very seriously
so my goal in this conversation is just
simply to help you take care of what
matters most to you and i'm guessing
that's your family am i right
yeah okay
great
so i've transferred belief
and i've built trust with them but i
also believe that transferring belief
anytime you're speaking with conviction
about who you are
and what you do and who they are that
becomes part of the trust building
because trust is built with two things
trust is built with authority
establishing authority
and empathy
so when they see that you're a human
being
i've showed my authority i've got a
license i'm connected to the state
but i've also shown them that i'm a
human being i care about what i do and i
help people does that make sense
everybody following me
hey if you enjoyed this i got another
one you're going to love it's right
there click on it see you in there so
we've had a lot of unlicensed
agents finding us following our stuff or
newly licensed just joining the business
and you're thinking like dude
what is the life insurance career like
what's an insurance career like overall
well i want you to think about the
this