A few weeks ago I came across an agent in this Forum who used a survey approach to knock on doors to prospect for FE business successfully. I took his concept and developed a phone script using the same approach to set appointments by phone. Just started using it. I would appreciate any feedback on how to improve this script.
"Hi, ____________________? (Call by first name). (Pause)
I am David Dann with Legacy Life in the Twin Cities. I am a Final Expense Specialist visiting your area this week. How are you today?
Would you be interested (name of suspect) in answering a short telephone survey on pre-need planning? (Pause)
Now, this survey may apply to you or a loved one. (Pause)
(If negative: Thank you for your time. Have a great day/evening).
(If affirmative or no objection given, continue on with survey
1. How long have you lived in (name of city)?
2. Many people today are choosing to plan and pay for their own or a loved one's funeral in advance: do you currently have arrangements in place for yourself or a loved one?
(If affirmative, what kind of arrangements? If negative, continue with survey.)
3. Do you or family member own cemetery property?
4. Are you familiar with the different options to help people pay for funeral arrangements before death? For example: final expense insurance, pre-need insurance and pre-need trust?
5. How confident are you (name of prospect), if you or a loved one died today, that the spouse or children , would know exactly what to do and have final expense funds available within two or three days of passing?
6. Do you have a current Will and Testament? Do your loved ones know where to find it?
(If there is a concern or the prospect states that there is no arrangement in place, continue...)
I am in your area today and tomorrow and I NEED to set up a time to get together with you (or both of you, if couple) and explain the different options available. I will be happy to cover the advantages and disadvantages of each option based on your situation, at no cost or obligation. Does this sound reasonable?
(As you know, making plans, in advance, for a funeral can bring a little peace of mind when you or family member needs it most. And funding those plans in advance can make things that much easier.)
I will also bring along our Memorial Guide, as a free gift for you, in appreciation for your time and consideration.
So what works better for you (name of prospect) (or both of you), morning or afternoon?
(Offer choice of two appointment times, at 15 minutes to or 15 minutes past the hour in 2 hour intervals: Example, 10:15am or 1:15pm, subject to schedule availability.)
What time works better for you? (Or, both of you? If a couple)
Great. I have a reserved time for you at____. I NEED you to mark it down for (today or tomorrow) at _____ as well. OK?
Is your address______________________?
Good. I look forward to seeing you (or, both of you) (today/tomorrow) at_____am/pm. Thank you. (Prospect Name)"
Thanks
David
"Hi, ____________________? (Call by first name). (Pause)
I am David Dann with Legacy Life in the Twin Cities. I am a Final Expense Specialist visiting your area this week. How are you today?
Would you be interested (name of suspect) in answering a short telephone survey on pre-need planning? (Pause)
Now, this survey may apply to you or a loved one. (Pause)
(If negative: Thank you for your time. Have a great day/evening).
(If affirmative or no objection given, continue on with survey
1. How long have you lived in (name of city)?
2. Many people today are choosing to plan and pay for their own or a loved one's funeral in advance: do you currently have arrangements in place for yourself or a loved one?
(If affirmative, what kind of arrangements? If negative, continue with survey.)
3. Do you or family member own cemetery property?
4. Are you familiar with the different options to help people pay for funeral arrangements before death? For example: final expense insurance, pre-need insurance and pre-need trust?
5. How confident are you (name of prospect), if you or a loved one died today, that the spouse or children , would know exactly what to do and have final expense funds available within two or three days of passing?
6. Do you have a current Will and Testament? Do your loved ones know where to find it?
(If there is a concern or the prospect states that there is no arrangement in place, continue...)
I am in your area today and tomorrow and I NEED to set up a time to get together with you (or both of you, if couple) and explain the different options available. I will be happy to cover the advantages and disadvantages of each option based on your situation, at no cost or obligation. Does this sound reasonable?
(As you know, making plans, in advance, for a funeral can bring a little peace of mind when you or family member needs it most. And funding those plans in advance can make things that much easier.)
I will also bring along our Memorial Guide, as a free gift for you, in appreciation for your time and consideration.
So what works better for you (name of prospect) (or both of you), morning or afternoon?
(Offer choice of two appointment times, at 15 minutes to or 15 minutes past the hour in 2 hour intervals: Example, 10:15am or 1:15pm, subject to schedule availability.)
What time works better for you? (Or, both of you? If a couple)
Great. I have a reserved time for you at____. I NEED you to mark it down for (today or tomorrow) at _____ as well. OK?
Is your address______________________?
Good. I look forward to seeing you (or, both of you) (today/tomorrow) at_____am/pm. Thank you. (Prospect Name)"
Thanks
David
