Book the Meeting
When scheduling a prospect, what three parts of the day does the phone script use to narrow down availability?
Morning, afternoon, or evening.
What are the three specific objections addressed in the phone script?
No Money, No Time, No Need.
How many conditions are established before beginning the fact-finding conversation?
Three
How many "swings" does the FCS process teach you to take when moving toward an application?
Three
According to the referral script, what form of compensation is described as the most important?
Personal introductions.
According to the appointment-setting training, how soon after the initial call should you try to schedule the meeting?
Within two weeks.
A prospect says, "I don't need anything." According to the script, are you trying to convince them that they need something today?
No. You're introducing what you do so they know you can be a resource when a need arises.
Why does the first condition compare financial fact finding to a doctor's diagnosis?
An analysis can only be as accurate as the information it's based on.
After your first recommendation, the client says, "We need to think about it." What does the second swing explain?
The application and underwriting process gives them additional time to think while New York Life reviews the application.
How many names does the referral script ask the client to brainstorm?
10
Name three things you can do after scheduling an appointment to increase the chances that it sticks.
Any 3: Send an Outlook invite immediately, request needed documentation, send a reminder the day before, offer in-person/remote options, qualify the appointment, or confirm without confirming.
A prospect says, "I don't have time." Approximately how much time and when does the script suggest asking them for?
20 minutes before or after work
What does the second condition ask the prospect to agree to?
If they decide to move forward with the recommendations developed, they give the agent the opportunity to help implement them.
According to the script, approximately how long does the underwriting process typically take?
3–4 weeks.
Do the people being referred need to currently need insurance or another financial product?
No
What does "confirm without confirming" mean?
Call the day of the appointment about logistics, such as whether they need directions or received the zoom link, rather than asking whether they are still coming.
A prospect says, "I don't have money for anything right now." What is the main idea behind the response?
Acknowledge their situation and explain that the conversation can focus on how they're currently using their money toward their goals rather than assuming they need to spend additional money.
What expectation does the third condition establish?
If they find their time well spent, they may choose to introduce the agent to friends, family, or associates who could also benefit from a conversation.
The client still isn't comfortable after your second swing. What is the goal of the third swing?
Remove the pressure and schedule a follow-up meeting.
What is the purpose of introducing the referral expectation as part of the client process?
To establish that introductions are an important part of how the agent's business continues and to create the expectation before asking the client to brainstorm people.
Call someone in your Initial Market and move from your opening into asking for an appointment.
Explain why you're calling, position yourself as a resource, and ask for the appointment.
You are the agent. I am the prospect. I tell you:
"Honestly, I'm really busy and I don't think I need anything right now."
Handle the objection and attempt to schedule the meeting.
Bonus goal: Keep it conversational. You do not have to recite the script word for word.
You are beginning your fact find. Transition into the Three Conditions and explain their purpose naturally to the client.
The Three Conditions establish expectations around accurate/confidential information, implementation, and potential introductions.
You have presented your recommendation.
I say: "We need to think about it." Respond.
I will then give you the second objection, and you must continue the conversation appropriately.
You don't have to use the exact script, but you should demonstrate the “Three Swings” process.
A client has just told you: "This was really helpful. I'm glad we met." Transition naturally into asking for introductions.
Value
Importance
Permission
Suggest