Scripts
Say the 4 Prospecting Questions
1. What do you do?
2. How long have you been doing that?
3. Is that what you see yourself doing for the next ten to fifteen years? (They say: No, Maybe)
4. So you do keep your business options open, right?
What are the steps needed to QUALIFY for FAST START SCHOOL?
1.MEET SPOUSE
2. BUSINESS PLAN
3.TOP 25
4. 3 FT & 3 Guests
5.FINANCIAL ANALYSIS
6.LIFE CLASS
7.BIG EVENT
8.SPRINT AWARD
What 3 areas can you get prospects?
1. People you know
Friends, neighbors, relatives, co-workers, social contacts, and business contacts.
2. People you don’t know
Turning strangers into friends which creates a new natural market.
3. People your people know
It’s not about who you know, but who they know.
What are the 2 main things we sale?
Life Insurance
Annuities
What are the 3 phoneScripts you need to master?
1. INVITING SOMEONE TO THE BUSINESS OPPORTUNITY MEETING SCRIPT
This script is used for inviting a personal guest to the office for a Business Opportunity Meeting. The outcome is to have someone attend the company overview.
2. BOOKING A FIELD TRAINING SCRIPT
This script is used for new associates to book their personal field training appointments. A trainer can also use this script and customize it to book a field training for a new associate. The outcome is to spend time at the family’s home presenting what PHP does to help families. The more field trainings you go on, the better certified trainer you’ll become.
3. THE 3 GOOD QUALITIES SCRIPT
This script is used for calling prospects. Either you or a trainer can use this script. The outcome is to book an in person interview or invite to the Business Opportunity Meeting.
What are the 6 PHP System Flow Steps?
1. PROSPECTING
• Finding new people that could potentially become business partners.
• Developing your network of contacts.
2. PHONE CALL
• Learning the scripts for inviting, booking field trainings and calling prospects.
• Leveraging your offices phone zone and leadership to make calls.
3. PRESENTATION
• Leveraging the environment to build your business and learn from successful leaders. • Learning the functions of a B.O.M. to one day build a big team and open an office.
4. FOLLOW UP
• Learning to convert your guests into referral sources, clients and business partners.
• Learning how to follow up with guests at a B.O.M.
• Understanding the importance of follow up and how to do it the right way.
5. FAST START
• Getting yourself qualified for Fast Start School and reaching your next promotion.
• Making sure your new associates qualify for Fast Start School.
6. DUPLICATION
• Learning to build new leaders by guiding your new associates through the 6 skills over and over again.
What is the recruiting GOLDEN RULE?
A recruit is not a recruit until they have a recruit.
What company is the biggest distributor of toys?
McDonalds
The reason why I’m calling you is because I recently took a position with a company that I’m really excited about. I’m
possibly making a career change and I want to get your opinion.
(What is it?) It’s in the financial services industry. I want you to see what I’m doing so in the future, you can give me referrals. I’m new so I can’t explain much and I want you to hear it from an expert. You will be able to help me won’t you?
What is a better time for you? Tuesday evening or Saturday morning? Tuesday at 7pm or Saturday at 10am?
What is the invite me script?
Why is it so expensive to franchise a McDonalds?
They have a proven system that gives the franchisee an average of $250k per year profit.
How many people do you tell after eating at a good restaurant?
Average 12 referral --> warm market
What is term insurance?
+low cost
-Expires
Say the "Help Me" script
Hi_______, this is ______.
(Follow up with small talk: how have you been?)
I’m calling you to let you know that I recently started with a financial services firm called PHP Agency and I need
your help.
(Pause to let them speak. They will usually ask how they can help.)
I’m in their training program that includes classroom training, getting my license, and ten hands on field training
appointments. My goal is to get my ten training appointments done in the next week. I value your opinion and was hoping you (and your spouse, partner, etc.) Would help me out by being one of my training appointments?
(Wait for answer.)
(They’ll say yes or sure)
Great, thanks! What’s better for you, _____ or _____ (e.g. Wednesday or Thursday, 6:30 PM or 7:30 PM)?
What is the CAPTAINS SYSTEM FORMULA?
10 Invites- 3 Guests show- 1 Recruit
What does the RED shirt mean in Presidents Club?
10 base recruits
What is an ROP?
Return of Premium
What scrips have you heard in fast food, restaurants, or any organization?
chik fil a- my pleasure
Mcdonalds- would you like to supersize that
welcome to subway
What is the most important step on the system flow?
ALL of THEM
How much does the average college program spend on recruiting per year?
$3 million per school
What is an IUL?
perm
living benefits
cash value