BUILD IT UP
THE RESULT OF A GOOD CONVERSATION
WHAT IS RAPPORT?
I AM THE PRESIDENT/CEO OF MY COMPANY.
WHO IS THE DECISION MAKER?
THE SPORTS TEAMS GLOBE LIFE SPONSORS
WHAT ARE THE TEXAS RANGERS, THE DALLAS COWBOYS, AND FC DALLAS SOCCER?
WHAT THE EMPLOYER HAS TO ALLOW EMPLOYEES TO DO THE CLOSE THE DEAL
WHAT IS PAYROLL DEDUCTION?
I'M NOT INTERESTED.
WHAT IS "I can certainly understand you saying that having just met me, but I think if you had a few minutes to look at the ways we have been able to help other employers, at no cost to them, you would see the benefit. Is now a good time"?
F-O-R
WHAT IS FAMILY-OCCUPATION-RECREATION?
YOU VERIFY CURRENT ADDRESS, THE DECISION MAKER'S NAME, AND THE NUMBER OF EMPLOYEES.
WHAT IS THE PURPOSE OF THE PAC SCRIPT?
THE INTRODUCTORY OFFER AND THEIR DESCRIPTIONS
WHAT IS THE ACCIDENTAL DEATH COVERAGE... OR THE NO COST DISCOUNT CARD...?
3 THINGS WE DO FOR YOUR COMPANY AND THE EMPLOYEES
WHAT IS CREATE TAX SAVINGS, ENSURE EMPLOYEE GOODWILL, AND VERIFY COMPLIANCE?
IS THIS LIKE XYZ COMPANY?
WHAT IS "No, actually what we have to offer is very different. It takes about 15-20 minutes to go over. Is now a good time"?
THE 4 REQUIREMENTS FOR A COMPANY TO QUALIFY FOR BENEFITS.
WHAT IS 5 OR MORE EMPLOYEES WORKING AT LEAST 28 HOURS PER WEEK, RECEIVE W-2'S SO BENEFITS CAN BE PAYROLL DEDUCTED, BEEN IN BUSINESS FOR AT LEAST A YEAR, AND HAVE A PHYSICAL ADDRESS (NOT JUST A P.O.BOX)?
YOU WON'T TALK TO THE DECISION MAKER WITHOUT GOING THROUGH ME FIRST.
WHO IS THE GATEKEEPER?
HOW WE ARE DIFFERENT
WHAT IS "WE OFFER A UNIQUE LIFE BENEFIT THAT NO OTHER COMPANY OFFERS" OR "WE ONLY PROVIDE COVERAGE WHERE THERE IS A NEED" OR "WE HAVE 2 INTRODUCTORY OFFERS FOR EVERY EMPLOYEE THAT IS AT NO COST TO YOU OR THEM"?
A COMMON OBJECTION WHEN CLOSING
WHAT IS... YOU CHOOSE!!!
I DON'T HAVE TIME.
WHAT IS "I understand. I usually work by appointments. I have some time available (DAY) at (TIME) or (DAY) at (TIME). Which one works best for you?
THE DEFINITION OF RAPPORT
WHAT IS A CLOSE AND HARMONIOUS RELATIONSHIP IN WHICH THE PEOPLE OR GROUP CONCERNED UNDERSTANDS EACH OTHERS FEELINGS OR IDEAS AND COMMUNICATE WELL?
THIS FOLLOWS THE PRESENTATION SCRIPT.
WHAT IS THE BENEFITS FACT SHEET?
THE 3 UNIQUE LIFE BENEFITS AND HOW THEY WORK
WHAT IS GROUP TERM LIFE... OR INCOME REPLACEMENT... OR MORTGAGE PROTECTION...?
THINGS NEEDED ON THE EMPLOYEE LIST
WHAT IS THE EMPLOYEES' NAMES, HIRE DATES, AND PHONE NUMBERS?
SEND ME AN EMAIL.
WHAT IS "Let's do this, I will be working with a few businesses up the street on (DAY). I will come by and put some information in your hands and highlight a few points. If you like it, then great. If not, no big deal. Will (TIME) or (TIME) work on (DAY)?"?
HISTORY, SOCIAL MEDIA, AWARDS AND ACCOMPLISHMENTS
WHAT ARE THINGS TO LOOK FOR WHEN RESEARCHING A COMPANY TO QUALIFY THEM?
YOU SAY THIS WHEN YOU FIRST MEET THE DECISION MAKER.
WHAT IS "(DM), I am (NAME) with Globe Life Liberty National Division. We saw that you may qualify for our Worksite Advantage program. We help businesses provide valuable benefits to their employees, while creating tax savings for the company, and at no cost to the company. I realize you are busy, but is now a good time?"?
3 LIVING BENEFITS AND THEIR INFORMATION
WHAT IS CANCER POLICY... OR CRITICAL ILLNESS POLICY... OR ACCIDENT PROTECTOR MAX...?
SUPERVISING AGENT
WHO IS MY GO-TO PERSON(S) WITH CLOSING QUESTIONS?
WE ALREADY HAVE BENEFITS.
WHAT IS "That's great to hear. Most of my other clients do as well. Our goal is not to replace what you already have, but instead, show you a way to enhance your current benefit package. Is now a good time?"?