AGENT
TOOLBOX
TOOLBOX
Scripts
Q - Call Script
1. LIGHTNING BOLT - TAKE CONTROL
1. Thanks for submitting your investor profile for our TFRA program on Facebook. Do you have 5 minutes now to review some of your pre-qualification details and maybe get a few initial questions answered?
1. Yes - great
2. No - no worries when we would it be better to see if this program is something that could work for you or not. We have found that we can only work with about 30% of the people who inquire. The next step is to have an exploratory conversation to see if this is something that would make sense for you considering your financial picture and the goals you have.
2. Power Intro: My team has over 20 years of experience in Financial Services And My Job Is …
1. To help you achieve a tax-free retirement when possible, And
2. To stock market risk where necessary
2. What I’d like to do now is to get some information from you in order to see if I can actually help you get to where you want to go in retirement.
3. We have found that only about 30% of people we speak with we can actually help with our strategies and programs
4. The last thing I want to do is waste your time or offer you something you don’t need. So I have found that if we just start with a 5-minute conversation we can uncover pretty quickly whether I can help you with your specific goals or if it would make more sense to point you in a different direction than us.
2. Magnet - Motivation?
1. Before we get into some of your investor profile information that you submitted, what motivated you to reach out?
1. [For network or referrals:] When you think about retirement what comes to mind… what’s most important to you?
3. Magnifying Glass - Uncover
1. Help me paint your financial picture (Story Then Resources)
2. So I see you are ______ (to generate income) can you tell me more about that.
[Use work story to get them to talk and conversationally gain context to fill in the gaps below]
3. [Review reference and add detail to Profile]
1. Demo
1. Current Age Specific
2. Target Retirement Age (Partially v Fully)
a. What does that look like for you?
3. Married? Kids?
4. Health (if below 55 and TFRA is likely and 10 yrs to RTA)
5. Living Situation (Rent or Own)
2. Financials [discuss elements of their profile questions (3-7)
1. How have you invested the money? (accounts asset mix)
a. [IRA - 401K - Roth - Savings]
2. Risk Tolerance
a. What are you currently invested in? (allocation)
b. why are you invested in that? (investment approach)
3. Fee conscious
a. Do you have money saved outside of your retirement account?
b. What types of products?
4. How much are you currently saving?
a. What's your match?
b. Where is your income
c. Do you think your income will increase
d. What's your plan for the increased income
5. Liabilities (Mortgage, Loans, Credit)
3. Anything else you’re planning financially on your road to retirement like taking care of college, parents, charity, etc.?
4. Gap - From where you are to where you want to be
1. Have you ever calculated what your retirement income is likely to look at given your current plan?
2. Would you take less money to live off of to pass more on to heirs?
1. Make the same, more, or less
3. What is more important to you? (Living plan for spending money or Survivor plan how you give it away)
4. How certain are you that you are going to achieve retirement when you want and how you want to?
5. Puzzle Piece - What do you think you need
1. If you could wave a magic wand what would retirement look like
2. Is there anything else that is important to you?
3. Do you want your income guaranteed for life?
1. Just you or your spouse too? / Knowing that my spouse will be financially secure is important to me. (Yes or No)
4. If you could choose would you rather pay taxes now at a discount or just defer them till later?
6. Broken - What’s broken?
1. Do you feel like your current plan address all of those goals?
2. [Market Risk] Are you willing to lose... (None of your money, Some of it, All of it)
3. [Market Risk] What type of insurance do you have to protect you from market downturns?
4. [Taxes] When you pass, where would you rather leave your money? (Heirs or IRS)
1. Do you think your taxes will be higher, same, less
5. Is there anything else you feel is blocking you from getting to where you want to be when you retire?
7. Clock Face - Timing
1. Is this a later thing or a sooner thing? (Or a new thing?)
2. Why now... what’s the motivation
3. Why not just keep doing what you’re doing? Just stay where you are?
1. What are you going to do if I don’t have a solution… what’s the game plan now
4. What would it cost you to stay?
8. Mirror - Reflection
1. You want X but feel like you're missing Y and if you had Z you would feel more secure and certain about getting to X sooner.
2. You really want that but you're struggling with this and something is in the way
3. Does that sound right
9. Schedule - Presentation
1. Based on what you shared I think we might be able to help you achieve a better retirement than what your current plan is going to create for you.
2. The next step would be to schedule a follow-up call where I can walk you through where your retirement income is likely to be with your current plan.
1. Then we can decide together if that is what you are hoping for and feel is enough. If it is you will have the certainty to keep doing what you're doing.
2. If your projected retirement isn’t enough then we can discuss how we can solve for a better retirement
3. Would you like to get our next call scheduled?
4. Who else would be involved in making important decisions about your financial future?
5. How does your schedule look over the next couple of days to setup up a virtual meeting where you could be in front of your computer and I could share my screen with you and walk you through a personalized strategy?
1. What time of days are better for you
2. What looks good X day or Y day
6. Anchor commitment
1. My schedule is usually fully booked with client appointments so is this definitely a time you will be able to keep because pushing it the day of is usually not possible.
2. You can’t spend any money or make any investment on our next call. It’s really just the step you can have ultimate clarity on what to do next with your financial plan to get to where you want to go.
3. If we determine together that this would be a great plan to help you implement sooner than later than at the end of the call the next step would be to either help you apply to see what we can get you qualified for as far as solutions go or to schedule another conversation to go deeper on your plan.
4. Does that Make Sense?
5. Have you used to zoom before?
6. You will be able to see my face but there is no need for you to share yours I just have found It’s better for my potential clients to know who they are working with.
7. Great well we are all set the calendar invite has a zoom link on it so you can RSVP on your calendar and we will talk again on DATE at TIME via zoom.
8. See you then.
Call Cadence
Appointment Setting Script
Can Be Adjusted for Use By Agent or Assistant
1.
Hi {First Name}...
2.
Hi {First Name} this is _________
1. I am an {agent name} assistant. (If you have an appointment setter/or sales coordinator)
3.
I am Calling since you [Inquired about / were referred by / signed up for] and I wanted to set a time for you to chat with {Agent Name} who’s a retirement income specialist.
1. The good thing about this call is it’s really just to see if we can help you.
2. We have found that we can only help about 30% of the people we speak with. The other 70% we find that the best thing for them is to point them in a better direction than us. That often can be a recommendation of a couple of simple tweaks or to just keep doing what you're doing.
3. (Optional if resistance is sensed) Keep your wallet and checkbook in the drawer because you can’t spend or invest a dime on the next call. It’s just about understanding your current circumstances and what your goals are to see if we can help.
4.
When would be the best time for you to schedule a quick 5-10 minute call with {Agent Name}
1. Let me pull up our calendar
a. What day works best for you?
b. Time
1. Great, you are all set. I have you scheduled for a call with {agent name} on “date” at “time”. {agent's name}’s schedule is usually fully booked so is this definitely a time you will be able to keep?
2. I’m sending you a confirmation email so you can RSVP on your calendar and we will also reach out with some reminders via text prior to the call.
5.
{Clients name} to make sure you get the most out of the next call it will be very helpful for you to answer a couple of quick questions so I can be best prepared:
1. What’s your DOB
2. What’s your target retirement age
3. What do you do for work?
Voicemail Script
5 Keys to a Great Voicemail
Mellow Tonality (w/ pace)
Short & Direct
Affirm insights (Reason for my call is…)
Give them a takeaway (expectations)
End the Call with Contact Details
First Voicemail Script
Hey {Name} the reason for my call is that I have reviewed your profile for the TFRA program that you submitted on Facebook and it reminds me a lot of {former client name} that I helped achieve a tax-free retirement recently.
She didn’t think it was possible for her at first, but once we had a brief conversation and ran her numbers through our calculator we saw what her retirement income could grow to, with a tax-free plan, instead of her current plan, and she got really excited.
I’d love to share with you how she did it and see if we might be able to achieve a similar result for you too.
My name is {Agent First Name} and I’ll drop you an {email/text} now and I look forward to connecting this week.
Objection Handling Scripts
Framework
The most important thing is to agree. Sometimes when you hear the word agree, you might think you actually have to say, I agree; but that isn’t usually the case to create a natural frame of agreement. The best way to think about it is that it's a dance. The first move in the dance is they give you a point of resistance (labeling all resistance as objections), when your first move was to move them to an appointment. They show resistance by asking a question to qualify whether they wanna move forward or not. Right? That's an objection.
Anything that they say you want to take, receive it, accept it in how you respond to it. So we take it in and we move with it and use it as a springboard to the next step.
When they say “what's this about” the way you can agree with it is, “that's what we're here to do to help you understand what's it about…”
Often you'll find the most powerful thing you can do is mirror their words at first back to them almost exactly. Which makes them feel that the answer to their resistance is received are accomplished in the next step.
"So what's this about?
“Yeah, John, that's what we're gonna do on the call with our license specialist is we're gonna figure out what it's about.”
(use their exact words.)
“And more importantly, what it could be about for you.”
(Now we're going to set our intention and, you know, disarm their objections through disqualification.)
“You see, what our intention here is to see if we can help. And what we find through a quick conversation with our licensed specialist is only about 30% of the people chat with we find that we might have an opportunity to serve. With that 30%, we go deeper and kind of crunch their numbers and see where they're at and where they're likely to wind up and, and, and if we can make it better and ultimately how, if possible, you know, but that's about 30% of people.”
“The other 70% of people that we have these quick conversations with, we find we're not the best fit for them, so we point them in the best direction possible for them, because we're really just trying to help you get the best outcome for you, not for us, for you.”
“So how about we go ahead and schedule that conversation, fair enough?”
We always take in the objection and redirect it through first, agreeing, accepting it, then repeating it back as the pathway, the conduit, to getting what they want is by booking this call.
What's This About?
Exactly, [NAME] that's what the next step in the process for.. to determine what this is about.
And more importantly, what, what it could be about for you.
You see the goal of that call is to see if I can actually help you. With just a quick 5 min conversation with you, we can see if we can help you get more out of your retirement.
You See, only about 30% of people that we talk to actually find that we can help, the other 70%, point in a better direction than us because it’s not about what’s good for me it’s about what’s best for you.
If we determine we can help you then we'll follow up and start to crunch some numbers and see where you're at and where you're likely to wind up in retirement right now if you change nothing about your plan and ultimately how we might be able to make it better.
More Information (Curious)
That's exactly what we're really moving towards here is to get you some information
And more importantly, we're trying to find out what information would be best for you. You see this we don’t do one-size-fits-all. We cater a custom solution to anyone that we ultimately serve.
And to understand, if we can even help you at all the best step is to start with a simple 5-minute chat.
You know, what we've found is that only about 30% of the people we have these quick conversations with in the next step in the process, we actually think we can help.
And about 70% of the people we determine through that quick conversation, that we're not best suited to help them, but maybe there's a better direction that we can point them to because ultimately our goal is to just help you get a better outcome, regardless of whether it's with us or not.
And If we do find an area that we could help you achieve a better retirement then we move further in the process, we keep talking, we crunch their numbers and we see where they're likely to wind up in retirement if they just keep doing what they’re doing and then determine if we can make it better for them.
And so if you have a few minutes now we can keep chatting or maybe it would be better to schedule an appointment to connect and talk further, to see if we can help.
How much is this going to cost / How Much do I have to invest
That’s a great question…
I would love to answer that for you. In order to do that I would need to understand exactly what it would cost for you, we would have to understand first if we can even help, then perhaps understand how and with what.
Because without understanding your personal circumstance and goals for retirement the cost would have to be zero.
All you need to invest right now is to invest 5 minutes or so into a conversation to see if we can help.
You know, what we've found is that only about 30% of the people we have these quick conversations with in the next step in the process, we actually think we can help.
And about 70% of the people we determine through that quick conversation, that we're not best suited to help them, but maybe there's a better direction that we can point them to because ultimately our goal is to just help you get a better outcome, regardless of whether it's with us or not.
And If we do find an area that we could help you achieve a better retirement then we move further in the process, we keep talking, we crunch their numbers and we see where they're likely to wind up in retirement if they just keep doing what they’re doing and then determine if we can make it better for them.
And so if you have a few minutes now we can keep chatting or maybe it would be better to schedule an appointment to connect and talk further, to see if we can help.
I'm not interested
Got it. You’re not interested. I’m writing that down.
Before I close your file, can you confirm something for my notes no one bothers you anymore…
What is it about understanding retirement options that you’re not interested in discussing anymore?
Are you 100% certain of what your income will look like at the age you want to retire?
Power Intro Script
Who Am I & What Do I Do - Build Authority, Curiosity, & Desire
I’ve been in Financial Services for X Years And My Job Is ...
Help you achieve some tax-free retirement income when possible
And Avoid stock market risk where needed
So you can protect your retirement
And most of all… Make sure you don’t outlive your income
What I’d like to do now is to get to you a bit better and see if I can actually help you get to where you want to go in retirement … hopefully do it faster and with more certainty.
We have found that only about 30% of people we speak with we can actually help with our strategies and programs. The other 70% we either point in a better direction than working with us or sometimes tell them to just keep doing what they’re doing.
The last thing I want to do is waste your time or offer you something you don’t need. So I have found that if we just start with a 5-minute conversation we can uncover pretty quickly whether I can help you with your specific goals or if it would make more sense to point you in a different direction than us.
Hot Market Script
Hey {Name} the reason for my call is that we have been conducting a free retirement review with our clients to make sure they are on the right path with their current plan by calculating what their retirement income will be when they retire.
In fact, I recently did this for another client and he was surprised to see what his expected retirement income is based on his current plan.
It was actually much lower than he anticipated.
But the good thing is that we caught the problem now and we're able to show him some simple tweaks that not only increased his income but also protected him from too much risk and taxes.
How does your schedule look this week to schedule your retirement review and income diagnostic so you can be sure you’re on the right path with your current plan and are going to be able to retire when you want with the amount of income you need and deserve?
Warm Market Script "Practice"
(A little small talk but not much)
Hey, I don’t know if I told you… I’ve started a new career to help people maximize their income in retirement by helping them achieve a tax-free income when possible and avoid stock market risk where necessary.
The company I’m working with has got me set up to meet with their clients starting next week
The reason I’m calling is I could use some help.
They’ve asked me to practice what I’m going to be doing by reviewing people's financial and retirement plans and just learning about what people have in place.
They’ve asked me to get some practice in before I start meeting with some of their clients.
I was hoping you would be able to help me out and let me practice before next week. Is that something you can help me out with?(pick a time in the next 24-48 hrs of your contact)
I basically need to sit down with you and review what you're currently doing to plan for your retirement and be able to ask you some questions that might take 30 minutes.
Which day would be better for you?(set the appointment and make sure spouse is there)
And if you have any account details like 401k contributions, balance, and allocations it would be great to have that available when we meet.
Warm Market Script (Direct)
(A little small talk but not much)
I don’t know if you heard but I do I’ve started a new career to help people maximize their income in retirement by helping them achieve a tax-free income when possible and avoid stock market risk where necessary.
I want to come over and see If I can help you (and your wife/husband)
[Optional: I can bring over pizza or coffee or whatever]
I love to review what you’re doing… I’m sure you’re doing something right?
My goal would be to review what you are currently doing and calculate where your retirement income will likely be when you plan to retire.
It will be a chance for me to learn and develop myself and take a look and see if I can help. There are really only two outcomes.
You gain more certainty for the path that you’re on with your current retirement plan or we uncover that your plan isn’t going to take you where you want to go and we look at ways to solve for a better retirement.
Here’s my promise to you…If I can’t put you in a better situation by learning and looking at what you’re doing then we won’t do any business together…Which is totally cool with me.
At the end of the day, I need to look at and review as many people’s retirement plans as I can so that I can learn
If I can help you while I’m with you fantastic and if I can’t that is completely ok too.Either way, we get to spend some time together.
Sound fair enough?
(set the appointment)
