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9 Cards in this Set
- Front
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"Hey I’m really busy right now, can you call me back later?" |
Absolutely, so hey “real quick”! Just so I can do some homework for you in the meantime (pause) andcheck on the plans available in your area and then get back to you later, what has you looking forcoverage? Did you switch jobs or is your plan going away? Etc.... (Keep going through the rest of thescript until you either close it or they tell you for the 2nd time that they have to go). |
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"If you need to set an appointment" |
What’s your schedule like? Do you work a 9 to 5 or a 7 to whenever? Ok, are mornings or afternoonsbetter or do you prefer evenings? So it looks like I have a (look at your schedule and sound like you’rebooked) 5:45 or 6:30 tonight, which one would work better for you? (if they say I can’t tonight?) Ok, let’sdo 6:30pm tomorrow. (You set the appointment based on the part of day that works best for them, send them a calendar invite) |
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"You are like the 15th person to call me" |
Yeahhhhh...(empathy) that’s not supposed to be happening. You should’ve only gotten 1 or 2 calls andit sounds like you’re getting a lot more than that. That’s got to be frustrating (more empathy). If I can’thelp you I’m not going to waste your time. So what had you looking for coverage? Was it because yourplan is going away or are you getting a rate increase? |
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Already got it taken care of/ Never requested anything |
Excellent _________, almost everyone I talk with already has coverage through another company and issatisfied. I get it! Look, I'm not here to waste your time. Give me 30 seconds to show you why you mightwant to reconsider switching. Are you still healthy? Oh! That’s weird because your file is still open, which tells me you didn’t get real insurance, or you potentially have a plan that could leave you financially exposed... So, did you go through Obamacare because you qualified for financial assistance or were you lucky enough to get a preferred rate because you’re healthy? |
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If you still get pushback |
If you’re healthy (client), I have access to the only option for healthy people that saves my clients 2 to3,000 dollars a year, they can go to any doctor or hospital, and they don’t have to pay off a 7, 10, or 14thousand dollar deductible before benefits kick in like most people are dealing with. Look, I’m here tohelp and most likely can. Are you healthy? Any diabetes, cancer, heart attacks, stroke, etc? (continuequalifying) |
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Can you email me something? |
Absolutely! What will happen is once we find a plan that provides the coverage you are looking for at apremium that is affordable, the company will automatically email you the plan outlines once we submit anapplication for approval. Does that make sense? So you wanted your plan to start April 1st right? (confirmthe start date) Absolutely! (conviction) Let’s do this.... you’re in front of your computer right? I’m going to email you alink so you can see all your options pulled up and more importantly know how the coverage works. It’s allabout having the right expectations so you don’t run into problems later on. Let me know when you’reready. |
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I need to think about it. |
Ok, do you think you need 2-3 days or 2-3 weeks? (they’ll normally say 2-3 days)The truth of the matter is, whether it’s 2-3 days or 2-3 weeks you’ll still be faced with the same threequestions. Can I share them with you? ● Do you feel this health plan would provide the coverage you and your family would need shouldsomething happen? ● Ok, can you easily afford the monthly premium into your budget without having to worry aboutyour policy lapsing in coverage? ● Ok, and finally the most important question I have to ask is (pause), do you feel I am the kind ofperson you would want as your agent to help you with your health insurance from here on out?Ok, well guess what, you just saved yourself 2-3 days (or weeks) and can now focus on other things thatneed your attention. So here’s what’s going to happen next.... We’re going to need to submit anapplication and..... (go back into the close) |
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Well, I just don’t make quick decisions / I am not the person to make fast decisions. |
Well... you may not have a decision right now, but... the insurance hasn’t made a decision on youand we still need to see if you can be approved before anything can happen. Well... you’re healthy today, right? God forbid if something happens between now and whenyou’re ready then this is no longer an option and you will have to take a more expensive optionfor your new situation. |
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I need to go over it with my husband/wife. |
Of course! Let me ask you this, does your husband/wife approve of your current coverage and the cost ofit? (answer is normally yes) Ok, well if nothing changes here except for the fact that your health coverage has improved, certainlyyour husband/wife would support you improving your situation right? (answer is normally yes)Ok, so here’s what going to happen next...... (go back into the close) (your last option if this doesn’t work is setting up a screen share with both decision makers so you can goover the plan) |
