Mistakes to Avoid

Avoid This Mistake

One of our appointment setters sent me this email which shows a big mistake (my responses are in red font).  He wants to know everything about our service and our system. But if you get into those details when trying to set demonstration times, the advisor has no reason to attend the demonstration!!!

You want to stay OUT of the details and get the demonstration set. If your call lasts more than 5 minutes, you are saying too much.

I thought I'd get more phone time today then I did but it's OK. After being tripped up by a few questions such as do I get a CRM with a back office 

If the financial advisors asks about any details, such as a CRM, you answer “on the demonstration, the business advisor can explain the format on which the leads are provided and compatibility with a CRM. I do not have those details.  Would you like to attend a demonstration in the morning or after 2 pm?”

Stay out of the Details

The danger in knowing too many details is that you say too much as you see above--then you get yourself in a place where you cannot recover 

For example,  if he asks about a guarantee (we do have one), you answer:

“On the demonstration, the business advisor will show you the written guarantee. Would tomorrow afternoon work for you?” 

you want to stay as close to the script as possible--adding more details will simply waste your time and not get you any demonstrations set.

Example of  call and mistakes to avoid - attached

Do NOT Make Changes

1. Please use the script and instructions exactly as we have provided. We have found that appointment-setters will make changes to the questions or, we have even had appointment setters, instead of using the link we have provided to the calendar, change the link.

The correct link is

https://seniorleads.as.me/?appointmentType=19117552

2.  When you ask the financial professional, "what are your top 2 products and services," do not

a. read to the advisor the list we have provided to you

b. do not make suggestions to the financial professional

When you ask the advisor his top 2 products and services, let’s say. for example, he says, “I sell gold coins and other collectibles.”  DO NOT then ask, “do you sell life insurance or annuities or help people with investments?” or "do you sell any of these products or services (and then you read the list)?  Please do not do that. In other words, we are only interested in the advisors TOP TWO products and services and the professional's answer to the question.  If the professional’s answer to this question does not match our list, please do not ask him about any other products and services. Do not set the demonstration.

Why? Because we are ONLY INTERESTED in his top two products and services.  We do not want to know the other products and services he offers. We want to know only his answer to the question and if at least one of his top two products and services matches the list.

3. When the advisor asks you questions, it is best if you make it super clear to the advisor that you do not have the answers (if you do not make it clear, he will continue to ask you more questions):

"Joe, I do not have those details. My job with the company is to call financial professionals in specific areas where we have prospects that have expressed interest in specific products and services. And then, if you have interest, I schedule a time with one of our business experts to explain who these prospects are, how we find them, and to determine if these would be perfect new clients for your business. Would it be valuable for you to set a time so you could get these details about gaining new clients?"

4. Note that we are interested in speaking to professionals that can act immediately.  Note that the first question you ask "Hello, Joe?  Joe, I am looking for a financial professional who has the capacity to help people in area code xxx with their investment and insurance needs in the next 7 days. Would you have capacity to help these prospects and take on new clients?”

Then you ask other questions.  

So if the advisor cannot answer provide the correct answer to these questions and says "I will have time next month" or "I won't have any funds until the new year," then you can make a note to contact this advisor again but do not set a demonstration for this advisor.

Attached is an audio of a call with mistakes to avoid