Reason for evey word in the script

“Hello, {first_name},?  {first_name}, I am looking for a financial professional who has the capacity to help people in area code xxx with their life insurance OR investment 

Why don't we have you say your name and company name in the very first sentence of the call?  Because business people are interested in one thing which is "what's in it for me?"  If you want to get their attention fast and get their brain engaged, your first sentence should always state the answer to "what's in it for me."  So when you say "I'm looking for a financial professional who can help people," they immediately think "I'm interested in new clients, I want to hear more."

If you start off with your name and company name, which they never heard before, their brain is immediately confused, and thinks "who are you, from where are you calling, why are you calling me?"

needs in the next 7 days. 

The reason were looking for professionals who can help people next seven days is because we don't want to call people and waste our time on the phone talking to professionals who say I'm busy for the next month. We need to talk to professionals who can immediately help new clients

Would you have capacity to help these prospects and take on new clients between now and October 18th?”  

The reason we state the actual date seven days in the future is to make sure they understand we are looking for professionals who can help people by that date.  Often, in the first sentence, when you talk about the next seven days, their brain does not engage. So we ask the same question again but this time with a specific date which is seven days in the future. We have found that some professionals will say "yes" when we ask them about helping clients within next seven days and then when we say the date, they say "oh I'm going on vacation."

Let me explain. My name is {agent_firstname}  I am with Retirement Prospects.  We provide a service to match prospects seeking financial advice in your area, with professionals who can help them. These are people age 50+, middle-income people, with investment assets of $250,000 to $1 million. Would these people be suitable for you as new clients {first_name}?   

We explain why we're calling and confirm that he has interest in helping the types of people we are able to send them.  Some professionals may say, "I only deal with people who at least $500,000" or "I only deal with people who have at least $1 million." We are not a fit for them and you can ask if they have a colleague that is happy to deal with people who have between $250,000 and $1 million.  We are unable to find clients for them that only have $500,000 or more or $1 million or more.  

{first_name}, It is my job to screen local financial professionals with prospects needing assistance.  Can I ask, what are your top 2 products and services so I can see if this would be a good fit?

We need to know their top two products and services to make sure they are a fit for our service.  Do not read them a list of the various products and services for which we can get them clients.  The reason you ask them, "what your top two products and services," is that we only want to know their top two products and services.  If you say to them "do you sell annuities or life insurance or investments or do wealth management," they may say sure I do all those things.  But we specifically only interested in their top two products and services.  We don't want to know what else they sell. We only want to know their top two products and services to see if they are a fit for our service

Two more quick questions {first_name},:
How long have you been a professional offering financial services and do you currently work full time as a financial professional?
These two questions help us determine if they have any money.  We don't want to talk to people who are broke because it is a waste of our time.  We do the demonstrations as a means of finding new clients for our service.  So it is foolish to have people on our calendar who are broke and cannot hire us.  We know that people who have less than three years experience or do not work full time as a financial professional usually don't have much money and are not good candidates to put on the calendar.

And when you bring on a new client, how much do you earn from an average new client?
This is another question to find out if they have any money.  We have found that professionals who earn less than $2000 per new client, are usually broke and we don't want those people in the calendar because we sell a service that costs money and don't want to spend time talking to people who have no money.

You are a perfect fit {first_name}.  I would like to set a demonstration with one of our experts to show you how we get these prospects and see if these prospects will be a perfect fit for your business. Do you have 30 minutes later today?

You try to get them on the calendar the same day.  The sooner you can get them on the calendar, the greater likelihood that they will show up.  If you cannot get them on the calendar the same day, then suggest the soonest possible time, which would be the next morning.  "How about 8 AM tomorrow, would that work for you?"

Why do we ask for a mobile number when entering their number into the calendar?

Because if we have a mobile number, then we can text them a reminder message which will increase the likelihood that they show up.  The phone numbers in the dialer might not be mobile numbers.  That's why you always need to ask, "can we call you at a mobile number and what would that be?" 

Why do we ask for a personal email address?

Because many large companies have email filters that will prevent the professional from receiving the confirmation email.  These filters will block that type of email in many cases.  So we would always like to get a personal email address, (Gmail, Yahoo, Verizon, Comcast, Outlook, Hotmail, etc.) rather than a company email like bob@edwardjones.com or steve@bankofamerica.com.  If you get a personal email address, they will always receive the confirmation immediately.  There will never be any delay.  So when you ask, "can you check your email inbox and make sure you receive the confirmation?' They will see it there immediately."  And we have found that those who get the email immediately and open it up before you and your call, are far more likely to show up for their demonstrations.  So this step is designed to help you make more money by having more people show up.

Are you certain that you do not have any conflicts at the time you have selected such as other calls or other appointments and will answer our phone call for the demonstration?

This question is to double check that they can be available at the time they have selected and do not have any conflicts.

Can you be at a personal computer or laptop with a FULL SCREEN at the time selected for the 30-minute demonstration?

We can only do the demonstration on a full-screen such as a laptop or personal computer or a Mac.  We cannot do the demonstration for somebody on their phone or their tablet.

Do you have any vacations, events, workload or other commitments that would keep you from taking on new clients in the next 7 days?

Even though you have asked them before if they're able to meet new prospects in the next seven days, we have found that often when you ask the question this way jogging their memory about other events or vacations, some of them will say "oh yes, I'll be going on vacation in four days"

Can you take a few seconds and add this demonstration to your calendar now and let me know when you have it recorded?
 

Our goal is to make sure you make the maximum amount of income by people showing up.  This step is to make sure that the professional writes it down. Unbelievably, some professionals will think  they will remember this demonstration time. We do not want to take that chance with their memory and we want them to write it down in their calendar.

The fact that we send them an email confirmation, is not a substitute for them writing it down in their own calendar.

Confirm they have received the email confirmation before you end your call and have them open the email and confirm the accuracy of the time and date in the body of the email.

This step substantially increases the number of people who show up.  Also, this is the only way to know that you typed in the email address correctly.  Because if you typed in a personal email address, and they did not get the email confirmation, then you know you have typed in an incorrect email address.

Why is it important for me to work four hours a day consistently?

Because we have a set number open time slots for the business experts each day and we want to fill up their calendars so they have a professional to talk with every hour of the day.  When their calendar goes unfilled, they lose opportunities to speak to professionals and they lose income.