Mastering the Phone Call

this is 85% of our business!

 
 

MINDSET before the call:

  • Protect your time; commit to a schedule during dial days.

  • Eliminate all distractions. Call with a purpose.

  • Keep a copy of your Phone Script in front of you until it comes to you naturally.

  • Record yourself several times to reflect and adjust.

  • Use the Daily Dial Tracker during your dial session to track your booking ratios.

  • Start Your Dial Day at 7:30 am (Your competition is still in bed and/or getting ready).

    • You will catch more people getting ready for work and fill your calendar faster. “The Early Bird Gets the Worm”.

  • 300+ Dials per day is considered Full-Time work (45+ dials/hour)

  • Get on the team Zoom (HomeOfficeZoom.com) Use to hear other people overcome objections. (5:30 am - 7 pm PST; DAILY.)

First, print/download these documents:

1a) Aged Mortgage Script 

1b) Final Expense Script 

2) General Calling Scripts

3) Objection Handling Scripts

4) Daily Dial Tracker.

5) ⭐️ One-Call Close Script

6) Inbound Call Script

MAKE SURE TO JOIN US LIVE ON ZOOM!

HomeOfficeZoom.com

 Hop on Zoom every day during your Dial Days to call with teammates across the nation! Listen to agents overcome objections live in real-time while they book appointments or finish one-call-closes. Learn from the greats in the business and implement certain word tracks you learn while on Zoom. Use constructive criticism to your advantage! (CAMERAS ON!)

How To Dial effectively:

 ⭐️🏁 Use the Phone Script to help you get through your first few hundred calls until it feels more natural and second nature to you.

  • Follow the Mortgage protection or Final expense scripts based on the lead type you are calling. 

  • REMEMBER to Speak SLOW & LOW 🗣️ . . . Match the tone of the person on the other line.

  • Master the phone scripts, and rebuttals and maintain control of the conversation.

    • Deflection – “Perfect, that’s why I’m calling! (then continue with your script).

 Dialing a lead:

  • If they don’t answer the first time, We then dial each phone number 3 times consecutively (IN A ROW) to increase our contact ratio

    • Increasing the number of appointments booked = increasing the chances of appointments sold. 

    • ☎️ A “Dial” is when you put the phone number in your phone and press the call button and the phone starts ringing.

    • You should be pacing yourself at about 40-50 dials per hour.

How to CAPITALIZE Your “Dial-Days”

  • Make sure you protect your dial time; good activity during Income Producing Time Slots.

  • When setting appointments, try not to go any further than 24 hours out. (Same day if possible).

  • ⭐️ If you don’t have full-time agent money… every day is a Dial Day until you get to where you want and need to be.

  • 🏁 Use your DIAL TRACKER to keep an update on how many calls you make each day.

🏆 Goals For a FULL Dial Day

🏁 Accomplish At Least TWO of the following:

  • 15 appointments Set for the next 24-48 hours,

  • 3-5 Presentations,

  • At least ONE - TWO sales,

  • 350 Dials made (Manually) / 750+ Dials made (Robodialer like WAVV)

    • Full-time agents: 25-40+ appointments per week

    • Part-time agents: 10-20 appointments per week​

Objections / Rebuttals:

(Key phrases to keep your client on the line)

  • This lets your client know that we don’t have any time to waste. We are just as busy, if not more than them your client needs to feel your social dominance; make them feel that you are doing them a favor by fitting them in your busy schedule.

  • You were going to tell your client this regardless if you have a appointment scheduled at that time slot or not. People value, busy people, that means that your work is appreciated and respected.

    Say terms like, “I’ll try to squeeze you in between my pre-booked appointments between 4:15 and 4:30 PM”

  • The first objection they throw at you is just a smoke screen. Using this as a default response as a good mechanic to continue the conversation.

    Use the triple a (AAA) method to get to the next question. 

    (agree. acknowledge.  ask)

  • Your clients can’t see your schedule from their side of a phone call. Given them a perception of you having a busy schedule makes them understand that their time with you is important and valuable. This just gives a stress point for them to realize if I don’t show up, I might not ever get coverage.

  • Trust, but validate.

    One of the better ways for your client to remember your scheduled appointment is for you to confirm the time. It helps submit the scheduled date and increases the count of clients showing up to their appointments.

  • Bringing emotion into the call makes your client visually see the true purpose of getting coverage.

    Things that are important way heavy on your heart, so saying trigger words is important for them to so categorize Insurance as a top priority.

  • This is a tricky way to have your client say the appointment time out loud once again before you get off the phone.

    This also lets you know if the client was just telling you a time to get you off the phone, or if they’re truly interested in getting coverage with you!

WHAT’S THE SECRET? : Control. Control. Control.