This is an introductory guide to the importance of creating your own custom scripts and talking points. Because this is an in-depth topic, we’ll start with the basics today to get you started and go into more detail in future blogs.
Often people don’t like scripts because they aren’t written the way they talk. With your own script, you have the ability to evaluate your dialog as well and make it more effective. The key here is you make the script your own. This guide is designed to be adapted to you and inspire your own ideas.
You may be just starting in insurance or you may have half a decade of experience. Just like a professional athlete, it’s important to keep practicing in order to play on a higher level. That means you practice, assess, and consistently improve your skills.
For professionals in sales, your ability and form are demonstrated through your dialog. When your dialog is natural and confident, more people will take your advice.
Without planning, there is chaos, in sports or in marketing or sales appointments. Simply having a good idea of what you are going to say can help increase confidence and productivity, resulting in business growth.
Planning your dialog is the cornerstone of insurance sales. Having a custom script and talking points can help you stay in flow with what you are going to say, and take away hesitation.
You can do this with an outline or bullet points that you have in front of you before making a call or contact.
Below in bullet points are the basic building blocks for a script. Again this is a basic guide for you to adapt so it suits you. Remember, you only have a few seconds to get the prospect’s attention. If your call or contact is unexpected, it’s important to tell them quickly who you are and the reason you are reaching out.
- Your Name
- Reason For Contacting
- Give Reason to Talk To You
- How They Can Contact You
- Next Step – Set the Appointment
Depending on the type of contact you are performing, you may omit or change a step. Now make sure that you have the next tool to keep good records of your clients and their needs.
The CRM Strategy
Having a Customer Relationship Management (CRM) is important. A CRM is a strategy, usually in the form of a computer database, for individuals or organizations to track and manage interactions between prospects and clients.
Keeping track of your prospects and clients is VITAL to any sales organization. Insurance agents are no exception.
Your CRM can help you keep track of future opportunities, respond to industry changes, and keep in general touch with your prospects and clients.
Make sure all the hard work you are putting into getting your phrases and talking points down is not going to waste by neglecting your book of business and missing out on opportunities.
In the next few posts, we are going to review scripts and talking points for:
New Leads, Fact Finding, Objections, Emails, Voice Message Emails, Dental/Vision/Hearing, Hospital Indemnity, Home Healthcare, Cancer Coverage and Final Expense.
If you are a Medicare agent and have questions about Sales or Medicare, call Arnie Fulmer at 702-820-3133. Arnie Fulmer is a Senior Market Advisor and the principal owner of Fulmer Insurance Group, a Medicare Brokerage Agency located in Las Vegas and licensed in multiple states.
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