APPOINTMENT GENERATION STRATEGY

By sending a simple text message to your lead, with a photo of the lead card they sent in, you will increase the number of conversations you have in less time. This is an easy way to book more appointments with aged leads, developed and perfected into 4 simple-to-follow steps by active top producers. Start today!

Step 1: buy aged mortgage protection mailers

available for purchase in the ilc: CLICK HERE

STEP 2: DOWNLOAD THE LEAD CARD (TO SEND IN THE TEXT)

TEXT TEMPLATES PROVEN TO WORK

STEP 3: TEXT EACH LEAD WITH ONE OF THE TEMPLATES BELOW AND INCLUDE A PHOTO OF THE LEAD CARD

v1

v2

Hey [Client Name], this is [Your Name].

I'm the field underwriter assigned to get you this information regarding the mortgage protection plan and its benefits.

We are doing everything virtually now so it only takes about 15 minutes to go over.

What time are you available for me to give you a call?

Hello this is [Your Name] (National License #xxxx) at the Mortgage Protection office in [Client State].

I’ve attached the handwritten card you sent us a while back, our records show we were unable to reach you. You requested Mortgage Protection to ensure that upon death, disability, or chronic illness, your mortgage is paid off or paid down (depending on qualifications). This way the property stays with the family instead of going back to the bank.

This is the last time that the programs are offered with no medical exams. Because of COVID, they have state licensed underwriters meeting via phone or zoom.

It takes about 15 minutes to go over information with you.

We have openings Thursday and Friday at 9-10am, 11-12pm, 1-2pm, 5-6pm, or 7-8pm. Which time works best for you?

The more you dial and text, the more you book and SELL!

Top Producer Tips: Send 100-200 texts per day in the morning, and always include a photo of the lead card.

100 texts sent = approx. 7-10 appointments

STEP 4: REPEAT, repeat, repeat

FOLLOW-UP TEXT TEMPLATES PROVEN TO WORK

send these 24 hours later if your lead hasn't responded

FOLLOW-UP #1

Good afternoon [Client Name], this is [Your Name].

People typically mail in these requests because they are looking for information about life insurance that will allow their family to keep their home in the event of an unexpected death.

Is that what you were looking for or something different?

I have some availability later today or tomorrow. When would be a good time for me to give you a call to go through this information?

Top Producer Tip: If you don't get ahold of your lead after this text series, import their number into Ethos: HERE

FOLLOW-UP #2

Hello [Client Name], this is [Your Name].

I have some availability later this evening, as well as tomorrow.

When would be a good time for me to give a call to go through this information?

FINAL FOLLOW-UP

Hello [Client Name], this is [Your Name]. I noticed you haven't responded to any of my previous messages.

If you would like to schedule a time to get the information you requested, please respond back to this message with "YES".

If you no longer want this valuable information, please respond with "STOP".

OVERCOMING COMMON OBJECTIONS

Objection: "I'm no longer interested"

I know this was originally important to you like it is for every family that requests this information. Are you no longer interested because you couldn’t find something that fits your budget or are you worried that your health will disqualify you?

If price is the reason...

I completely understand. My job is to find something that protects your family and fits within your budget. Would today or tomorrow work for a quick call?

If health is the reason...

I can definitely see your concern. However, since I work directly with the carriers, I am able to look through different options and find one that will approve you. Would you prefer me to give you a call later today or sometime tomorrow?

Objection: "I took care of this already"

Great! Glad to hear you already have this taken care of. That’s probably why they asked me to reach out to you. Would it be worth a short conversation if I could find you a plan with better benefits or more coverage at a lower price? I just want to make sure you are getting the best plan at the absolutely best price.

Objection: "I already spoke with someone else and decided not to get coverage"

I understand. That’s probably why your file came across my desk. I know this was originally important to you like it is for every family that requests this information. Are you no longer interested because you couldn’t find something that fits your budget or are you worried that your health will disqualify you? (See Price or Health Rebuttals)

Objection: "I just want a quote"

Objection: "I can't do today or tomorrow"

I completely understand and that’s probably why they had me reach out to you. After a quick conversation and a few questions, I will be able to give you an accurate quote. Would you prefer for me to call you today or tomorrow?

Okay. I have some availability on [another day and times], which one works best?

Remember... they requested the information; it's your job to help them. You are the professional.

PREPPING FOR THE APPOINTMENT

Now that you have booked the appointment, watch these two videos to prepare. Write down the word tracts you like and practice handling the objections, so you are confident when your appointment time comes.

TOP PRODUCER - LOGAN O'BRIEN

AGENCY OWNER - GRADY POLCYN