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Telephone Approach

After you have received your Life and Mortgage Leads, the next step is to call your prospect immediately:

1. To confirm the information on the card so that you can prepare your sales presentation.
2. To set an appointment.

Use the Telephone Approach on this page word for word. The more you use it the more comfortable and successful you will be with it.

For a really smooth delivery, print this page and complete the appropriate blanks with the information from each lead card.

Telephone Script

Good morning/Good afternoon/Good evening ___________________________________
Mr/Mrs/Ms. ________________________ My name is ___________________________

I'm calling you about The Life and Mortgage Card I received from you. You or your spouse mailed in a card a few days ago requesting information on Life and Mortgage Insurance. Do you recall? (Find person who filled out card).

I'm calling to confirm some information so we can prepare the material for you to review. Do you have a few moments?

Questions:
1. I see your birth date is ________ /________ /________
2. Do you smoke? _______________
3. What is your occupation? _____________________________________________
4. I also see that your (spouse's) birth date is ________ /________ /________
5. Does he/she smoke? ______________
6. I see that the amount you borrowed was _____________________
7. How many years is that for? ________________________________
8. Do you know the interest rate? _______________
9. Is it a fixed or variable? _____________________

Now that you have answered these questions, let me tell you a little bit about who we are. We are an independent firm, specializing in Life and Mortgage Insurance. We have been doing this for over ________ years in the greater _____________________ areas. The plan we have to offer you is one of the lowest cost plans on the market.

With the information you have given me I'll prepare two different (illustrations/proposals) for you and your (husband/wife) to look at.

I would like us to get together within the next three days just for a few minutes so that I can show you and your (husband/wife) these (illustrations/proposals)

Would tomorrow or the next day be better for you? ____________
What time is good for you? ___________ Great.
Let me verify your address. You have a nice day/afternoon/evening.