Appointments
It's simple
Step 1 - Setting the Appointment
Option 1: Reference Text Script
Send a reference text to your friend or family. Here's what the text looks like:
Hey! Just wanted to reach out to you and let you know I’m getting my licenses to work in the financial industry. The manager that’s training me asked if I knew anyone that could say some good things about me as well as someone that could potentially help with my training. I gave them your number.
[TRAINER NAME] might call you in the next few days from [PHONE NUMBER]. Please take the call. Thank you. I appreciate your help!
Send a text message to your trainer with the name and phone number of the person who is expecting the call.
After the appointment has been set, the trainer will reach out to you with a confirmation (time and date) of the appointment.
Option 2: Favor Call Script
You'll call your friends or family and set up the appointment. Here's an example of what the script should sound like:
Hey [Name], how are you? How’s the family doing?
Awesome. Hey, I need a quick favor. I’m working on getting my financial licenses, and part of my training is to sit down with a few families so my trainer can walk me through the process. Can I tell you real quick what that looks like to see if you’d be open to helping?
It’s just a quick 30-minute Zoom with me and my trainer. He does most of the talking; I’m there to learn. Our office focuses on financial education, so this helps me get hands-on training while you see what I’m learning. So what do you think, can you help me out with that?
Great! So as far as getting together, I’ll be with my trainer on [Day] or [Day] — which one works better for you and [Spouse’s Name]?
Got it. Would [Time] or [Time] be better? And both of you will be on, right?
I just need your email so I can send over the Zoom link and confirmation.
By the way, my trainer’s schedule is usually packed, so it’s a big deal that he’s joining us. Can you go ahead and add it to your calendar so we can lock in the time?
Thanks so much for helping me out! I’ll see you [Day] at [Time].
If they don't answer, leave a short voicemail: Hey [Name]! give me a call when you can. thank you
Most Common Objections and Questions
When you get an objection, you don’t have to give a magical answer, you just need to give an answer and go back to setting the appointment. Remember, your goal is to just set the appointment.
Process to handle objections:
Objection: I'm okay, I already have an advisor, thank you.
Affirm - Thank you for bringing that up
Answer - Like I said, it's just training, and since you already have something you’d be doing me a huge favor by letting me practice with you.
Close - So, as far as us getting together, what day was better for you?
What is it?
It’s financial services. I’m still learning all the different ways we help people so that's why I want to meet with you
(Go back to setting the appointment)
What is it exactly you’re doing?
Thanks for asking, basically, we’re helping people get rid of their debt, save money on taxes, and save money on their insurance, then, we help them use those savings for things like kids' college, retirement, or starting a business. It's actually pretty awesome so that why I want to meet with you
(Go back to setting the appointment)
What’s the name of the company?
That’s the best part! I’m an independent agent and I'm partnering with over 20 companies. You've probably heard of some of them like Fidelity, Lincoln, and Invesco
(Go back to setting the appointment)
I don't know if (spouse) will be available so I’ll call you back
I really appreciate you bringing that up because I definitely do want her to be there. But listen, generally, when are you two usually together? Let’s do this, my trainer is really busy and I want to make sure he’s/she’s available when you call me back. How about we schedule it for (DAY) and after you talk to (spouse) if that doesn’t work, call me back and we’ll move the date, fair enough?
(Go back to setting the appointment)
I already have (Insurance/investment/advisor/etc.) so I’m ok.
That’s awesome! Like I said, it's just training, and since you already have something you’d be doing me a huge favor by letting me practice with you.
(Go back to setting the appointment)
I’m Busy
Thanks for bringing that up, usually when people tell me that it's because they think I’m going to waste their time, is that how you’re feeling?(wait for answer)
How about we do this, let’s meet up and after 15 minutes if you don’t feel like what I’m doing is valuable, we can just stop, is that ok?
(Go back to setting the appointment)
I’ve sat with someone from primerica
That's great, so you’re already a client? (wait for answer)
IF NO: You must have had someone who didn’t know what they were doing, I promise you, when you look at what I show you you’re going to see a ton of value.
IF YES: Awesome, I still wanna come by and chat and maybe you can refer me to someone who might be interested.
(Go back to setting the appointment)
I’m not interested
Thank you so much for bringing that up. Like I said, you may not not be interested, but
for sure somebody you know would benefit from this. Give me 15 minutes. If in 15 minutes, it’s not interesting to you, we'll stop. But I really want you to see this. If not for you, for the people in your life you love and care about that are struggling financially right now, ok?
(Go back to setting the appointment)
Step 2 - Confirming the Appointment
Confirmation Text 1 Hour Before The Training Appointment
English:
Hi NAME! Thank you for helping me with my training today. I’m going to send you a short 2 minute video that explains what we do. Please watch it before we meet so you can have some questions ready for my trainer. Let me know when you’ve seen it.
Spanish:
Hola NOMBRE! Gracias por ayudarme con mi entrenamiento hoy. Te voy a enviar un video corto que explica lo que hacemos. Por favor míralo antes de que nos reunamos para que tengas algunas preguntas listas para mi entrenador. Avísame cuando lo hayas visto.
If They Cancel or Reschedule
No worries! I appreciate you letting me know. I have some availability DAY or DAY. Which day would work best for you to reschedule?
💡 Pro Tip: Always get a time and date right away!
Step 3 - Preparing For The Appointment
Professionalism
Be on the appointment at least 5 minutes early
Show up looking like a professional
You should always start off the meeting by saying hi and introducing your field trainer
Be excited! They need to know and feel that this is important to you!
Transition to edification
Edification
Example Script
Trainee:
[Prospect], I want to introduce you to [Trainer’s Name]. He’s helped a lot of families make better financial decisions, and what I love is how he makes everything simple to understand. I’m grateful to be learning from him, and I knew you’d get a lot of value from meeting him too.[Trainer], this is my good friend [Prospect’s Name]. He’s very open-minded, very responsible when it comes to his family and finances, and open to making smart decisions for his future. That’s why I thought of him for this meeting
Trainer:
Thanks, [Trainee]. [Prospect] I just want to say, you’re lucky to have [Trainee] in your corner. He’s committed to learning this business the right way, and I can see that he really cares about you. I’m excited to be working with him and to have a chance to meet you as part of his training.
Here's a real example of proper edification
Take Notes
During the training appointment:
Write down any questions you have. (Do not ask them during the appointment because it could lead to confusion)
Take notes on how you trainer asks questions and goes through transitions
Any other takeaways
Step 4 - After The Appointment
Follow Up
Immediately after appointment, call the prospect and thank them for their time!
Update CRM with important prospect information.
Set follow-up date.
PROCESS IS NOT COMPLETE UNTIL YOU'VE SETUP A FOLLOW-UP DATE!
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