Short instructional transcript (YouTube short) by Timothy Schucker explaining a phone script for setting appointments with insurance prospects: pique interest by referencing a form they filled, use a brief survey promise, and offer constrained choices for scheduling (binary options followed by time of day and specific times). The intent is to secure attendance for delivering quotes for burial/final expense insurance.
Chapters
Here's how to set an appointment with a prospect over the phone. The first thing you need to do is pique their interest. With insurance, people typically fill something out because they want a quote. So I'll say something like this. Hey, Ms. Jones, I'm calling you about the Facebook form you filled out about burial insurance. Who are you looking to leave this stuff to? Guys? My son, Brock. Right. That's fantastic. Well, I just need to run through a quick survey that takes about five minutes, and then I can get you a couple quotes to help you cover your son, Brock. So I piqued her interest. Right. I'm hiding what she actually wants, a quote and protecting Brock behind a curtain. She has to show up to the appointment to get that. Then I'll give her two options. One is too few, but three is too many. Monday or Tuesday, which works better for you? Ms. Jones says Monday, so I'll say, okay, morning or afternoon, which works better? She says afternoon. So then I say, does 3 o' clock or 5 o' clock work better for you? And what I'm doing is giving her an unspoken choice that she can choose four if she actually needs to. She. She says 5pm on Monday. Perfect. I'll talk to you then. I'm going to give you my name and number. Go ahead and write it down.
