LICENSED AGENTS HIRING PROCESS

Hi, I’m Janell calling from Family First Life. Looks like you were on Zip Recruiter/Craigslist/Facebook/linked in and requested info on Family First Life.  

STEP 1: HAVE YOU SEEN ANY INFO ABOUT FAMILY FIRST LIFE?

​- If NO: direct them to

​(INSERT A company overview video, if you need one go to YouTube and find one you like)

​- If YES: what did you look at? If it’s not a video, direct them to the video.

STEP 2: ASK PRESSING QUESTIONS

​1) Why are you looking? 

​2) What do you not like about the current company you’re working with?

​3) What are you currently issue paying a month?

​4) What is your current comp? 

​5) What are you hoping to get here with us? 

After you find these things out and they might be good candidates…

​Sell them on the 6 things about FFL

STEP 3: SELL THEM ON 6 THINGS REGARDING FFL

​1) Highest Paying Comp – FFL has the highest comp in the industry. Paying ​anywhere from 80-140%.

​- Most IMOs pay anywhere from 25% and above. That’s ridiculous.

​2) Vested Renewals from DAY ONE – If you have a book of business and LEAVE ​FFL, your business goes with you. It doesn’t stay with the company.

​3) Our Training is FREE – All the conference calls, online training, in person ​sales ​trainings, national conferences are FREE

​- Lots of companies charge you for training

​- Will the company make more money if you SELL or if you DON’T ​SELL? (obviously if you sell). So why would we NOT teach you ​everything we know, so you CAN go out and SELL as much as you can? 

​- All our trainers are 20k producers who are in the field, not ​agents behind the desk telling you what they think they should do. 

​4) Cost to join FFL is FREE – Unlike MLM (multi level marketing/network ​marketing companies), we don’t charge you a fee to join us. 

​5) No Contracts – If you decide to leave, we will sign your release the same day, ​assuming you have NO debt. 

​- Other companies will hold you contract hostage for 6 months.

​6) Leads – You don’t have to sell to your friends/family (warm market) unless you ​want to. We sell to LEADS, people we don’t know who requested information about ​insurance.

STEP 4: CONTRACTING

​(send them your contracting link)

​- Copy and Paste their information from GOOGLE SHEET into this form (double ​check their information and make sure it’s correct

​- Negotiate their comp

​(ask your manager to negotiate with them if you need help at first)

​

STEP 5: PUT THEM IN FACEBOOK GROUP (If they are on FB)

​The Facebook Group is a place where all our agents throughout the US communicate ​and support one another. 

​- Our conference calls, training schedule, training material, weekly submit ​numbers, and much more are available for you to see what we are doing.

Fred,

This is Chantal Blash and I see your turning 65 on ___________ this year.

You filled out a card requesting information and help with your medicare and I'm the one assigned to help you.

I realize how complicated Medicare is for people and what I do is just explain it to you and help you understand it. So when I leave you understand medicare. (I spend my days educating people on Medicare and Medicare Plans).

Fred, are you retired or are you still currently working?

Retired? Great!! Who's your current health coverage with?

Are you curently collecting your SS? Yes or No

Have you already received your Medicare card in the mail?

(Yes or No) Great!

Still working, Do you have employer coverage? Yes or No

Who's it with? __________________ Great!

What's your weekly work schedule like? (Mon thru Fri? Great I'll be there Saturday).

Like I said I just teach people about Medicare and I'm in your area______________

Is ______________ or ____________ better?

Let me just confirm your address.

Great, see you __________________.

This is a no cost program. I go out all week and my job is just to educate people on Medicare. It's so complicated that you can't make the right choice on your own. And that's what I do, just help guide you thru this complicated decision.

John Hancock Script

Hello ____, this is ____ getting back to you regarding the information you requested on John Hancock Vitality life insurance that offers you a $25 Apple watch and major discounts.

To authenticate the call, you put here your birthday is June 1, 1971 and your Dream vacation spot is Venice Italy, is that correct?

Perfect, again my name is _____ and I am the underwriter that’s been assigned to your case. The way these programs work is that there’s no physical exam, no blood test or nurse visit, they just want us to bring out the information to confirm your identity and go thru the program… it takes about 10 minutes.

(Do you work 9-5? What time do you typically get home?)

6:00

Perfect, I have a 6:15 tomorrow, does that work for you?

{Do you have a pen? I would like to give you my information…}

My name is _____ it’s mortgage insurance…I’ll put you down for tomorrow June 4 th at 6:15 pm

Can you give me a window between 6:15 and 7:15 in case I’m running late? I have about 15 appointments tomorrow.

Now I have you at 123 Cherry Lane, is that about right? Perfect! Is there a gate out front or may I just knock on the door? Perfect look forward to seeing you tomorrow.

AIM Acknowledge, Ignore, Move Around

Annual Review Script

Hello,(Client)?(Client ),my name is ________and I’m calling from your insurance agent Paul McClains office in regards to your life insurance policy with (insurance company).

(Client) once a year we go through the rates and benefits and update our clients. My job is simple, its to do a curtesy review of your policy, see if there is any adjustments making it more affordable and to go over the benefits of your plan.

I will be dispatched out in your area on ________ and get your quick review in between appointments at _________ or __________ what time is better?

Ok perfect I have you down at (time) on (day) and if you can do me a favor as I will have about 11 appointments tomorrow, give me a window between _______ and _______.

Ok, Perfect. Last thing I ask is to have your policy out, if you still have it, if you don’t I will pull it up on my computer and because of our schedule please make sure to definitely be there between ________ and _______ , is that fair enough?

Perfect I look forward to seeing you _________ . Have a great day

Hey Bob, I’m Crystal... sorry to show up unannounced but I’ve been trying to get a hold of you! You had requested information about (mortgage protection, final expense etc) and I was down the street seeing another family so I figured I’d swing by. I don’t have time right to go over it this second but I can swing this by in 15 minutes or later today at 4. Which one do you want?

__________ my name is Paul and Im getting back to you in regards to the Facebook post you responded to for the state regulated final expense programs to help you pay off your funeral or any outstanding debt you might leave behind. It was the one that asked about your favorite color and you said pink. I am the rep assigned to help you. Is there any reason you wont be home between 9 and 10 tomorrow.

Medicare Lead Script (MailPro Medigap 66+)

Hello __, my name is Andrew and I'm calling you back from the Senior Benefit Center right here in (City). The reason I'm calling is because you had filled out a request in the mail to get some information for Medicare programs and CHANGES that affect you!

It says here your birthday is (XX/XX/XXXX) and your wife’s is (XX/XX/XXXX). Is that correct?

I am the local field underwriter assigned to your file and I will drop off the information and see what programs you qualify for. This will take about 10 minutes.

*Set the appointment

Hello _______,

My name is ______ and I’m calling you from the quality control department for your insurance policy with XYZ insurance company. We wanted to check in and see if you had any questions or concerns and if there’s anything we can help you with?

Great, before we go did your agent inform you of your eligibility to bundle your policy with an identify theft protection plan?

Ok well most of our clients are very concerned about being a victim for identity theft. The amount of identity theft is rapidly rising to a point where right now you are 19 times more likely to be a victim of identity theft then you are to die prematurely, so we have a bundle option that will give you peace of mind from being a victim of identity theft.

We have partnered with ReliaShield and they will constantly monitor your personal and financial information and alert you of suspicious activity, restore your identity, if you ever become a victim and provide you with $1,000,000 in stolen funds and personal expense reimbursement protection.

I can ask you a couple quick questions and let you know what it would be to bundle the best plan based on your situation ok?

Are you mainly concerned about your identity being protected or for both you and your spouse?

Would you want credit bureau monitoring, to notify you of any changes with your credit report?

Ok perfect, the $1,000,000 in identity theft protection plan with 24/7/365 recovery services, data breach updates, unlimited restoration services and wallet protection would be $________ a month

To add the credit bureau monitoring in addition to those benefits, that discounted plan would be $______ which would make the most since?

Ok perfect I will get you set up here, do you want it to be paid with the same account info as your life policy with xyz company?

Ok great you are all set, you will get an email shortly that will walk you through getting your account set up and if you have any question don’t hesitate to contact us.

Ok have a great day.

Emergency Response In Home Script

Joe, we have a free added service for our clients to ensure your kids get the protection paid out when you pass away . If you look up on the internet how many unpaid death claims there are every year in the U.S. it will make you sick. The number of claims not paid to spouses and children is billions of dollars. And it’s not because the insurance companies don’t want to pay, it’s because they don’t know the client has died. This is what happens all the time; a person gets a policy, 3 years go by, 9 years go by and after a couple years the average American doesn’t know where the policy is or a couple of house moves and they lose it, it’s gone.

“Now let’s say the man dies and then years later his spouse dies and as soon as someone dies the bank freezes their account. So the children can’t call the bank and say give us my mom’s bank account or insurance payment data, the insurance company then doesn’t get the monthly payments with the account shut off and after 90 days the policy gets cancelled. The kids don’t know what company to call about what policy or to find out if there even is one.

To ensure this does not happen to you, we have a service that’s called EMERGENCY RESPONSE NETWORK.

“It works best with 10 people who you know you can trust and are responsible to contact us when you pass away. 10 is best because of the 10, five or six of them will lose the data fairly soon and after a couple years a couple more loose it, but one or two wont and when something happens they will reach out and notify us. With 10 names we are 100% effective in getting a call from one of them when the person passes away. It’s usually not the beneficiary that calls in as they are tied up in grieving, but one of the emergency response people will call in and by the time the beneficiary gets around to contacting the insurance company, the check is already being processed and sent out.

“So we’ll have 10 names – I’ll shoot them a call or give them a message if they’re not there and give them the number to call at the insurance company and my offices contact information.

Who is the first one you want to put down?

Who’s next?

Who’s next?

Okay good – that’s 10.”

1. Mind right before appt— one minute goal setting— Visualize a successfully ran appt.( visualize you covering all the points below with confidence)

2. Introduction— Mindset; your in control, you are the professional. Confident hand shake, Eye contact, Smile, Assumptive in getting in the door- shoes on, or off?

3. Report- occupation, recreation, family

4. Your Role— who you are

• I’m a field underwriter not a sales rep. So I look at eligibility. I’m also independent not captive, so I look at all the companies and see based on your unique situation who you’ll be best eligible for. Every situation is unique and different, I have helped clients with Mutual of Omaha today and some with Americo it really depends on health and age.

5. What you are there to do- GOAL- affordable, understand and qualify

• Now my goal is really simple, its to make sure for 1 you can afford it. Because no matter how important it is, if you cant afford it, it does no good… And really the only plan that makes sense is the one thats there for your family when you die and that’s the one you can afford until that happens. Number 2 is that you can qualify, because it doesn’t make sense to look at options that look good but you wont qualify for. So we will look at options that have the best chance of getting you qualified as I understand how important you qualifying for the protection is. Number 3 you understand it, because a lot of families think they have one thing and they really have something completely different. This being the most important thing for your family, I want to make sure you understand it 100%. Does that make sense?

6. PROCESS— what WE are going to do

• Now ______ once we find a plan that is a good fit what we are going to do is fill out a request for coverage, send it in to the company and see if it will qualify. If you don’t, I know that doesn’t change how important it is, so you can trust I will look at a different option. If it does qualify and the company says yes, we will have 30 days to increase it, decrease it, or just leave it as it is. Does that make sense?

7. Financial inventory - THE WHY

• Now ______ , I specialize in mortgage protection, final expense, Life insurance and retirement planing, so I’m going to ask you a bunch of questions to figure out your situation and what plan would best qualify you. ( go through all questions on the financial inventory)

• DIG DEEP— questions keep you in control and create emotion. You want them living in the picture of them dying and what it will feel like and what it will be like. These are questions to accomplish that.

• When you get to the income kill the spouse off by saying, “______ if you didn’t come home tomorrow and (beneficiary) you got a knock on your door from a policy officer holding your spouses drivers license this income would be gone correct?” “How would that impact your ability to pay the bills and take care of the family?” “What would that look like?” “Would you loose the house?” “Do you know the bank would keep all the equity?” “Got it, Im assuming that’s the main thing to protect the family and make sure that stuff doesn’t happen, correct?”

8. Quote – put down 3 options with in range of what you think would be affordable.

9. The CLOSE

• now (name) we can’t make a decision today because we don’t know if you will qualify, but if you were to qualify which one of these protection plans do you think would make the most sense based on protection and affordability? Perfect, grab your drivers license and we will see if you qualify.

Tip- through out the entire inhome reiterate the value proposition

Have stories you tell through out that solidify your points and magnify value

People want to do what everyone else is doing; therefore continuously say, “this is what all my clients do in your situation”

Tip- if your close ratio isn’t where it needs to be its because on one of two reasons. One, you are not building enough value. You need to dig deeper by asking more questions and getting them emotional about what it is going to look like when they die. Two, you are not being assumptive. They filled out a form asking for you to call them, they booked an appointment with you and you are at their house where their kids sleep. They want the protection be assumptive through out the whole appointment. If your not it will creep them out and they will want to think about it.

Audios and videos on different inhome scenarios and how to increase your close ratio can be found by clicking link below.

http://agencydojo.com/in-home-training-paul/

LICENSED AGENTS HIRING PROCESS

Hi, I’m Janell calling from Family First Life. Looks like you were on Zip Recruiter/Craigslist/Facebook/linked in and requested info on Family First Life.

STEP 1: HAVE YOU SEEN ANY INFO ABOUT FAMILY FIRST LIFE?

​- If NO: direct them to

​(INSERT A company overview video, if you need one go to YouTube and find one you like)

​- If YES: what did you look at? If it’s not a video, direct them to the video.

STEP 2: ASK PRESSING QUESTIONS

​1) Why are you looking?

​2) What do you not like about the current company you’re working with?

​3) What are you currently issue paying a month?

​4) What is your current comp?

​5) What are you hoping to get here with us?

After you find these things out and they might be good candidates…

​Sell them on the 6 things about FFL

STEP 3: SELL THEM ON 6 THINGS REGARDING FFL

​1) Highest Paying Comp – FFL has the highest comp in the industry. Paying ​anywhere from 80-140%.

​- Most IMOs pay anywhere from 25% and above. That’s ridiculous.

​2) Vested Renewals from DAY ONE – If you have a book of business and LEAVE ​FFL, your business goes with you. It doesn’t stay with the company.

​3) Our Training is FREE – All the conference calls, online training, in person ​sales ​trainings, national conferences are FREE

​- Lots of companies charge you for training

​- Will the company make more money if you SELL or if you DON’T ​SELL? (obviously if you sell). So why would we NOT teach you ​everything we know, so you CAN go out and SELL as much as you can?

​- All our trainers are 20k producers who are in the field, not ​agents behind the desk telling you what they think they should do.

​4) Cost to join FFL is FREE – Unlike MLM (multi level marketing/network ​marketing companies), we don’t charge you a fee to join us.

​5) No Contracts – If you decide to leave, we will sign your release the same day, ​assuming you have NO debt.

​- Other companies will hold you contract hostage for 6 months.

​6) Leads – You don’t have to sell to your friends/family (warm market) unless you ​want to. We sell to LEADS, people we don’t know who requested information about ​insurance.

STEP 4: CONTRACTING

​(send them your contracting link)

​- Copy and Paste their information from GOOGLE SHEET into this form (double ​check their information and make sure it’s correct

​- Negotiate their comp

​(ask your manager to negotiate with them if you need help at first)

​

STEP 5: PUT THEM IN FACEBOOK GROUP (If they are on FB)

​The Facebook Group is a place where all our agents throughout the US communicate ​and support one another.

​- Our conference calls, training schedule, training material, weekly submit ​numbers, and much more are available for you to see what we are doing.

​

​Here is the LINK: (give them your link)

- welcome them to the team in the Facebook group so they feel apart of the team.

NON-LICENSED HIRING PROCESS

Hi, I’m Janell calling from Family First Life. Looks like you were on Zip Recruiter/Craigslist/Facebook/linked in/referal and spoke with one of our team members or asked for more information on family first life.

STEP 1: HAVE YOU SEEN ANY INFO ABOUT FAMILY FIRST LIFE?

​- If NO: direct them to

​(find a good overview video on YouTube and INSERT LINK HERE & send them an email)

​- If YES: what did you look at? If it’s not a video, direct them to the video.

STEP 2: SELL THEM ON 6 THINGS REGARDING FFL

​1) Highest Paying Comp – FFL has the highest comp in the industry. Paying ​anywhere from 80-140%.

​- Other IMOs pay anywhere from 25% and above. That’s ridiculous.

​2) Vested Renewals from DAY ONE – If you have a book of business and LEAVE ​FFL, your business goes with you. It doesn’t stay with the company.

​3) Our Training is FREE – All the conference calls, online training, in person ​sales ​trainings, national conferences are FREE

​- Lots of companies charge you for training

​- Will the company make more money if you SELL or if you DON’T ​SELL? (obviously if you sell). So why would we NOT teach you ​everything we know, so you CAN go out and SELL as much as you can?

​- All our trainers are 20k producers who are in the field, not ​agents behind the desk telling you what they think they should do.

​4) Cost to join FFL is FREE – Unlike MLM (multi level marketing/network ​marketing companies), we don’t charge you a fee to join us.

​5) No Contracts – If you decide to leave, we will sign your release the same day, ​assuming you have NO debt.

​- Other companies will hold you contract hostage for 6 months.

​6) Leads – You don’t have to sell to your friends/family (warm market) unless you ​want to. We sell to LEADS, people we don’t know who requested information about ​insurance.

STEP 3: PUT IN PRE LICENSING

Log into https://familyfirstlife.com

-LOGIN on Home Page

-CAMPUS LOGIN

-CRM

-Hiring Voucher

-Copy & Paste Email, and SEND

STEP 4: PUT THEM IN FACEBOOK GROUP (If they are on FB)

​Your Agency Facebook Group is a place where all our agents throughout the US communicate ​and support one another.

​- Our conference calls, training schedule, training material, weekly submit ​numbers, and much more are available for you to see what we are doing.

Phone Script

Hello, (Name)

My name is Paul and I’m getting back to you about the form you filled out on the internet for information on life insurance protection. (Name) I’m the field underwriter that has been assigned to get the information out to you but just need to verify what you put down.(no pause)You put down your DOB is_____? Ok and you are a smoker/non smoker? You are Married/single?

Perfect my job as your field underwriter is simple. We work with a variety of companies, so my job is to get the different options out to y ou and verify you are alive and breathing, as the plans are non medical, meaning no blood and no urine.

We are running behind as we have more request then field underwriters so ill put down some notes. Are you working or retired? What time are you typical ly back in the door from work ? Perfect I will have about 5 minutes and can get in you in between appointments either at ________ or _______, what time is better?

Ok I will put you down then and ill have about 15 appointments booked that day, so if you cou ld give me a window between _______ and ______ I know ill probably need it.

Ok perfect and I have your address at __________, is that correct?

Ok perfect.... Well (name) I have you scheduled on _______ at ________ and I look forward to meeting you and helpi ng you , I will see you then. Have a great day.

FACEBOOK FE SCRIPT

Hey __, my name is __.

I’m just getting back to you in regards to the post that you responded to on Facebook for information on the state regulated final expense programs.

And just to authenticate the call can you confirm you put here your favorite hobby is __, do you remember doing that?

(if not: it’s probably something you had filled out or your daughter or someone like that for you, anyhow, it’s regarding state regulated final expense programs, the one that pay off your funeral and outstanding debts you might leave behind. Remember that now?)

Okay, I'm the local field underwriter in Los Angeles county area and my job is to sit down with you, go over your health criteria, and figure out which programs are gonna be available for you, does that make sense?

Are you still working or are you retired?


———

Okay great,

I'm gonna be back in your area  ___, I can put you down  ___, about ___, any reason you might not be home around that time?

It’s gonna be like 5-10mins,

I can put you at __, any reason you might not be home?


Now real quick, while I got you on the phone, do you have any major medical conditions I need to be aware of now?

Any heart attacks, strokes, cancers, diabetes anything like that?

(got it, how long you’ve had that? __, okay, did that take you off work?)


Once again, my name is __, I will be the representative coming out to see you on __ at __.

Okay thanks.

Bye.

Telemarketing FEX Script:

Hi my name is Armee, Im calling from the American Senior Benefit Center here in (city). I am getting back with you in regards to the call you received a couple of days ago for the new final expense insurance program that has been recently approved by the state of CA wherein it covers 100% of your funeral/burial expenses and to help take the burden off the family and can pay off the bills. And just to authenticate the call your favorite color is?

Let me just confirm what you have provided us: AGE , Status, and Address

Now local field underwriter assigned to your request is Andrew Taylor, he will drop off the information to you to see which programs you qualify for. Now, since this is a state approved program there is no physical exam required that is why all it takes is about 10 to 15mins of your time.

He is dispatched in your area on (Day)( then and set the time.)

Kindly get a pen and a paper handy to write down the details of the appointment. First the name of the underwriter that will come by is Andrew Taylor, before hand you can ask for his State ID that he is the rep you 'll be meeting with and no one else, okay. And make sure you have your IDs out as well for verification.

To recap, our appointment will be on (DATE) and kindly wait for him between (1 hour window).

Thank you and you have a great day!

MORTGAGE PROTECTION SCRIPT

Hello Frank, my name is Andrew I'm giving you a call back from the mortgage protection office regarding the loan you got with (bank). The reason I'm calling is you had filled out a request in the mail to get some information on paying off your home in the event of a death or a disability. You put hear that your birthday is 7/6/1950, is that correct? Great once again my name is Andrew and I'm the field underwriter assigned to get you the information. My job is to verify your health and see which programs you qualify for. The purpose of my call is to see what times you are usually home so I can find a day to put you in my schedule.

It looks like I will be right down the street on Tuesday and I can put you down for six or eight which one of those would work best for you?

Great I look forward to seeing you on Tuesday at six and do you have any big gates or big dogs in the front yard that I need to worry about?

All right well I look forward to meeting you on Tuesday at 6 o'clock have a great day.

What the Lead Looks Like

Tips and Strategies

FINAL EXPENSE LEAD SCRIPT

Hello Frank my name is Andrew and I'm calling you back from the senior benefit center right here in Victorville California. The reason I'm calling is because you had filled out a request in the mail to get some information on a state regulated insurance program to pay for your final expenses.

You put down here that your birthday is July 6, 1950 and your wife's is July 8 1952 is that correct?

My job as the field underwriter is to verify your health and see what programs you qualify for. The purpose of the call is to find a time that you're usually home so I can find a day to put you in my schedule. Are you both normally home in the morning's, afternoons or evenings?

Perfect, it looks like I will be right down the street Tuesday evening would it be better at six or eight?

OK I have you down at 8 on Tuesday and the address I have is 12345 Anywhere St.

Are there any locked gates or big dogs I need to worry about when I get there?

I look forward to meeting you Tuesday at 8 o'clock and I'll see you then.

What the Lead Looks Like

Tips and Strategies