LIT - Alpha
Welcome to Alpha!
So what can you expect? To dive in! There's no better way to enter training! Be prepared to make real phone calls your first day. Dress for success! Business casual. https://www.kumospace.com/ao-national is always the room to join for training! In Alpha your role is to book 10 appointments to graduate - That's it ! See you in Beta!
What Do I Do When a Lead...
Is Out of Service?Â
See if they have any other number on file, if they don't - resolve as a bad phone number!
Doesn't Answer?
Double dial and if they still don't answer, swipe to the next lead! Boom!
Says They Aren't Interested?
It can happen! But this isn't a common objection you should be getting so make sure you are always on script, have done all of the exercises and are handling their objections properly!
Hangs up?
Call back! It could have just been a line that got disconnected or a dead zone.
Books An Appointment?
Congrats! Let your manager know so they can show you how to send the zoom link over to the client.
Has Been Seen Recently?
Book them anyways! Speak to your manager on what to say.
Goes to Voicemail?
Make sure you're always double dialling, if you get a double voicemail swipe to the next that's it!
How to Book Like a Pro
Avoid mistakes in Alpha and progress in style with these pro tips!
Hi ___ ? Oh Hi ____ it's ____ Calling with AIL...
Common mistakes with this line is saying: "Hi is this ____?". Why is this a mistake? The reason why is you need to assume! They need to feel like you know them and you can't get that emotion across if you ask "is this ____?" or "am I speaking with ____?".
Forgetting to Ask if They Have a Spouse or Significant Other!
Probably the most common mistake new comers do is forgetting to ask if they have a spouse or a significant other. It's bolded in the script so don't forget to say it! The reason why you should always have the spouse or a significant other booked in with them is because no one makes financial commitments without their spouse or significant other.
Booking Loosely
Avoid ever using the words tentative or saying things like "if you need to cancel you can always call me back". A book is a solid apt, period! So treat it like it and avoid giving the clients an out. If they need to reschedule they'll just let you know!
Phone ScriptÂ
First Exercise To Do! Request access below and once it's granted access pick a phone script to practice. We recommend the Referral or Union/Association Script but you should practice all of them at least once! Begin by scrolling down to the "Lead Examples" and use that to lead to fill in the blanks of the phone script and begin to read outloud exactly how you would if a client was really answering! We can't stress it enough, read it out loud. Watch the video's from our top performers saying the phone script to help you progress - we recommend watching them all! We've also attached two Jordan Belfort video's to tweak your phone voice! Remember they can't see you over the phone so the tone of your voice matters! We've also attached "Want To Learn How To Book" video below as well. Watch it!Â
Lastly, practice how you play! You could even try to record yourself saying the phone script out loud and replaying it keeping in mind the tips in the videos below and ask yourself "Would I book with me?" ... It will make you cringe a bit for the first few attempts but afterwards you will rock it! Once you feel confident have someone practice with you and pick one of the objections from the "Phone Objection Sheet" below to see how well you can say the words in the objection handling script to handle their objection then bounce back on the regular phone script to book them in!
Want to Learn How to Book? Watch Video BelowÂ
Phone Objections & Book Like A PRO
Immediates VS Same Day Sits
What's the difference? Click to find out!Â
What IS an immediate sit? Let's start there! An immediate sit is when you call the client and they say they're home now! It then get's flipped from a traditional call to now being an actual sit with the client! The goal of every alpha should be to learn how to master flipping phone calls into immediate sits so that you're always selling.Â
Good tips to note when booking an immediate sit:Â
Is their spouse home?
Do they have somewhere to go soon? The biggest mistake when booking clients in for an immediate sit is not knowing if they have somewhere to be soon, sometimes clients think it will only take 10 minutes for example, then end up rushing you mid presentation or cutting the zoom call short because they need to leave! So get in the habit of clarifying when they tell you they're available now if they have anywhere to go within the next hour.
What IS a Same Day sit? A same day sit is when the client can't sit with you right away so you offer them a time later on in the day. That is a same day! Why book a same day vs the next day? We know that booking a client too far out the show ratio lowers.Â
Good tips when booking a same day:
Don't assume just because they can't do today that they can't do later on!
Is their spouse going to be home later on in the day too? What's their work schedules?
Lead Examples With Videos to Practice Along With Your Phone Script!Â
Mcgruff/Child Safe Explained
We have two kits. One is the Mcgruff kit that is endorsed by The National Crime Prevention Council and the other is the Child Safe kit that is endorsed by the International Union of Police Associations. They are both kits that can be used to quickly raise an Amber Alert. The way you obtain a Mcgruff or Child Safe lead is by the client requesting one online. It then comes in to your lead box for you to call! We've attached a Mcgruff example for you to practice - but they both look the exact same. Reference the video's and don't forget to read it out loud when practicing!
Mcgruff/Child Safe Lead Example
How to Book a Same Day Mcgruff
How to Book an Immediate Mcgruff
Plus Leads Explained
A plus lead is obtained from you or a different agent that has sat with a client, and collected their family, friends, etc. as a referral! What makes this a childsafe referral is the fact that they have kids, that's it, that's the only thing that separates it from an AD&D referral script or a childsafe referral script.
Plus Lead (Child Safe) Example
How to Book a Same Day Plus Lead
How to Book an Immediate Plus Lead
POS (Policy Owner Service) Explained
A POS is a current policyholder that is up for review! Review's usually happen annually. On the lead you will only see one member of the family show up. Sometimes the child will show up - so always look at the age to make sure it's the adult. If it is the child that you do see - click on POS summary located at the bottom of the lead for the full list of everyone insured.
POS Lead Example
How To Book a Same Day POS
How to Book an Immediate POS
Will Kit Explained
A will kit is obtained by the client requesting it online! They may have stumbled upon an ad on Facebook and requested it or they may have been searching to get a will! These are clients that are thinking about the future and are looking to be protected properly!
Will Kit Lead Example
How to Book a Same Day Will Kit
How to Book an Immediate Will Kit
Union Explained
To book this lead you'll need to be reading the "Union & Association Phone Script"! This is an example of a LIUNA member. This is their response card, they received this from their union to fill out along with a letter explaining what to do, they then put down their information and mail it back out, it then gets processed by AIL and sent to your leads to call and book! There's multiple different unions and associations you could end up calling, but they all look fairly similar to each other. Rehearse the script as if you're speaking to John Doe! Reference the objection sheet as well to get creative. Practice with your spouse or friend and have them give you any one objection on the sheet and see if you can quickly respond back. Practice practice practice, it all adds up!
Union & Association Lead Example
