CALLING LEADS
Calling leads is where preparation meets action. This step is all about building confidence, fostering connections, and turning potential into results. By reaching out with purpose and a clear strategy, you can create meaningful conversations that inspire trust and lay the foundation for lasting relationships. Let’s dive into proven techniques and best practices to help you make every call count!
Scripts
Gathering Customer Information
Client Qualification and Financial Information Form
Download the Form
Download FormForm Overview
This form combines both Client Qualification and Financial Information. It ensures you gather comprehensive details on mortgage, insurance, assets, debts, and client goals.
1. Download the form using the link above.
2. Complete all sections, including mortgage, assets, debts, and financial goals.
3. Review the responses to create tailored solutions for clients.
Client Qualification Questions
- Has your current advisor gone over what your income gap will be when you retire?
- Based on your rate of growth, will your retirement accounts fill that gap?
- Can you estimate how much you’re paying in annual fees?
- Do you feel like debt is preventing you from saving for retirement?
- If your mortgage was paid off, would retirement be more comfortable?
Step 1: Client and Mortgage Information
Start by collecting basic information such as the client’s name, address, contact details, and mortgage specifics. This ensures you have the necessary background to proceed effectively.
- Full name, address, and email.
- Mortgage details: lender, interest rate, term, and loan amount.
- Current monthly payments and any accelerated plans.
Step 2: Insurance Overview
Document the client’s current insurance coverage, including the type, face amount, and carrier. Identify any gaps in their coverage and opportunities to enhance their protection.
- Type of insurance (e.g., term, whole life, annuity).
- Face amount, purpose, and premium.
- Carrier and cash value, if applicable.
Step 3: Assets and Investments
Review the client’s financial portfolio, focusing on current assets and their purpose. This step highlights opportunities for optimization and long-term planning.
- 401(k), IRA, annuities, savings, and investments.
- Current value, contributions, and providers.
- Determine if employer-sponsored accounts (e.g., 401(k)) are active.
Step 4: Debt Information
Analyze the client’s debt profile, including credit cards, loans, and other liabilities. Understanding their debt burden helps develop strategies for financial improvement.
- Credit card and personal loan debt.
- Student loans, car loans, and other liabilities.
- Monthly payments and interest rates.
Step 5: Client Qualification Survey
Use targeted questions to assess the client’s retirement readiness, income gaps, and debt impact. This survey identifies areas for actionable solutions.
- Retirement income gap analysis.
- Debt’s effect on retirement contributions.
- Tax implications of social security and withdrawals.
Appointment Training Resources
Learn to Set the Appointment
Explore everything you need to become a pro at mastering phone calls. From essential scripts to objection handling and interactive media, this section equips you with tools for success.
Key Resource: The Telesales Presentation
Download the Telesales Presentation to structure your appointments and master every call.
