Close more deals with life insurance scripts as diverse as the policies you sell.
If life insurance policies were one-size-fits-all, most salespeople would probably learn how to close with new prospects pretty quickly. Of course, anyone in the life insurance business will tell you it’s not that simple. Life insurance policies are many and varied, like the customers you sell to. That’s why it can be helpful to use life insurance scripts when reaching out to new prospects.
Life insurance call scripts are useful for many reasons. For starters, they help keep you on track when you outline the features of the policies you offer. Better yet, they help you maintain a distinction between the policies you sell, so you don’t end up trying to sell term insurance to someone who wants a whole policy. Life insurance scripts help make sure that you sound like an expert on your product and they help ensure that you’re meeting your customer’s needs, which is the most important part of selling.
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Writing life insurance scripts that work for every policy
There are at least a handful of different life insurance policies available from most companies. There’s basic term life insurance, basic whole life insurance, variable, universal, variable universal, and group life insurance, among others. Each policy has different qualities that play an important role in your prospect’s decision to buy. Even if you’ve been in the insurance business for many years, those pros and cons can be hard to keep straight.
This is where having multiple life insurance scripts comes in handy. If you try to go by a single script, you’re forcing yourself to commit to memory all of the nuanced details of each type of policy. No matter how long you’ve been doing this, the reality is that the human brain just isn’t as reliable as we’d like it to be when remembering those little details. Having the information written down not only ensures that you don’t forget anything, but it also prevents you from accidentally leading a client in the wrong direction.
If writing multiple life insurance scripts sounds tedious and time-consuming, don’t worry. It doesn’t have to be either. Start by making a table of the different policies you offer and write down the features they each have. If a policy doesn’t have a specific clause, write “n/a” in that box. When you’re done, you’ll have an excellent high-level overview of each policy.
Then, write a script for the first one. Don’t worry about how you’ll alter it for the next. Just create one that will be your template. Once you’ve finished the first script, you can quickly look back at your table and tailor the script to the second policy. Repeat this process until you have as many life insurance scripts as you have policies. Sure, there will be some parts that have to be tailored more than others, but using the most basic policy and then expanding on that will make the writing process more comfortable and more efficient.
What makes a script work (or not)
One common reservation about using call scripts is that they’ll make you sound robotic or disingenuous. To avoid this, write your scripts in your own voice. Read them out loud to yourself before trying them out on prospects and practice making them sound conversational. (You might even test them out on a colleague or friend first.) And when you do finally get on the phone for the real test, make sure to speak in a bright, engaging voice!
It’s not a bad idea to memorize your life insurance scripts, either. This will naturally make the conversation flow more easily and will take a lot of pressure off of you to make it sound more authentic.
Avoid overwhelming your prospects with too much information, too quickly, though. Highlight the features that are most important to them and skip the others until a relevant time. Even with multiple different scripts, you may have to jump around a little bit, which is all the more reason to memorize your scripts or at least know them well.
The best way to know if your life insurance scripts are working is to keep track through a CRM, like Call Logic’s call management system. You can make a note of when you’ve used a script and when you haven’t and compare results. Call Logic also lets you run various analytical reports that will help you decide if the scripts you’re using are doing the trick. And remember, if your first script doesn’t yield results, try tweaking it a few times before giving up on it. There’s as much an art to the script as there is to the sale, and it may take you a few tries to get it right.
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