Question

Topic: Other

Create Phone Script / Prospecting Letter Follow Up

Posted by Anonymous on 3/26/2009 at 12:02 PM ET 250 Points
OK, I am newly inducted into the world of finance and insurance sales. Having come from the world of Real Estate, I am having some questions on how to follow up.

Here is what I have done so far, I sent letters out asking that talked about not procrastinating on their retirement planning, that there is a Retirement Income Specialist right here to help. The letter says to come in for an appointment and we can help with Asset Accumulation, Protection, Mangement, Allocations, Estate Planning, etc.

Now I need to call the few people not on the DNC to follow up. Any suggestions what my phone script should cover to bring people in?

THanks for your help!
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RESPONSES

  • Posted on 3/26/2009 at 12:15 PM Author
    OK, my actual letter read as follows:

    Dear «firstname» & «spousefirstname»:


    Are you prepared to retire?

    Did you know that there is a Retirement Income Specialist here in ***** to help you meet your needs and fully enjoy life during your retirement? It’s never too early to start planning. After all, the sooner you begin the more solid your retirement foundation can become. Many Americans wait too long to begin planning, simply because they don’t know where or how to begin….so they procrastinate.

    Don’t procrastinate any longer.

    Retirement planning doesn’t have to be complicated, and a firm plan may provide you with peace of mind for the future. A good first step is speaking with a professional, one trained in the financial issues that impact you. I’ll be happy to share my knowledge with you. You can ask me about….

     Asset Accumulation
     Asset Protection
     IRA Rollovers + Asset Management
     Portfolio Asset Allocation
     Tax Reduction Methods
     Estate Planning

    Help make sure your money lasts. Enjoy your retirement.

    If you’re ready to start laying the foundation, please call me today at ***-***-****.

    I look forward to speaking with you.


    Sincerely,



    ***************************
    Registered Representative
  • Posted by michael on 3/26/2009 at 1:14 PM Accepted
    Marney,

    You really only have 72 hours to call these people or they're going to forget the letter. Keep that in mind for your next DM.

    Still....

    Give your first name only. The company you work for and reference the letter. Ask if they have a few minutes.

    Whether they remember it or tell them you're calling because "most people have had to adjust their retirement schedule because of the current environment"

    Tell them you have a "tool" to help them determine how much adjustment they'll need to make. Give them an option to use the tool: Online, in home (your visit), in your office, or at a seminar you're holding next week.

    Get the appointment. Thank them and follow up with a LARGE post card.

    Michael
  • Posted by Jay Hamilton-Roth on 3/26/2009 at 1:59 PM Member
    (Aside: Why not offer a retirement planning estimator service? Let them enter their data in the privacy of their own home and let the estimator give the a "grade" and suggestions for follow-up.)

    You're asking people who you don't know, who you sent a generic letter to, to trust you enough to come into your office and talk to you about their finances? Why should they trust you to do a great job? Convince them by telling how many of their community you've helped, testimonials from them, etc.

    Ideally, develop warm leads from people you've already helped instead of doing cold calling.
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