Team HERO Script Manual

NEW ASSOCIATE SCRIPT – Financial Overview Focus

• One of the most important skills you will need to master is the ability to get people to a Financial Overview. The following acronym will help you cover the keys words.

Here is an example of how to use this acronym (Overview Focus):

What do have going on Wednesday evening?

The reason I ask is because I’m working with a financial company and I’m really EXCITED about the things we do for people.

Wednesday evening our company has something called a financial overview and I was hoping you were available so I could have you attend it and SHOW you what I will be doing. By doing that it would help me build my REPUTATION in the financial industry. I personally feel like this information is very insightful and there could be some things that may HELP you. If not, that is ok, it is not a pushy sales presentation. I figure worst case you may know of some people that could really benefit from the financial information (REFER).

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NEW ASSOCIATE SCRIPT – KTP Focus

• One of the most important skills you will need to master is the ability to set up an appointment (KTP). The following acronym will help you cover the keys words.

Here is an example of how to use this acronym (KTP Focus):

What do have going on [day]?

The reason I ask is because I’m working with a financial company and I’m really EXCITED about the things we do for people.

[day] I was hoping to stop by with my senior trainer for about a half an hour on [day] and SHOW you what I will be doing. These types of appointments help me build my REPUTATION in the financial industry. I personally feel like this information is very insightful and there could be some things that may HELP you. If not, that is ok, it is not a pushy sales presentation. I figure worst case you may know of some people that could really benefit from the financial information (REFER).

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REFERRAL SCRIPT (SHIMY)

• One of the most important skillsets you will need to develop early in your career is referral gathering. This will ensure that you stay within a warm market. Once you have gathered a referral, the following script will help you set up the appointment.

The following is an example of how to use the SHIMY script:

The reason for my call is that I recently had the chance to SIT DOWN with (referrer’s name) and we HELPED them with their finances.

I try to do everything from word-of-mouth referrals and so when I finished helping them I asked them if they knew of a few people that they thought would be INTERESTED and they MENTIONED you. They felt that you are the type of person who would benefit from what we do.

Would YOU be available for 30 minutes this week so that I could stop by and see if there is anything that we can do to add value to your current financial situation?

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FIELD TRAINER SCRIPT

• When you begin recruiting & building a team, you need to master the field trainer script in order to get your new reps off to a fast start. This script is just a slight modification of the NEW ASSOCIATE script so it will be simple to learn.

Here is an example of how to use this acronym (KTP Focus):

What do have going on [day]?

The reason for my call is [new rep] just started working with our company and we are really EXCITED to have him/her.

One of things we like to do with new reps is to SHOW people what [new rep] will be doing. These types of appointments help them build their REPUTATION in the financial industry. This information is very insightful and may even HELP you. If not, that is ok, it is not a pushy sales presentation. We figure worst case you may know of some people that could really benefit from the financial information (REFER).

Do you have time on [day] or [day] where we could swing by?

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TAPROOT SCRIPT – Building a Solid Team

• One of the most important scripts you can perfect is the Taprooting script. This script will help you identify and set up appointments within a new rep’s warm market for recruiting purposes. This script will help you to build depth and secure a solid team.

The following is an example of how to use the prospecting script:

The following is an example of how to use the TAPROOT script:

The reason for my call is that I recently TALKED with Mary and mentioned that my company was looking for some good people. I ASKED her if she knew of anyone PROFESSIONAL and she RECOMMENDED you.

For the right person, this can be a great OPPORTUNITY. I was wondering if you were in a position where you keep your Career OPTIONS OPEN? Great, what I would like to do is TAKE about 30 minutes with you and see if it could be a good fit.

Does Tuesday or Thursday afternoon work better for you?

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ILCS SCRIPT - Prospecting (Recruiting Focus)

• As you go about your day, it is wise to always keep your eyes and ears open for those who may be a great fit for the company. When it comes time to contact the prospect, make sure to follow the basic acronym below

The following is an example of how to use the ILCS script:

The reason for my call is when I was there at (location), I was really IMPRESSED with… (list attributes).

I work with a large company and we are LOOKING for some good people like yourself.

I was wondering if you see yourself there at your job for the next 20-30 years or are you in a position where you keep your CAREER OPTIONS OPEN?

What I would like to do is have you come in for a SHORT appointment for about 30 minutes and go over who we are, what we do and who we are looking for.

Would you be open to that?

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Overcoming Objections

No matter how proficient you get with the scripts, you will always encounter questions or concerns. Your confidence in contacting will increase as you learn how to properly answer these objections and concerns. The following is a recommended solution for overcoming these scenarios.

The words of a world-class appointment setter (V.I.C.K.):

• Verify – Verify what the concern is

• Isolate – Isolate the concern. Make sure there aren’t any others

• Cushion – Cushion the response (Feel, Felt, Found)

• K.I.S.S – Keep it Short & Simple

Financial x Time: “We Don’t Have Any Time” x Money: “We Don’t Have Any Money” x Financial Advisor: “We Already Have a Financial Person”

Recruiting x Compensation: “Is This Commission Based?” x Sales: “I’m Not a Sales Person” x MLM/Pyramid: “Is This One of Those Deals?”

The Most Common Questions, Objections & Concerns