E Exciting! Tell them you're excited and express it with enthusiasm!
T TRAINING Tell them you need training.
H HELP Tell them you need their help. "Can you help me out?"
0 OPINION Tell them that you respect their opinion and you need some feedback.
R Referrals Ask them to refer you to people they know that could use the help or opportunity.
Remember K.I.S.S. Keep It Short & Simple
Reference Call Script
Hi _______ this is _________ (small talk)
I'm calling to let you know that I started with a new company on a part-time basis. I'm really excited about the company
and what we do for families. I'm going through a training program right now but I'm hoping to go full-time in the next six
months. I'm working with a friend of mine. His/her name is_______________________ (edify Field Trainer).
I was hoping you could help me out. You'd help me out won't you? (Wait for an answer) I gave __________ your name
and number as a reference. He/She will be calling you in the next few days. Do me a favor and do whatever you can to
take the call. If you miss the call, please make it the first call you return. I'm really excited about this
business and it's really important to me that I impress __________. Can I count on you? Thanks!
Invitation script
Hi__________ this is __________ (small talk)
the reason I'm calling is I'm in the process of starting a new job (or business) and possibly making a career
change. This is an exciting venture and a major decision for me and I was hoping to get some feedback
from a few people I respect.
you'd help me out by quickly looking at the company and giving me your opinion, wouldn't you? (Wait
for an answer)
Great! What day is better for you Tuesday or Saturday?
Setting up an appointment Script
Hi________this is __________(small talk)
I'm calling to let you know that I started in a new position with a financial services firm called World Financial Group.
I'm going through training and I'm really excited about it. I really need your help. Would you help me out?
(Pause, they will usually ask you how they can help)
I value and respect your opinion. I was hoping you and spouse's name would help me out by being one of my
training appointments. You'll help me out won't you?
(Wait for an answer)
Great, thanks. What's better for you_____________ or_____________ ? (i.e. Wed. or Fri. / day or eve / 7 or 8)
E Exciting! Tell them you're excited and express it with enthusiasm!
T TRAINING Tell them you need training.
H HELP Tell them you need their help. "Can you help me out?"
0 OPINION Tell them that you respect their opinion and you need some feedback.
R Referrals Ask them to refer you to people they know that could use the help or opportunity.
…… End with an alternative of choice. ( Is Monday or Wednesday better for you? )
Objections:
What are you doing?
What do you do?...
We educate families on personal finances and help them to save money for retirement or plan for college...
you're concerned about that for your family aren't you? YES, Great, so it won't be a waste of time. You'll
probably learn a great deal.
So when can I pop by, Monday or Wednesday? o'clock or o'clock?
Do I have to buy anything?
Well, I'm really not interested in buying anything....
Oh I know, that's the last thing I'd ask you to do. If you see something that you'd like to take advantage of, that's
fine. At this point, I only need training and to get your opinion and some feedback.
So what day would be better for you, Monday or Tuesday? o'clock or o'clock?
This isn't "One of those things", Is it?...
No, it's not. I've done quite a bit of research. The Company is part of one of the largest financial services
companies in the world, with assets of more than $295 billion. They have major operations in North America,
Europe and Asia. I can assure you, it's not "ONE OF THOSE THINGS",
So when can we meet, Monday or Wednesday? o'clock or o'clock?
Can you just tell me about it?
Can you just tell me about it over the phone?
I'd do both you and I an injustice if I tried to describe it all over the phone. There is material I'd like to show you
to really help you get the total picture of what it is I'm doing... Besides, if anything, you'll learn a lot about simple
ways to save money, everyone wants to save money, right?
So what day is good for you, Tuesday or Wednesday? o'clock or o'clock?
I'm O.K., We're doing fine, Doing great...
I understand, let me ask you a question. Wouldn't you agree that all the decisions that you've made up to this
point, have been as good as the information that you've received?
So, if there was some new information available, that could substantially improve your current situation, and
result in saving you hundreds of dollars a month, you would want to have that information available to you,
wouldn't you! Great, that's what we do.
So what day is better for you, Monday or Wednesday? o'clock or o'clock?
