OBTAINING X-DATES AND QUALIFYING PROSPECTS TELEMARKETING SCRIPT
Producer: Maybe you can help me. Who is the person responsible for your Business insurance?
IF THEY GIVE YOU A NAME:
May I speak to (PROSPECT NAME)?
PRESENTATION:
Hello, (PROSPECT NAME), my name is (PRODUCER NAME) and I am calling on behalf of (ABC AGENCY) to see if you would be interested in a comparative proposal for your Business insurance when it comes up for renewal?
IF YES: CONTINUE.
If there was one thing about your insurance program other than price that you could change, what would it be?
If there is something I could do for you to become your biggest supplier of insurance, what would that be?
And assuming we can meet your insurance needs, (PROSPECT NAME), is there any reason why you would not make a change?
(IF NO: POLITELY TERMINATE CALL.)
IF YES:
Great! Would you mind telling me a little about your company so that I can provide you with the best service we have to offer?
When does your policy come up for renewal?
Is that for your Property Liability and Auto?
Who is the present insurance carrier?
What agency did you go through to get your insurance?
How long have you been with them?
Does your Workers Compensation expire then also?
What company writes your Workers Compensation?
How many employees are covered under your Workers Comp?
Are they all at this location? (If not, how many locations do you have?)
Are you still located at ?(Verify address.)
Do you still manufacture or specialize in ? (Verify the industry and/or the nature of the business.)
How many company vehicles need insurance?
Based on all this, (PROSPECT NAME), what would you estimate your total annual premiums? ___________________ (If not sure, throw a figure out and ask if it would be higher or lower.)
Okay great! We will be sending you more information about our agency and will follow up in 90 days prior to your renewal date for an appointment. Thanks for all your help.