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Intro Explanation and Role Play


Watch the Full Video Here: Intro Explanation and Role Play



00:00:00:08 - 00:00:02:11

Do you want to be like? Hey, Ernie.


00:00:02:22 - 00:00:04:10

Yeah. Okay.


00:00:06:06 - 00:00:08:03

And then just make up a city, right?


00:00:09:00 - 00:00:10:24

You can say Vero Beach. Just pretend like it says.


00:00:11:07 - 00:00:12:00

Your city.


00:00:12:03 - 00:00:13:04

Or your city. Okay.


00:00:14:21 - 00:00:15:13

Go now.


00:00:16:07 - 00:00:16:22

Nail it.


00:00:17:14 - 00:00:18:04

All right.


00:00:19:14 - 00:00:22:02

Hey, Ernie. How's everything been over there in Vero Beach?


00:00:22:18 - 00:00:24:03

Pretty good. Who's this?


00:00:25:08 - 00:00:43:20

Uh, good to hear, man. My name is Charlene over here at Senior Life Services. I'm calling back because you recently spoke with one of our representatives about our state regulated life insurance program for the state of Florida. My job is to go over those benefits with you and answer all the questions that you may have. And let me just confirm your information you gave our representative.


00:00:44:18 - 00:01:01:23

So not bad at all. Like, that's not mean. You can probably find a little bit, uh, you know, words to hit harder, but like you're. But your pace and the way you're saying it, there's not really anything wrong with that. Like what I say as far as tonality. So there's only a couple of things in that first and I'll share it just so you guys see it. Um.


00:01:04:07 - 00:01:26:20

So there's only a couple of things in here that you actually need to hit hard. Okay. So first off, that was good because you kind of just ignored me, and that's really what you should do. Like you should ignore the person if they're saying a bunch of nonsense. In the intro, you just said he's like, okay. It's like, who's this? Good to hear you. Just like, whatever. And you're about to tell him anyway, because usually that's a common question that you're going to have. So. Oh, make us a stone.


00:01:29:14 - 00:01:30:23

Some knew, some are down.


00:01:32:13 - 00:01:37:08

My the goat meeting room. Yep. All right. You guys going to throw a bunch of people in here? So,


00:01:39:07 - 00:02:10:22

uh. So. All right, so the only difference is, like. It's like, Hey, so you did that, right? You said, Hey, Ernie, you assumed it was Ernie because it's just assume it's them every time. I don't care if it's a man answers and it's a woman name. Like, you know, we have a Shanon that works here. We have a Hillary that works here, and they're both men, so just pretend it's them. Believe me, they'll correct you if it's not like, who cares? Okay, so it's going to be like, Hey, shame. How's everything been going out there in Toledo? And then it's like, whatever they say, it doesn't matter. It's either good to hear if they say something like, Oh, it's not going so good.


00:02:10:24 - 00:02:15:05

You don't want to say good to hear, obviously, but most of the time.


00:02:15:07 - 00:02:16:06

It's Angel speaking.


00:02:16:21 - 00:02:51:04

Angel, want to meet you real quick. Uh, so obviously, you know, you don't want to say good to hear if somebody says, oh, it's not going so well. Like, I mean, you might say it because it's your brand new and you're nervous, but usually you'll say something. Usually the line I gave Nathan and it does work for everybody. Well, that's better than terrible. So then you can just move on. You're like, Oh, it's not going so well. It's better than terrible. And then you get a little laugh. So it's going to be like, My name is Ernest over here at Senior Life Services. The reason I'm saying it like that is like over here at Senior Life Services, the tone is almost like a question like and research.


00:02:51:06 - 00:03:29:19

Just believe me, this is this is gold. The tone is like a question, but it gets in their mind like thinking, should I know who this is? Like at Senior Life Services? Like, don't you remember us? It's like you should remember us. So everything, they're like, I'm trying to be, like, as fluid and like, surgical as possible. So that way nobody interrupts me. So that's the main thing I'm going for here. So my name is Ernest over here at Senior Life Services. I'm calling because you recently spoke with one of our reps about state regulator, then hit state regulated hard because it's almost like you want more authority that'll give you more authority by hitting that hard.


00:03:29:22 - 00:04:06:15

Representative is about state regulated life insurance programs for the state of Florida and then just for the state of Florida. And then my job it really hard if you want to highlight my job and um state regulated because it has to be like the your your mentality must be my I have a job to do. So I'm going to do that job. And their mentality needs to be they have a job to do. So I'm at least going to let this guy, you know, confirm this information and get to the point where, you know, he's actually asking me, you know, about life insurance, do you need life insurance and that kind of stuff, which allows me to go to the next part of the script.


00:04:07:01 - 00:04:37:22

So I hit. So I'd say it like my job is to go over those benefits with you and answer any questions that you have. Very short pause there. All right. Let me just confirm some information that you gave our rep. I have. And then I go left to right like I have you at one, two, three, Main Street over here. And, you know, Vero Beach, you know, three, 2960, you know, birthdate up top birth date and and I'll and I'll say it for like the as far as the confirming I will do it in blocks so. All right Bob and I have you here at one, two, three Main Street. Yep.


00:04:37:24 - 00:05:13:04

Okay. And have your birthday is 214 1997. Yep. All right. And I understand you're looking for around $20,000 in coverage. You got your husband as your beneficiary. And if the smoking question is answered, then say that to and understand that you're a non-smoker. Is all that correct? And it's almost like it's all that correct. Because like, I'm very, very assumptive. Is all that correct? Because the next thing I'm going to say is, you know, this is pushback here. Obviously, these are rebuttals. But the very next thing I'm going to say after that. Okay, So, Bob, we're a consultant firm, which means we work for our clients and not one particular company.


00:05:13:06 - 00:05:26:22

So our goal is always to figure out who specifically is going to give you the best rates and benefits. Are you with me on that? So, you know, that's the intro. Okay. All right. So give it to me one more time. Let's try to so only change.


00:05:28:14 - 00:05:42:24

Like, I'll give you a little bit more, not much, but a little bit more pushback. But like senior light or hit state regulated hit my job and senior life services is a question, almost a question. All right. So ring, ring, ring. Hello.


00:05:44:07 - 00:05:46:07

Hey, Ernie. How's it over there in Vero Beach?


00:05:47:07 - 00:05:48:13

Oh, it's going okay.


00:05:49:12 - 00:05:51:06

Oh, that's good to hear. My.


00:05:52:11 - 00:05:53:19

Oh, sorry.


00:05:53:23 - 00:05:54:14

Okay, man.


00:05:56:06 - 00:05:57:23

All right. Can we run it back from the top? Yeah.


00:05:58:00 - 00:06:00:14

Let's go. Ring, ring, ring. Hello?


00:06:01:12 - 00:06:03:20

Hey, Ernie. How's everything over there in Vero Beach?


00:06:04:03 - 00:06:06:14

It's going pretty good. Who's this?


00:06:07:01 - 00:06:27:20

That's good to hear. My name is Sean. Over here. Senior Services. I'm calling because you recently spoke with one of our representatives. Representatives about our state regulated life insurance program for the state of Florida. My job is just to go over those benefits with you and any questions you may have. Let me confirm your information you gave our representatives.


00:06:29:00 - 00:06:32:15

And you can change this. I mean, it sounds like some of the words are getting caught.


00:06:32:24 - 00:06:33:18

Yeah.


00:06:33:20 - 00:06:39:05

So like, I wrote this for myself and it will work verbatim, 100% like it will work.


00:06:39:07 - 00:07:06:13

But like also too, it's the first couple of times that you're really doing it. So once you get that 20 hours and you're repetitively saying it over and over again, like it's just like you get that person that's like, Hello. And then it's just like, Hey, you know, Ernest, how's everything been going out there in Bureau Beach, Florida? Because you're just so used to just saying it and saying it and just repetitive. Just like starting any job, it just becomes repetitive. Okay, sorry. I just want to add that.


00:07:06:16 - 00:07:07:12

No, it's awesome because.


00:07:07:22 - 00:07:08:12

It.


00:07:08:17 - 00:07:13:07

Mean came from manufacturing. So everything is 100% repetitive and has to be I.


00:07:13:12 - 00:07:26:21

Mean even me years it I've stumbled before and I've been like little like had marbles in my mouth, you know, I'd be like, Hey, how's everything going out there? And you go, Luca, Michigan. I don't know where that is, but okay.


00:07:28:00 - 00:07:32:19

If you're laughing, you can get away with anything as you're saying it. What the hell is that?


00:07:32:24 - 00:07:50:00

This. Oh, my name's Nikki. I'm over here at Senior Life Services. You know, I'm calling because you recently spoke with one of our reps about the state regulated life insurance programs for the state of Michigan. So it's just my job to go over those benefits with you and answer any questions that you have so you'll get comfortable just spitting that out.


00:07:51:02 - 00:07:51:23

Okay, well.


00:07:52:00 - 00:08:26:10

You'll get really comfortable. I mean, eventually, if you isolate one of my calls, obviously I don't sound robotic at all. But if you were to listen to 20 sales, you'd be like, This guy is a robot. This is like that because that's really what it comes down to. Eventually I became a robot because I know exactly like how I'm going to do it. And then everybody has to develop, you know, their own, a little bit of their own style, like, But when you first start, use this and then eventually you're just going to be like, I don't like this. Let me ask Ernie if I can say this instead of that and see if it's not still sounds good.


00:08:26:12 - 00:08:54:10

Or let me ask Nicky if this still sounds good, as long as the essence of the script is there and you're not missing things that are super important, then who cares? Like, as long as you're going through the process correctly. But like for now, obviously stick with this because we've already proven this will work for everybody, but little things will change. Like whoever doesn't sound, he's not reading the script 100% just like this anymore. But he. But who? Are you still on here, buddy? You might have already died, brother. Okay, So, yeah. Were you not reading this verbatim when you started?


00:08:55:03 - 00:09:25:05

Yeah. Did, um. And guys rewrite it every single day as much as you can, Especially the intro rewrite the intro over and over every single morning until you got the intro down and then start rewriting down the underwriting questions until you got that down and start rewriting the closing. You get what I'm saying? So that's going to help your subconscious mind pick up on it. And then also make sure you're always staring at it like I have my script of every single day, all day, because it's right there and my my mind is picking up on it whether I want to or not. So that's going to help you in the long run.


00:09:25:07 - 00:09:51:14

So hope that was useful. Uh, really proud of everybody's getting started on the team. Just remember, don't quit. Uh, you got to give yourself a chance here to really go through the training curve, okay? And it can be up to 90 days. So, really, I'm talking to you. I'm talking to you, Alex. Right? Like, guys. Like, give yourself a real chance here. Really put in the 40 hours a week so that way you can get real results and you have great coaches and a great team to do it with. So.


00:09:53:04 - 00:09:53:19

Thank you.


00:09:55:06 - 00:10:37:18

It's 100% for for you guys that just joined. So what we were hammer and basically is just this just the beginning here. And I don't want to understate like how important that is because if you can get through the intro and they they have decided that you are the person that can actually solve their problem right from the get go, then they will let you go through the whole process. We always say and it's stolen from Belfort, but like the first four seconds and a phone call, he might you might recover if you mess up right there. But sometimes if you mess up the first four seconds terribly and you were you know, and I heard it, I would honestly just probably just, you know, just hang the phone up for you and then just move on to the next call, because that's how important I think the intro is.


00:10:37:20 - 00:11:08:08

So the intro I give is always exactly like this. Hey, Bob, how's everything been going out there in Toledo? Not so good. Well, that's better than terrible. My name is Ernest over here at Senior Life Services. I'm calling because you recently spoke with one of our reps about state regulated life insurance programs for Florida. My job is to go over those benefits with you and also answer any questions that you have. So let me just confirm the info that you gave our rep. I got you at one, two, three. Main Street. Yep. All right. And have your date of birth as three 1652.


00:11:08:10 - 00:11:40:13

Yep. And understand that you're a non-smoker. You wanted your wife to be your beneficiary and understand we're looking for around 20,000. Is all that correct? Okay. All right. So, Bob, we are a consultant firm, and then I'm right. Like I assume that they're going to say yes to all this stuff. The only things that we were hitting hard there. And if you can do this, you'll you'll it'll it'll be like a savage mood move if you can say senior life services as a question, you'll check out what kind of results you get. It's like my name is Ernest over here at Senior Life Services.


00:11:40:20 - 00:11:54:18

The reason I say it like that is simply because I want them to be thinking, Damn, should I know this? Like. Like what's going on? Have I talked to these people before? And the only reason I want them to think that for one second so I can get rest and get through the rest of the information.


00:11:56:11 - 00:11:57:04

Make sense.


00:12:01:08 - 00:12:06:15

Yes. Yeah. Brands Brandon's cartoon characters not in her head. So that's good.


00:12:10:14 - 00:12:12:04

Uh, Margaret. Sorry. Go ahead.


00:12:12:09 - 00:12:15:18

I keep getting pulled into this room, and I don't know why.


00:12:16:04 - 00:12:21:17

Think Mika may think Mika put you in here. For the. We're just doing some intro training real quick.


00:12:22:12 - 00:12:23:08

Why?


00:12:24:08 - 00:12:25:00

I don't know.


00:12:25:06 - 00:12:26:17

I thought I was supposed to be dialing.


00:12:28:08 - 00:12:32:13

That's just it. I was doing a great training, so we're getting extra knowledge.


00:12:33:17 - 00:12:34:20

Okay? Yeah.


00:12:37:09 - 00:12:41:10

No. Right. No, everything's fine. We're good. Yep. Um.


00:12:43:05 - 00:13:02:19

All right. So anybody else want to shine? Because you've. Because I've hit it a couple times. Like, why don't you give it to me one more time and then anybody that wants to give it to me and believe me, this is all for your own benefits. Like, I like I like listening to people's calls because I'm like, all right, well, what can we change? What can we get better at? Okay. All right. All right. So hello. Ring, ring, ring. Hello?


00:13:03:10 - 00:13:05:23

Hey, Ernie. How's everything going over there in Vero Beach?


00:13:06:05 - 00:13:07:06

Oh, pretty good, man.


00:13:07:21 - 00:13:25:14

Oh, that's good to hear. My name is Shamim over here at Senior Life Services. I'm calling because you recently spoke with one of our reps about our state regulated life insurance programs for the state of Florida. And my job is just to go over those benefits with you and answer any questions that you may have. Let me just confirm some information that you gave our representatives.


00:13:26:08 - 00:13:57:10

The only one only that was good. The only thing senior life services sounded like a question. You hit state regulated real hard. Hit my job hard too, though, because you really like you really want a hammer. Like, listen, man, it's almost like you're having a subtext conversation. Like, listen, man got a job do and that's what I'm going to do. So like, let me do my job. So it's almost like my job is to go over those benefits with you and answer any questions that you have. So like, I'm like my job and then I'm slowly like going down in the tonality. Okay? And then and then it's back up again.


00:13:58:01 - 00:14:03:13

Like, let me just confirm some information that you gave our rep. I got you. And then it's immediate, like I got you at blah, blah, blah.


00:14:05:07 - 00:14:12:16

Anybody else want to try that? Like the way that just script it and try. Yeah. No. Awesome. Ring, ring, ring. Hello.


00:14:13:05 - 00:14:15:20

Hey, Ernie. How's everything going out there in Viera?


00:14:16:05 - 00:14:17:16

Oh, it's going okay. Was this.


00:14:18:02 - 00:14:41:06

Oh, great question, Ernie. My name is Nathan over here at Senior Life Services. The reason for my call. You recently spoke with one of my reps about the state approved life insurance programs for Florida. My job is just to go over those benefits with you or answer any questions you may have. Just to verify your coverage. Hey, that's great. You already have some coverage put in place.


00:14:41:13 - 00:14:43:05

Yeah, man. Got a long time ago.


00:14:43:11 - 00:14:53:04

Hey, that's awesome, man. It's awesome that you went ahead, especially while you were younger and got something put in place for your family. How how much coverage were you able to get about?


00:14:53:11 - 00:15:24:12

Not really. Sure. Was like 20, but but so yeah, like I'm throwing Nathan off, but he's running with it. Like, want to stay on intros? Obviously. Nathan But, but, but he's, but he's going to run with it a little bit. He might as well go right to, you know, if people start throwing you off, he's going to go right here. All right. So working while working, I mean, he could go right to this. He could literally say anything here. He could be like, all right, well, that's good that you have some coverage. Let me confirm this information that you gave our rep. And then that's what I would do, simply because I still want to confirm it. I want to know what's right. And I want to know that what he said he's like.


00:15:24:18 - 00:15:42:12

And then I would just say and it says here you're looking for around 20,000, but you said you already got some. So is it 20,000 more or were you trying to get to a total of 20,000? You're just having a conversation. You're just trying to solve their problem. All right. So that was a good Nathan. Um. Anybody else want to give me their intro?


00:15:43:19 - 00:15:45:12

And you can come in.


00:15:45:21 - 00:15:49:09

Okay, cool. All right, so ring, ring, ring. Hello.


00:15:50:13 - 00:15:53:08

Hello, Ernie. How's everything up there in Clearwater?


00:15:53:21 - 00:15:55:01

It's going okay, man.


00:15:55:23 - 00:16:15:04

Hey, Ernie. My name is Michael. Over here. Senior Life Services. I'm calling because you recently spoke with one of our representatives about the regulated life insurance program for the state of Florida. My job is to go over these benefits with you and answer any questions you may have. Now, let me just confirm some information you gave one of our representatives.


00:16:15:15 - 00:16:45:08

Good. I like I like I like how you say and answer any questions that you have. I do like that you're going there. Um, state regulated. You could have hit a little bit harder, but you definitely hit it. You definitely hit it harder than you normally do and then hit my job hard. I mean, senior life service. Sorry. Senior Life Services should be like question mark. You did a question mark, but you can go even more like insane with it if you want. And then I would say the only thing is my job because because you really want to hammer that this is my job, so I'm going to do it well.


00:16:46:24 - 00:16:54:04

All right. So try to make those changes and just give it to me one more time. So. Ring, ring, ring. Hello.


00:16:55:09 - 00:16:58:02

Hello, Ernie. How's everything over there in Clearwater?


00:16:58:21 - 00:17:00:13

It's going okay. Who's this?


00:17:00:18 - 00:17:23:00

Oh, this is Michael over here at Senior Life Services. I'm calling me because you recently spoke with one of our representatives about the state regulated life insurance programs for the state of Florida. My job is to go over these benefits with you and answer any questions that you may have. Let me confirm some of the information you gave one of our representatives.


00:17:23:09 - 00:17:55:20

Okay. So that was better. And then just and if you say it a million times, you're going to be like, all right, I'm gonna say this. It really should be like, I'm gonna say all these words awesome. Like, everybody's going to buy this. So that's that was always my philosophy. This script was written over a weekend where I just sat down with like a Jordan Belfort, wrote some script writing books and just wrote the shit because that was like whatever was given to me was more like Crystal and like just a girl that used to work here. But she was so bubbly and like, like, can't sound like that. And I was just being honest with myself. Like, I can't sound like like I'm Tony the tiger.


00:17:55:22 - 00:18:01:02

Happy is can be the entire presentation. So. So I just rewrote it and made it work for everybody.


00:18:03:10 - 00:18:06:24

Anybody else want to give us one more intro?


00:18:12:24 - 00:18:16:19

Come on. All right, Dan. Ring, ring, ring. Hello?


00:18:17:04 - 00:18:19:16

Hey. How's everything going out there in the beach?


00:18:20:07 - 00:18:26:01

Pretty good. You're going really fast, though. Do you always talk that fast? Okay. No. These are old people. Sorry.


00:18:26:12 - 00:18:28:01

Let's do it again. All right.


00:18:28:03 - 00:18:29:08

Ring, ring, ring. Hello?


00:18:29:14 - 00:18:31:21

Hey, Ernie. How's everything going out there in Real beach?


00:18:32:08 - 00:18:33:21

It's going pretty good. How are you doing?


00:18:34:01 - 00:18:49:15

Well, it's great to. My name is Ian over here at Senior Services. I'm calling because we recently spoke to one of our representatives. State approved life insurance for the state of Florida. My jobs go with the benefits. Any questions you might have? But first, we just confirmed some information gave our representative.


00:18:49:23 - 00:19:16:05

Pretty good. You have a little bit of your own style as far as because you're kind of like being like blase about it, which is okay. Like my job is to go over these benefits with you and answer any questions that you have, and then you're like, So that's what I'm gonna do. And then you just kind of go through it. So every, you know, tonality can work in a lot of different ways if you've decided, like, how you're going to do it. So I like that. Um, but you did miss like at the end when somebody says like, How's everything been going? And I asked you how you're doing, you should answer that question.


00:19:16:12 - 00:19:17:02

Okay.


00:19:17:04 - 00:19:25:17

Because you have to because you want to make it seem very conversational. Okay. Yeah. But that's my quick deal. All right. Yeah.


00:19:25:19 - 00:19:36:18

Question, Ernie. Yep. So say if their spouse answers the phone. Do you still carry the spouse through the script as if you're speaking to the person that you really want to speak to, or do you ask to speak to?


00:19:38:14 - 00:20:10:09

I always ask. So that's a really good question, man. So I always ask in like, okay, Oh, I'm sorry. Hey, I'm sorry, but I'm sorry. Mary as Bob, they're like, I'll just be like. And if she doesn't have Bob and he's not there, I will talk to Mary about Bob. Bob Bob. Because I'll be like, okay. Mary So you're his wife? Yeah. He put you and I'll change the script a little bit. Like I'll just go off script because I need to adjust to this. I'll just say, okay, So, you know, Bob, Bob had reached out to us and, you know, filled out some information regarding the life insurance programs.


00:20:10:15 - 00:20:32:24

You're his wife, so I'm sure you're comfortable talking about that. Is that something you guys were discussing? And she could be like, yeah, okay, where are you looking for? Actually, both of you. And then she could be like, Yeah, or no or whatever. And then you just talk to her. If if she can't answer any questions about him, then of course you're going to have to set a callback or I want to get her on board. Basically it's the whole goal there. Like when I talk to Bob, I want her already on board.


00:20:35:05 - 00:20:48:19

Sometimes I've sold the wife and, like and, you know, all I need him for is like a voice signature. Like, I've already have a bank account. I already have everything. She told me all of his health, and I just have to wait for him to be home or call him on a cell and do a quick signature.


00:20:52:05 - 00:20:55:07

Thank you. Yeah, no problem. Any other questions?


00:21:01:02 - 00:21:01:17

All right, guys.


00:21:03:00 - 00:21:03:18

Uh.


Watch the Full Video Here: Intro Explanation and Role Play

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