Telemarketing Script

[gobengals157]

Hey Guys Insurance agent for 20 years (Captive). I have decide to leave that side and become a broker. I know how to sale auto and home...No worriers there. However, the commercial side is where I focus my efforts. With that said, I have contracted with a company that allows me to call business owners all I have to do is get the lead, they will then call the client and sale the business. If I do this my commission goes from 17% to 12% and the renewal from 12% to 9%. This allows me to focus on just trying to get quality leads. This leads me to my question: What would be an ideal script?

 

[QuotePie]

What have you come up with so far for a script? What have you used to date?

 

[DHK]

Hey Guys Insurance agent for 20 years (Captive). I have decide to leave that side and become a broker. I know how to sale auto and home...No worriers there. However, the commercial side is where I focus my efforts. With that said, I have contracted with a company that allows me to call business owners all I have to do is get the lead, they will then call the client and sale the business. If I do this my commission goes from 17% to 12% and the renewal from 12% to 9%. This allows me to focus on just trying to get quality leads. This leads me to my question: What would be an ideal script?

"Hi. I'm a telemarketer for insurance. I'm calling to see if you would be interested in having someone else call you at another time to see if they can compete for your insurance needs. When would be a good time for them to call you?"

/sarcasm

 

[gobengals157]

Wow...Gotta love guys that are jerks....Listen man apparently you have nothing better to do then sit behind a computer, and be condescending toward others. I am sure my agency is a lot larger than yours. Have you not heard of a general agency before, moron?

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Basically quote Pie this is what I have.
Hi We are an Insurance Agency that specializes in helping CPA's with there general liability insurance. In many cases we are able to save up to 40% on insurance premiums. If you would like to see if we can help I just need to ask 3 simple questions.
1. Are there any employees
2. How long in business
3. Any other coverages, ie. Property, vehicle, how much in content coverage?

Great. Thank you for your time. We have the best back office in the business that will get to work today searching our network of companies to find the best coverage and cost that fit your needs and budget. Expect a call from our commercial expert in the next 24 hours to go over your quote.

This is kinda what I came up with. Let me know your thoughts.

Thanks

 

[DHK]

Wow...Gotta love guys that are jerks....Listen man apparently you have nothing better to do then sit behind a computer, and be condescending toward others. I am sure my agency is a lot larger than yours. Have you not heard of a general agency before, moron?

----------

Basically quote Pie this is what I have.
Hi We are an Insurance Agency that specializes in helping CPA's with there general liability insurance. In many cases we are able to save up to 40% on insurance premiums. If you would like to see if we can help I just need to ask 3 simple questions.
1. Are there any employees
2. How long in business
3. Any other coverages, ie. Property, vehicle, how much in content coverage?

Great. Thank you for your time. We have the best back office in the business that will get to work today searching our network of companies to find the best coverage and cost that fit your needs and budget. Expect a call from our commercial expert in the next 24 hours to go over your quote.

This is kinda what I came up with. Let me know your thoughts.

Thanks

You want to get real then? Let's get real.

I only read what is written. You simply wrote that you "get the lead" and get someone else to quote and sell. That's called telemarketing. I don't know the definition of telemarketing is in your state, but it's especially when you are representing someone else or calling on someone else's behalf and all you care about is getting permission to call them again or send someone else out.

However, you missed the KEY WORD that I wrote in my sarcastic script. And I bet you were so easily offended... that you missed it.

That word is COMPETE. In a highly commoditized world, it's the strongest word you can use.

I don't care how big your agency is... and neither does your prospective client. So don't talk about it. They don't care either.

Quoting a "savings %" doesn't work either. Why? Because "15 minutes can save you 15%" and other BS lines in advertising.

And your line "Expect a call from our commercial expert"... is also a way of saying "I don't serve your needs, but gather information for someone else that isn't in our office." Unless it's someone that is IN-HOUSE and on YOUR payroll.

If you want a RELATIONSHIP with your clients, then don't outsource the work and the relationship. And I'm surprised that someone that has been in the business 20+ years has FORGOTTEN that "It's the relationship, stupid".

If you want a relationship with these business owners, don't outsource the work.

No relationship focus = telemarketing.

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[gobengals157]

First, I am not going to get into a childish argument over the internet. However...Business owners (most) want to save money, many are losing their businesses and want to cut cost wherever possible. Gone are the days when an insurance agent needs to show up at the front door once a year to give them ink pens. 90% of the folks I deal with WANT to save money on their commercial policy as long as benefits are the same or better...Second, MetLife has a general agency. I will explain because you clearly have no idea what that it? Insurance Agents if they cant place business (commercial) through a captive agent they send the referral to MetLife GA with the client expectation that they are going to receive a call from the commercial dept or expert. FYI Met GA does $30 million a year in premium just from the call center and has a 90% retention. So you are wrong on all accounts!!

 

[John Galt]

You want to get real then? Let's get real.

I only read what is written. You simply wrote that you "get the lead" and get someone else to quote and sell. That's called telemarketing. I don't know the definition of telemarketing is in your state, but it's especially when you are representing someone else or calling on someone else's behalf and all you care about is getting permission to call them again or send someone else out.

However, you missed the KEY WORD that I wrote in my sarcastic script. And I bet you were so easily offended... that you missed it.

That word is COMPETE. In a highly commoditized world, it's the strongest word you can use.

I don't care how big your agency is... and neither does your prospective client. So don't talk about it. They don't care either.

Quoting a "savings %" doesn't work either. Why? Because "15 minutes can save you 15%" and other BS lines in advertising.

And your line "Expect a call from our commercial expert"... is also a way of saying "I don't serve your needs, but gather information for someone else that isn't in our office." Unless it's someone that is IN-HOUSE and on YOUR payroll.

If you want a RELATIONSHIP with your clients, then don't outsource the work and the relationship. And I'm surprised that someone that has been in the business 20+ years has FORGOTTEN that "It's the relationship, stupid".

If you want a relationship with these business owners, don't outsource the work.

No relationship focus = telemarketing.

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DHK, I have it on well respected and good authority that only the FE section of the forum is allowed to be this sarcastic. Why oh why have you done this? Where is our DHK? What have you done with him? We want him back?

Cant say the "Life" guys dont get a little rude once in a while as well

 

[DHK]

I've been a little sick lately, so thanks for the laugh! I needed it!

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First, I am not going to get into a childish argument over the internet. However...Business owners (most) want to save money, many are losing their businesses and want to cut cost wherever possible. Gone are the days when an insurance agent needs to show up at the front door once a year to give them ink pens. 90% of the folks I deal with WANT to save money on their commercial policy as long as benefits are the same or better...Second, MetLife has a general agency. I will explain because you clearly have no idea what that it? Insurance Agents if they cant place business (commercial) through a captive agent they send the referral to MetLife GA with the client expectation that they are going to receive a call from the commercial dept or expert. FYI Met GA does $30 million a year in premium just from the call center and has a 90% retention. So you are wrong on all accounts!!

So, you're cutting yourself out as being the middle man?

Why does Met Life need YOU?

Why doesn't Met Life hire and train their own telemarketers to do what you're doing?

It's not like you need a P&C license or any expertise whatsoever to generate leads for someone else.

At first, I was thinking that it must be cheaper to only pay when the business is closed... and that's an obvious reality for the insurance industry. However, even by passing the lead to Met Life, they may or may not close on that business... and Met Life still has to pay in-house specialists as well as their business expenses.

In my opinion, once you figure out the answer to those questions, and determine what YOU bring to the table that NO ONE ELSE brings... THEN you'll be able to formulate your own script with your unique selling proposition.

And what you bring isn't just price savings. At least it shouldn't be.

 

[gobengals157]

Look...All I did was ask a simple question. There was no need to be rude and condescending to someone that you don't even know. If you don't agree or wasn't willing to help, don't respond. Seriously I hope you have a nice New Year and good luck!!

 

[bobson]

So, you're cutting yourself out as being the middle man?

Why does Met Life need YOU?

Why doesn't Met Life hire and train their own telemarketers to do what you're doing?

It's not like you need a P&C license or any expertise whatsoever to generate leads for someone else.

It's certainly not unique. I know Liberty Mutual has a sales center as does Allstate Insurance. The agent brings in the lead and the inside company person closes the deal for a cut of the commission. I kow both companies are trying to grow that part of their operation. I'm assuming other companies out there do the same thing.

If I had a guess as to why, I would assume they can't afford to have boots on the street. (Plus I'm pretty sure the agency force of Liberty and Allstate would have a fit if the company sent people into the agent's territory) I would assume most of the company leads come from face to face contact with the agent. I am not certain how it works. I've been tempted to look further into it.

Would it be worth it to me to lose 25-50% of the commission if I didn't have to do all the paperwork? I could certainly cut back on staff if I had a book of business run through a sales center...

Interesting stuff these days.