MRL #108- The Non-Salesy Cold Call Script For Producers Who Hate Sounding Salesy

Sometime in late January I dialed into an excavation contractor.

I asked for the Decision Maker, Karl.

The Gate Keeper informed me he wasn’t in.

“Ok, no worries,” I said.

“What is the call regarding?” she asked.

“Insurance.” I said.

“Like, you sell insurance?” she asked.

“Yeah. Unfortunately.” I laughed.

“Hold on just a second. I think he is here after all.”

She put me on hold.

A minute later, Karl answered the phone.

“Hello?”

That’s when I hit Karl with the ol’ Juan Million Script:

Karl and I talked for another 10 minutes.

We started the Due Diligence process in February.

My final presentation is Wednesday.

Now, I have no idea if I’ll get the account. But, I’ve got a helluva shot.

And it’s all thanks to two things.

1. A curious insured

2. The script above

That’s what I love about The Juan Million Script.

It’s great at finding open-minded insureds without being salesy.

One Of The Biggest Misconceptions About Selling Insurance

Most insurance producers think they have to be “salesy” to book meetings.

But the best scripts don’t sell.

They spark curiosity.

That’s what this script does.

First, when you mention “due diligence”.

Because often times the insured will respond with:

“What do you mean by “due diligence”.

To which you reply with the second half of the script:

This part of the script elicits even more curiosity from the insured.

“Hmmm… I wonder if I am missing something?”

But, that’s not even the coolest part.

The best part about this script is…

It Overcomes Their Biggest Objection Before They Can Even Object

You see…

Most insureds have done the quoting thing.

And most insureds don’t enjoy the process.

One of the biggest reasons?

Because it rocks the boat with the incumbent.

When they request loss runs it puts the incumbent on high alert. He knows he’s getting shopped.

This in turn causes the incumbent to reach out to the insured:

“Hey, WTF?! You don’t trust me?”

Believe it or not, most insureds hate confrontation.

They hate rocking the boat with their agent.

Now, I can here your next question already…

“But, What If They Love Their Agent?”

No worries.

We’ve got you covered there too.

Let’s assume they do like their agent.

This script still works.

Because their premiums are most likely going up - sooner or later they’re gonna get tired of it and want to see what else is out there.

This script directly overcomes their biggest fear and builds a bridge for them to walk across.

They can have their cake - do some digging to see if anything out there is better.

And eat it to - without rocking the boat with their favorite agent.

Brilliant Ain’t It???

I think so.

As much as I’d love to claim that I came up with it. I can’t.

Micah did.

This script is the exact script Micah has used to build not one, but two $1,000,000 books in less than 10 years.

Not bad.

So, if you don’t have a script that’s working - give this one a try.

But remember, be patient.

No matter how good your script is, the best conversion rates of decision maker discussions to meetings set is still 1 in 8.

So, give it time.

Ok, that’s enough out of me.

If you wanna go further down the rabbit hole.

Here’s the link.

Kick ass take names,

Trey S.