I don’t know about you, but sometimes it’s just nice to have someone spoon feed you the goods.
Don’t get me wrong, I’m all about rolling up my sleeves and doing the dirty work…
(In fact, I’ve spent MILLIONS on sales, marketing, advertising, and copywriting – learning tons of valuable lessons along the way – just so that I can share them with our tribe of insurance and financial advisors.)
But when somebody offers me something and tells me to click COPY followed by PASTE, I’m always willing to give it a try.
And today, I’m going to be that “somebody” for you.
Because in this blog post, we’re not beating around the bush or making a drawn-out sales pitch.
I’m going to give you two copy and paste sales scripts that you can use to:
REFRAME how you approach prospects
STRENGTHEN existing client relationships
These are scripts that my team and I have used over and over again – and we teach them to many of our high-dollar consulting clients.
But today, I’m going to deliver them free of charge.
When you go into any sales situation, one of the biggest killers of the deal isn’t a lack of preparedness. Nor is it a failure to properly prep your prospect beforehand.
It’s actually your mental framework.
If you go into a sales meeting convinced that you NEED the prospect or deal, you end up adopting a selfish mentality.
And if you have a selfish mentality, it’s impossible to look out for the best interests of the prospect and bring them to a point where they’re ready to trust you with their finances.
So you have to be certain that you’re coming from the right headspace.
Keeping that in mind, this first script isn’t necessarily a “sales script” – at least not in the traditional sense.
Because instead of using it on a prospect or client, you’re actually going to use it on yourself BEFORE you go into a meeting – virtual, face-to-face, or otherwise.
And by using this pep talk, you can avoid the problem by shifting your mental position to come from a place of abundance (rather than a place of scarcity).
I’m including the script below (which you should read OUT LOUD to yourself at least three times before every sales call):
I am a Financial Strategist/insert your title. I am going into this sales relationship with the intention to serve my prospect well. I want to identify the best solution for my prospect and I will ask the questions that will get me the answers I need in order to find out what that is.
My only goal is to explore whether there is a fit. If there is then we can proceed, and if not, then I will tell them where they can go for help.
These will be the items that I will progress through on the call.
Agree to an agenda of the call
Probe for their pain, position and desires
Identify the solution together
I will move them forward into a conversation where I can uncover the pain, build up the value of the pain to whatever its maximum point is, and to determine with them if that experience of pain is worth the investment in themselves to the degree that I’m charging. It’s more important that I listen than share.
The goal is to determine if they are going to be able to make a decision today.
I know what you’re thinking…
You want me to stand in front of the mirror and read a motivational script before hopping on a sales call?
Well, yes…(sans the mirror part).
You see, it’s not enough to just skim this script in your head.
There’s actually power in repetition and reading aloud .
In psychology, they call it the “Production Effect” and it says that when you speak information out loud – e.g. you’re forced to “produce” the words – it improves memory by up to 25%.
And this script, in particular, works for two important reasons:
You’re not just “showing up and throwing up.” The best advisors listen more than they speak, and this script trains your brain to prioritize the former over the latter.
Uncovering and getting to the pain is a must. (People will do more to avoid pain than they will to enjoy pleasure.) The sooner you get to it, the better you can serve the prospect. That’s your job as an ethical advisor!
If you commit to this script and read it word for word three times OUT LOUD before every sales call, you’ll eventually reach a point where these words and concepts become etched into your brain.
And when these words become a habitual thought, your entire mindset shifts for the better.
Speaking of living and serving out of a place of abundance, I want to give you what I call the “Go Giver Gratitude Video Script.”
Try sending a simple selfie-style video to three people this week/every week and notice how it changes your perspective, strengthens relationships, and cultivates a new feeling of connectedness with your clients.
“Hey (NAME)! When I woke up this morning, I was just feeling a lot of gratitude. And that got me thinking about the things I was grateful for, which made me think of you. I was thinking of you and the relationship we have.
Usually, when you start a business relationship with someone, you don’t expect to become friends with that person – and you’ve become a very good friend. Thank you for being that friend. I love working with you.
That’s it. I hope you’re having a fantastic day and we’ll chat soon.”
This script has the dual effect of improving your own performance AND simultaneously making the prospect more receptive to future sales efforts. Here’s why:
Research from top psychologists shows that people who write and say things they’re thankful for on a regular basis are significantly happier than those who don’t. And people who are happy are 37% better at sales! (Other benefits of expressing gratitude include higher IQ, improved creativity, increased resilience, stronger relationships, greater productivity, and better social capital.)
When you tell a client that you’re thankful for them, it makes them feel good inside. It also strengthens your relationship with them and cements your relationship as more than just a business/financial partnership. This makes them more likely to trust you.
Don’t make this more complicated than it has to be – just do it!
Put yourself in a grateful place.
Think about somebody you really appreciate.
Grab this script.
Pick up your phone.
Send it to the client.
Repeat 3X weekly.
(If you’re uncomfortable with video or unsure of which tools to use, I go into greater detail on how to record videos like these in my blog post on Pre-Meeting Potentiation .)
Learn to 2x-3x Your Virtual Meeting Results
I don’t know about you, but I’ve held more virtual meetings over the past eight months than I have over the last several years COMBINED.
And to say that this has been a learning experience would be a major understatement.
You see…my team and I have learned A LOT over the past few months about how to run high-converting virtual meetings.
In fact, we’ve learned so much that we actually put together our very own virtual meeting playbook…
…and we want to share it with YOU free of charge.
It includes 44 tips, tricks, and techniques, including strategies for
Section 1: Technology and Tools
Section 2: Getting Clients on Board
Section 3: Virtual Meeting Preparation
Section 4: Virtual Meeting Best Practices
Section 5: Virtual Meeting Mistakes to Avoid
Section 6: Virtual Meeting Follow-Up Strategies
Again, I’m offering this playbook – which comes from our own internal library of resources – 100% FREE of charge.
Consider it my gift to you…
Let’s Meet This Wednesday
What do you have going on this Wednesday?
Or any Wednesday for that matter?
Because every Wednesday afternoon I have a standing day “date” with hundreds of the top insurance and financial advisors in the industry.
In fact, at this precise moment, 2,078 of you are registered to attend on a weekly basis.
It’s a 60-minute virtual WORKSHOP where we get to share powerful ideas and discuss the proven strategies that are allowing advisors to bring in MORE commissions and MORE assets under management.
To give you a feel for what we discuss, here’s some of what I’ve taught over just the last few weeks:
How to use Unique Mechanisms to create powerful movements & crush your competition.
The 2 most important components in removing yourself from the process and growing your business
A dead simple 3-step process for making a strong first impression in any virtual meeting
The proprietary 5-step formula for making any LinkedIn post go VIRAL
The one type of email that gets a 4X-10X response rate vs. standalone email
And that’s maybe 7% to 8% of what I’ve taught over the past few sessions.
The information we discuss – and the bonds that we form – are worth thousands of dollars every week.
Won’t you join us?
Just click here to add it to your calendar so that you never miss another Virtual Advisor Power Hour.