In a recent Research article, I promised readers if they would send me a script, I would send an individual review.
In this article, I’m going to review two scripts that attempt to set a first call appointment. The first has a chance of success. The second has no chance. I have rewritten them both and posted them online. I have also posted a copy of “The Greatest Script.” After all these years, it’s still the greatest.
First Call With Law Firm Partners
This one has promise. My commentary is in parentheses.
The advisor who sent it wrote: “I only call from 5:30 p.m.–7:30 p.m. They usually pick up the phone and I don’t have to deal with the gatekeeper.”
Me: Hello _____, my name is Adam Ames with XYZ Advisors. How are you doing tonight? (I do not ever ask how they are doing.)
I wanted to see if I could have 30 seconds of your time to explain why I am calling? (I would skip this paragraph altogether. It’s apologetic. Not a good first impression.)
I work on a team here at XYZ. We work with individuals like yourself and we show them how to achieve tax-free income during retirement. Next time I am at your office would you be interested in learning more about this?
(Note: You are looking for someone who does not have a strategy. Let the others go.)
I work on a team here at XYZ advisors. I know you’re busy. Otherwise you would not be here at (time). Very briefly, we help partners at ABC law firm achieve tax-free income during retirement. May I ask you two questions? (A sale is a series of successive agreements. Start early.)
If no: Thank you very much.
If yes: How many years from retirement are you?
Is your strategy to provide taxable income, tax-free income or don’t you have a strategy?
No strategy: A tax free retirement income strategy is something you should consider. Next time I’m in your building, could I drop by—if I stay more than 15 minutes it’s because you had some questions, fair enough? (Rule No. 1 in closing for the appointment: Once you begin the close NEVER stop talking until you ask for a commitment. Rule No. 2: Refer to Rule No. 1.)
If yes: I have to be out your way on (Day 1) and also on (Day 2). How does 8:00 a.m. on Day 1 look to you—I’ll bring coffee.
Retirement Planning First Call Script
Good morning _____, this is Roberta Loblaw with Loblaw and Loblaw. The reason I’m calling you today specifically is to set up a meeting to tell you about how I’ve helped families plan for their financial future with confidence.
What kind of planning are you doing now?