Pre-Appointment
Call
Script
- Hi (Trainee) this is (Trainer/Your name) how are you?
- I am excited for your appointment with (Prospect Name) (today/tonight) at (time).
- I just wanted to call and confirm that (Prospect Name) was still able to meet at (time)?
TRAINER
If NO, help Trainee reschedule the Appointment
If YES
TRAINER
- Great, and did you send (him/her) the Zoom link for the meeting?
If NO, help them send the link and confirmation SMS
If YES
- Can you tell me a little bit more about (Prospect Name)?
- How do you know them?
- Is (Prospect Name) the kind of person you would want to be in business with?
TRAINER
If NO
TRAINER
- If you don’t mind me asking why do you say that?
If they say time, or wouldn’t be interested, or they love their job, etc…
- Then ask: I understand that, let me ask in a different way.
- Generally speaking, is (Prospect Name) the kind of person where if they were interested in being in business with you, “character wise”, you would want to be in business with?
TRAINER
If they say they wouldn’t want to be in business with them “character wise”, then that is definitely someone we don’t want on the team….
In this case, Skip straight to Edification and THTT
- Why would you want to be in business with them, what would you say their 3 best qualities are?
- We are obviously going to keep this appointment about you and your training.
- I am going to mention to them that you speak highly of them, about our expansion and ask them if they know anybody that might be interested on what we do.
- Lastly, do you know how to properly edify your Trainer yet?
TRAINER
If the Trainee does, simply remind them about it
If the Trainee still does not know how to properly edify...
- Edification is just the way to properly introduce someone in our business.
- If we start this meeting with (Prospect Name), and you just say: (Prospect Name) this is (Trainer Name) and leave it at that, your prospect will most likely build a wall up because they do not know me.
- If you edify me as your Trainer though, then you are able to relay trust and that wall will no longer be there.
- Do you have something to take a note with?
- Please write this down... T.H.T.T.
TRAINER
- The first T stands for Top-trainer
- The H stands for Helped
- The next T stands for Trust
- And the last T stands for Time
When we start this meeting you will say something like this:
- (Prospect Name) this is (Trainer Name), (Trainer Name) is one of the Top trainers in our firm.
- (He/She) has Helped a lot of families (including my own, if true), (He/She) is definitely someone I trust, and I really value (His/Her) time.
- It is difficult to get on (His/Her) schedule, so I am grateful (He/She) was able to join our call today!
- (Prospect Name) you are definitely in very good hands.
- (Trainer Name) I am going to go ahead and turn it over to you and thank you again for taking the time to do this for me!
- Do you have any questions over how to do the introductions or how the training appointment will work?
(Roleplay with them if they need it)
- Thank you for taking my call, I will see you at (time).
TRAINER
This is intended for Licensed Associates for Training Purposes & Internal Use Only