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Why is appointment setting crucial to your success?
As a new recruit in Primerica, learning how to book appointments is one of the most essential skills you’ll develop—and for good reason. Appointment booking is the foundation of your success in the business. Here's why:
Drive Your Business: Appointments are where it all happens—where you educate clients, showcase Primerica's business, and create value. Without appointments, there’s no opportunity to provide solutions, grow your business, or make money.
Build Relationships: At its core, Primerica is a people-driven business. Booking appointments is the beginning of the connection with families and individuals. Setting the appointment is the first step in building trust and long-term relationships with clients.
Gain Experience: Each appointment is an opportunity to practice and refine your presentation skills, deepen your understanding of financial products, and grow your confidence. The more appointments you book, the faster you’ll learn and improve.
Expand Your Network: Booking appointments helps you tap into referrals and expand your network. Everyone you meet with has their own circle of friends and family, giving you the chance to connect with even more potential clients and recruits.
Establish Momentum: Consistently booking appointments creates momentum for your business. It keeps your calendar full, builds your confidence, and helps you establish a routine that drives steady growth.
Mastering appointment booking isn’t just about filling your schedule—it’s about taking control of your success. The effort you put into developing this skill early on will pay dividends as you grow your business, help more families, and achieve your goals with Primerica.
Setting up KT's (Kitchen Table) & Zoom Appointments
Booking KT’s (“Kitchen Tables”) or Zoom Appointments
“Hi ______, this is (trainee) calling. How’s it going? How’s the family? (small talk 1-2 mins max). Hey, I’m wondering if you can help me out with something (WFA – Wait For Answer). Well, (personal story 10-20 seconds) I just started a new business that I’m really excited about, and I am wondering if we could book a 20 to 30-minute Zoom meeting with you and (spouse’s name) to show you what I’m doing, so I can learn how to do a presentation for my certification & to get your feedback. I really respect your and (spouse’s) opinion, so can you help me out? (WFA).”
Yes, of course
“Great! I’m working towards getting my training completed by (date), what’s better for you & (spouse) throughout the week or would the weekend be better? (WFA) Ok, are evenings best, or during the day? (WFA) Great, I have time Tuesday or would Wednesday evening be better?” (Continuing with alternate of choice until appointment is booked.)
“If an emergency occurs, do me a favour and please let me know at least 48-hrs in advance, so I can maintain credibility with my trainer. As I said, I’m really excited about getting my training done by (date), so THANK YOU, this means a lot to me. Have a Great day. Bye.”
Handling Questions & Objections
Many of your warm market contacts will have no problem booking appointments to see what you're doing. In fact, several of them will be excited to help you and want learn more! Sometimes though, our friends and family have questions and concerns, and they need clarification or more information before they say 'yes' to an appointment.
This is perfectly NORMAL! Questions are a natural part of the appointment booking process.
HOW we address these questions and objections will often determine if we get the appointment or not. Please watch the video and read the scripts below to learn how to properly handle objections and questions. By taking the time to review this information and practice BEFORE you make calls, you will set yourself up for success!
Why are scripts important? They teach you what to say so you feel confident when you talk to people. These scripts have been designed to help you feel comfortable and confident when making phone calls to set up your Field-Training appointments. The important this is to learn them well enough that you sound like yourself. If you sound robotic or like you're reading them, they will not work. Practice them several times - in front of a mirror, record yourself on your phone and play it back, or even ask a friend or family member to coach you. We promise, if you take the time to learn these scripts, you will have much better results.
Questions & Objections
What's this about / What is it?
“I’m learning about teaching people how to make and save money. It’s very exciting and I know you guys are going to find it very informative, so what’s better for you and (spouse) evenings or weekends?” (Set date & time)
Can you tell me more on the phone?
“Honestly, I wish I could, but that would be like trying to give you a handshake over the phone, and I can’t do that (said jokingly), plus there are some numbers and visuals I want you to see, so what’s better for you...?” (Set date & time)
We’re really busy?
“I know, right! Life is so hectic these days. I promise it will only take 20-30 minutes, and I’m really excited to show you. As I said, I’m working on getting my training done soon, so I really appreciate your & (spouse’s) time. Can you help me out?” (Set date & time)
I need to talk with (spouse)
“Of course, that makes sense. Let’s do this. Let’s set something TENTATIVELY and then you can confirm with me once you check with (spouse). What’s GENERALLY better for you both, evenings or weekends?...” (Set date & time)
We don’t want to buy anything / We have a Financial Planner / Any other Questions...
“I understand. I promise I’m not trying to talk you into anything. I’m mainly looking for your help with my training. If there’s something you’re interested in, we can always talk about that later. If not, that’s fine. All I’m asking right now is for you to observe a presentation. As I said, I value your opinion and I’m excited to show you, so, what do you say, can you help me out?” (WFA, then Set date & time)
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