SCRIPTS

You:
Good morning. My name is _________, and I’m working with a financial broker in the area. Believe it or not, I picked up your business card a couple of days ago at a Portuguese chicken place at 2255 Keele Street, right beside Cataldi. (say how you got their number)

Prospect:
You did? Really?

You:
Yes, I did. My office is actually at Keele and Wilson. I’m just wondering if you have a quick minute.

Prospect:
Okay, sure.

You:
Perfect. The reason for my call is our financial brokerage has been in business for more than 24-years, and one of the areas we specialize in is working with Realtors and mortgage agents. I have a really useful downsizing presentation that I can share with you.

The benefit to you is that it can be very helpful for clients who are house rich and cash poor, clients with no mortgage on their property, or empty nesters who may be thinking about downsizing. The Realtors we've been working with are using this strategy to generate one to two additional property sales a year.

It's completely complimentary. The value for me is that when you help one of your clients downsize and buy a new house or condo, you will feel confident introducing me as the person to help guide them on what to do with the proceeds.

So really, the presentation helps open up conversations for you to increase sales, and when your client needs guidance on the financial side, that’s where I can step in.

Does that sound like something that could be useful in your business?

Prospect:
What do you mean by bypassing probate? (or tell me more)

You:
Great question. Let’s say you help someone sell their home and downsize. Now they’re sitting on a large amount of tax-free money. If they were to pass away, that money would become part of the estate and could be subject to probate tax, along with other legal and executor fees.

If that money is invested properly in a segregated fund, it can bypass probate, avoid delays, and save thousands of dollars for the beneficiaries.

Prospect:
Interesting. I actually may have a client for you. A client recently asked me what happens to her property and money when she passes.

You:
That’s exactly the kind of situation we help with. I’d be happy to have a conversation with her and walk her through the options in a simple, no-pressure way. But obviously, you want to to know more before you pass along a client's number, so let’s set a time to meet for a chat. (DNP - Do Not Pause) What do you prefer - we can meet in person or I’m happy to meet on zoom.

Prospect:
Zoom is good for me.

You:
Great, I have time this week Wednesday afternoon or would Thursday morning be better for you?

BOOK THE APPOINTMENT.

3-FOOT (OUT AND ABOUT)

(Find a reason to talk to them)

THIS IS WHERE YOU COMPLIMENT THEM. 

EVERYONE LIKES TO BE COMPLIMENTED.

“Hey there, I couldn’t help but notice you dealing with that customer…”

“Excuse me, but I just saw how you handled that situation…”

"Pardon me, I couldn't help but overhear you talking about..."

"Hi, I couldn't help but notice that..."

"Wow, you have an incredible smile!"

I’m expanding my business in the area and you never know where you're going to meet good people... 

OR 

I'm working with a Broker who is expanding in the area and looking for good people...

Would you be open to taking a look at an opportunity to make extra income using your people skills in a different capacity?

They will say: What do you do? or What is it? (or something like that)

Have you ever noticed how banks and insurance companies are making huge profits and yet the average person is struggling to get ahead?

We teach people how money works, help them save money, reduce debt, save for the future, and build a financial game plan.

You know, all the stuff we should be taught in school but aren’t?...

DO NOT GET INTO LIFE INS, MUTUAL FUNDS, ETC.

YOUR GOAL IS TO GET CONTACT INFO TO FOLLOW-UP

Close with:

Let’s not try to figure it all out here. What’s a good number I can reach you at (when you’re not working) and we can talk more?

IF THEY HESITATE

Tell you what, what’s your email address?... I will send you a video about what we do and if you’re interested, we can talk afterwards. 

FOLLOW-UP PHONE CALL

Hi Stephen, 

this is Daniel calling. We met yesterday at _____. I want to restate how impressed I am with ______. 

As I mentioned, I teach people how to save money, reduce debt, invest for the future, and build a financial game plan.

Like I said, based on what I saw, I think you might be a good fit. But I'm not sure it is for you, so let's talk. 

THIS INFORMATION HELPS YOU FIGURE OUT IF 

THEY ARE SOMEONE YOU'D LIKE TO WORK WITH.

How long have you been doing what you're doing now?

What do you like most about your job?

What would you change if you could?

IT WILL ALSO HELP YOU CATER YOUR RESPONSE TO THEIR DESIRES.

It sounds like this might be a good fit. Let me ask, If I could help you _____ then would you be open to looking at _____?

That's great. Ok, well, Trying to explain everything over the phone would be like trying to give you a handshake over the phone, so Here's what we'll do.. I'd like to have a 20-minute zoom call with you to go over some numbers and visuals so you can get a better idea of what exactly it is that we do. Then you'll for sure have some questions and we can go from there. 

What's better for you to hop zoom for about 20-minutes. Mornings, afternoons?

Book the appointment. 

CAN YOU TELL ME A BIT MORE ABOUT IT?...

Sure I can.. Have you ever noticed how banks and insurance companies are making huge profits and yet the average person is struggling to get ahead?

We teach people how money works, help them save money, reduce debt, save for the future, and build a financial game plan.

You know, all the stuff we should be taught in school but aren’t?..

OR

Sure I can. Let me ask you a quesition - Do you think people do well when it comes to their money, or do you think most people are just getting by, and don't really have a good grasp on their finances? 

Exactly! And the traditional financial institutions we've been relying on for generations aren't actully interested in making sure we get ahead.. I mean, when was the last time you walked out of a bank saying "Man, I really feel empowered about my money. That was such a great experience!".. Right, that never happens. 

So my business is to teach people about money and help them feel empowered to make the right decisions when it comes to paying less tax, getting out of debt, investing for retirement, their kids future education, or even saving for a home. These are things everyone should know, right?

Right, so that's what we do. Like I said, trying to tell you more over the phone would be like trying to give you a handshake over the phone so let's hop on zoom for 20 minutes so I can share some numbers and visuals with you and we cna go from there. Sound good?

BOOK THE APPOINTMENT.

IBA referral link

https://www.primericaonline.com/myiba/(YOUR SOLUTION NUMBER)

Dear (NEW RECRUITS NAME),

I’m excited that you are joining us! The strength of our winning team comes from all our great people just like you who want to be a part of something special.

The IBA (Independent Business Application) is your ticket to becoming an independent Primerica rep. Remember, you are in business for yourself, not by yourself! We will be here with you every step of the way to help you achieve your goals!

As part of the application process, you’ll be asked to provide your Social Insurance Number (SIN) and answer questions about your past affiliations, employment, and legal history. This is standard practice when getting into the financial services industry. Don't worry—your personal information is kept secure and confidential.

Once your IBA is approved by Primerica, you’ll gain access to top-notch training, tools, and support. This is your first move toward building your business and changing lives. We’re looking forward to getting started with your training and licensing process.

Welcome to the team!