I don’t know anyone referral objections I know sometimes it’s hard to think of someone off the top of your head — so let me ask, who looks up to you the most?” (Pause and let them answer — this question reframes the referral from a favor to influence and leadership.) Someone who recently had a child– Just got married– Recently retired / Bought a house?– Turned 65– Owns a business “Yes but they already have coverage” Referral Objection – “They Already Have Coverage” Agent (You): That’s amazing. Remember, most families I work with have coverage. This is a free financial evaluation call — I’m not going to sell them anything unless it makes sense for them to gain more compound interest on a policy they may already have. And one introduction could save them a minimum of 80,000k. (pause) (Name of referral) — what’s their best number? Agent (You): Okay, and (name of referral) — what’s their number? Agent (You): Perfect. And if this conversation ever comes up with anyone else, because I offered you a free financial evaluation call, all I ask is that you share my info with them.

Hello team, here's the script Ed has been using to write 5k minimum per week. He DOES NOT try to buffer people OUT, but tries to take every single presentation. Doesn't get to DOB until 6 minutes in on some calls. MORE TALK TIME = HIGHER CLOSE RATIO. BUILD RAPPORT, TRUST, AND BE HUMAN.