Training — Agent Portal

Phone & Appointment Scripts

Featured

B.E.S.T. System — Phone Script

500+ dials/week · Set appointments like clockwork

▼

BBe Busy500+ dials/week. Activity is the only thing you control.

EEstablish the CallOpen with their name, address, loan amount. Show you know them.

SSet the AppointmentTwo days → two timeframes → two times. Funnel them to a yes.

TTie It DownConfirm both spouses. Give your info. Set expectations.

Opening

"Hey, (client's first name). [Wait for response] Hey, this is (your name) calling with The Wood Agency Life. How are you doing today?"

"The reason I'm calling is that I received your information in reference to the mortgage protection on your home at (address). Do you have a minute?"

"So I can pull up your information on my end, is that mortgage still around (loan amount)?"

14 Qualification Questions

1Are you in good health overall?

2Do you use nicotine in any form?

3Any prescribed medications?

4Any hospital stays in the last 2 years?

5Height and weight?

6What do you do for work?

7Are you home during the day or evenings?

8Is that mortgage still around (loan amount)?

9How many years are left on the loan?

10What's your monthly payment?

11Is it a fixed or variable rate?

12Are you the primary breadwinner?

13Do you have any other life insurance?

14Are you and your spouse available together?

Setting the Appointment — The Funnel

"Great — based on what you've shared, I want to go over a few options that I think would work well for your family. I have some time later this week. Would (Day 1) or (Day 2) work better for you?"

[After they pick] "Perfect. Morning or evening?"

[After] "Great. I could do (Time A) or (Time B) — which works?"

Power phrase: "I can try to squeeze you in at [time]." — makes it feel like you're doing them a favor.

The Tie-Down

"And is your (spouse / partner) able to be there as well? The programs we work with are actually better when both of you are there — it helps me give you the most accurate options."

"My name is (your name). I'll be sending a confirmation to (email) — and just so you know, my number is (your phone) if anything comes up."

"Before our call, just make sure you have your doctor's info and any medications handy. We'll take care of everything else."

"I have us down for (day) at (time). Sometimes the families I work with need a little extra time — give me about a 15-minute window, and I'll make sure to give you the time you need too. Have a great day!"

Power Phrases

"That's exactly why I'm calling."

"Here's what we're going to do."

"I can try to squeeze you in at [time]."

"Based on what you've shared, I think we can help."

R.E.A.L. Sales Presentation

Appointment script · In-home or virtual Zoom

▼

RRapportConnect before you present. Sit at the kitchen table. Show your license and family photo.

EEmotionUncover the cash flow problem. Numbers don't lie — let it sink in.

AAssumptionRun the quote. Present as if they're already getting coverage — not if, just which.

LLock It DownTake the application tonight. Confirm the protection is in force.

R — Rapport: Opening the Appointment

"Before we get started, I just want to share a couple of things." [Show your state license and a family photo.] "This is my license — I'm required to show it at every appointment. And this is my family. I got into this because I wanted to make sure families like yours don't fall through the cracks."

"Here's how I'm different from most agents you've seen: I'm independent. I don't work for one company — I work for you. My job tonight is to find you the best rate and help you qualify, not to push one product."

"Once we find the right fit, your job is to pick the program that makes the most sense for your needs and your budget. Sound good?"

E — Emotion: The Financial Picture

"Let's start with health, since we already went through some of this on the phone." [Review health questions from the CQF.]

"Now, let's look at the financial side — grab a pen. What would your home sell for today if you had time to get full value for it?" [Write down home value and mortgage balance.] "So you have roughly $X in equity. That's your family's money — and our first job is to make sure it stays with them."

"Let me ask you — (first spouse), if you didn't come home last night, what's already in place to help (other spouse) keep this house and this lifestyle?"

"So it looks like about $X comes in every month, and about $X goes out. Without your income, (spouse) would be left with $X. Is that what you see?"

Let this moment breathe. Don't rush past the cash flow number. That's the reason they responded to the letter.

A — Assumption: Running the Quote

"Based on what you've shared, let me pull up a few options that I think you'd qualify for." [Run quotes — show 2 or 3 tiers.] "Here's what I see — this one gives you the most coverage at the best rate given your health profile."

"My goal is to save you some money and be the hero here. So let me narrow this down to the programs that actually make sense."

L — Lock It Down: The Application

"If I can get this approved tonight, your family would be protected starting right away. Which of these fits your budget best?"

"The application takes about 10–15 minutes. The company will review it and it usually takes 2–7 days. Once they approve it, we'll get back on the phone together and go over the final policy — and we can make any changes if needed. Sound good?"

Key Mindset

You are a field underwriter — you work for the client, not one company.

You're not selling. You're solving a cash flow problem.

Never oversell. If they're already covered somewhere, tell them — that builds more trust than a policy ever will.