high impact training - world financial group · high impact training class 1 of 4 ... invite to an...

2016

HIGH IMPACT TRAINING CLASS 1 OF 4 - ETHOR - FAQs - Experienced Associate Call / Joint Invitation Call - Reference Call - Prospecting - Business Card Call - Leaving a Voice Message - Communication Techniques (Follow-up Calls Etc.) - Your Role as Trainee in the Field - Open House (BPM)

HITO1/v2.0/Sept 16, 2016

[HIGH IMPACT TRAINING] 2016

2 | CLASS 1

ETHOR SCRIPT Once you develop your Top 25 list of at least two pointers, work with your trainer, contact them and schedule a time to meet with them or invite them to an open house. The ETHOR script is a way of securing an appointment to meet them with no pressure.

Invite to an Open House Presentation: (TETHOR) Hi, _______ (prospect name), how’s it going? (small talk) What are you doing on Tuesday/Wednesday night? “Um, nothing, why?” I don’t know if you heard, but I just started working with a new company, I’m really excited about it, I’m in the training process and would really appreciate your help. What I’d like to do is have you (and ___) out to our open house, show you what I’m doing, get your opinion and feedback, and if it makes sense, you could send some people my way…So can you help me out with that? “Um sure.” So do you want me to meet you there or would you rather I pick you up?

*7:30-8:30 (be here at 7:15), Address is 57 Auriga Dr. and business attire

Basic Invite: (ETHOR) Hi, _______ (prospect name), how’s it going? (small talk) I don’t know if you heard, but I just started working with a new company, I’m really excited about it, I’m in the training process and would really appreciate your help. What I’d like to do is get together with you (and _____), show you what I’m doing, get your opinion and feedback, and if it makes sense, you could send some people my way… So can you help me out with that? “Um sure.” So there’s a couple ways we can do this, either we can get together at your place, or you can come to my office for our open house on Tuesday/Wednesday night. What works better for you?

Common Questions

ETHOR Stands For:

- I’m Excited

- I’m in Training

- I need your Help

- I value your Opinion

- Referrals- send some

people my way

- “What do you do?” You’ve heard of companies like TD, RBC & Manulife, right? We do a lot of marketing for those companies.

So what works better for you __________ or __________?

- “What’s the name of your company” The name of the company is World Financial Group. We do a lot of the marketing for companies like TD, RBC & Manulife. You’ve heard of those companies right? So what works better for you __________ or __________?

- “What exactly do you do?” Basically, we help people save money and save tax, and get into better financial shape; everyone wants to do that right?

“Yeah, for sure.” That’s part of why I’m so excited. Everyone wants to learn about these kinds of things…So what works better for you __________ or __________?

- “I’m too busy.” It will only take us 20-30 minutes, and I’d really appreciate your help. Would you mind doing that for me, would you help me out?

- “I already have a financial advisor…” or” I’m good...” That’s great, I’m glad to hear that. All I want to do is get together with you (and _____), show you what I am doing, get your OPINION, and at the very least you could send some people my way. Could you help me out?

- If they persist with questions: You know __________, I’m very new with the company, so I’m not the best person to answer those questions. But when we get together my trainer will be able to answer them. That will also be really good for my training. So what works better for you __________ or __________?

- “Is this Primerica?” or “Is this like ACN?” No, it’s not. So when is a good time to get together for you? ________ or _________?


3 | CLASS 1

“I’ve heard negative things about the company.” OH really? What kind of things? WFA Hey __________ I know how you FEEL, I FELT the same way when I heard some of those things, but what I FOUND out by doing my own research was that the company does great things to help people, and I’m learning a lot. I’d really appreciate your help with my training and show you why I’m so excited. Could you help me out? (I’d really appreciate it; it would mean a lot to me.) “Yeah, sure.”

Great, what works better for you, ____________ or ____________? “Is this one of those pyramid/scam things?” What do you mean? WFA Do you think companies like TD, RBC, and Manulife would be in business with us if we were “one of those things?”

- OR - Do you think the Province would give us a license if we were one of those things?

“No” So then obviously we’re not. So what works better for you ___________ or ____________?

“I’ve already sat down with someone from your company. I already know what you guys do.”

(a) I’m not sure who you saw it from or how long ago it was, and I understand if it’s not for you, but I was hoping you would help me out with my training anyway. Could you help me out on __________ or __________? (I’d really appreciate it; it would mean a lot to me)

(b) So are you a client or are you working with our company? (wait for answer)

(c) A lot of people we’ve been able to help out had seen other WFG presentations before ours. Typically, what they find is that we share additional information that they hadn’t seen before and in many cases we were able to help them out in a major way. We’re all independent brokers, we all specialize in different areas, and have different areas of expertise. Based on the fact that you haven’t seen WFG from me I still think we should get together, does that make sense? What works best for you __________ or __________?

“I read some negative things about your company on the internet.” 1) Oh really? What kind of things?

2) Anyone can write anything on the internet and there is no way to know who wrote it or why. We believe a lot of our competitors are trying to slow us down by doing that. Think of how much business we are taking from them by educating families about what’s really going on in Canada with people’s finances. So I can appreciate your concern, but when we get together you will see how great what we do is for people. When would be the best time to visit ___________ or _________?

“I’m not interested.”

Oh, that’s fine _______. I just want to sit down with you, show you what I’m doing, get your opinion and

feedback and if it makes sense, you could send some people my way. It would really help me out, could

you do that for me?

If they persist with questions: Those are all great questions! When we get together we’ll answer all of these for you. What works better for you __________ or __________?


4 | CLASS 1

Experienced Associate Script

Hi _____ (prospect), how’s it going? (small talk) So, the reason I’m calling is; I’ve gone into business for myself, I’m really excited about it and would really appreciate your help. What I’d like to do is get together with you (and _____), show you what I’m doing, get your opinion and feedback, and if it makes sense, you could send some people my way… Can you help me out with that? So, when is a good time to get together, ____________ or ____________? - or -

So there are a couple of ways we can do this, either we can get together at your place or you can come to my office for an open house Tuesday/Wednesday evening or Saturday morning. What works best for you?

Joint Invitation Script Trainee Introduces Trainer - Trainer Invites Using ETHOR Trainee Talking: Hey __________ (prospect) it’s __________ (trainee). How’s it going? (Small talk) I just wanted to let you know that I’ve started working with a new company and I’m really excited about it… and I’m actually sitting here with my manager/trainer __________, he/she just has a few questions for you, it’ll just take a minute okay?! Here’s __________ (trainer) Trainer Talking: Hi, ________ (prospect) how’s it going? Great! I’m not sure what ______(trainee) has told you, but he/she just started working with us and we’re really excited to have him/her, ________ (trainee) is in the training process right now and he could really use your help. So what we’d like to do is get together with you and ________ (spouse), show you what _________ (trainee) is doing, get your opinion and feedback and if it makes sense you could send some people his/her way… could you help him/her out with that? As far as getting together, does __________ or __________ work better for you? (wait for answer) Does around __________o’clock or __________o’clock work better? Great! We’ll see you at your place on __________ day at __________o’clock!


5 | CLASS 1

Reference Call Hey ________ (prospect), how are you? This is _______ calling. Did _____ (trainee) let you know I was going to be calling? Do you have a few minutes to talk? _______ (prospect), tell me how did you get to know _____ (trainee)? Can you take 20-30 seconds to describe _____ (trainee)? What do you think is _____ (trainee’s) best quality? If you were to start a business, is _____ (trainee) the kind of person you would go into business with? We’re in the money and finance business and _____ (trainee) will have to get licensed with the provincial government. That being said, is he/she the type of person you would trust with people’s personal or financial information? Great! Thanks for helping me confirm what I was already thinking about _____ (trainee)!

Reference Call - ETHOR I actually have a second reason for my call, _____ (trainee) just getting started with us part time, we’re really excited to have him/her. He’s/she’s in the training process with us and could really use your help. What we’d like to do is get together with you (and _____), show you what he’s/she’s doing, get your opinion and feedback, and if it makes sense you could send some people his/her way, could you help him/her out with that? Awesome! So there are a couple of ways we can get together, we can pop by your place or you can come to an open house at our office on Tuesday/Wednesday night or Saturday morning. Which works best for you? Great see you then!

Reference Call - Recruit I actually have a second reason for the call, and thanks for saying all those nice things about _____ (trainee), he/she actually had a lot of good things to say about you as well. Now _____ (trainee) just started with us and we are expanding and looking for some good people and he/she said you are … (3 Reasons - EPR) a hard worker, great with people, business minded, etc. Are those things true? Well, our company is looking for people like that. I can’t promise you anything and I am not sure if it would be for you or not, but based on what _____ (trainee) said about you, I definitely think it makes sense to get together and at the very least you will see what _____ (trainee) is doing and you might be able to send some people his/her way. So there are a couple ways we can get together, you can come by the office during the day or you can come to our open house on Tuesday/Wednesday night or Saturday morning. Which of those would work best for you?


6 | CLASS 1

Prospecting as You Go

So __________ (name if available) how long have you been working here? (Wait for answer)

How’s it going for you? (Wait for answer) Is it something you see yourself doing long term?

The reason I’m asking is our company’s expanding in the area and looking for some good people...

I noticed you are __________ and __________ (compliment on observable skills, e.g.: good with people,

really outgoing, organized, good with numbers, in management, hardworking, etc.)

Before I go any further, let me ask you a question. Are you locked into what you’re doing, or do

you keep your options open for different careers? (Wait for answer)

If “Yes” New Associate:

__________, I can’t promise anything, but let me grab your number and I’ll pass it on to one of our senior people to give you a call, what’s the best number to reach you? Experienced Associate:

__________, I can’t promise you anything, but let me grab your number and I’ll try and give you a call in a few days and we can talk more, what’s the best number to reach you?

Prospecting for Spouses

So __________ (name if available) how long have you been working here? (Wait for answer)

How’s it going for you? (Wait for answer) Is it something you see yourself doing long term?

The reason I’m asking is my husband/wife’s company is expanding in the area and looking for

some good people...

I noticed you are __________ and __________ (compliment on observable skills, e.g.: good with people,

really outgoing, organized, good with numbers, in management, hardworking, etc.)

Before I go any further, let me ask you a question. Are you locked into what you’re doing, or do

you keep your options open for different careers? (Wait for answer)

If “Yes”

__________ (name if available), I can’t promise you anything, but I can give him/her your name and number and see if he/she has time to give you a call. What’s the best number to reach you?

If “What is it?”

I’m not the best person to answer those questions; all I know is that he/she loves it! ___________ I can’t promise you anything, but I can give him/her your name and number and see if he/she has time to give you a call. What’s the best number to reach you?


7 | CLASS 1

Prospect Follow Up Call Hey, ____________ (prospect name), this is __________ calling. We met yesterday at XYZ Business.

(wait for acknowledgement) Ok, great!

So I’m just calling to find a time to get together. What works best for you, during the day or maybe right after work?

Business Card Call

Hi _______ (name on card), my name is ________. We haven’t met before, but I have your business card here in front of me. Do you still work at XYZ Corp? Great! So the reason I’m calling _______ (name on card), is our company is expanding in the area and looking for some good people. We’ve had some success with people that have your type of skills / experience / background. I can’t promise you anything, but before I go into a bunch of detail, are you locked into what you’re are doing or do you keep your options open for different careers?

Great! So there are a few ways we can get together. You can come by my office during the day, or we actually have a career seminar this Tuesday/Wednesday night. Which would work better for you?

Communication Leaving a Voicemail Message

Don’t invite or ETHOR on a voicemail.

Hey __________ it’s ___________ calling. Hope you’re doing great! Give me a shout when you get a minute 613-555-1212. Talk to you soon (don’t ramble your phone number too fast, take

your time to allow for the person to write your number if needed).


8 | CLASS 1

Follow Up Calls Confirmation Calls

Hey __________ it’s _____________, how’s it going? (wait for answer.) Great!

(BPM) So I just wanted to make sure:

You have the address – 57 Auriga Drive

I told you that it’s business attire

I mentioned to be here a bit early, say 7:00/7:15 or so. We start at 7:30 sharp.

Ok great! I look forward to seeing you __________ (person’s name). Bye!

(Appointment) So I just wanted to make sure:

I had the right time, ________ PM, right?

I have the right address, _____________, right?

Ok great! I look forward to seeing you __________ (person’s name). Bye!

(Leaving a Message) Hey ________ it’s ___________ calling. Just reminding you of our appointment tomorrow at _____ o’clock at your place. Call me if you need to get a hold of me. See you tomorrow.

Responding to a Text / Email

When someone texts or emails you to cancel or postpone an appointment or BPM, call them

back right away. If they don’t answer leave a voice message, then call back in a day, refer to

No Show (see below), then after that reply with a text or email with:

Hey _____, got your message. That’s (fine) (cool) (no problem) (no worries). Give me a call when you get a minute 613-555-1212 (remember slow your pace when saying your phone number)

No Show to BPM / Appointment

Hey _______ it’s _______ calling. I missed you yesterday. Hope everything is ok…

(Live) Ok, good. So we have this Saturday morning or next Tuesday/Wednesday, which works best for you?

(Voicemail) Give me a call when you get a minute 613-555-1212. Talk to you soon.

If someone is a No Show – Call the next day, then again two days later. Leave a

message both times. Then call back another three to five days later. Then once a

week after that for a few weeks. Then every two to four weeks. Fortune is in the

follow-up!


9 | CLASS 1

Your Role as the Trainee in the Field On the Way to the Training Appointment: You, as the trainee, should drive to the appointment whenever possible. On the way to the

appointment, you will prep your trainer about the family so that there is some common ground

in which to relate. The trainer can then have an understanding on how the appointment was

set up (occupation, age, children, background, hobbies, etc.).

Where the Presentation is Conducted? The Kitchen Table: The presentation is always done at the kitchen table (usually not the dining room, NOT the

living room!). The kitchen table is where the family eats and where they feel most comfortable

and least formal. Your role as the trainee is also to let the family know that this is where we

need to go. If required, you will politely ask if you can help clear off anything in the way on the

table.

Seating Arrangement for the Training: The seating arrangement is to have the couple on one side, and your trainer and you on the

other side. (Try and let your trainer sit first and then sit beside him/her.)

How to Introduce Your Field Trainer:

Bill, Mary, I want to introduce you to ________ (trainer name). One of the main reasons I got into the business was because of ________ (trainer name) and what he/she was able to do for me (or

our family). He/she is one of the top trainers (or doing some great things) in our office and I’m really fortunate to have him/her here with me tonight. (or share your reason as to why you are

in the business, and edify the trainer)

Why is this important? Most people are unsure why you are there at first, and are unfamiliar

with the qualifications of your trainer. Sharing this lets them know that it is really going to help

you and that the person they are sitting with is a professional and is highly regarded.

For the Remainder of the Training Appointment:

Once the presentation is underway, your role as trainee is to listen, observe, and take notes

(on your trainer and what he/she is saying). The unlicensed trainee is prohibited by law to

answer any questions related to finance or insurance. Have your notebook open to take active

notes on the presentation, client reactions, and points of interest. Note: NEVER take notes on

the clients’ financial information. When it comes time to gather the client’s information, put

your pen down to show that you are clearly not taking any notes about their confidential

financial information. You may want to take a few notes on the questions that your field trainer

asks when gathering information.


10 | CLASS 1

OPEN HOUSE (BPM) What to say to your Guests before the BPM

(At the front) Hey ________, nice to see you. Welcome. Let me show you around…

(In Mo-Zone) (Check list before Open House to know who’s doing what and introduce your

guests to those people.)

I’d like to introduce you to _________ (SMD or MD name). I’ve learnt a lot of great things from him/her.

_______ (SMD or MD name), this is ______ and _______. I know them from ________.

-OR-

_______ (SMD or MD name), this is ______ and _______. They work in/at ______ and _______.

(Your SMD or MD will take the conversation from there. Don’t overcook the introduction, short

and simple is best.)

What to say to your Guests after the BPM

Smile and speak with enthusiasm.

Wasn’t that awesome?

I told you it was going to be great stuff!

Hey, wasn’t that great!

Awesome stuff, EH!

So what piqued your interest the most, client side, business side or maybe both?

-OR-

Did you fill out your card? (Wait for card). Oh, you’re interested in the client/business side.

Take your Guests to see your Field Trainer, MD or SMD. When you are there, say:

___________ is interested in client side, business side or both.

Then let your Field Trainer, MD or SMD book the appointment. Please do not say anything,

your Field Trainer, MD or SMD will book the appointment with your guests, and in the process

they will have you in mind as well. You must try and make yourself the most available

possible, work your schedule around your guests. Remember we want to sit down with them

within the next 24 to 48 hours so the information is fresh in the guests’ mind. It’s not

necessary that the trainee is available to attend the appointment. It’s more important to have

the appointment within 24 to 48 hours. (But if you can be there, GREAT!)

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