Master the Phones. Master Your Income.

Everything in this business starts with dialing.
Consistent phone activity creates appointments, appointments create applications, and applications create income.

This page gives you the structure, scripts, and process to dial with confidence and book appointments consistently.

Start With Your Game Plan Meeting

This is where success actually begins.

Before you ever pick up the phone, schedule a Game Plan Meeting with your mentor or agency owner. This call removes guesswork and gives you a clear path forward.

What You’ll Cover:

  • Sales Script Mastery
    Review proven phone scripts designed to book appointments and handle objections without pressure.

  • Your Lead Strategy
    Set clear call targets, appointment goals, and activity expectations so you know exactly what “winning the week” looks like.

  • Daily Activity Standards
    Establish daily non-negotiables that create momentum and consistency.

  • Career & Income Roadmap
    Define your income goals, timeline, and the steps required to build a real business — not a side hustle.

Clarity creates confidence. Confidence creates action.

Follow the Script Until You Master It

Every top producer started by reading scripts word-for-word.
The scripts work — your job is to work the scripts.

How to Win With Scripts:

  • Don’t Improvise Early
    Winging it creates hesitation and inconsistency. Follow the script exactly until you’ve made at least 100+ calls.

  • Practice Out Loud
    Read the scripts to yourself, your spouse, your mentor — the words should feel natural before you dial.

  • Handle Objections With Certainty
    Scripts include proven responses to:

    • “I need to think about it”

    • “I can’t afford it”

    • “I already have coverage”

  • Customize Later
    Once you’re consistently booking appointments, you can adapt the script to your personality — after you’ve earned the reps.

Structure first. Style later.

Uncover Their “Why”: Ask Better Questions

People don’t buy insurance.
They buy peace of mind, protection, and freedom from worry.

Your job is to uncover what actually matters to them.

How to Do It Right:

  • Go Deeper Than Surface Answers
    Ask questions that make them think:

    • “What would happen to your family if you weren’t here tomorrow?”

  • Listen for Real Pain Points
    Pay attention to:

    • Debt left behind

    • Kids’ future

    • Spouse’s financial security

    • Fear of being a burden

  • Ask Open-Ended Questions

    • “What’s most important to you about protecting your family?”

    • “What keeps you up at night financially?”

    • “If we could solve one concern today, what would it be?”

  • Connect Emotionally
    Every recommendation should tie directly back to their concern — not a generic pitch.

When you understand their why, selling becomes serving.

The Client Qualification Form: Your Professional Edge

This form is your roadmap to the right solution — and it positions you as an advisor, not a salesperson.

Why It Matters:

  • Gather Key Financial Details

    • Income

    • Debts

    • Mortgage balance

    • Existing coverage

    • Dependents

    • Financial goals

  • Identify Coverage Gaps
    Their answers reveal where they’re under-protected or overpaying.

  • Build Trust Through Process
    A structured approach shows professionalism and care — not desperation.

  • Guide the Recommendation
    Their information tells you exactly which solution fits:

    • Term

    • IUL

    • Final Expense

    • Annuity

The form does the selling with you.

The Tie-Down: Lock In the Appointment

The last 60 seconds of the call determines whether they show up — or disappear.

Use this exact process.

The Tie-Down Script:

  1. Write It Down
    “Go ahead and write down my name and today’s date.”
    (Pause and let them do it.)

  2. Confirm Their Calendar System
    “How do you usually keep track of appointments — Google Calendar or your phone?”

  3. Add It Together
    “Perfect. Let’s put it in right now while I’m on the phone with you.”
    (Stay on the line while they add it.)

  4. Confirm Decision-Makers
    “This affects both of you, so make sure your spouse is present.” (If applicable)

  5. Get a Verbal Commitment
    “Can I count on you 100% to be there for this appointment?”

  6. Establish Authority
    “One last thing — write down my license number: [Your License #]. I’ll see you [Day/Time].”

Certainty creates attendance.

Quick Reminder

Dialing doesn’t create stress — uncertainty does.
Follow the process. Trust the structure. Run the reps.

Master the phones, and income becomes predictable.