INSTRUCTIONS

Please follow the script and update the GOOGLE sheet of business owner call list accordingly:

1) COLUMN E (Contact Date) Please enter in date in standard format (MM/DD/YYYY)

2) COLUMN F (Result) Result column has a dropdown menu.  Please don't type anything in that column.  Use the dropdown menu selections so that you can track progress on the second tab labeled "LOG". 

3) COLUMN G (Call Notes) Please track your notes in the yellow shaded column.

Include dates in Call Notes - EXAMPLE: (eg. 9/4-NA; 9/5-assistant Tracy said owner usually works late at night, will send email to forward to owner; 9/6-spoke to Tracy, she sent email, not heard back from owner yet; 9/7-booked appt with owner)

4) SECOND TAB (Log) Please enter in start time and end time for dial sessions in order to track productivity/progress.  This is a great tool for agents and managers. 

In order to get a new list of names you just need to go through the entire list of owners and either book an appointment or note the reasons why they are not interested in booking an appointment in the Call Notes column. 

Link to business owner script:

https://docs.google.com/document/d/1yGMsBr-zjbNf8cLYxbuGzZgUe0DzkGZATTVkAbEU0pc/edit?usp=sharing

Book an appointment (30 minutes) via this calendar link:

www.calendly.com/joetu

1) Please include Client's Name FIRST and also add YOUR NAME (Agent Name) in "Name" Field (eg. Client Name / Agent Name)

2) Please include YOUR email address and click ADD GUEST and include client's email address

3) Please include a brief summary of conversation (what client expressed interest in discussing) and client's phone number in "Please share anything that will help prepare for our meeting." field.

4) Client's CELL PHONE number is REQUIRED in order to confirm the appointment via text

OTHER IMPORTANT NOTES

These leads are just like any other list of leads - there will be bad numbers and disconnected lines.  Everyone just needs to do more dials to find the "good ones".  

Also, many will encounter a "gatekeeper" who may offer to provide the owner's email address.  We find it much more efficient to get the gatekeeper's email address and ask him/her to forward the email to the owner.  This will increase the probability that the owner actually reads the email.  However, we remind everyone that sending emails is not a substitute for calling back.  Follow up calls should always be made and if we enlist gatekeepers as our ally and "friend", this will help increase the chance of finally connecting with the owner.

Link to email template directed to gatekeepers:

https://docs.google.com/document/d/1ozNbae09hTk_1B-s2KPbyC4DcYqjArdO/edit?usp=sharing&ouid=103941072625645110918&rtpof=true&sd=true

HOW COMMISSION SPLITS WORK

These leads are free for you to cold call. You pay for them through commissions splits with Joe. For any appointments that you use Joe to close the deal and an IUL is produced, you and Joe will split the commissions 50/50 and Joe will write the policy on the client. This is your opportunity to learn how to transition from the health plan to an IUL sale. After you learn how to explain the health plan and transition the client to an IUL sale from Joe's leads on your own, then the commission split is 90% you, 10% Joe.

This applies to any client you bring to Joe, whether it's from one of his leads, or you bring a personal contact to him for the health plan. No exceptions.

Also Joe will bring up ERTC with the client and if you haven't brought that up to the client in advance, then you are subject to the same commission splits for ERTC which will cost you a lot of money. So I suggest you talk to the client about the ERTC tax program ahead of time by booking a discovery call with me first. Use this link:
https://bit.ly/35NikZ5

To find out more about the Employee Retention Tax Credit, go here: https://career.abnfinancial.com/taxstrategy