1. Better Scripts for Better Results With Gail Goodman President ConsulTel, Inc.

2. Copyright, Gail B. Goodman, 2010 What is call reluctance? What is call reluctance?

3. Copyright, Gail B. Goodman, 2010 Who You are Dealing With Smart Love People TalkativeSocialOut-going Strong Ego

4. Copyright, Gail B. Goodman, 2010 What is Call Reluctance? If a GOOD TALKER, thinks they sound like a BLUBBERING IDIOT, they won’t do it. A person will not do an activity that is in conflict with their self image

5. Copyright, Gail B. Goodman, 2010 Ernest vs. Neil Literary Writer Playwright

6. Copyright, Gail B. Goodman, 2010 What do we all hate about Scripts? 1. Sound canned 2. Don’t sound like me 3. They sound robotic. 4. Don’t apply to the person I’m calling. I’m calling.

7. Copyright, Gail B. Goodman, 2010 Why can’t you just “wing it”? Go on a tangent Say “uh” “er” Take too long Start selling You can’t repeat your successes.

8. Copyright, Gail B. Goodman, 2010 Structure of a Script A. Greeting Hello, Hi, Good morning/afternoon/evening…. Hello, Hi, Good morning/afternoon/evening…. Then say the name of who you are talking to: Hi, John.

9. Copyright, Gail B. Goodman, 2010 Structure of a Script B. Introduce yourself This is, I am, It’s, This is, I am, It’s, My name is…… My name is…… C. Your company C. Your company With ________, from _______, calling With ________, from _______, calling from the Bedford Hills office of _________ from the Bedford Hills office of _________ Sometimes your company name goes later in the script

10. Copyright, Gail B. Goodman, 2010 Structure of a Script D. The connector The connector is a combination of your relationship to the prospect PLUS your motivation for the call

11. Copyright, Gail B. Goodman, 2010 D1. Memory Jog: people you’ve met Friends & family, former co-workers, former clients, neighbors, networking groups, volunteer groups, charities, alumni groups, political groups, civic organizations, personal observation, seminars, trade shows / fairs/ expos, canvassing, social events, hobbies, current clients Friends & family, former co-workers, former clients, neighbors, networking groups, volunteer groups, charities, alumni groups, political groups, civic organizations, personal observation, seminars, trade shows / fairs/ expos, canvassing, social events, hobbies, current clients I’d like to position myself as an additional financial resource to you and your family. The first four components are A-B-D-C

12. Copyright, Gail B. Goodman, 2010 Structure of a Script D2 – Referrals The first four components are A-B-D-C The first four components are A-B-D-C Hi, this is Gail and John Smith suggested I give you a call… Hi, this is Gail and John Smith suggested I give you a call…Orphans Web leads the first four components are A-B-C-D

13. Copyright, Gail B. Goodman, 2010 Structure of a Script D 3: Hard leads Mailings to strangers Mailings to strangers Internet Leads / Purchased Leads Internet Leads / Purchased Leads Cold calls Cold calls The first four components are A-B-C-D The first four components are A-B-C-D

14. Copyright, Gail B. Goodman, 2010 Structure of a Script E. The Offering 1st Verb is your invitational verb 2nd verb is your action verb 3rd word is a noun 3rd word is a noun

15. Copyright, Gail B. Goodman, 2010 Structure of a Script E. Offering First Column = Your Invitational Verb Meet Meet get together get together set a time set a time sit down with sit down with see see visit visit schedule an appointment schedule an appointment get a cup of coffee get a cup of coffee

16. Copyright, Gail B. Goodman, 2010 Structure of a Script E. Offering Second Column = What we do when we meet Talkdiscussshareshowprovideexplorereassess

17. Copyright, Gail B. Goodman, 2010 Structure of a Script E. Offering Third column = Noun Total scope concept concept strategy strategy techniques techniques ideas ideas options options decisions decisions opportunities opportunities information information ways to do _____ _

18. Copyright, Gail B. Goodman, 2010 What an E statement looks like “I’d like to get together and show you the total scope of the work that I do.” “We can set a time to talk about what your options are. “ “We can set a time to talk about what your options are. “

19. Copyright, Gail B. Goodman, 2010 Structure of a Script F. Benefit The positive emotional experience the client might achieve (if they MEET with you, NOT BUY) That way, you can use me and all the resources of my company any way that make you feel the most comfortable.”

20. Copyright, Gail B. Goodman, 2010 Structure of a Script G. Ask for the Appointment Alternative Choice Close Large concepts of time (day or evening) NOT specifics “What is the least hectic time for you – days or evenings?” “What is more convenient –for me to drive out to you or do you want to visit at our offices?

21. Copyright, Gail B. Goodman, 2010 Putting it all together Hello [a], this is Gail [b] (Do a short how are you). As you probably know, I have been a financial advisor for more than ten years and in all the time, I’ve never called you on a professional basis and I am rectifying that with this phone call. I would like to position myself as a financial resource to you [d] and I’m calling to set a time for us to get together so that I can share with you the scope of the work that I do. [e] That way, you will be better able to use me and all the resources at ABC Financial [c] any way that makes you the most comfortable. [f] With that in mind, when would you like to meet - this week or next? [g] Hello [a], this is Gail [b] (Do a short how are you). As you probably know, I have been a financial advisor for more than ten years and in all the time, I’ve never called you on a professional basis and I am rectifying that with this phone call. I would like to position myself as a financial resource to you [d] and I’m calling to set a time for us to get together so that I can share with you the scope of the work that I do. [e] That way, you will be better able to use me and all the resources at ABC Financial [c] any way that makes you the most comfortable. [f] With that in mind, when would you like to meet - this week or next? [g]

22. Copyright, Gail B. Goodman, 2010 Summary Make sure to have a D that makes sense to them. Spend MORE TIME on the D than you think. Half the script is the D Keep the whole thing to 35-40 seconds [minus the “calling for two reasons” part] [minus the “calling for two reasons” part]

23. Copyright, Gail B. Goodman, 2010 Thank you Thank you for your for your attention! attention!