15 Super Effective Call Script Samples

 

15 Super Effective Call Script Samples

 

Cold calling may look old-school, but 69% of the buyers have accepted calls from salespersons in the last 12 months. In the life insurance sector, phone calls are the most effective way of initiating conversations with prospective customers.

Thus, phone calls for prospecting still work, and people also like to talk to a human to address their queries.

In this article, we will disclose 15 super-effective insurance sales scripts that seasoned professionals use.

 

15 Engaging insurance sales script samples

Case 1: When you have only a few seconds to explain your product.

You: Hello, Mary. My name is Jack Black. I from XYZ insurance company/agency. We are expanding our insurance coverage to your area. Do you have a few seconds for me to tell you about our services? Because I think we can save you money on insurance premiums.  
Mary: I have some work to rush to, but I can give you 15 seconds. 

Here you can include either of the two elevator pitches.

Script 1:

You: Thanks, Mary. On average, we have saved our customers $100 per year on insurance, and we have many five-star reviews from our customers. If you want, I can send you the custom quote over email. 

Script 2:

You: Thanks, Mary. Our insurance program lets you combine your XYZ insurance with your PQR insurance renewal. By combining these insurance policies, we can lower your policy costs and provide a quicker turn around for your claims. You know, we are the only insurance provider in Minnesota that currently offers this policy combination and savings.
If I could have your email address, I can send you all the details.
Also, I would love to set up a 10-minute call to discuss our insurance policies and how our firm can save you money. How about tomorrow?
Mary: Sure, you can give me a call tomorrow.

Touch the pain point of your insurance prospect for a successful cold call. In insurance, it is usually about saving money!

A successful elevator pitch has four parts:

1.    Hook your prospect with a strong opening sentence: It should address the needs of customers and why do they need insurance. 

2.    Address their pain points: Most insurance customers tend to have common questions, and these are usually their concerns. It may include the premium amount, coverage, and even claims. 

3.    Illustrate the benefits of your insurance policy: It may include pricing, special offer, buying process, and claims settlement. 

4.    USP: Highlight what differentiates you from your competitors. 

Case 2: Cold calling insurance sales script to offer a free quote

Script 3:

You: Hi, am I speaking to Mary?
Mary: Yes.
You: Hi Mary, my name is Jack Black, and I am from XYZ insurance company. I am calling to let you know that our company is offering free custom quotes on many policies. 
Of course, there is no obligation to buy. It is just so that you can see what insurance options are available to you and your family.

We have already saved our customers over $100 each per year on insurance. Would this be of any interest to you?

If the prospect says yes but does not have the time to discuss, you can offer to send an email and set an appointment for a later day. If the prospect is willing to continue the call, continue with your sales proposition.

You can also download the pdf to share with friends or refer to the script later.

Case 3: Insurance call script for cross-selling

If you use CRM software, then based on some triggers, the system will notify you about an opportunity to cross-sell to an existing customer. For example, if your customer is searching for car insurance, updating his social media status about his plan to buy a new car, then you can call the customer and pitch your product. 

Script 4:

You: Hi, Mary. My name is Jack Black, and I am calling to thank you for being a valued client. Do you have a couple of minutes to talk?
Mary: I have some work to get to, so not right now, please.
You: I understand. Shall I give you a call tomorrow, or what time suits you?
Mary: Okay, tomorrow works. 

If the answer is yes, then you can continue with the pitch. 

You: Do you currently have car insurance?
Mary: Yes.

If the customer already has an insurance policy, ask him when the expiry date is and follow up accordingly. However, you can use the following pitch to hook them on for a future purchase.

If the customer does not have the other insurance policy, it is the best time to pitch your product immediately.

You can also download the pdf to share with friends or refer to the script later.

Case 4: value pitch

Script 5:

You: Hello Mary. My name is Jack Black, and I am from XYZ insurance company. You may have heard that we cannot beat ABC insurance company’s rates, but in fact, we do not want to.

XYZ Insurance customers value our ability and quick measures to take care of everything from the moment you call us with a claim.

Plus, we will take care of:
>>Getting you a loaner car
>>Scheduling an adjustor immediately
>>Dealing directly with a qualified auto repair service station on your behalf
>>Returning your vehicle as soon as possible.
>>We strongly believe in the value of our service. To prove it, we offer a 30-days money-back guarantee. 

Mary: Okay, send me the details.
You: Thank you, Mary. I will email you the details asap. 

Case 5: objection handling sales script for insurance agents

Overcoming objections is a vital skill for sales success. Successful sellers also concentrate on objection prevention apart from cutting down the number of objections. The following are some of the common objections from customers during the call.

• I don’t think I need insurance right now.
• I have already shortlisted another insurance firm.
• I am extremely busy this week.
• I am unable to decide which insurance policy is best for me.
• I do not think I can really afford insurance.
• Money is a little tight right now for an insurance policy.
• I do not know if my budget can accommodate an insurance plan.

The following insurance sales scripts can prepare you for handling such objections.

Script 6:

You: Hi, Mary there?
Mary: Yes, speaking.
You: Mary, I am Jack Black from XYZ Insurance. This call is with regards to your query on our website.
Mary: Yes, but I am not interested right now.
You: Sure, but let me tell you – there is no application fee, and you can get a 20% discount on insurance premium today. I only need some information to offer the best deal. So, you said you live in California with your husband and two children. Am I right?

By offering a benefit, you can cut the objection and continue the discussion with the prospect. 

Script 7:

You: Out of these three insurance policies, which one fits your needs the best?
Mary: 3rd one.
You: I agree with you. That was my pick as well. Your neighbor Alicia also bought the same policy and is happy with it. I just need some information to process the application for you. So, you spell your name as MARY?

Other types of objections that insurance salespeople often face are:

• I have to run this through my wife/husband/partner.
• I need to recheck with my manager (seeking advice from someone they trust).

Script 8:

You: Absolutely, no problem. So, I will send you the details by email so that your friend will have all the information he needs. Meanwhile, if you can help me with some basic information, I can also arrange a personalized quote as well. So, your date of birth is?

Case 6: Call script for business insurance

Script 9:

You: Hello, am I speaking to Mary?
Mary: Yes.
You: Hi Mary, my name is Jack Black, and I am from XYZ insurance company. How have you been?
Mary: Good. 
You: That’s great, Mary. The reason I am calling today is to talk about your business insurance. Can you tell me a bit about your current business insurance cover?
Mary: I am happy with my current plan.
You: That’s awesome. Would you consider a total insurance policy review and audit? We will be able to tell you where you are covered right now if anything goes wrong, and what better options our insurance company can offer in the same price range. We can also provide a competitive quote on your business/commercial insurance, even for when it renews.  

If the prospect seems even slightly interested, continue your pitch. If the time is a constraint, book a follow-up appointment, and never forget to send an email with all the details.

However, keeping a track of all these activities, making notes, and revisiting them from time to time can be a daunting task. It is very common to miss follow-ups with leads and prospects. Therefore, you must consider a solution that automates these tasks. Take for instance, LeadSquared Insurance CRM software. Using this, you can automate task reminders, schedule emails, and more. It also integrates with RingCentral, CallTrackingMetrics, and other telephony/cloud calling solutions to enable one-touch calls from the CRM portal itself.

LEARN MORE

Case 8: Call script for mortgage protection insurance

Script 10:

You: Hello, am I speaking to Mary?
Mary: Yes.
You: Hi Mary, my name is Jack Black, and I am from XYZ insurance company. How have you been?
Mary: Good. 
You: That’s great. I am calling you because I saw that you have recently purchased a property. Congratulations! I was interested to know if you have already taken out a mortgage protection insurance.

Wait for the response from the prospect. If the prospective customer says no, then go ahead with the sale closure. However, if they reply that they already have mortgage protection insurance with another carrier, continue with the below script.

You: It is great to know that you already have insurance in place. Could I ask how long your mortgage is? Depending on the term, I can check what type of insurance policy would benefit you the most and where you could save some money.

If the prospect wants to continue the conversation, then you can follow this script.

You: Nice. Well, it is always great to explore more options for informed and better decisions, especially when you are a new property owner. I do know that paying the mortgage is your main priority right now. So, based on the information, the XYZ policy can help you better.

And you can elaborate on the policy benefits, savings for customers, and ask for closure. 

Case 9: Calling a lead generated from the website

Script 11:

You: Hello, am I speaking to Mary?
Mary: Yes.
You: Hi Mary, my name is Jack Black, and I am from XYZ insurance company. How have you been?
Mary: Good. 
You: That’s great. I am calling with regards to the health insurance information you recently requested online.  I am looking at the information you submitted here, and it seems that you are considering a [x] policy with [x] number of years and an [x] amount of benefit. Is that correct?
Mary: That’s correct. 

You can ask for further details, the process to buy insurance, verification/eKYC process, and other details that you need to close the sale.

Many insurance firms also use CRM for capturing leads from websites, ads, marketplaces, and other network sites. These systems automatically distribute the leads with complete information about the prospect. Thus, you don’t have to ask for the details again. All you need is to verify the details.

Case 10: Promotional sales script for insurance agents

Script 12:

There are times when insurance carriers suddenly release new rates with discounts up to 50% on new sign-ups. These are simple to handle, and the objections are also less. It is because everyone would want to save on their premiums.  

You: Hi, I am Jack Black from XYZ Insurance. I am calling to let you know that the XYZ insurance company has just released new rates that can save you up to 50% on your health insurance premiums. Can I explain further?
Prospect: Sure.

Go ahead, provide the information, and try for a closure. If the prospect is busy at the moment, then ask for an email address.

You: No problem, can we send you the information via email?
Prospect: Sure.

You: Great, please help me with your email address. Also, can I call you tomorrow to go over all the insurance plans and the new prices?

Case 11: Raising curiosity

Script 13:

You: Hi Mary. Jack Black this side from XYZ insurance.  Mary, I know you are busy. So I will be quick. Last month we saved PQR company $10000 on their group insurance policy for employees. I thought you would also be interested in saving on premiums.

With your permission, can we talk for a few minutes to understand your requirements, coverage from existing policies, and what we can do to save you dollars annually?

If the prospect chose to talk, then you can continue your pitch. Or else you can ask for an appointment someday soon to continue the discussion.

Case 12: Call script for auto insurance

Script 14:

You: Hi there, is this Mary? Jack Black this side from XYZ insurance.
Mary: Hi Jack. I am busy right now; can you call later?
You: I understand. The reason I am calling is to let you know that we are offering very competitive quotes that could save you lots of money. Do you have a quick 30 seconds to hear about our service?
Mary: Okay.
You: Thanks, Mary. With the new rates we’re offering, we have saved our customers about $325 per year on auto insurance. We have hundreds of five-star reviews on Google. You can see what others have to say. I know you’re in a hurry, but if I could have your email address, I could send you more details. Would you be open to that?

After receiving the email address, you can ask to schedule a call over the weekend or some other convenient time to stay in the mind of the customer for faster closure.

Case 13: script for selling income protection insurance

Script 15:

You: Hi there, is this Mary? Jack Black this side from XYZ insurance.
Mary: Hi Jack. Tell me. 
You: Mary, the reason for my call is to talk about how you can protect yourself and your family if something happened that stopped you from working. We all know that life can be unpredictable. Sometimes an unexpected injury or illness can keep you from working for weeks or maybe even months.

Income protection insurance can ensure that you still receive your income during such times. It lets you and your family focus on your recovery without worrying about finances. Would you be open to learning more about this insurance?
Mary: I need time to think about it.
You: Sure, Mary. I understand. Our consultation calls only take a few minutes. In this, we walk you through all your options and rates. There is no commitment for you to sign up. If you’re free sometime in the evening tomorrow, can I schedule a call?

You can also download the pdf to share with friends or refer to the script later.

Insurance sales calling best practices

I hope these insurance sales scripts gave you an idea about how the calls should be. Remember, people do not appreciate sales-y, elaborate calls. You will have hardly two minutes to win or lose the customer. Therefore, you need to sound confident and make the best first impression. 

• Make your intro to-the-point. Briefly introduce yourself, your company, and the reason for your call. 
• Tell the benefits of your insurance policy to the customer and their peers who have bought your insurance policy. 
• Know when to call. Usually, the best times for insurance calls are during lunch hours. 
• Practice your script. Record your call to check how you sound. Are you using too many stop-words like so, that is, etc.? Do you need to work on pronunciation? Do you need to speak faster or slower? Rehearsing your script will make you sound more confident.
• Be flexible with the script. Go with the flow and show empathy to the prospect. 

Keeping these points in mind, you can always win customers and build a healthy, long-lasting relationship with them.

Cold Calling Scripts Designed for Insurance Agents

Copper Staff

Contributors from members of the Copper team

May 14, 2019

The cold calling game in insurance is tough. A lot of people look at insurance as boring, bland and not worth their time—which makes pitching it with a cold call especially difficult.

You’ll get hung up on. You’ll have to build trust and establish credibility.

And chances are, you probably won’t book an appointment on your first call.

It’s also likely your prospect has already been contacted by (many) insurance agents trying to sell them insurance. But the best scripts for insurance cold calls don’t focus on selling insurance.

They focus on the prospect.

An engaging script hooks your prospect from the opening line. It gets your prospect to think about whether they’re paying a good price for their insurance. And it can even make them reconsider their current policy—and wonder if you could give them a better option.

Here are seven scripts that will keep your prospects engaged from your very first cold call, including:

·         An elevator pitch you can use in any call,

·         A script for offering up free quotes,

·         A script that plays the neighborhood card,

·         A script that focuses on selling value,

·         A script to ignite a price war,

·         A script for a lead who has already looked at a policy on your website, and

·         A script for someone who already has insurance

1. An elevator pitch you can use in any call

Let’s call this your cold calling elevator pitch.

Whether you’re selling household, workplace, or travel insurance, to be successful, you’re going to need to touch on a pain point your prospect has. (If you’re selling multiple types of insurance, once you’ve perfected your elevator pitch, you can just swap the insurance type out to fit the cold call you’re making.)

A great elevator pitch has four parts:

·         1: An opening sentence that hooks your prospect - Think about the best answer to “what does your insurance company do” that you can come up with and put it here

·         2: Your prospect’s pain point(s) - Are they spending too much on insurance? Are they worried they aren’t covered? Have they had problems with claims before? Pick a pain point and address it—really well.

·         3: The benefits of your company’s policy - Is it a lower price point? Do you offer policy combinations? Do you process policies faster?

·         4: Your competitive differentiator - What is your unique selling proposition (USP)? Explain why the prospect should buy insurance from you, not your competition.

For example, your elevator pitch might be:

·         “Our workplace insurance program is saving other companies in (prospect’s area), just like yours, anywhere from 20 to 25% off their total annual insurance costs. Does this sound like something you might be interested in for your business?”

or

·         “Our insurance lets you combine your workplace insurance with your worker’s compensation renewal. By doing this, we’re able to lower your policy costs, as well as turn around your claims quicker. Plus, we’re the only insurance provider in (your area) that currently offers this combination. Does this sound like something you might be interested in for your business?”

To use it in a cold call, make sure you introduce yourself and your insurance company before jumping into the pitch.

“Hi, am I speaking with (prospect’s name)? I’m (your name) and I’m calling from (your insurance agency).”

Keep it simple and short. After all, your prospect’s time is important.

2. A script for offering up free quotes

Everybody loves free stuff. And as an insurance agent, it’s probably become second nature for you to offer up free quotes to keep the conversation flowing with prospects.

In this example, we’re going to be selling life insurance to our prospect, with the offer of a free quote.

“Hi, am I speaking with (prospect’s name)?”

“Ok great, This is (your name) calling from (your insurance agency). How have you been?”

If asking a prospect, “How have you been?” sounds a bit odd, you’re right. It is. But apparently, it works.

 

The study found that using the phrase interrupts your prospect’s thought process (in a good way). By talking to your prospect in a way that you might talk to a prospect you’ve already met, it can actually move the conversation forward because you’re keeping it friendly.

Keep it casual. Insurance agents are often hung up on quite early in a cold call, so you need to try and keep the prospect on the line long enough that they hear your pitch.

Once you’ve managed to keep them on the phone, it’s time to offer up the free quote.

“The reason I’m calling is to let you know our firm has agents out and about in your area just now. What we are doing is talking through life insurance options and offering up free quotes as well. Obviously, there’s no obligation to buy, it’s just so you can see what options are available to you and your family. Would this be of any interest to you?"

Wait for a response. If they seem hesitant, then you can gently push the solution a bit more.

“I understand you’re hesitant. But in my experience, for (describe the prospect’s family to show you’ve been paying attention and understand their unique qualities) families, like yours, it helps to have a bit of extra help when it comes to life insurance planning. Are you sure you don’t want to just have a quick chat tomorrow with one of my colleagues?”

Wait for a response.

It’s at this point in the conversation your prospect will probably throw some objections at you. Don’t look at this as a negative. Instead, listen to their objections and let them know that you understand their concerns.

Once you’ve managed to overcome their initial objections, move them onto the next phase of the call and gather some information to qualify them.

“I just need to ask some quick questions to make sure you qualify for our program, and it’ll save you time when you’re talking to one of our specialists later as well.”

Remember to make sure you’ve got their details, including:

·         Their age

·         Their annual income (an approximate number will be fine)

·         If they’re on any medication

·         If they’ve ever had any serious illnesses (stroke, cancer, etc)

·         Finally, if they’ve already got another policy with another agent

Then, close the call.

“That’s great. Thank you very much (prospect’s name). The last thing we need to do is set an appointment time to have one of our specialists get in touch. When would suit you?”

This script will work with any type of insurance—just switch out the wording to the type of insurance you’re selling.

3. A script that plays the neighborhood card

Painting yourself as a champion of the neighborhood is a tried and tested sales tactic. If you show your prospect that your company is familiar with their neighborhood, it can help build trust.

In this example, we’re going to be selling workplace insurance.

“Hi, is this (prospect’s name)? Okay great. My name is (your name) and I’m calling from (your insurance agency). How have you been?”

Wait for a response.

“That’s great. (Prospect’s name), the reason I’m calling you today is I’m contacting locals in our area to chat about workplace insurance. I know you’re a business owner yourself, are you open to having a conversation about your current cover?”

Wait for a response. You’ll often get an objection here from the prospect about how they’re happy with their current provider.

“Absolutely (prospect’s name), I completely understand. What would you say if I told you the reason we wanted to start a conversation within the local area was to offer business owners like yourself a total insurance policy review and audit? Our audit will tell you if you’re covered in case anything goes wrong, and what our comprehensive coverage can offer your business for the same price bracket. Would this be something that you’re open to?”

Wait for a response. If they show any signs of interest, book a follow-up appointment and close the call.

“That’s great (prospect’s name). Our review process only takes about 15 minutes, so that’s perfect as I’m sure you’re super busy. When would suit you to catch up and go through this together?”

This goes without saying, but defer to the times that work for them if it's at all possible. Compromise is key in the early stages of a prospect relationship, so do whatever you can to work on their schedule.

4. A script for a prospect who fails to see value in your insurance

Some insurance policies are harder to sell than others. While a lot of people might be open to hearing your pitch on a product like life insurance, they might not be as open to hearing about income protection or travel insurance.

In this example, we’re going to be selling income protection insurance.

“Hi, can I speak with (prospect’s name) please? Hi there, my name is (your name) and I’m calling from (insurance agency). How are you today?”

Wait for a response.

“That’s great to hear. The reason I’m calling today is to talk about protecting yourself if something happens that stops you from working. You know (prospect’s name), life is unpredictable, and sometimes an unexpected injury or illness can sideline us from our jobs for weeks or even months. A policy like income protection insurance can make sure your income is protected even if this happens, and it can minimize the impact it has on you and your family. Is an insurance like this something you’ve ever considered?”

Wait for a response. It’s likely that the prospect will tell you that they’re not interested in the insurance and it hasn’t been on their radar.

“That’s fine (prospect’s name), I understand it’s probably something that you haven’t really had a chance to think about. Our initial consultations are just a quick call and there’s absolutely no commitment for you to sign up. It’s a good chance for you to compare rates and know your options. Does this sound like something you’d be interested in?”

If they agree to a consultation, try and book them in for an appointment the following day.

“So (prospect’s name), when is a good time to have our specialist call you tomorrow?”

Work with them to set an appointment time and date.

“That’s great. Thank you very much (prospect’s name), have a great day and please don’t forget our appointment tomorrow at 3 pm.”

If they don’t agree to a consultation, don’t push them. Thank them for their time, tag them as a cold lead and make a note in your CRM to follow up with them in a month or two.

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5. A script to ignite a price war

If your rates are reasonable (or if you can be flexible), starting a price war and letting a prospect know they’re possibly paying too much for their policy is a great way to keep them on the line.

In this example, we’re going to be selling life insurance again.

“Hi, is this (prospect’s name)?”

...

“Great, this is (your name) and I’m calling from (insurance agency). The reason I’m reaching out to you today is to let you know that a lot of our life insurance carriers are currently having a price war.. Because of that, there's a good chance we can get you a lot more coverage for the price you’re paying now, or you could get a significant discount on what you’re currently paying. Is this something you’d be keen to talk about further?”

Once they’re open to discussing the cost of their policy and if they may be paying too much, then you can steer the conversation to specific aspects of their policy such as their premium or deductible.

6. A script for a lead who has already looked at a policy on your website

Following up with prospects who have shown interest on your website is crucial. They’re already qualified because they’ve shown an interest in a policy, but they may just need an extra nudge to get them to buy.

In this example, we’re going to be selling travel insurance.

“Hi, is this (prospect’s name)?”

…

“My name is (your name) and I’m calling from (insurance agency). I’m just calling about the travel insurance information you recently requested with us online. I’m looking at the information you submitted here and it seems you’re after a 30-day comprehensive cover, is that correct?”

Make sure you mention the policy they’ve shown interest in right away so they know you’re following up on an actual request.

Once they’ve acknowledged the policy request, you can use it as a segue to talk about what you can offer them.

“Is now a good time to talk? … Okay, great. If you’d like, we can go over the details of some popular policies I think will work for you, based on the information you provided when you visited our website. And a lot of our policies can be customized for your needs, which I can help you select.”

Wait for their confirmation. If they’re interested in going over some policies right then and there, talk them through some pain points when it comes to picking travel insurance.

“I know it can be complicated to pick the right travel insurance for a trip, so please ask away if you have any questions.”

If they're short on time, offer to send them some policy options in an email.

“I completely understand you’re busy, (prospect’s name). What I can do is email you some information about some policies to go over when you’ve got the time? Then, once you’ve found a policy you like, or want some more information on, I can walk you through the application process right over the phone.”

7. A script for someone who already has insurance

Chances are, a lot of the prospects you reach out to may already have a policy for the insurance you’re selling. (Even more so when it comes to policies like life insurance and mortgage protection.)

In this example, we’re going to be selling mortgage protection insurance to a prospect who already has a policy.

“Hi, can I please speak with (prospect’s name)?”

...

“Hi (prospect’s name), I’m (your name) from (insurance agency). I’m calling because I see you’ve recently purchased a property and I was interested to know if you’ve taken out mortgage protection insurance?”

Wait for their confirmation.

“Okay, that’s great you’re already covered. Just so I can find out a little more on what type insurance policy would benefit you the most, can I ask how long your mortgage is?”

Wait for their answer. Any information you can gather that will help you build a relationship (either on your initial phone call or on follow-up calls) is crucial.

“Perfect. For new homeowners in circumstances like yours, it’s always interesting to see what else is out there. I’m willing to take a look over your current policy to see if there’s any way I can save you some money, as I know as a new homeowner, paying a mortgage is your main priority. Would this be something that you’re open to?”

Pick a cold calling script that works and adapt it to the policy you’re selling

The great thing about cold calling scripts for insurance agents is that when you find that one script (or two) that works really well for you and your style, you can adapt to sell different kinds of insurance.

Separating yourself from the herd of insurance agents who are cold calling prospects is key—instead of trying to sell your products right off the bat, position yourself as a friendly agent who wants to know about your prospect’s pain points.

Everyone wants to do the right thing for themselves and their families. Highlighting how insurance policies can provide a safety net in any situation will work better than just hard selling your policies on a cold call.

 9 best cold calling scripts for insurance agents

Insurance agents usually dread cold calls. But here's 9 cold call scripts that could make your experience better and achieve results!

 

Even insurance agents are not insured against the rejections that come with cold calls.

However, let’s get one thing straight. Cold calling has worked, and still works for today’s insurance agents.

In fact, 82% of buyers accept meetings with reps who proactively reach out.

This doesn’t mean that outbound calling is easy, though. Quite the opposite in fact.

That’s why we’ve compiled a list of the best insurance cold call scripts. But before we start, let’s look at some important things that every cold call should have.

Things that the best insurance cold calls scripts should have

An engaging and persuasive angle

People have limited attention spans – it has actually dropped to just 8 seconds in 2018. That’s a ridiculously short amount of time to get someone engaged before you start talking about what you have to offer.

When preparing your script template, include something that will quickly engage them. A relatable incident. Or even an event that recently made news headlines.

Time is of the essence and you’ll want an anchor that will grab your prospects’ attention so that they’ll continue listening to you.

(Humble) Bragging material

It’s normal for companies to use success stories to show potential customers that their product or service works. SaaS companies like ourselves do it all the time.

Check out our case studies page as a reference.

Novocall’s case studies page.

If companies use their success stories to promote themselves, we don’t see why you shouldn’t follow suit! Mentioning one or two big deals successfully closed, or how one of your clients has benefited from your investment policies can go a long way in positioning yourself as the trustworthy go-to agent. So prepare one or two of these stories in your script!

Of course, you don’t want to end up being the arrogant show-off. This brings us to our next point.

Making prospects the star of the show

No one likes a show-off. In your cold calls, don’t overly focus on how great you are. Remember, the prospects are always the stars of the show. Make the call about them.

Be genuine in finding out about their pain points. Ask them what type of policies they currently have. Ask them how they are benefitting from their policies. Ask them if they are achieving what they want with their existing policies. Show that you care.

Engage in active listening when speaking to your prospects and never ever pass judgment over anything they say.

 

Keeping these 3 points in mind, let’s move on to 8 of the best insurance cold call scripts we crafted for you.

The best cold calling scripts for insurance agents

1. For pitches with a very limited timeframe

You don’t always get a lot of time to pitch to your prospects. People are busy and oftentimes, you need to get straight to the point within the span of a minute or two.

You can make use of the elevator pitch format to quickly introduce yourself and present what you have to offer. As its name suggests, the pitch should last around the duration of an elevator ride. That’s approximately 30 seconds to 2 minutes.

Your pitch should include these parts: an engaging opening to draw your prospects in, addressing the problems your prospects are facing, what you can offer to them, as well as how your policies are better than their existing ones.

 

Now let’s examine this script to see how it achieves the aforementioned criteria:

• Draw your prospects in: Relate to them by showing you are aware of their financial struggle
• Addressing the problems: Inflation and rising costs
• What you can offer: Investment plan that helps them grow their passive income
• How your policies are better: (depends on your policy)

Of course, this script is tailored for insurance agents selling investment plans to young people. You can tailor it based on the type of policies you are selling and your target audience.

2. For pitches where you offer free quotes

The end goal of your cold calls isn’t always to sell something. Sometimes, it’s better to establish good rapport with your prospects first. And one of the ways to do so, is to provide them with freebies such as free quotations

Position your pitch in a way that makes them feel:

• That they’re not pressured to buy
• That they’re gaining something without doing anything

 

Now, offer the free quote and use it as a hook to quickly engage the prospect.

 

 

 

3. For those who have existing insurance policies

An insurance policy is one of those things that is considered a commodity, a must-have of sorts.

Most of the time, the people you are reaching out to already have insurance policies. How then can you still sell to them? Or should this even be a focus?

If the prospect already has a policy and is insistent on not buying another one, accept the rejection. But this doesn’t mean that the call was for nothing.

Make use of the opportunity to build a strong connection with the prospect. In the future, these prospects may just think of you when they happen to need a new one, or when someone they know is looking for one.

 

If the prospect rejects you, just thank them nicely. Thank them for their time and leave your contact.

Assure them that you are there to provide a free consultation if they ever need it. Even if the policy they own was not brought from you.

4. For you to position yourself as the trustworthy go-to agent in the community

People are more likely to trust you if they know you belong to their community.

In this scenario, your script should include:

• Genuine questions about the prospect’s well-being
• Knowledge of the neighborhood your prospect lives in
• (Bonus) Name-drops of some of the more well-known residents in the community (with consent, of course)

5. When the prospect doesn’t see value in your offer

No doubt, it is harder to sell some insurance plans as compared to others. While a lot of people see a value in your life insurance plans, they might not see a value in your offers regarding travel or income protection.

Let’s take a look at a hard to sell insurance plan:

Now you should mention your purpose of calling – make it simple and clear.

The prospect might raise some objections but you should be ready to address them.

If they show no objections, schedule a consultation for them as per their schedule.

If they don’t agree to a consultation, don’t pressurize them. Make a note of them as a cold lead in your CRM and follow up with them in a month or two.

6. For when your prospect is busy

When you’re making a cold call, there’s a high chance you’re calling a prospect when they’re in the middle of something.

The key aspect here is to get your main point across as quickly as possible while also making sure to get the prospect’s information to follow up with them later on.

You could first start by introducing yourself, as usual. The prospect could possibly interrupt you to say that they’re busy at the moment. Don’t be phased, this is pretty normal when they’re in a hurry.

You could continue with:

 

 

Give them some time to respond. We’ve crafted 2 scripts according to what their response could be.

 

 

 

You get your main point across within two sentences, and you still get their email address as a means of communication without taking too much of their time.

After they’ve given you their email, be sure to follow up with them ASAP so that they don’t forget about the conversation you just had.

 

 

 

Make sure to take note of this in your CRM and follow up with them again.

7. For when your prospect has already shown interest

Just because your prospect shows interest in purchasing a policy doesn’t necessarily mean they‘ll buy it straight away. As insurance plans are high-value products, it’s common to still have to nurture prospects before they decide to buy.

Here’s a script you can follow:

 

 

It’s important to reassure them that for any savings plans they’re going for, they’re still able to save with what they have currently. If they’re going to break their bank to save for the future, what’s the point then?

 

 

Again, once they’ve given you their email address, quickly send over the necessary documents for them to browse through. You don’t want them to forget about this and lose interest!

After a few days, drop them a call again to follow up.

8. For when you’re able to offer competitive prices

If you have a competitive price bracket, you could use this as a way to get your prospects hooked to the call.

 

 

After all, no one likes paying for anything more than they should, especially if they can get it at a better price.

If the prospect shows interest, ask them what policies they currently have that you’re able to offer a better price for. You can then focus on the particular features of your policy that make it better than your competitors.

9. For when age is not just a number

When trying to sell health insurance, age plays an important role.

Prospects in the early stages of their life wouldn’t consider purchasing a health insurance plan for one simple reason – they’re still young. It just isn’t their priority.

So how do you pitch to someone who’s in their mid-20s to 30s?

The key here is to dial down the upfront costs and dial up the long term benefits.

Here’s a script you could follow:

 

 

If the prospect agrees, you can share the different plans and coverage that each plan provides.

However, it’s important to note that it is rare for a young person to want to buy health insurance. But don’t worry, we have a script for when situations like these arise:

 

 

See how we managed to tie in “low price” with “maximum benefit”?

It’s also important to mention that health insurance policies are the most worth it to get when you’re young. You can then use this to gauge their interest in getting a health policy

How to know when a script is working (and what to do if it isn’t)

Even with a good script for every possible scenario, you’ll still experience rejection. That’s just the nature of cold calls. But you should be able to see improvements simply by handling different situations differently.

To ensure that your scripts are effective, monitor the performance of your agents through in-depth reports from the dashboard. You can easily do this with a holistic call management phone system like Novocall that helps you automate your outbound calls.

Another measurement to consider is whether you get referrals from a cold call. Sure, you didn’t connect on the first call, but getting a referral from someone who’s not interested is still a win.

And of course, watch your sales numbers. With a few good cold calling scripts, those figures are sure to rise at least a little bit. If they don’t, review your text with a trusted colleague to try to improve it.

Conclusion

While we’ve prepared insurance cold call scripts for many different scenarios, the possibilities are endless.

It’s important that you remain flexible and adjust the script depending on the situation you’re in. Also, test out different scripts to see which works best, and once you’ve found the one, stick to it.

Make sure you don’t skimp on the practice too – after all, practice makes perfect.

If you need more help, check out some cold call tips we have on our blog!

 

 

What Should a Life Insurance Call Center Script Look Like?

Here’s the initial two-step flow of a typical life insurance call center conversation.

Step 1 - When the prospect answers the phone, start by introducing yourself and sharing the name of the insurance company you represent:

Hi, May I speak with [PROSPECT NAME]?

(Pause for them to identify themselves or get the prospect on the phone)

Hi, [PROSPECT NAME]! My name is [YOUR NAME] and I'm calling from [COMPANY NAME]. How are you today?

Before moving to step two, remember that you asked “How are you today?” and it’s perfectly acceptable to converse with the prospect and build rapport with them. By listening to them and responding as a human, it makes them more open and receptive to the rest of the message.

Step 2 - Tell the prospect why you're calling and how you can help. Find out how interested they are in purchasing life insurance by offering to have them speak with a representative or having your company call them back tomorrow.

The reason I'm calling is to let you know that we have local agents offering free, no-obligation life insurance quotes to residents of [CITY/COMMUNITY NAME]. Are you interested in learning more and seeing if you qualify?

(Pause to allow the prospect to respond)

When is a good time tomorrow for one of our agents to give you a call?

While we’d all love an enthusiastic “Yes!” from the prospect, we must be prepared with responses to any objections that will inevitably arise.

Objection Handling

Here’s a short list to common objections and rebuttals. It’s a great idea to build a running list of these, so agents are always prepared with an appropriate response. This list can help you get started.

Objection #1 - I’m too young/old to think about life insurance.

Rebuttal - It’s never too early/too late to plan for the future for you and your family.

Objection #2 - I’m too busy right now to concern myself with this.

Rebuttal - I promise you that this is a short call and you’re not obligated to buy anything.

Objection #3 - I already have life insurance with another company.

Rebuttal - Even if you already have insurance with another company, it doesn’t hurt to get quotes from other companies. By comparing rates you may ultimately get a better deal on life insurance.

Hopefully you were successful in overcoming the customer’s objections. Next, it’s time to ask your own questions to qualify them for a quote.

Collecting Information and Qualifying Questions

Here’s the initial request to collect information.

I just need to ask you a few questions to see if you qualify for a free quote from us. After that, I can either transfer you to one of our agents or we can set up an appointment to have them call you back when it's convenient for you. Does that sound good?

Assuming they say yes, here are the questions to ask.

1.    May I know your age?

2.    What's your approximate annual income?

3.    Have you ever been sick with a serious illness such as cancer, heart attack or stroke? If yes, please explain.

4.    Are you currently taking any prescription medications? If yes, which ones?

5.    Do you already have a life insurance policy? If yes, with what company?

6.    Is there anything else I should let the agent know?

Once these questions have been answered here are scripts for transferring the customer to an agent and scheduling an appointment. Wherever possible we recommend a warm transfer to the agent for the best customer experience.

Live Transfer - Thank you so much for answering these questions. Please hold for a few moments while I connect you with a life insurance agent. If you have any additional questions, they'll be happy to help you out.

Next Day Appointment - Thank you so much for answering these questions. When is a good time tomorrow for an insurance agent to give you a call?

Finally, if you scheduled a call as opposed to a transfer, here’s a script for concluding the call.

Thank you. Before I let you go I just want to confirm one more time your appoint for [TIME] tomorrow. It’s not a bad idea between now and then to prepare a list of questions you might have and our agent will be happy to answer them for you at your appointment. Have a great day!

As discussed earlier, this script is a template to help create better, more successful interactions between agents and life insurance prospects. For maximum impact, be sure to focus both on the message itself and how they deliver it.

Scripts Get smart insurance leads with real-time interest

Money Examples:

• I don't think I can really afford…

• Money's a little tight right now…

• I don't know if my budget can…

 Solution: Stress the fact that there's no need for any upfront payment and that you can find a policy for practically any budget.

Script: "The good news is that there's no application fee and you are NOT charged today … all I need is some basic information … LET'S GET YOU STARTED … AND YOU SAID YOU'RE REALLY HEALTHY CORRECT?" [Continue call...]

Time

Examples:

• I'm really crunched for time right now… • I don't have time to go through this… • Can you call me back when I have more time

Solution:

Stress the fact that you can complete their application quickly and that it will actually save more time doing it now.

Script:

"We'll have this done in less than 5 minutes over the phone; and you will NOT be charged today. Also, you'll actually save more time by doing it right now, because you'll no longer have agents calling you day and night. HOW WOULD YOULIKE YOUR NAME TO APPEAR ON YOUR CARD?"

Shopping Around

Examples:

 • I'm just shopping around right now… • I'd like to get competing quotes… • I want to see how you compare to other agents…

Solution:

Stress the fact that there's no need for any upfront payment and that you can find a policy for practically any budget.

Script:

"The good news is that there's no application fee and you are NOT charged today … all I need is some basic information … LET'S GET YOU STARTED … AND YOU SAID YOU'RE REALLY HEALTHY CORRECT?"

Indecisive

 Examples:

 • I can't make up my mind on these plans… • It's hard to decide the best way to go… • I don't know what I want right now…

 Solution:

Guide them toward a decision that works for them.

Script:

 "Out of the 2 (or 3) policies I quoted — if you had to pick one — which would fit your needs the best? ... I AGREE — THAT WAS MY PICK AS WELL … I JUST NEED SOME BASIC INFORMATION, AND WE'LL BE DONE IN LESS THAN 5 MINUTES … IS YOUR NAME SPELLED…?"

Need Spouse's or 3rd-Party Review

 Examples:

• I really have to run this by my husband… • I'd like my wife to take a look at this first… • I need to check with ___________ for advice…

Solution:

 Reiterate the fact that they'll get copies of everything and have the right to cancel the application if the other person doesn't like it.

Script:

"No problem. You'll be receiving a copy of everything by email and postal mail as soon as we're done with these preliminary steps … so if your husband/wife wants to go over the documents, they'll have everything… WHY DON'T WE GET THIS OFF YOUR TO-DO LIST RIGHT NOW? CAN I CONFIRM WHICH ADDRESS YOU WANT YOUR WELCOME KIT TO BE SENT TO? IS IT ______________

Too Many Calls

 Examples:

 • I'm sick and tired of all these phone calls… • You're the 20th person to call me… • I'm getting too many offers…

Solution:

Acknowledge their frustration, then highlight why you're different from all the other agents bothering them.

Script:

 "I understand a lot of brokers are calling, and you know what? We're all selling the same thing for the same price - EXCEPT THAT I'M NOT A BROKER. I'M AN AGENT…I CHARGE NO FEES.” "GIVE ME A CHANCE AND I GUARANTEE I CAN FIND THE BEST PLAN AND BEST COVERAGE IN YOUR AREA. SINCE I DON'T WORK FOR ONE INSURANCE COMPANY, I CAN SHOP AND WORK FOR YOU — NOT THE INSURANCE COMPANY! SO HOW IS YOUR HEALTH?"

 

Too Busy

 Examples:

• I'm too busy to go through this now… • You caught me at a bad time… • I'm so swamped right now…

Solution:

 Acknowledge their busy schedule, but stress the fact that you can help them save time.

 Script:

"I understand you're busy. Me too. But I just need to know which plans I can send out to you. I'm looking at about 100 plans in your area. HOW IS YOUR HEALTH?"