Yo MetLife International University

Scripts
Agent's Initial Career
 Approach Script

"Thank you for giving me the opportunity to introduce myself, the objective of this
meeting is to analyze your current situation, as well as the goals you want to
achieve.
Before we start, I would like you to know who I am and why MetLife is the best
company.”
Tell your story or your experience as an Insurance Advisor, share why you do what you do and why you are their
best option. (30 to 60 seconds)

“At MetLife we specialize in the field of Life Insurance and Major Medical Expenses,
we have 150 years of experience covering more than 100 million Clients around the
world, and presence in 50 countries, in Mexico and other countries we are the
company No. .1 Life Insurance.

Now that you know who I am and who MetLife is, I would like to know more about
you. I need to ask you some questions to detect if there are risks that prevent you
from achieving your projects. Do you agree?

You can rest assured that your answers are confidential.”

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 Telephone contact scripts
Around

“Hello (Name), how are you?” (Listen to the answer)

Interact naturally with your Prospect for no more than 1 minute and return to the objective of the call.

“I tell you that I am currently a business partner of MetLife and I thought of you
because I want to introduce you to our Needs Detection model, which will help you
see what stage of your life you are in today and how you can plan your life project.

When do I see you to talk about it? He ___________by _____________or the

_________by __________?” Keep narrowing down until you define a specific date and time.

“I'm writing it down in my calendar to block the date, help me do the same.”
Thank you and say goodbye cordially. Show yourself motivated.

Personal Observation

"Good afternoon days, ________(name)?

Hi I am ______________we saw each other ____in _____________, Do you

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 Telephone contact scripts
remember
from my?" Interact naturally with your Prospect for no more than 30 seconds and return to the objective of the
call.

“Do you remember that I told you that I dedicate myself to ________” ( What you told
them
in the first contact ) “I would like to meet with you to talk in more detail about the topic.

When I see you? He ________by _____________or the _______by ___________?”

Keep narrowing down until you define a specific date and time.

“I'm writing it down in my calendar to block the date, help me do the same.”

Referrals

“Hello, good morning/afternoon, ___ ( name that the Referrer told you )

Am ________, ( kinship or relationship of the referrer ) ( name of referrer )

you He shared your contact with me. How are you? You wait for a
response and interact naturally for a couple of seconds

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 Telephone contact scripts
A few days ago I had the opportunity to work with ___________ ( name he told you
Referrer ) , told me that you are a very committed person and that my services may be
of great interest to you, which is why I would like to meet with you.

When we will meet? He ________or the ________? You wait for a response
At morning or evening? Keep narrowing down until you define a specific date and time.

“I'm writing it down in my calendar to block the date, help me do the same.”
Thank you and say goodbye cordially. Show yourself motivated.

1st appointment

"(Name)________If I asked you now if you know anyone who needs life insurance,
you would surely say no, but I am sure that you know many people with your same
characteristics:

• May they love their family,

• Who want to improve their economic situation and
• “That they can make decisions.”

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 Telephone contact scripts
“Who are your best friends who have these characteristics?”

2nd date

"(name) _________“Did you like the advice I gave you?” ____ Wait for the response
Prospectus “Would you recommend it?” Wait for the Prospect's response “To whom?”
________Wait for the Prospect's response and start writing down the names he or she gives you.

Delivery of the policy

“Most Advisors dedicate 80% of their time to generating new clients and 20% to
providing service to them, I like to do it differently and dedicate most of my time to
my Clients. If you could help me do it, would you?” Wait for the Prospect's response

Then share with me the name of the people you want us to help.

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Tips when requesting Referrals.

Ø Make a square and divide it into 4, in each quadrant write down a category
(family, friends, work, and the fourth quadrant will depend on the interests that
the Advisor has, what profile are you looking for?

Ø If the Agent is just starting out, he or she can ask for Referrals in writing with the
questions: Did you like the advice I gave you? (yes/no) Would you recommend
me? (yes/no) With whom? (lines for you to write)

Ø If when asking for referrals the Prospect mentions that he has to ask his friends
first before giving his information, mention that he can support you by sending
them the following message on Whats and in this way he will anticipate them.

Message: “(name) within the week you will be contacted by (name of advisor)
who is my financial advisor; Please receive it from me.”

Whatever this is

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 Objection Handling Script
• It's good that you told me __________, I'm going to take it into account the day
we
let's meet Does it seem good to you ____or the ________? Are you waiting for a
response ?
morning or afternoon? Keep narrowing down until you define a specific date and time.

I'm not interested

• I understand what your saying to me _, I understand that you are not interested in
something you haven't had the opportunity to know. For this reason I am
interested in meeting with you. Does it seem good to you _____or the ? You wait for
a response
at morning or evening? Keep narrowing down until you define a specific date and time.

• The objective of the appointment is to introduce myself, my company and for you
to decide if the information can be useful to you, I only need 20 minutes. Does it
seem good to you ____________or the ? Are you waiting for a response ? In the
morning or in the afternoon?
Keep narrowing down until you define a specific date and time.

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 Objection Handling Script
I have no money

• If it weren't a question of money, would you agree to meet me? Does it seem
good to you ___________or the ? Are you waiting for a response ? In the morning or in
the afternoon? Keep narrowing down until you define a specific date and time.

• How long would you like to continue like this? ______ ( name ) ? Do you think it's
OK
he ________or the ________? Are you waiting for a response ? In the morning or in the
afternoon? Go
narrowing down until a specific date and time is defined.

• My intention is not to make you spend money but to advise you to achieve
financial stability. Give me the opportunity to introduce myself and you decide
whether or not the information is relevant to you at this time. Does it seem good
to you ___or the ________? Are you waiting for a response ? In the morning or in the
afternoon? Keep narrowing down until you define a specific date and time.

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 Objection Handling Script
What is it about?

• It's about discovering how I can help you achieve your goals and life projects.
Does it seem good to you _______or the ________? Are you waiting for a response ?
morning or afternoon? Keep narrowing down until you define a specific date and time.

• It's about helping you guarantee your life project. Does it seem good to you or
the _____? Are you waiting for a response ? In the morning or in the afternoon? Keep
narrowing down until you define a specific date and time.

• It's about your family's quality of life. To explain it better I would like to meet with
you. Does it seem good to you _____________or the ________? You wait for a
response
at morning or evening? Keep narrowing down until you define a specific date and time.

What is it about?

• It's about reducing your risks and increasing your assets. Does it seem good to
you _____or the ________? Are you waiting for a response ? In the morning or in the
afternoon? Keep narrowing down until you define a specific date and time.

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 Objection Handling Script
• I specialize in performing financial security check-ups. Does it seem good to you
or the _____? Are you waiting for a response ? In the morning or in the afternoon? Go
narrowing down until a specific date and time is defined.

• It's about protecting and growing your assets. Does it seem good to you
either
he ________? Are you waiting for a response ? In the morning or in the afternoon? Go
narrowing down until you define
a specific date and time.

What is it about?

• It's about sharing strategies for achieving financial goals that worked for you. (
name of referrer ) and asked me to share them with you. Tea
he seems fine ________or the ________? Are you waiting for a response ? In the
morning or in the evening?
late? Keep narrowing down until you define a specific date and time.
• The goal of meeting is to help you analyze your current situation in detail and
work on your future situation, through a proven process. Does it seem good to

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 Objection Handling Script
you ___________or the ________? Are you waiting for a response ? In the morning or in
the afternoon?
Keep narrowing down until you define a specific date and time.

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 Objection Handling Script

Is it about insurance?

• Why, do you need one? You wait for a response

ü Negative Response : It is about discovering how I can help you achieve

your goals and life projects. Does it seem good to you _____or the
_________? Are you waiting for a response ? In the morning or in the afternoon?
Keep narrowing down until you define a specific date and time.

ü Positive Response : I will take it into account the day we meet. Does it
seem good to you _____or the ________? Are you waiting for a response ? In the
morning or
in the afternoon? Keep narrowing down until you define a specific date and time.

• Yes, among other things. MetLife has different financial strategies. Does it seem
good to you __________or the ________? Are you waiting for a response ? In the
morning or in the evening?
late? Keep narrowing down until you define a specific date and time.

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 Objection Handling Script

I'm very busy

• I know, ________ ( name of referrer ) told me about it, that's why I called you before
visit you This week, what day do you have a 30-minute slot? Keep narrowing down until
you define a specific date and time.

Send it to me by mail

• The advice I provide is personalized and that is why I would like to meet with
you. Does it seem good to you ______or the ________? Are you waiting for a response ?
morning or afternoon? Keep narrowing down until you define a specific date and time.

• I would be happy to do so if it were possible, however the information is

personalized and that is why I would like to meet with you. Does it seem good to
you _____or the ________? Are you waiting for a response ? In the morning or in the
afternoon? Keep narrowing down until you define a specific date and time.

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 Objection Handling Script

I have my company's insurance

You are right, you enjoy the benefits of the company's policy only as long as you
work with them. Part of my advice is to review the insurance you already have.
Does it seem good to you _________or the ________? Are you waiting for a response ?
morning or afternoon? Keep narrowing down until you define a specific date and time.

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 Objection Handling Script

I already have insurance

• Congratulations ________Tell me, is it rented or bought? You wait for a response,

It's usually a question about what that means. That's exactly why I want to meet with you. Is

that okay with you? _______________or the ________? Are you waiting for a response ?
morning or afternoon? Keep narrowing down until you define a specific date and time.

• Precisely for this reason I would like to meet with you, I work with people who
already have a financial and foresight culture. Does it seem good to you or the
? Are you waiting for a response ? In the morning or in the afternoon? Keep narrowing down
until you define a specific date and time.

• That's great, you've probably already made some important plans, and it's
precisely part of the information I'm going to request from you. Does it seem
good to you ___________or the ? Are you waiting for a response ? In the morning or in
the afternoon? Keep narrowing down until you define a specific date and time.

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 Objection Handling Script

I already have a lot of insurance

I would be happy to help you review all of your policies to verify that you are not
overinsured. Does it seem good to you _______________or the ________? You wait
answer In the morning or in the afternoon? Keep narrowing down until you define a specific date
and time.

Appeal to courtesy

What do you think if, out of courtesy to the recommendation of __( name of referrer )
we know each other. Does it seem good to you ____________or the ? Are you
waiting for a response ? Why?
the morning or the afternoon? Keep narrowing down until you define a specific date and time.

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 Objection Handling Script

Ask for referrals

Thank you very much for your time, I understand that now is not the time, do you
know people who are interested in protecting or increasing their assets?
In this way you can give them the opportunity to learn information relevant to their
life projects.

At this moment I don't have a job

If you allow me, I can pass your information to my Promoter since at this moment
we are in an expansion process and perhaps a good opportunity will arise for you.

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 Objection Handling Script

I already have an advisor

I understand you and allow me to congratulate you, I see that you are a person with
financial culture and foresight, my only objective is that you can find additional
information that is useful to you.

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