1. How and Why to Use the ERS

2. Emergency Response System  This is a free service that we provide for our clients.  When they die, the ERS will contact you, the agent, to get the client the money.  Do not call these like you would call a lead. There people are names on an Emergency Contact List.  Study “How I Raised Myself from Failure to Success in Selling” by Frank Bettger  Also important: once you find out the name and relationship of the beneficiary, don’t use the word “beneficiary” again.  Example: your daughter Kate

3. ERS – The Script  When in the home: “Bob, Mary, while I start on some of this paperwork, take this piece of paper and jot down a few names and numbers of who is going To call me when you die”  After they have a few names down, and you have completed the preliminary information on the application, move your eyes from the application to their paper and say:  “That’s a good start. Let me help you jog your memory. Who is going to know the soonest that you died?”  “Do you have the kind of neighbors that would notice an ambulance at your house? Or that your car hasn’t moved in a few days? Or that there is a distinct smell coming from the house? Jot down a few. 2- 3.”  Once they’ve done that:  “Bob/Mary, do you have the kind of job that someone is going to notice if you don’t show up for work? Write down a couple of co-workers and maybe a manager.”

4. ERS – The Script  If you have extra time in the appointment, get them to call a couple of the names for you. Keep the calls short. Coach them on this script (doesn’t matter if they get the person or a voicemail):  “Joe, this is Bob. I am sitting across the table from my life insurance agent, John. I put you down as an Emergency Contact. John is going to call you and explain what this means. It’s not a sales call. He wants to make sure that our daughter Kate gets the money quickly when we die. Thanks.”  When calling the ERS list back at the office:  “Joe, this is John. I am the life insurance agent for Bob and Mary. This is not a sales call. I am calling to let you know that they put you down as an Emergency Contact. This means that when they die, I need you to call me so I can get the money processed for their daughter Kate. Now, you live in the area, right? Great. I will be there Saturday, meeting with other clients. I will swing by your house. It takes 10- 15 minutes at the most for me to give you the information that you need. You will also have the opportunity to opt-out of this responsibility if you so choose.” Now book the appointment.

5. ERS – The Script  When you get to the house of the ERS contact:  “Joe, here’s the deal. I can’t tell you the details of Bob and Mary’s policy, but I can tell you that if and when something happens to one or the other, I have to make sure that the money gets where it is supposed to go.”  “They gave me an Emergency Contact list of about 10 names. I prefer to get a call from all 10 if and when something happens. Your job is to contact me until you get a hold of me. Are you ok with this?”  Great. Let me give you all of my contact information. Can I see your phone? I am going to save my contact as “Bob & Mary’s Life Insurance Agent(John)”. That way, when something happens, look up Bob and you will find me. Here’s me home phone, cell phone, office phone, home address, office address, email address, Facebook page, Twitter account, preferred carrier pigeon service.”  After entering the contact information:  “Joe, can I ask you a question? Do you have an Emergency Contact list put together?”  They are going to say, “no”:  “Well, Joe, can I ask you another question? I hope I don’t offend… Do you have life insurance?”

6. ERS – The Script  50% are going to say that they don’t have life insurance. Put your best “Frank Bettger hat” on, look down at your watch and say:  “I’ve got a few minutes before I need to leave to see my next client. Can I ask you a few questions and see if I can do anything to help?”  Now start getting their whole picture by going over the About You section on the ATM.  The other 50% are going to say that they have life insurance:  “Great. This may sound weird, but I really love what I do and take great pride in offering my clients the best policies available. Do you mind if I look at your policy? I love seeing what else is out there in the industry.”  For the one out of ten that produces and actual policy, look at it and see if there is anything you can do to help.

7. ERS – The Script  The other nine don’t know where the policy is. Say:  “Joe, you bought the policy, right? And it was delivered to you? And you put it in a safe place? And you don’t know where it is? Is that right?”  “Can I ask you one last question? How are your wife and loved ones supposed to find it?”  Put your best “Frank Bettger hat” on, look down at your watch and say:  “I’ve got a few minutes before I need to leave to see my next client. Can I ask you a questions and see if I can do anything to help?”  You are not going to close all of them. Probably 40%. You are there to help, not sell. Help if you can.