The Insurance Industry’s Best Prospecting Script

Setting appointments with new prospects is hard. But it’s also one of the most important things a producer needs to improve at in order to win new clients.

“Scripting” (what you say or write to your prospects) is the difference maker for all of it. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht outlines what is potentially the best prospecting script in the entire insurance industry, as well as how you can personally edit it to make it your own.

Episode Highlights:
• One of the most difficult challenges, according to Charles, is getting over the point of hesitancy. (2:37)
• Charles explains that the insurance industry’s best prospecting script is the one that works for your unique prospect. (3:40)
• Charles mentions that anything you provide your prospect in return for an hour of their time must be meaningful and simply understood. (5:55)
• Prospecting, according to Charles, is not easy, is not pleasant, and is challenging. However, if you want to establish a million-dollar book of business, you’ll need to persuade individuals to meet with you. (07:29)
• Charles provides samples of the top prospecting scripts in the insurance industry. (11:23)
• Charles explains that everything is constructed on the micro-niche, and you must start there. (17:04)
• Charles discusses why he typically encourages insurance salespeople to have their first script be fairly price sensitive, so that it resonates with everyone. (29:48)
• Charles mentions that the finest prospecting script for the insurance sector must fit the needs of the individual you’re interacting with at the time. (30:42)

Key Quotes:
• “If you don’t have many different scripts to use for your prospects, you are probably not getting the results you want.” – Charles Specht
• “Focusing on how to set appointments is probably the smartest thing you will ever do in your career.” – Charles Specht
• “As you’re figuring out what your script and your pitch and your cold call carrot is, you have to really understand what is one of the main problems they’re dealing with. Because whatever you’re saying has to be a solution to that problem. And if you don’t understand your prospect’s problems, the solution that you have to offer really isn’t going to be that great.” – Charles Specht