Master the Invite by Ed Mylett
Some Objections/Questions:
Question 1
Friend: Well what is it? What do you do?
Agent: What we do is show families how to make and save money. Everybody wants to save money right?
Friend: Sure, Right
Agent: So what day is better Monday or Wednesday, 6 or 8?
Objection 1
Friend: I don’t wanna buy anything!
Agent: Oh I know that John, asking you to buy anything is not what I want to do. It’s the last thing I’d ask you to do. But if you see something that interests you certainly pipe up and ask if we can help you. But that’s not my outcome; my outcome is to get some training, to have you ask some questions. Again if you find something you’re interested in please ask for help. But the bottom line is I’m hoping you help me out with my training. So is would Monday or Tuesday 5 or 8 be better?
Question 2
Friend: Well yeah but this isn’t one of those things right?
Agent: Don’t worry this isn’t one of those things, besides if it were I would count on you to point that out when we met. So when can we met, is Monday or Wednesday? Would 6 or 8 be better?
Reference call
Phone call should take no more than 2 minutes once you have started talking about the business.
Agent calls friend and starts with small talk, ie. How’s the wife, kids, etc. Get reacquainted.
Agent: Listen by the way what do you have going on Monday night?
Friend: Nothing why?
Agent: Well let me tell you why I was calling. Listen I wanted to call you and let you know that I started with a new firm on a part time bases. I’m really excited about the company and what we do for families. I’m going through a probationary period right now, but I’m hoping to go full time with this company in the next 6 months. I’m working with, NAME, a friend of mine. I was hoping you would help me out. You’ll help me out won’t you?
Friend: Yeah sure
Agent: I gave NAME your name and number as a reference. Do me a favor, NAME is probably going to call you in the next few days, when SHE/HE does please do whatever you can to take the call. If you miss the call please make it the first call you return. It’s really important for me to impress NAME, can I count on you?
Friend: Yes, I can do that.
Agent: Thanks. I’ve got to go, let’s be sure and get together soon. Talk to you then.
Script 2
Agent: Hey John how are you blah blah (make small talk)
Hey John what do you have going on Monday night?
Friend: Nothing. Why?
Agent: I was wondering if you would help me out. I’m going into business with some friends of mine. I would like to get some freed back from people I know and respect. Would you help me out you?
Friend: Sure.
Agent: At this point what I would like to do is sit down with you and Mary, show you what it is I’m doing and have you ask a lot of questions. Far enough?
Friend: Yeah that sounds far.
Agent: Good so which evening would be best for you and Mary?
Friend: Monday.
Agent: Good would6 or 8 be better?
Script 3
Agent: Hey mark how are you? (small talk)
Agent: What do you have going on Monday night?
Friend: Nothing, what are you doing?
Agent: By the way maybe you can help me out. I’ve started a business of my own. I want to expand the business by training a few people to work with me on a part time or flex time bases. You can help me out by taking a look at what we do then somebody may come to mind. You’ll help me out won’t you?
Friend: Sure I’ll help you.
Agent: Great is early evening 6 or later 8 best for you?
Agent: I’m marking it down on my calendar, I’ll see you then.
Question 1
Friend: What do you do?
Agent: We show families how to save money with common sense approaches to become financially secure. Basically show families how to get more value for their dollar. Everybody wants to do that right?
Friend: Sure I guess.
Agent: Well this may not be for you, but if it was it would be silly not to look into it right?
Friend: Okay, your right.
Agent: What is the best time to meet to show you what we’re about?
Script 4
Agent: Hey Sue (small talk)
Agent: What do you have going on Tuesday night?
Friend: Nothing, why?
Agent: Oh good I was wondering if you could help me. I’m going into business for myself. I’m actually considering a possible career change and I need your opinion. You’ll help me out won’t you?
Friend: Sure I can help. What do you need?
Agent: I’m in training and if you could help me with 45minutes of your time, not more than an hour on Tuesday it would really be helpful. Then give me your opinion and ask a lot of question. I promise you will learn something so you won’t be wasting your time.
Agent: Thanks. I’m looking forward to seeing you.
Objection 1
Friend: Can’t you tell about it over the phone?
Agent: It wouldn’t fair to both you and I if I tried to explain over the phone. There is a lot of material I want to share with you to help you get the big picture of things and what I’m doing. Plus it will help with my training. You help me won’t you?
Question1
Friend: Well what is this company?
Agent: Well have you heard of…………… we are partners with many of these companies. We do marketing for them. It’s an awesome company, very big company, over a couple hundred billion on assets. Bottom line is I want to get together and tell you the facts. When is better Monday or Tuesday 6 or 8?
Script 5 BPM Invite
Agent: Hey Bob (small talk)
Agent: What do you have going on Tuesday night?
Friend: Nothing why?
Agent: Listen I need your help. You’ll help me out wont you?
Friend: Sure what’s up?
Agent: I’d like to get your opinion I’m thinking of a possible career change. Are you free around 7pm Tuesday?
Friend: Yes, why?
Agent: The company I’m working with is presenting an overview. I’d like you to attend, should be able to see the specifics of the company and help me evaluate my decision. I’ll pick you up around 6:30. I need you to have on a coat and tie, business dress. I appreciate your willingness to help. Thank you again.
Script 6 BPM Invite
Agent: Hey bob (small talk)
Agent: What do you have going on Tuesday night?
Friend: Nothing, why?
Agent: Good let me tell you why I’m calling. I started with a new company, very excited about what these guys are doing. I don’t know whether it would be a fit with these guys for you or not. But I think you could send me good people referrals down the road. I think you should take a look for yourself I don’t know if it’ll be for you and or whether your for them. But it makes sense you should come with me Tuesday, their having an opening house, giving an overview of the company. I want to bring you as my guest. I’ll pick you up around 630. Is that okay?
Friend: Okay
Agent: Great. Its business dress so please have on a coat and tie. Thanks. Looking forward to seeing you then.
Script 7
Agent: I’m in a management training program with a fortune 500 company that’s expanding rapidly here. They are looking for some key people to fill some part time full time positions to help them open some offices. I thought about you, I know your background and what you’re looking to do in your life I thought you might be the right person. So when can we get together and talk about this Monday or Wednesday at 6 or 8?
Referral call
Agent: Hey Bill. How are you? Did I catch you at a good time?
Friend: Yes. What can I do for you?
Agent: Let me tell you why I was calling. I think you know Bill Jones, you know Bill don’t you?
Friend: Yeah I know him.
Agent: Bill and I were sitting down reviewing his business plan and he told me quite frankly you were the best teacher he knew. And I think coming from Bill that’s quite a compliment, don you?
Friend: Yeah wow.
Agent: Well listen Bill and I, our firmhas opened up an office here in Killeen and we’re going to be expanding. We are planning to opening 6 offices in the next 6 months. Based on your background and the recommendation from Bill I thought it probably makes sense we at least get together and meet. I would love a chance to introduce our firm to you and love to give you a chance to introduce yourself to me. I don’t know whether it would be a fit on your part or not but I definitelythink based on what he’s told me, it makes sense you and I get together. What time would be good for you, Monday or Wednesday at 6 or 8?
Referral list call
Agent: Hello Steve, this is James Schwartz with World Financial Group, you don’t know me but I’m a friend of Chris Kramer. Chris recently hired on with World Financial Group. I was going over Chris career plan and your name was mentioned. Chris tells me you’re in the field of retail. What specifically is it that you do?
Friend: Yeah. I am the store manager at Best Buy.
Agent: That sounds great Steve. Sounds like all the good things Chris told me about you are true. Steve I know this call was impromptu and I don’t want to take up a lot of your time, but based on some of things Chris told me about you, feel like you might be interested in hearing from us. World Financial Groupis part of the TransamericaAegon conglomerate. Although we already have an office here in Killeen we are looking to expand very aggressively in this market. With that we are always looking for clients that desire to get ahead financial and professionals that can help our clients achieve this. Steve the reason I called is I’d like to invite you to our corporate overview which is geared toward people looking to get ahead with their personal financial situation and people looking for a part time or full time career that allows them some freedoms like more time and greater compensation. Steve we have our overview on Tuesday at 7pm.
Agent: Do you have a pen and paper I’d like to give you some information, great.
Give them your name, phone number, office address, give directions, repeat the date and start time, and the dress is business casual.
Agent: Thanks. I’m looking forward to meeting you. Take Care.
Business card call
Agent: Hey Steve. How are you doing? Did I catch you at a good time?
Friend: Good. No what can I do for you?
Agent: Let me tell you why I’m calling. I’ve had your business card here for some time. I apologize I should have called you sooner frankly. I’ve been busy with some other matters but I’m glad I got a chance to reach you now. I know you’re the manager at xyz company, our firm has had great success with people in management and retail in the past. We’ve opened an office here in Killeen andwe’re going to be expanding in the next 6 months. I thought based on your background and your position there that it makes sense you come down and introduce yourself to me and I’d love to introduce our firm to you. I don’t know if there will be an interest on your part or on mine but I definitely think it makes sense to at least meet to get to know eachother. When would be a good time for you, Monday or Wednesday at 6 or 8?