Jones Administration Group

Hi, _______? _______, this is (agent name) with AIL Local 277, we know your brother/sister/mother/father _______, did they let you know that I would be giving you a call?

You got that text message from us, right? Perfect, that's exactly why I'm calling.

So, let me kind of back up and fill you in on what's going on. _______, they're in good standing with the _______ union, and with their good standing, they were allowed to extend some of their private union benefits out to a select few people that they love and care about and they chose you to receive those.

So, they set up a benefit package for you. I have that here and I'm just trying to find the best time to go over that with you.

What's your schedule typically look like? Do you work Monday–Friday? 9-5? (PAUSE) (And how about your spouse?) Weekends too?

Now let me ask you, do you use a laptop or a tablet? (Pause) What's the best email to send your benefits portal to?

If they don't use a computer: Not a problem, do you use an android or iphone?

(GO FOR THE FLIP)

I actually just sent you a text/email with a link, did you get that? (collect email if you haven't already)

Go ahead and click on it. (Proceed to get them on Zoom)

1. When you click the link; does it say join or download? (Let me know when it is downloaded)
2. (Open the app and) click join, then type in this meeting ID…
3. Join with video and use wifi or computer audio, now you should be able to hear and see me!

(CAN'T DO IT NOW)

I'll tell you what, I am really busy but I did tell _______ I would get this stuff out to you and I have some time later tonight at _______ or _______, which one do you want?

This is super important and I have a lot of families to sit with, do you see any reason at all that you and your partner couldn't make that meeting tonight?

(collect email address to send benefits portal to if you haven't already)

If I'm running behind with another member, I'll shoot you a text just to respect your time. If not, I'll count on seeing you at _______ time.

(Don't say Thank You)

Alternate Opening (from image)

Hey Amanda, this is Haeli with American Income, the company that provides your brother Jay's (carpenters) union benefits.

I'm calling because he extended some of his union benefits to you a while back and your file came across my desk as benefits NOT delivered. Did he let you know someone from AIL would be calling? Did you have a Zoom meeting with one of us from AIL yet?

Well, I'll back up a bit. When you are in this union for a while, they allow you to extend your benefits to your family. Jay wanted YOU to receive these benefits. Your benefits have already been processed, I just need to activate them for you, but let me ask what's closest to you: Your laptop, tablet, or your smart phone?

(Flip to zoom, If both spouses are there proceed to immediate presentation)

Hi (1st Name)? (1st Name), this is (your name) with AIL, local 277. We work in cooperation with your (Union Name) and the reason that I am calling is because your request for your benefits through the (union Name) has finally been processed. I'm just calling to verify some information on the card you sent back.

Now it looks like you put down (beneficiary name) as your beneficiary, is that still correct?

*If no spouse is listed: This also covers your spouse, Do you have a spouse or significant other?

ok perfect and are you still at ( address ) ?

Now they have me going over your benefits , it doesn't take too long. The only problem is my schedule is filling up very quickly with ALL the members requesting to meet us.

I actually just sent you a text with your benefits portal. Did you get that?

Perfect! go ahead and click on the benefits portal link. Does it say join or download?

Great to see you Grab Significant other and PRESENT

(If right now doesn't work) Not a problem, we actually work by appointment, so we need to set a time that works best for both of us.

Ok, again I do have a lot of members to sit with but what does your schedule typically look like.. are you working Monday - Friday? 9-5? Weekends too? Perfect, so I do have some time at (time) or (time) tonight, which one do you want? Great, I will schedule you for (time) today.

If tonight doesn't work: Not a problem, we can squeeze you in tomorrow at (time) or (time), which one do you want?

(Name) what's the best e-mail address to send your invitation to? And do you have a pencil handy? I'll wait. Write this down. (AGENT NAME), UNION BENEFITS, IMPORTANT, (APPT TIME AND DAY) and make sure to let your spouse know too because these benefits apply to them also. Can you repeat that back to me so I know we are on the same page? So (Name) you have a good memory right? (Make them laugh) Ok, I just want to make sure you and your spouse don't forget because we have a lot of families to meet with and this is very important and it is very difficult to reschedule. Outside of an emergency do you see any reason why either of you would be unavailable at that time? Again I do have a lot of families to sit with so if I'm running behind can you give me a 15-20 minute window does that sound fair? & If so I'll shoot you a text to make sure we respect your time. Now, if for any reason you cannot make this meeting, please let us know so we can take care of another family at that time as this is very delicate information for everyone.

I will count on seeing you and (spouse) at (time and day). Have a great day!

(Don't say Thank You)

***Immediately send appt confirmation text*** ***Text again the day of the appt***

Voice Mail

Hi, this is an urgent message for (client.) This is (agent first name) at AIL local 277 we work in cooperation with (name of group). We've been trying to reach you regarding the benefits that you requested. Please call us back at (your phone #), this is urgent.

Objections

Hi (1st Name)? (1st Name), this is (your name) with AIL, local 277. IF UNION: We work in cooperation with your (Union Name). If NOT UNION (SKIP UNION NAME): And the reason that I am calling is because your request for your LAST WILL (through the union Name if union) has finally been processed. I'm just calling to verify some information on the request you sent back.

Now it looks like they have you at ( address) OR ( Email ), is that still correct? And for security purposes to make sure i have the right person you put a security word as ( SECURITY WORD ) does that ring a bell?

Perfect!

This also covers your spouse, Do you have a spouse or significant other?

So, they have me going over your benefits ( Last Will ), it doesn't take too long. The only problem is my schedule is filling up very quickly with ALL the members requesting to meet with us to get this done.

I actually just sent you a text with your benefits portal. Did you get that?

Perfect! go ahead and click on it. Does it say join or download?

(WHEN THEY SAY IM BUSY they cant do this right now) Chuckle "Not a problem i just wanted to make sure your benefits portal works go ahead and click on the link does it say join or download?"

Great to see you Grab Significant other and PRESENT

If right now doesn't work: Not a problem, again I do have a lot of members to sit with i just had time in my schedule now. What does your schedule typically look like.. are you working Monday - Friday? 9-5? Weekends too? Ok cool, so I do have some time at (time) or (time) tonight, which one do you want? Great, I will schedule you for (time) OR ( TIME ) today.

IF TODAY DOESN'T WORK: Not a problem, we can squeeze you in tomorrow at (time) or (time), which one do you want?

(Confirm email address on card) And do you have a pencil handy? I'll wait. Write this down. (AGENT NAME), UNION ( IF UNION ) LAST WILL & TESTAMENT, IMPORTANT, (APPT TIME AND DAY) and make sure to let your spouse know too because these benefits apply to them also. Can you repeat that back to me so I know we are on the same page? So (Name) you have a good memory right? (Make them laugh) Ok, I just want to make sure you and your spouse don't forget because we have a lot of families to meet with and this is very important and it is very difficult to reschedule. Outside of an emergency do you see any reason why either of you would be unavailable at that time? Again I do have a lot of families to sit with so if I'm running behind can you give me a 15-20 minute window does that sound fair? & If so I'll shoot you a text to make sure we respect your time. Now, if for any reason you cannot make this meeting, please let me know so we can take care of another family at that time as this is very delicate information for everyone.

I will count on seeing you and (spouse) at (time and day). Have a great day!

Now did you hear what they have set up for the kids?

So what they've done is set up a program for the kids' future, and they call it a HeadStart. They call it a HeadStart because it gives the kids a head start on their future savings fund, it gives them a headstart on their retirement fund, a college education — it works as an extra asset for the kids' future.

They've set this program up to be guaranteed and noncancellable. What that means is that they realize right now kids between 2-18 y/o are getting more sicknesses and illnesses than ever before so no one can ever take this away from __________. they will have it for the rest of their life; they can take it with them anywhere and everywhere. it's transportable what that means is the union members got together and they wanted to set something up for their kids' future.

They also realize with kids between 2-18 y/o we buy them clothes and more materialistic toys every 6-12 months than ever before. The union members wanted to have a program that they can gift to their kids' future to set them up for more of a legacy and then the benefit can never reduce, it can only increase.

Your oldest's name is __________, right?

So the way they set this up & how this works is __________ starts off with $25,000 in this account. Now when __________ turns 25 or their first marriage, or the birth of your first grandchild (hopefully in that order, right? haha) So what it does is it triggers an additional $25,000 on top equaling $50,000 and then every 3 years after their first trigger point it continues to trigger an additional $25,000 equaling $75,000. now there's six trigger points to this so by the time __________ is 40 years of age there's a little over $175,000 in this account.

now obviously it's set up @ low cost bc they are for working class families so my question to you there __________ is:

if you were to take a guess how much do you think something like this would cost?

yeah, that's what most members say. it's pretty neat but the way they set this up is $4 a week on average that's per child. so would you want to do like most members and set this up for all your kids or do you just want to start with your favorite?

How to Respond to Rebuttals

1. Answer the question they asked.
2. Ask them a question.
3. Continue reading the script where you left off.

Common Questions & Rebuttals

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