It’s the pulse-racing moment every salesperson knows all too well. The culmination of preparation, guts, and wit. A task that, while feels daunting and scary, is absolutely necessary in the world of sales.
Let’s not dress it up—expect multiple dials, countless hours, and the inevitable “no thanks” or possibly worse.
But with this comprehensive guide at your fingertips, you won’t be wandering into the dark for every cold call.
In this essential guide to mastering cold call scripts, we’ll zero in on insurance, mortgage, sale, home improvement leads, solar installation, etc., among others.
But make no mistake, while these scripts are tailored to specific industries, the wisdom within them is universal.
Any salesperson, regardless of their niche, can harness these strategies. Continue reading for authentic cold-calling scripts crafted to use in each unique scenario.
Priming your sales approach: Cold-call research and preparation
The more you know about your leads before calling them, the better equipped you’ll be to confidently address their needs and objections and earn their trust.
Understanding your prospects
When you purchase aged leads from a reputable provider like Aged Lead Store, you’ll receive a wealth of information that will aid you in crafting your cold-calling approach.
Generally, you’ll be given the following information for each of your leads, depending on what type of lead type they are:
- Personal details, such as name, age, gender, marital status, and occupation
- Contact information, such as phone, email, home address
- Specific products or services they’re interested in
- Financial information, such as income, credit score, homeownership status
Preparation steps before cold-calling your lead
You can just depend on your autodialer to crank through as many leads on your call list as possible, and sometimes that’s absolutely necessary, especially if you want to ensure no lead goes uncalled.
However, a personalized approach can be more successful in terms of conversion, as these leads will feel a more genuine connection with you.
That being said, both options are valid depending on your sales quota goals for your company.
Tips for cold-calling preparation
Quickly review your lead’s details to get a sense of who they are, where they’re from, and what matters to them.
“I’ve noticed a trend of homeowners in your area who are looking into home improvements. Have you thought about updating your home as well?”
Based on your lead’s inquiry or interest, match them with a product or service before you call that fits their needs best.
“With current market rates trending lower, now is a great time to reconsider mortgage options. Have you given it a thought?”
Personalize your pitch
Use the details available to you to craft a message that speaks directly to their needs.
“Hi [lead’s name], I noticed you recently looked into [specific product/service], and I believe our latest offering might be exactly what you’re seeking.”
Based on similar profiles, prepare answers for potential questions or objections they might have.
“Many clients initially wonder about our pricing compared to [competitor], but what sets us apart is our [unique value proposition].”
Set your goal
Decide what you want from the call. Do you want a friendly introduction to lead nurturing? A follow-up meeting? Or a direct sale?
“I’m reaching out to provide new information on the benefits of solar installation. If you’re still interested, maybe we could set up an online meeting this week?”
How to craft the ultimate cold call script
Your cold-calling script is your reliable sidekick assisting you through every new lead interaction. It will guide your conversation, build connections, and position you as a knowledgeable resource.
Let’s dive into cold-calling tips for crafting an effective script, keeping in mind that your leads have aged.
The structure of the winning script
Your winning cold-calling script will have four sections:
- Probing/qualifying questions
- Handling objections
This is your moment to break the ice, establish rapport, and gain your lead’s attention.
Example for solar installation lead: “Hello [name], I’m [your name] from [company]. I noticed you showed interest in solar solutions a while ago. How has your solar energy journey been since then?”
2. Probing and qualifying questions
These help you uncover your lead’s requirements, pain points, and objects, and determine if they’re a good lead for you.
Example for health insurance lead: “I know that finding the right health insurance is overwhelming. What features or coverage are you specifically looking for?”
3. Handling objections
A lead’s resistance is natural, considering somebody they don’t know is calling them. Being prepared with answers showcases your expertise and overcomes uncertainty or mistrust.
Example of a mortgage lead: [Lead] I’m not sure now’s the right time for a mortgage. [you] I completely understand. With the current market trends, though, there might be opportunities that align with your goals. Would you mind if I share some of those insights with you? You might be surprised.”
This is where you seal the deal and arrange the next steps, or leave the door open for future conversations.
Example of an auto insurance lead: “Based on our discussion today, I know we have an auto insurance plan that would be perfect for you. Would you like to explore this further?”
Personalizing the script for follow-ups
Every aged lead has unique circumstances, and your script should reflect that.
Hopefully, you’re using a CRM to track your lead’s history and previous interactions to update your follow-up approach.
Example for life insurance/final expense lead: “Hi [name], during our last interaction, you mentioned concerns about your family’s future financial security. I’d love to discuss some life insurance options that could offer the peace of mind you’re seeking.”
Using relatable anecdotes
A touch of humanity can transform a script from sounding robotic to genuine.
Infuse your script with personal experiences, either from your life or your existing clients, that resonate with the lead’s current situation.
Example for home improvement lead: “One of my recent clients was in a similar situation to yours, looking to revamp their home. They were amazed at how our loan transformed their home into a dream home. I think you can benefit from this loan as well.”
Cold-calling scripts for insurance, mortgage, solar, auto, and more
Given the nature of aged leads, you’ll need to tailor your approach when calling people who likely have already been contacted many times before. However, this time is different, because you’re calling them.
Use the following scripts when calling or texting your next aged lead.
Auto insurance cold-calling scripts
When calling aged auto insurance leads, it’s important to tap into their previous interests while acknowledging current market trends and personal changes.
Script 1: “Hello [name], a while back you were exploring auto insurance options. Considering how circumstances can shift, I wanted to check if your current coverage still aligns with your needs?”
Script 2: “Hi [name], I noticed you were once interested in auto insurance. Given the recent market changes, there might be new offers that suit you even better. Can we discuss?”
Script 3: “Hey [name], are you still driving that [specific car model]? We’ve got some exciting new coverage options I think you’ll appreciate.”
Health insurance cold-calling scripts
Health is a priority for everyone, and the right insurance plan can offer peace of mind. Here’s how to start a conversation with an aged health insurance lead:
Script 1: “Hello [name], in these changing times, having the right health coverage is essential. I wanted to touch base and see if your current plan still matches your lifestyle and needs.”
Script 2: “Good day [name], it’s been a while since you checked our health insurance options. Life changes, and so do our offerings. Let’s find the right fit for your current situation.”
Script 3: “Hello [name], considering the shifts in the health sector, I wanted to ensure your current plan still feels right. We’ve adapted some options that I believe you’ll find interesting.”
Life insurance and final expense cold-calling scripts
Life insurance is more than a policy, it’s a promise to loved ones they’ll have finally secured after death.
Approaching life insurance leads means understanding their future aspirations and concerns.
Script 1: “Hey [name], ensuring the future security of our loved ones is a continuous process. Our new life insurance options might align more closely with your current situation. Have time to discuss?”
Script 2: “Good day [name]. Since your last inquiry with us, have there been any significant life events or considerations that might impact your life insurance needs?”
Script 3: “Hello [name], life’s twists and turns can sometimes lead us to reevaluate our plans. If you’ve been considering updating or exploring new life insurance options, I’m here to help.”
Homeowners insurance cold-calling scripts
Protecting one’s home is about safeguarding cherished memories and possessions. Here are tips on helping potential clients ensure their home remains safe and secure.
Script 1: “Hi [name], I’m reaching out to ensure that your current homeowner’s insurance still reflects the true value and needs of your property. Can we review your options?”
Script 2: “Hey [name], with fluctuating property values and changing neighborhoods, we’ve tailored some new insurance plans. Would you be open to discussing how they might benefit your home?”
Script 3: “Good day [name]. Protecting your home remains our priority. Given the changes in the housing market and possible upgrades to your property, let’s ensure your coverage is still optimal.”
Medicare supplement cold-calling scripts
Healthcare in retirement is about comfort and peace. Let’s assist potential clients in ensuring they’re fully covered during their golden years.
Script 1: “Hi [name], as time goes on, our health requirements can change. I wanted to discuss if your current Medicare supplement still aligns with your needs and see how we can best support you.
When can we set up a time to talk in more detail in the next few days?”
Script 2: “Hey [name], your well-being is our concern. We’ve rolled out new Medicare supplement options tailored for evolving health scenarios. Could we go over them?
When can we set up a time to talk in more detail in the next few days?”
Script 3: “Good day [name]. With healthcare advancements and potential shifts in your health profile, we’ve adapted our Medicare supplements to cater better. Let’s discuss the best fit for you.
When can we set up a time to talk in more detail in the next few days?”
Make sure that you’re complying with the CMS 48-hour Rule Directive.
Mortgage cold-calling scripts
Your aged mortgage lead is most likely looking for that perfect mortgage. With mortgage rates and opportunities constantly evolving, reconnecting with aged mortgage leads means understanding their current financial position and homeowning goals.
Script 1: “Hello [name], the housing market and mortgage rates have seen some shifts since you last inquired with us. Would you be interested in discussing how these changes might benefit your financial goals?”
Script 2: “Hi [name], homeownership dreams can evolve. Whether it’s refinancing or seeking a new property, I’d like to offer guidance on current mortgage opportunities. Does that sound helpful?”
Script 3: “Hey [name], remember when you were exploring mortgage options with us? We’ve noticed some new trends and possibilities. Mind if we catch up and discuss these?”
Home improvement loan cold-calling scripts
Every home has the potential to become your lead’s dream home.
Reaching out to aged home improvement leads means tapping into their vision for their home and offering easy financial solutions to achieve their goals.
Script 1: “Hello [name], transforming our living space is a journey. Since you last looked into home improvements with us, have there been new projects or visions you’d like to bring to life?”
Script 2: “Hi [name], as seasons change, so can our home aspirations. I’m eager to discuss any new home improvement plans you might be contemplating. How can we assist?”
Script 3: “Hello [name], reflecting on our previous discussions on home improvements, we’ve introduced some innovative solutions. I’m excited to share these with you. Would that be alright?“
Solar installation cold-calling scripts
Engaging with aged solar installation leads involves understanding their environmental concerns, as well as money-saving, energy-efficiency goals.
Script 1: “Hi [name], with the increasing emphasis on green energy, I thought it might be timely to revisit our solar installation offerings. Interested in a catch-up?”
Script 2: “Good day [name]. As solar technology advances, so do the benefits. If you’re still considering a solar installation, I’d love to showcase our newest options.”
Script 3: “Hello [name], transitioning to solar energy is more than just an investment—it’s a step towards a sustainable future. I believe our latest offerings might intrigue you. Are you free for a chat?”
Guidelines for engaging aged leads: Cold-calling best practices
Engaging with your aged lead involves how you phrase your questions, how you navigate the conversation, the subtle words you use, and your tone of voice.
Using assertive yet respectful language and tone
Assertiveness helps in guiding the conversation in the desired direction. It’s about being clear in your intent, but always with respect, and using assumptive language.
Example of home improvement lead objection
Lead: “I’m just not sure about starting a home improvement project right now.”
Salesperson: “I completely understand, it can be overwhelming. What’s your main concern that’s holding you back right now?”
Example of solar installation lead objection
Lead: “Solar installations seem complicated and not worth it.”
Salesperson: “What part of it is the most confusing? I can break down the process for you and try to explain it easier.”
Engage without being pushy
You’ll go further in your conversation if you can ask great questions, instead of just lecturing/forcing them to listen to you the entire time.
Example of auto insurance lead objection
Lead: “I already have an auto insurance policy.”
Salesperson: “That’s great! What do you like most about your policy? Is there anything you would change about it?”
How to overcome the inevitable objections
Every salesperson faces objections.
Yet, the best salespeople know that objections are not rejections, they’re just opportunities for you to provide more clarity, and even educate your leads on common misconceptions holding them back.
Remember, there’s a reason why your lead filled out an inquiry online to get more information, so be the expert to guide them through their objections.
The more prepared you are for objections, the smoother your response will be to continue steering the conversation toward closing.
Example of health insurance lead objection
Lead: “I don’t make enough money to pay for health insurance right now.”
Salesperson: “Budget concerns are definitely valid. Did you know we have other options that are tailored for different financial situations?”
Example of mortgage lead objection
Lead: “I’ve read now’s a bad time to get a mortgage because of the rates.”
Salesperson: “The mortgage landscape is constantly changing. Can I share with you some current mortgage insights that might help you feel better?”
Positioning as a solution provider
The transition from trying to sell your lead the product to actually showcasing how the product or service will solve their current problems.
Example for Medicare supplement lead
Lead: “I don’t need any additional coverage, thank you. My Medicare already covers everything I need.”
Salesperson: “You’re right that Medicare does cover a lot! But it also has gaps you might not be aware of. I’d be glad to explain how supplement coverage can help give you better coverage.”
Consistent follow-up: Why persistence is key
You’re likely not going to close your sale on the first touch point. That’s exceptionally rare. Instead, your persistence, as well as your genuine care, will turn your aged leads into loyal customers.
Strategizing the best moment to call can dramatically impact your success rate, especially with aged leads. Understanding where your lead is in their decision-making process will help you time your follow-up approach accordingly.
Example of life insurance lead
Lead: “I looked into life insurance a couple of months ago but wasn’t ready to commit.”
Salesperson: “It’s understandable. Is now a better time to revisit looking for plans? I have some updated plans that might be more in line with your current needs now.”
Adaptability is crucial
Flexibility in your approach can make a huge difference in closing a sale. If your current strategy isn’t working, be open to changing it up and always learn from each previous interaction.
Example of auto insurance lead
Lead: “Your last offer didn’t have what I needed.”
Salesperson: “I appreciate your feedback. What are you specifically looking for? I’ll see if I can find another plan that will work for you.”
Tools and resources for successful cold-calling
Cold-calling, although initially nerve-wracking, becomes more streamlined with the right tools and systems.
CRMs will track each interaction, ensuring a current status for every lead so nobody is left behind or forgotten about.
Autodialers integrate with CRM customer profiles so you never type a wrong phone number again, and you’ll also boost the number of calls made daily.
Call recording tools
Recording calls allows salespeople to playback and analyze conversations for improvement. Just remember that federal law requires single-party consent for call recording, so be sure to record calls legally and inform your lead.
Local presence tools
Displaying a local phone number to your lead can increase the odds they’ll answer your call. Sneaky, we know, but it works.
Regularly practice scenarios and mock phone calls with your sales department to get feedback without sacrificing real leads.
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Aged Lead Store stands as a trusted online marketplace, offering specialized “aged” leads encompassing areas like insurance, solar, and mortgage to dedicated sales professionals across 48 states.
With a proven track record spanning over 22 years, we’ve been providing sales agents like you with consistently validated and precisely targeted leads week after week.
If you’re in search of a reliable lead source that has stood the test of time, Aged Lead Store is your go-to- destination.