Mt. Washington Group Auto Telemarketing Script:
Credit Unions, Banks, or Professional, Social and Civic Organizations
Agent: Hello, my name is < Agent name >, from the < Agency name >. May I speak with < Prospect first name > please?
a.) Prospect is not at home; leave answering machine message such as:
Agent:Hello, < Prospect first name >, I’m sorry I missed you. My name is < Agent name > from <Agency name >, and I am calling to let you know that < Group name > members are now eligible for significant savings on auto insurance! I’d like to help you determine whether this program can save you money.
Please call me at < Agent phone number > for details, or I’ll call you again at
< Future call time >. Thank you.
b) Prospect is not at home and a family member answers:
Agent:May I leave a message for < Him/her >? My name is < Agent name > from
< Agency name > and I am calling to let < Him/her > know that < Group name > members are now eligible for significant savings on auto insurance. I’d like to explain how < He/she > can take advantage of this special program. My telephone number is < Agent phone number > and I’m available < Day(s) and time(s) >. When is the best time to try to reach < Prospect name >?
c) Prospect is at home:
Agent:“Hi, < Prospect first name >. My name is < Agent name >. I’m calling to let you know about a way that you may be able to save money on your auto insurance. As a member of < Group name > you’re eligible to save up to < X% > on your annual premium. In some households, savings can amount to hundreds of dollars. I know you’re busy, but it will only take a few moments to tell you how you can take advantage of this program. Shall I continue, or would you prefer that I make an appointment to contact you at another time?
a) Prospect is not interested:
Agent:I understand and I appreciate your time. May I send you a brochure that describes the program in the event that your insurance needs change? [If necessary, confirm prospect’s mailing address.]
Prospect:Yes.
Agent:I’ll mail it to you < Today/tomorrow >. Please look for an envelope from
< Agency name >, and thank you for your time.
b) Prospect wants to reschedule:
Agent:What day and time would be convenient for you?
Prospect:I’ll be available on < Date and time >.
Agent:OK. I’ll look forward to talking with you on < Date and time >. Thank you for taking the time to speak with me.
c) Prospect is interested:
Agent:This special discount is offered exclusively to < Group name > members by Mt. Washington Assurance, a leading auto insurer in New England for more than 20 years. You’re automatically eligible for up to < X% > savings, just by being a member of the group. The amount you’ll save depends on your particular needs: how many vehicles
and drivers are included on your policy, what type of coverage you require and whether or not you are eligible for other discounts. Let me ask you a few questions so I can provide you with a free, no-obligation quote that will show you how much you can save.
Prospect:OK. How long will this take?
Agent:Just a few minutes. Do you have your current policy handy?
Prospect says no:
Agent:Ok, it’s best if we use the information from your current policy’s declaration page, which is the top sheet that lists your coverage selections. But we can still give you a sense of how much money you can save right now. Can you please tell me your insurance carrier’s name, and how much you pay in premium?
[Use this information to generate quote, noting for the prospect that the actual numbers will depend on the veracity and completeness of the information he/she has just supplied, or will supply once their declaration page is located.]
Prospect does not know
That’s OK. Instead, let’s set up an appointment to generate your quote in person. That way you’ll have time beforehand to locate a copy of your policy. And then if the savings we identify in the quote sound good to you, we can enroll you then too. When would you like to get together to do this?
Prospect says yes:
Agent:OK, let’s get started. [Ask questions to submit policy for quote. Be sure to ask for the annual premium amount on the current policy so you can easily show the amount the customer will save.] While the quote is processing, let’s discuss your other insurance needs. [Ask questions about other types of coverage offered by your agency.]
Agent:[After quote is obtained:] With your special group discount, your annual premium from Mt.Washington will be $XXX. This is great news – you’ll save more than $XXX! I can help you enroll so you can start saving right away!
Prospect:First, tell me a little more about this company. I’m not familiar with it.
Agent: This discounted group auto insurance program is offered to < Group name > members by Mt. Washington Assurance Corporation, one of the leaders in personal auto and homeowner’s insurance in New England for over 15 years.
Mt.Washington is known for its exceptional customer service. The company offers innovative, industry-leading programs such as its Door to Door Valet Claim Service*, the first of its kind in the nation. [*note: Door to Door is not available in all areas. Please check to see if it will be available to this client.].
With this service, Mt.Washington picks up your damaged vehicle, has it repaired, and then delivers it back to you at your home or office. You can even have a rental car delivered to you, and then returned once the repairs to your car are completed.
Mt.Washington’s Crashbusters*mobile claims service, also the first of its kind, brings an appraiser directly to you whenever an accident occurs, to assess the damage to your vehicle. [*note: Crashbusters mobile claims service is not available in all areas. Please check to see if it will be available to this client.].
In many cases, you’ll receive a check for the damage – right on the spot.
These innovative services are available to Mt.Washington customers as part of the company’s commitment to what it calls “True Service.” In fact, Mt.Washington is so dedicated to service excellence that it puts its commitment to you in writing in its True Service Pledge.
Our agency represents Mt.Washington because of its strong reputation and its history of stability and service. I recommend them highly. Many of our other customers are very happy with them and I think you will be, too. Shall we get your enrollment started?
Prospect:What else can you tell me about the group discount program?
Agent: Enrolling in the < Group name > discount program is very easy. In addition to saving you money on auto insurance, this group program is also designed to be very convenient for you. For example, if you’d like, you can pay your premiums automatically through Electronic Funds Transfer*. [*note: the availabilityof EFT varies by group. Please check to see if it will be available to this client.].
This simple method transfers the payment amount each month from a bank account that you designate. You’ll never have to write a payment check again. The automatic payments are very easy to set up, and you can change the bank account or discontinue them whenever you’d like.
In addition, our agency will offer ongoing support to you and your fellow group members, and you can feel free to call upon us with any questions you may have about any of your insurance needs, at any time.
Agent: I’d like to help you begin saving as soon as possible. Would you prefer to provide me with information to complete the application for you now, or would you rather set up an appointment to meet in person with our on-site representative? Either way, the application process is quick and easy. Once we’ve filled out the necessary paperwork for you, all we’ll need is your signature to complete your enrollment in the group so that you can begin saving as soon as possible.
Prospect wants additional info before enrolling:
Prospect:Can you call back on < Date and time >?
Agent:I’d be glad to. Do you have any other questions about the program that I can answer for you now?
Prospect:No, but do you have any information you can send to me?
Agent:Yes. I’ll drop a brochure into the mail for you < Today/tomorrow >. In the meantime, if you do have questions, here is my phone number. [Provide agent phone number.] Thank you for your time today. I’ll look forward to talking to you again on < Date and time >.
Prospect wants to begin the enrollment process via phone:
Prospect:What do I have to do to enroll now?
Agent:It’s easy -- I’ll walk you through the process. [Fill out enrollment form over the phone, then continue with….]
Agent:Thank you for taking the time to enroll in the < Group name > group auto insurance program. Now all we need is your signature on the application as soon as possible. When would a good time for you to do this?
[Make arrangement to meet the prospect to review and sign application / paperwork in person, or to receive their signature via mail if necessary.]
Once we’ve done that, you’ll receive your new policy information within < Time frame >. Do you have any other questions about the program, or about any of Mt.Washington’s services?
Prospect:Yes. [Listen to and answer any Prospect questions.]
Agent: Please feel free to contact me at < Agent phone number > if there is anything else I can do to help with your insurance needs. Thank you again for your time,
< Prospect name >.
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