Appointment

Setting
Appointment Setting

Introduction

How do you set

appointments?

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Appointment Setting

Ways to set an appointment

Pros: Pros: Pros:

• Immediate confirmation • Easiest way to communicate • Most powerful, efficient, cost-
• Chance to dress to impress • Options are available (email, effective business tool
viber, messenger, etc.) • Almost all prospects own a
Cons:
phone (mobile, telephone)
• Time consuming
• Expensive on the part of the Cons: • Affordable
planner • Email address, mobile numbers • Saves travel time
inactivity • Easier to gain entry
• “Seen zoned” • Easier to arrange appointments
with prospects in adjacent
location

Face-to-face Email Phone

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Appointment Setting

FWD Appointment Setting Guide

Engaging the prospect to meet with you face to face is key. These are the three things
you have to get to secure an appointment.

Date Time Location

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Appointment Setting

FWD Appointment Setting Guide

1 2 3 4
Introduce Approach Set Time & Confirm
Date

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Appointment Setting

FWD Appointment Setting Guide

Good morning/afternoon… Mr./Mrs.<Prospect’s

1 Name>, this is <Your name> Is this a convenient time
to talk?
Introduce
If Yes, Proceed to Step 2
If No, Response: I apologize for calling you at an
inconvenient time, would it be ok if I call you again at
_am/pm today?

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Appointment Setting

FWD Appointment Setting Guide

I am connected with FWD Life, my role is to help and

2 guide people in managing their finances. I specialize in
the development of personal financial plans that can
Approach secure the future of my clients and their family. I would
like to share some ideas with you which you might find
interesting and valuable… Proceed to Step 3
or
I am connected with FWD Life, as a Financial Wealth
Planner, my role is:
<State what you do in your own words> May I request
to meet with you?... Proceed to Step 3

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Appointment Setting

FWD Appointment Setting Guide

REFERRED LEAD APPROACH

2 I spoke with <Name of Referrer>, a common friend of
ours and in the course of our conversation, your name
Approach was mentioned, <Name of Referrer> spoke highly of you
Mr./Ms. (Name of Prospect), I specialize in the
development of personal financial plans that can secure
the future of my clients and their family. I would like to
share some ideas with you which you might find
interesting and valuable…Proceed to Step 3

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Appointment Setting

FWD Appointment Setting Guide

Would you be free/available on <Date> at <Time>

3 am/pm or would <Give another Date> at the same time
be more convenient?
Set Time &
Date

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Appointment Setting

FWD Appointment Setting Guide

Just to confirm we will meet on <Final Date> at <Final

4 Time> am/pm, we can meet at <Final Venue> Thank you
and I’m looking forward to seeing you.
Confirm

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Appointment Setting

Tips!

Familiarize
the appointment setting process

Memorize
the script for each step

Professionalize
the script based on situation

Personalize
the script based on objection

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Appointment Setting

Take note

The purpose of a call is to secure

an APPOINTMENT (not to sell a
product or concept over the
phone!

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Appointment Setting

Homework 2!

Practice the FWD Appointment Setting Guide and

prepare for an online demonstration with your
trainer.

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Section 02

Handling Phone
Appointment
Objections

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Handling Phone Appointment Objections

Learning Objectives:
At the end of this course, you will be able to:

Understand the different strategies in

1 handling phone appointment objections

Apply these techniques during

2
appointment setting
Handling Phone Appointment Objections

The art of listening

Listen carefully to your prospects,

so you can respond correctly.

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Handling Phone Appointment Objections

The art of listening

• The most effective tool in appointment setting

• Important as effective speaking
• It involves the tone of voice, facial expression,
and the overall behavior of the speaker

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Handling Phone Appointment Objections

Handling Phone Appointment Objections

Is this life insurance?

Yes. But the purpose of my call today is to schedule a

time for me to introduce myself and to tell you about the
type of work I do as a Financial Wealth Planner. Don’t Planner
worry, this is a ‘no commitment’ meeting.

After the discussion, you will decide whether this will be

beneficial to you or not.

So, would Friday at 11am or Saturday at 10am work better

for you?

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Handling Phone Appointment Objections

Handling Phone Appointment Objections

I already have life insurance.

Great! I will no longer duplicate what you already have

to save you money.
Planner
So, would you prefer to meet on Friday at 11am or
Saturday at 10am?

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Handling Phone Appointment Objections

Handling Phone Appointment Objections

I don’t need life insurance.

Of course, let me just have a few minutes with you and

tell me if this particular idea would be of value to you.
Planner
So, would you prefer to meet on Friday at 11am or
Saturday at 10am?

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Handling Phone Appointment Objections

Handling Phone Appointment Objections

I am not interested.

I understand. I wouldn't expect you to be interested in

something that you haven't seen yet.
Planner

The reason for my call is to set a time for a visit so you

can decide whether this will be of value to you and your
family. Don't worry, this will be a no commitment
meeting. After the discussion, you will decide whether
this is beneficial to you or not.

So, would Wednesday at 11 am or Friday at 2 pm work

better for you?

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Handling Phone Appointment Objections

Handling Phone Appointment Objections

I am too busy.

No problem. It shall initially only take 20 minutes. What I

do is to keep successful persons financially on track
while they are busy being successful. Planner

So, would Wednesday at 11 am or Friday at 2 pm work

better for you?

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Handling Phone Appointment Objections

Handling Phone Appointment Objections

I don’t have money for this.

I understand you’re trying to avoid unnecessary

expenses and there is certainly no obligation on your
part. When we meet, I will just create a financial plan Planner
and you can decide whether or not you want to
proceed.

So, would Wednesday at 11 am or Friday at 2 pm work

better for you?

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Handling Phone Appointment Objections

Handling Phone Appointment Objections

I’m not familiar with FWD.

You may not know of FWD Life Insurance Corporation

since we are the newest Life Insurance company to
establish operations in the Philippines. If you allow me, I Planner
can share to you all about FWD and how we can help
you with your financial need.

So, would Wednesday at 11 am or Friday at 2 pm work

better for you?

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Handling Phone Appointment Objections

Handling Phone Appointment Objections

Can you just share it to me on the phone or

send me an e-mail?

I can surely do that. However, I believe that a face to

face meeting where we can go over the financial
program together will give you a better appreciation of Planner
what I can do for you.
In addition to that, you will be able to clarify any
concerns you may have on the spot.
So, would Wednesday at 11 am or Friday at 2 pm work
better for you?

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Handling Phone Appointment Objections

Homework 2!

• Practice the FWD Appointment Setting Guide with

Handling Objections.
• Prepare for an online demonstration with your trainer.

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Handling Phone Appointment Objections

Self-check

Do I have the appointment

setting skill?

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Remember

Most of the time, call reluctance

exists mainly because the agent is
unprepared or underprepared.

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Thank you.