Call tip #1
Don't open with the pitch.
Ask how their day is going. Listen more than you talk. Mention one quick example of someone you've helped. Then confirm why they reached out.
Call tips
Call tips for new life insurance agents
Short, practical tips for your next client call, from the team behind RIO. New tips go up on Facebook and Instagram first.
Call tip #2
Some words matter more than others.
When RIO shows a compliance flag, use that language exactly as written. Those are the spots where wording matters most, so don't paraphrase them live.
Call tip #3
Ask the question. Then stop talking.
The pause feels longer to you than it does to them. Let them answer before you fill the silence.
Call tip #4
Say it back. Before you move on.
Repeat what you heard in your own words. It shows you listened, and it catches a misunderstanding early.
Call tip #5
Use their name. But not every sentence.
Say it early in the call and once more near the close. Any more than that and it starts to sound like a script.
Call tip #6
Book the next step. On every call.
“I'll follow up sometime” rarely happens. Agree on a day and time on the call, then put it on your calendar.
Call tip #7
Write it down. In their words.
Their own words are the best thing to bring to your follow-up call. Jot them down as you go, and use them when you call back.
Call tip #8
Slow down. Nerves rush you.
Most new agents talk faster when they're nervous. Take a breath before each answer and let your voice drop. A calm pace builds trust.
Call tip #9
Not sure? Don't guess.
If a client asks something you can't answer, say so. “Good question. Let me confirm that and call you back.” Then follow up. Honesty builds trust, and a guess about coverage can cost you.
Call tip #10
Smile first. They can hear it.
A smile changes your tone, even on the phone. Take a breath, smile, then say hello. Warm sounds like confident.
Call tip #11
Ask why. Why today?
Before you recommend anything, ask what made them reach out now. Their answer tells you what matters most to them. Then use their words on the rest of the call.
Call tip #12
Skip the jargon. Use plain words.
If a client has to ask what a word means, you may have lost them. Explain it the way you would to a friend. Clear beats clever.
Call tip #13
End with thanks. Even on a no.
Thank them for their time and tell them what happens next. People remember how a call ended. A good ending keeps the door open.
Call tip #14
One question at a time.
Stacking three questions in a row leaves the client picking one to answer. Ask one, wait, then ask the next. Simple questions get real answers.
Call tip #15
Know your first sentence. Before you dial.
The first ten seconds set the tone. Decide what you will say, say it slowly, then listen. A calm start makes the rest easier.
Call tip #16
Let them finish. Then count to two.
Interrupting, even to agree, tells the client you were waiting to talk. A short pause shows you heard them. The best detail often comes after the pause.
Call tip #17
Ask before you advise.
“Can I share what I’d do in your shoes?” Jumping straight to a recommendation can feel like a pitch. Asking first invites the client in, and they listen differently once they’ve said yes. Permission turns advice into a conversation.
Call tip #18
Recap first. Then recommend.
“So you want the kids covered until college, and you’d like the payment under $80 a month. Did I get that right?” A quick recap shows you listened and catches what you missed. They agree with the recap before they hear the price.
Call tip #19
“I need to think about it.” Ask what they’re weighing.
Don’t push and don’t hang up. Try: “Of course. What part are you still weighing?” Most of the time there’s one real question behind it. Answer that question, then let them decide.
Call tip #20
Voicemail: name, reason, number. Say the number twice.
Say who you are, why you’re calling, and your phone number, slowly. Then say the number again at the end. Keep it under 20 seconds, and give them one easy reason to call back. A short, clear message gets returned more often than a long one.
Call tip #21
“That’s too expensive.” Ask what fits.
Don’t rush to defend the price. Try: “What monthly amount would feel comfortable?” Then show what that number can cover, and talk through the trade-offs. They stay in control of the budget, and you keep the conversation going.
Call tip #22
Before the numbers, ask who they’re protecting.
Before you talk about coverage amounts, ask who would be affected if something happened to them. Their answer tells you what the policy is really for. Then use their words when you make your recommendation.
Call tip #23
Get the best number in the first minute.
Early in the call, confirm the best number to reach them, just in case you get disconnected. If the call drops, you can call right back instead of losing the lead.
“I'm just getting into more advanced products like IUL's and annuities. I started using RIO as my script buddy and I realize that I should have started years ago!”
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