HiddenFirst Name This is a placeholder form. Only Morton agency can see this because it is not customer facing. Choose Your Word Track-- XX --Aged LeadsSales StartersX-DatesAuto no FireFire no AutoTerm ConversionLife Policy Review250/500 w/o PLUPSimple Conversation AppointmentMedicareAuto with LienholderSteer Clear EligibleInterview QuestionsHello, is this [prospect name]? Hi! This is with State Farm Insurance. I am giving you a quick call today because we have quoted you in the past, and with all the rate increases across the state, it's a great time to look at shopping your insurance again. In addition to that, we make it really easy to switch over to our agency and we can get you started for a minimal down payment. Let me ask you this...Who are you currently insured with now? XXX insurance I'm not interested! How did you get my number? Well like I mentioned, we quoted you in the past and we wanted to update your quote from the last time since we took a rate decrease. Can you remind me who you are insured with? Well like I mentioned, we quoted you in the past and we wanted to update your quote from the last time since we took a rate decrease. Can you remind me who you are insured with? I'm not interested! Do you mind if I ask why? Who are you currently insured with?Do your best to overcome the objection and get back to the quote process. Try to get to a point where they tell you their current insurer. XXX insurance Got it. When was the last time you "sat down" with your agent and reviewed your policy "in detail"? Never It's been a while Recently Oh wow. That's crazy. I don't know about you, but I know a lot of things have changed in the last few years. How did you even decide on your coverages so long ago when you started? I took the cheapest option I just took what they gave me I did it to be legal I understand. I hear that a lot from people. They just take whatever the rep puts on the quote, or what the state requires, and they don't even know the mistake they have made until it's too late. If we could put together a custom insurance plan that fits YOUR exact situation and do it at a competitive price, is there any reason you wouldn’t switch to us? No Yes I understand. I hear that a lot from people. They just take the cheapest, and they don't even know the mistake they have made until it's too late. If we could put together a custom insurance plan that fits YOUR exact situation and do it at a competitive price, is there any reason you wouldn’t switch to us? No Yes That’s great to hear! A lot of people underestimate how important it is. However, I want to let you know that we are a little different than most companies and we are actually one of the top agencies in the state. If we could put together a custom insurance plan that fits YOUR exact situation and do it at a competitive price, is there any reason you wouldn’t switch to us? No Yes That's great! Proceed with the rest of the quote gathering processOk tell me what would hold you up? Address their concerns and proceed with the rest of the quote gathering processHello, is this [prospect name]? Hi! This is [Your Name] calling from your State Farm office. I was reviewing your current life insurance policy that you started XX years ago. It is a temporary policy that was good for XX years of coverage. When you set this up, did anybody mention to you the benefits that come along with this policy? You are able to convert the policy from temporary coverage to permanent coverage without going through a physical! If you make the change in the 1st 5 years, State Farm pays a portion of the new premium for the new policy. Is there a time that works for you for us to get together for 20-30 minutes so that I can explain how it works for your policy? Sure Can you tell me more information? I'm not interested Are mornings, afternoons, or evenings better for you? Mornings Afternoons Evenings Ok great! I have _____ or _______ available. Which is better for you? Excellent. Would you prefer to meet here at the office or at your home? Perfect. I will plan on seeing you (day/time/place). Hello, is this [prospect name]? Hi! This is [Your Name] with State Farm Insurance. I am giving you because we spoke a while ago about your auto insurance - we weren't able to earn your business at that time, but I saved your information in case things changed and we were able to give you a better rate. Well, State Farm just had a rate decrease and I'm calling to try to save you some money...Do you still live at [ADDRESS}? Yes No Other objection on the right side Great - that will make things easy for us to quote! Confirm the rest of auto/home information, confirm email & best time to call back, etc. [Prospect name], you are working with the right person at the right company! I am going to find every discount available and give you our best shot at earning your business! Thank you very much and I will talk to you soon!Click on the appointment objections on the right sideHello, is this [prospect name]? Hi! This is with State Farm Insurance. I am giving you a quick call today because we have quoted you in the past, and with all the rate increases across the state, it's a great time to look at shopping your insurance again. In addition to that, we make it really easy to switch over to our agency and we can get you started for a minimal down payment. Let me ask you this...Who are you currently insured with now? XXX insurance I'm not interested! How did you get my number? Well like I mentioned, we quoted you in the past and we wanted to update your quote from the last time since we took a rate decrease. Can you remind me who you are insured with? XXX insurance I'm not interested! Do you mind if I ask why? Who are you currently insured with?Do your best to overcome the objection and get back to the quote process. Try to get to a point where they tell you their current insurer. XXX insurance Great! Let me just confirm a few quick things to get the quote together. Do you still live at XXXXXXXXXXXXXXXXXXXXXX? Yes No What is your address? Do you rent or own your home? Rent Own Great! Tell me a little bit about your cars...YearMakeModelDriver Great! Tell me a little bit about the people in your householdFirst NameLast NameVehicleNotes (do not enter DL or DOB) How much are you paying now for your insurance? What is the best email address to send your quotes to? When is the best time for us to follow up with you? That should be all we need to get the quote together. Let me send your information over to one of our licensed agents, and they will call you back by end of the day tomorrow. Sound good? We appreciate the opportunity to earn your business! Simple ConversationsHello, is this [prospect name]? Hi! This is with State Farm Insurance.Am I catching you at an okay time? I am calling for 2 reasons... Yes - this is a good time No - this is a bad time Great! Well the 1st reason is to reach out and thank you for your business. With everything going on in the world, we've been catching up with our policyholders to check in to make sure they are healthy and safe. The other reason for my call is I saw that your [homeowners/condo/renters policy] is renewing soon, and now is a great time for us to sit down and review all of your policies so that we can double check for discounts and identify any potential gaps in coverage. Is there a good day for us to get together either in person or virtually? Yes No - this is a bad time I'm sorry to catch you at a bad time. Is there a better time I should try to reach out again? Too Busy No Need Not Now Can we do it over the phone? I'm fine with my current coverage. I can appreciate that you are busy, all of us are. And I also understand that time is at a premium. But can I ask you a question? (Get their approval) If your family suffered a shortfall financially which we could have identified and prevented because of a death, wouldn’t that be “doubly” tragic? Then don’t you think it’s worth your time to make sure you and your family are secure? Yeah. I guess you're right I'm really not interested. You may be right! But I’m sure you’ll agree that we need to be sure all the bases are covered. We do about 15-20 of these every week, and nobody has walked away saying it was a waste of time. Can you spare 30 minutes to make sure you and your family are secure? Yeah. I guess you're right I'm really not interested. I get that question a lot, especially with how busy we all are these days. It's kind of like getting a haircut over the phone though, it's just too important to not be done in person. If it would be helpful, we'll come to you! We are like the Uber Eats of insurance. Keep pushing to get an appointment in person. Hey I completely get it and I hear that a lot from people. However, there are no time machines with insurance. If there were gaps in your insurance plan, would you rather know now or during a claim? If it would be helpful, we'll come to you! We are like the Uber Eats of insurance. Keep pushing to get an appointment in person. Are mornings, afternoons, or evenings better for you? Mornings Afternoons Evenings Ok great! I have _____ or _______ available. Which is better for you? Excellent. Would you prefer to meet here at the office or at your home? Perfect. I will plan on seeing you (day/time/place). I understand, if you don’t mind I’ll make a note and call you again to see when is a better time. How long from now would you like me to check back in? in a few months to see if we can set something up at that time? Does that sound like enough time or would you suggest a different time to follow-up?Auto no FireHello, is this [prospect name]? Hi! This is with State Farm Insurance.Am I catching you at an okay time - I am calling for 2 reasons... Yes - this is a good time No - this is a bad time Great! Well the 1st reason is to reach out and thank you for your business. With everything going on in the world, we've been catching up with our policyholders to check in to make sure they are healthy and safe. The 2nd reason is we are always trying to find ways to save our customers more money, and one of the biggest discounts that State Farm offers is for combining home and auto. Remind me, where do you have your homeowners or renters insurance currently? How long have you been with them for? If we could upgrade your coverage and save you money on your homeowners/condo/renters insurance, would it be worth a few seconds of your time?If we could upgrade your coverage and save you money on your homeowners/condo/renters insurance, would it be worth a few seconds of your time? Sure - let's do it No - I'm not interested Interview Questions Use this section to guide your interview process. You do not need to ask all of these - choose the ones you like the best and have a good conversation with the candidate!Hi XXX – thank you so much for taking time out of your schedule to meet with me today. Like I said in the email, this is the chance for you to get to know the role, State Farm, and our agency better along with what sparked your interest in the job. I do like to kick things off with learning about you first: your education, job history, experience, and what you are looking for currently. I’ll let you take it from here.What is the highest level of education that you have achieved? GED High School Diploma Associates Degree Bachelors Degree Masters Degree Do you have State Farm experience? No Yes Employment is contingent on positive findings from a credit report, background check, and motor vehicle report. Do you anticipate any problems with any of these? No Yes When are you available to start? ASAP 2 Weeks Other Do you have reliable transportation to work?Grade their responseTerriblePoorNeutralDecentGreatWhat hours are you available to work? Regular Office Hours Part Time Other This is a small business and definitely NOT corporate America. This has upsides and downsides. Where on a scale of nice to have on one end, to a requirement do medical and dental and retirement benefits fall at this point? Nice to have Somewhere in the middle (not a dealbreaker) Requirement What is your expectation starting out (new to the industry) as an annual/monthly/hourly salary? Do you have any insurance licenses? 1 - P&C or L&H Only Yes - Both P&C + L&H None Other What did you do to prepare for this interview?Grade their responseTerriblePoorNeutralDecentGreatTell me about your background, what you’ve been doing, and what you’re looking for moving forward.Grade their responseTerriblePoorNeutralDecentGreatHow did you find that job?Were they recommended? What did they hire you for?TerriblePoorNeutralDecentGreatTell me about your role at ____________, what did your day to day look like there?Grade their responseTerriblePoorNeutralDecentGreatDiving deeper into your role at ___________, how many people had the same role there and how did you rank on the team?Grade their responseTerriblePoorNeutralDecentGreatWhat was your biggest achievement?Did they come back with data? TerriblePoorNeutralDecentGreatWhat was your lowest point with that company?What do they complain about? TerriblePoorNeutralDecentGreatWhy did you / do you want to leave your current employer?Were they pushed out? A rift?TerriblePoorNeutralDecentGreatWho was your manager and what are they going to say about you during the reference check?Grade their responseTerriblePoorNeutralDecentGreatHow would you describe yourself as an employee?Grade their responseTerriblePoorNeutralDecentGreatTell me about some of the most difficult problems you worked on and how you solved them.Grade their responseTerriblePoorNeutralDecentGreatWhat can you tell me about yourself that is not going to show up on your resume?Grade their responseTerriblePoorNeutralDecentGreatTell me about a time that you stepped up to do something outside of your job description that needed to be done.Grade their responseTerriblePoorNeutralDecentGreatWhat goals do you have and where do you see yourself professionally in the next 5 years?Grade their responseTerriblePoorNeutralDecentGreatWhat do you know about the insurance industry?Grade their responseTerriblePoorNeutralDecentGreatWhat do you know about State Farm in particular?Grade their responseTerriblePoorNeutralDecentGreatWhat is the highest level of education that you have achieved? (I know this is on the resume, but I still like to ask)Grade their responseTerriblePoorNeutralDecentGreatGive me your two biggest strengths and two biggest weaknesses.Grade their responseTerriblePoorNeutralDecentGreatWhat do you know about the licensing process?Grade their responseTerriblePoorNeutralDecentGreatOn a scale of 1-10, how would you rank your phone skills? What makes you a ________?If less than 6, stop the interview and move on!678910On a scale of 1-10, how would you rank your computer skills? What makes you a ________?If less than 6, stop the interview and move on!678910On a scale of 1-10, how competitive would you say you are? What makes you a ________?If less than 6, stop the interview and move on!678910On a scale of 1-10, how coachable would you say you are? What makes you a ________?If less than 6, stop the interview and move on!678910(Sales only) Does the idea of making 150 calls per day intimidate you?Grade their responseTerriblePoorNeutralDecentGreatWhy do you want to try to sell something that everyone hates having to pay for?Grade their responseTerriblePoorNeutralDecentGreatIf I were to ask the person closest to you to tell me 3 negative things about you, what would they say?Grade their responseTerriblePoorNeutralDecentGreatWhat do you look for in a leader?Grade their responseTerriblePoorNeutralDecentGreatTell me about a specific time when you had to handle a tough problem that challenged fairness or ethical issues. What happened and how did you respond?Grade their responseTerriblePoorNeutralDecentGreatHow do you help raise the bar for those around you?Grade their responseTerriblePoorNeutralDecentGreatWhen was the last time you "broke the rules"? What was the situation and what did you do?Grade their responseTerriblePoorNeutralDecentGreatDescribe a situation where you saw an employee or co‐worker do something you thought was inappropriate. What did you do?Grade their responseTerriblePoorNeutralDecentGreatWhen working with people, how would you describe your preferred relationship with them? (Use this question to assess honesty and the capacity for open communication, a clear hallmark of integrity.)Grade their responseTerriblePoorNeutralDecentGreatWhat values do you appreciate the most in a team environment? (Use this question to look for other trustworthy traits like honesty, fairness, openness, transparency, and inclusiveness -- all hallmarks of integrity.)Grade their responseTerriblePoorNeutralDecentGreatDescribe a situation where you failed. What did you learn from it?Grade their responseTerriblePoorNeutralDecentGreatWhat’s the toughest feedback you’ve ever received, and how did you learn from it?Grade their responseTerriblePoorNeutralDecentGreatTell me about a time when you found a better way to do a system or project than your manager, and how did you handle it?Grade their responseTerriblePoorNeutralDecentGreatWhat motivates you? (Recognition, points/pins/plaques, money, customer service) If they say everything, pressure them to choose 1.Grade their responseTerriblePoorNeutralDecentGreatIn our agency, we have two positions available. One is sales which is outbound calling, writing new business, cold calling people who are with Allstate, GEICO, Progressive, Farmers, American Family, etc. Very little customer service, lots of calls, quotes, meetings, etc. You earn commission each month based on sales and we call that position the Hunter. I have a service position which is taking care of existing business, collecting payments, and servicing accounts. You do not sell or chase new business, and you get paid a higher salary with lower commission. We call this position the Farmer. If at the end of the year, both of these positions ended paying the exact same amount, which position you would be interested in and why.Grade their responseTerriblePoorNeutralDecentGreatHave you ever experienced burn out?Grade their responseTerriblePoorNeutralDecentGreatWhat do you like to do for fun or in your free time?Grade their responseTerriblePoorNeutralDecentGreatWhat sacrifices have you had to make in your life to be successful?Grade their responseTerriblePoorNeutralDecentGreatClosing QuestionsDo you have any questions for us at this time?Grade their responseTerriblePoorNeutralDecentGreatFinal Question: Why should we hire you?Grade their responseTerriblePoorNeutralDecentGreatPhoneThis field is for validation purposes and should be left unchanged.