FACE TO FACE RECRUITING SCRIPT

This process begins by identifying a person that has skills or personality traits we desire in
our Agents.

These include:

• Positive attitude
• Outgoing personality
• Presentable appearance
• Hard worker
• Willingness to learn something new

Begin with a compliment:

• You are great at your job.

• You’ve got a great personality.
• You were a big help today.

Follow with a probing question as a conversation starter:

• Is this a full-time position for you?

• How long have you been working here?
• Is this what you want to do long-term?
• Are you making the kind of money you want to make here?
• Are you happy at this job?

Identify yourself and ask for their contact information:

I’m (your name) and I’m a manager at Liberty National. We’re hiring and I’d like to have you in for an
interview. Give me your name and phone number and I’ll call you to set up a time.

Page 1 LNL1440D 0211

 RECRUITING PHONE SCRIPT
1. Hello, may I speak with (recruit’s name)? Hi, (recruit’s name) this is (your name) from
Liberty National Life Insurance Company and I am calling about your resume.

2. It appears you have some skills and abilities we might be interested in and our Director/
Branch Manager Mr. /Ms.______________ will be conducting interviews for an immediate
opening. He/She has asked me to personally call you and ask you to interview at noon
(day of week).

3. Is there anything that would prevent you from attending at that time? Great!

4. Please grab a pen and paper and I will give you the address of the interview location.

Your office address or address of the event

City and ZIP

5. Let me please verify your e-mail address (repeat recruit’s e-mail address). Great! We will be
sending you a confirmation e-mail. In the e-mail it will also have the time, date, location,
and address and it will have a confirmation number that you will need when arriving at the
interview. Please print this e-mail confirmation and bring it with you. You will need it to be
interviewed.

6. Thank you (recruit’s name). We look forward to seeing you for your interview at (time and day).

7. Get off the phone.

Page 1 LNL1440A 0211

Voice mail:

“Hello (recruit’s name). This is (your name) from Liberty National Life Insurance
Company calling about your resume.

You have some skills and abilities that we are interested in. If you could please return
my call at ____-____-____, I would like to discuss scheduling an interview for an
immediate opening. Again, my name is (your name) and my phone number is
____-____-____.”

Answered by someone other than recruit:

“Hello, I’m calling for (recruit’s name). Is he/she available? This is (your name) from
Liberty National Life Insurance Company calling about his/her resume.

(Recruit’s name) has some skills and abilities that we are interested in. If you have
him/her return my call at ____-____-____, I would like to discuss scheduling an
interview for an immediate opening. Again, my name is (your name) and my phone
number is ____-____-____.”

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RECRUITING OBJECTIONS
“I don’t know” or “I’m not sure”
“It won’t fit in my schedule”
Candidate begins to ask a lot of questions
Such as:
“Is this selling insurance?”
“Is this a sales job?”
“What is the salary? What is the starting pay?”
“Can you tell me a little about the job?”
REBUTTALS
“What things are important to you when
looking for a career? “
“Great! Mr./Ms. _____________ will be covering
those topics in the interview. The interview is
at (time) (date). Is there anything that would
prevent you from attending at that time?”
“I could schedule you next week, but the
upcoming training classes may be filled by then.
Could you rearrange your schedule to attend
the interview this week?”
Redirect the conversation. You are conducting the
interview:
“Mr./Ms. _____________ will be discussing all
of these topics at the interview. The interview
is at (time) (date). Is there anything that would
prevent you from attending at that time?
Page 3 LNL1440A 0211
 HOW TO PREPARE FOR A RECRUITING SEMINAR
Monthly Large Events: 1,000 confirmations = 100 attendees.
Ongoing Events: 334 confirmations = 35 attendees.

Failure is not an option, success is.

To assure recruiting success, secure the assistance of UMs, UMITs, Agents and, in some cases,
friends and family.

1. Utilize all of the available tools to mass market “The Opportunity of a Lifetime”

• Company Batch e-mails from the RMS system

• Set up outbound computer recruiting call campaigns
www.voicebroadcasting.com

www.dynamicic.com

www.sigmavoice.com/transfers

• Use www.kall8.com/tollfree/hunt_groups.php to route and answer recruiting calls live

• Utilize www.constantcontact.com for recruiting confirmations and tracking
2. Train your team to use the approved recruiting call script and personally demonstrate
how to make a recruiting call while managing the recruiting call clinic.

3. Recruiting success starts with knowing the numbers:

The goal is 10 Paid Files per week per Branch. Paid Files are someone that has
paid money for:
• Prelicensing school
• Temp license
• Already Permanently Licensed

Why 10 Paid Files per week?

• 40 Paid Files per month
• 10 25% conversion to Permanent License
• 5 50% conversion to $5k producers
• 4 80% conversion to 40% bonus earners Page 1 LNL1440C 0211
4. Pick up the phone and make outbound calls with YOUR management team

In addition to utilizing these tools, each participant must commit to the following level of personal
recruiting activity per week:

• 100 contacts – Recruiting is a contact sport!

• 50 confirmed
• 15 show – This is the most important lead measure of recruiting success. You
must meet with the candidates face to face. THIS SHOW RATE ASSUMES YOU CALL
TO RE-CONFIRM!
5. Two-days prior to the seminar and with a huge focus the day prior, manage the call clinics to
guarantee you confirm 1,000/334 or more for the recruiting seminar. Weekends will be required in
some locations to assure 1,000/334 or more candidates are confirmed to show.

IMPORTANT: A confirmation e-mail must be sent to all confirmations with a map, address and
phone number of the location. The confirmation e-mail must instruct the recruit to print the
confirmation e-mail and bring it with them.

Visit www.constantcontact.com for a confirmation e-mail system used to e-mail all candidates –
do not use your personal or company e-mail account.

VERY IMPORTANT: In the body of the e-mail put in a line that says… “CONFIRMATION CODE
(Branch Number)”

Call to confirm the list of scheduled interviews the night before, (6-8 p.m.) or morning of event
(7-9 a.m.), to make sure the candidate received the confirmation e-mail with directions. In many
cases, the confirmation e-mail is caught by a SPAM program and never reaches the candidate.
Therefore, a second call is important to confirm that the candidate received the e-mail with the
time and directions.

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6. Each BM needs to bring 100 or more prepared Recruiting folders (R-3253-F).
Order supplies in advance of event.

Left side of folder:

• 30+ Reasons to Join Liberty National, R-3253-B

• A.M. Best Guide
• Driving directions to your Branch, including a map
• A printed invitation for the recruits to visit our recruiting website www.lnlcareers.com,
something to show their spouse, significant other or family or friends when they
return home, since questions and objections will be inevitable
• List of various lead sources including introductory offers and vendors used to get
started in our business
• www.lnl.examfx.com registration application or www.licensecoach.com/lnl other
option if preferred vendor is not available
Right side of folder:

• Your business card inserted in the folder’s slot. Include your cell phone number if
not on the card
• Data sheet - collected and keyed during the presentation
• Temporary license application

7. Location, Location, Location!

Select a location with appropriate seating. You must also look for a no- or low-cost alternative to
a hotel. Hotels are expensive and therefore are not a sustainable or replicable approach for us to
use. Even when hotels are affordable, you can utilize the money saved for other business needs.
We must replicate success, therefore eliminate the use of hotels and utilize no- or low-cost public
venues.

• Local Ideas: Chamber of Commerce, job service, college placement office, library,
existing office building shared conference room, churches

Note: Select a location which is easily accessible from major thoroughfares or is a recognized
landmark. You must include the venue name, specific driving directions from each direction
(North, East, South and West), the name of the meeting room within the venue, and the venue’s
main phone number. You should insert these in the calling scripts and confirmation letters.

Page 3 LNL1440C 0211

Follow the Branch schedule and schedule the recruiting call clinics. Don’t forget … Agent bonus
production levels must be achieved. Your director will advise you on this issue.

8. We talk about hiring managers. Now is the time to assign some “management tasks” and
make it REAL for your team members’ progression and success!

Teach the team what they must do to meet the basic requirements of promotion.
Clear communication is essential to our future growth.

“Promote Promotion” becomes REAL when and if the management candidates are active
participants in our growth plans. This includes, but is not limited to, calling and contacting job
seekers offering the chance to interview for the opportunity of a lifetime.

9. Winners Keep Score - TALLY RESULTS HOURLY

Buy a dinner bell and with each set appointment, “ring the bell!”

Have fun and recognize each appointment set for all, and post a scoreboard for all to see individual
accomplishments, by day and for the week!

E-mail recruiting confirmations, to your director.

Numbers of dials are not important - DON’T COUNT THEM

10. Day of seminar: Wireless laptops must be used to upload the employment file to our home
office. All BMs, UMs, UMITS and Agents must install the software and be ready to close candidates.
Make sure that the laptops have the “app updated” run prior to arrival at the seminar location to
avoid connectivity problems at the seminar location.

Data sheets will be completed by the candidates and keyed in during the presentation to save
time at the end. No less than 8 laptops per Branch must be ready - no less than 8!

Your advance preparation is the key to your success – failure is not an option, success is.

Do everything exactly as you have been instructed and your team will win!!!

Page 4 LNL1440C 0211

 HOW TO EXECUTE A RECRUITING SEMINAR
A. Overview and Objectives
The goal of the recruiting presentation is to inspire the prospect into action today.
Follow the process below to assure hiring success.

I. Complete the pre-appointment file

II. Enroll and pay for the licensing school

III. Enable the newly recruited agent or manager to sell their spouse, significant other,
family member, and/or friend on the “Liberty National Opportunity of a Lifetime.”
This can be accomplished by delivering a solid presentation, pointing them to
www.lnlcareers.com and showing them how to overcome objections with loved
ones by using the website as a tool to do so.

IV. We can expand our reach through others by sharing our vision and growth plans.
While some may not see themselves as a good fit for sales, everyone knows
someone in sales who might also be a better candidate for Liberty National.
Use the tools so prospects can “refer a friend.”

B. Speaker participation and Outline

I. Warm Up

“Good Day my name is _______. Over the next 45-60 minutes you will learn about
the “Liberty National Opportunity of a Lifetime” including the following:
a. More about our company
b. What you will be selling
c. What you will be paid
d. Our fast track to success so you can “make more money faster”
e. And your next steps

Page 1 LNL1440B 0211

 If you are offered the opportunity and you accept, Liberty National will provide you
a vehicle for personal and professional growth while achieving your income goals

Let me tell you a little about myself.

Manager provides resume overview and personal story

Sample Audience Participation Questions

• Before we get started, how many people have sales experience?
• How many people have heard that sales people earn a lot of money? It’s true.
The sales profession is among the highest paid careers you could hope for.
That’s good isn’t it?
• How many of you are sick and tired of looking for the next dead end job and
are ready to make some real money?
• How many are here to seek out a future management opportunity? That’s great
because we’re here to also hire those who want to move into management
someday, that’s good isn’t it?

II. At Liberty National, we look for people who are:

1. Ambitious, friendly, sincere, dependable, and outgoing

2. Believe in being rewarded for ability and performance

3. Have good interpersonal skills and have a positive attitude about themselves

4. Enjoy being around others who share their positive outlook

5. C
 an make a long-term commitment to their career and professional
development

6. Have a strong customer orientation and believe in quality service

7. Possess a strong desire and work ethic that will result in success

8. Have high ethical standards

Page 2 LNL1440B 0211

III. Elimination Process

1. Becoming a part of the team requires commitment. (Take away!)

2. Y
 ou are here because we believe you may have the skills and abilities to
become managers and future leaders in our growing organization.

3. T his interview is a continuation of the elimination process.

(We are looking for some interaction here, OK?)

4. How many of you are here to make a better living for you and/or your family?

5. Is it fair for me to tell you that this is a very difficult job?

6. Is it also fair for me to say that many of you won’t make it?

7. Is it also true that you are here putting your best foot forward? Well, so are
we. You are about to hear about some great success stories, from average to
the best agents and managers we have. For some, the little voice in your head
may say this is “too good to be true.” I can assure you, it isn’t.

8. W
 hat is the secret to their success? What do they have in common? They all
believe in what they sell and they work hard for their success. Today, you
can make the same decision they did and take charge of your future for
yourself and your family. The fact is we believe in rewarding hard work with
the opportunity to earn tremendous incomes. So when your little voice says
… “This is too good to be true,” remember, I told you so. I would also ask that
for the next 45-60 minutes you suspend your disbelief long enough to learn
about the opportunity of a lifetime.

Page 3 LNL1440B 0211

C. Start the Laptop Recruiting Presentation
Recommended Weekly Sales Activity Model – Success can be easy with the right tools and
activity!

• 150 Sponsorship Phone Clinic Dials

• 75 Phone Clinic Contacts per week
• 25 Face Contacts
• 15 Presentations per week
• 5+ Sales per week
• 150+ sponsorships per week

D. Continue the Laptop Recruiting Presentation

Close/next steps

1. Play prelicensing video as a way to help them make a commitment

today to getting their license

2. Complete pre-appointment file

3. CLOSE by enrolling candidate in pre-licensing school

Page 4 LNL1440B 0211

 HOW TO CLOSE AT A RECRUITING SEMINAR
Step 1: During presentation
Create an expectation that the position requires a license and completion of a pre-licensing course which
costs money.

“Insurance like other professions such as accounting, finance, mortgage, real estate, etc., requires you to
obtain a license. The State Department of Insurance requires that you obtain a license by passing a state
exam before you can sell insurance products. To help you pass the state exam, you take a pre-licensing
course. At the conclusion of the event you will have the opportunity to discuss those fees and the best
form of payment for your circumstances with a Manager. The pre-licensing course costs $________, which
you will need to pay today to get started with our company.”

Step 2: Transition from Recruiting Laptop Presentation to talking to a manager

“Everyone’s circumstances are different, would you agree? Those are private circumstances, correct? So
you will be meeting with one of our managers privately to discuss your circumstances.”

Step 3: Once recruit is sitting with a manager

Review the application and address any fields not completed on their pre-appointment file, including
credit card payment information.

Things to say:
“We are ready to move forward with you, but we need a commitment today that you are going to pay for
pre-licensing school or a temporary license. Are you ready to do that?”

“We need you to make a decision now to show your intent to come to work with our company.
Are you ready to do that?”

OBJECTIONS AND REBUTTALS

I don’t have the money/credit card.

“I understand, but we have to have a completed file today, which includes the completed paperwork and
payment information. Can you get the payment today?”

I will have to talk to my spouse/other family member.

“Great. When would be a good time for all of us to meet? I would like to be able to explain the opportunity
to them just as I have explained it to you and answer any of their questions.”

I have to think about it.

“I understand how you feel. But I want to encourage you to make a decision now to show your intent to
come to work with our company. I want to provide any information that you need. What questions do
you have?”
Page 1 LNL1440E 0110
 Branch Pipeline

Enrolled In  % of School  40% Bonus / $7,500  Submit Previous 8 weeks / 

NAME OF RECRUIT Test Date Retest Date Temp Agent Perm Agent Unit Manager Name
School Date Completed Med‐Supp $15,000 Med‐Supp Issue

Example Recruit 03/01/10 100% 03/16/10 03/17/10 03/22/10 04/10/10 Example Manager

 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

3/7/11 1 of 1 LNL1568 0211

 Top 12 Places To Recruit
1. Bring a buddy into the business – Everyone knows someone who has been affected by the economy.
Help them make this year a year to remember.
2. Churches – Pastors are great centers of influence and know who is out of work.
3. Automobile, Boat, RV, Motorcycle Dealers – New and used car sales are down – 40-56% for the Big
Three in January. Dealers are not hiring and in many instances letting people go. Auto dealer’s sales
managers are generally great centers of influence and strong closers.
4. Retailers – With a lackluster holiday sales season, Human Resource directors from retail companies can
direct you to laid-off employees who are looking for work.
5. Multi-level sales organizations – Representatives of these kinds of companies will want to make
money using our proven sales and marketing systems. These people are creative risk takers and will
bring new ideas and new sales production to your organization. Look to Sales Genie (salesgenie.com)
and Craig’s List (craigslist.org) for prospects.
6. Real estate professionals – Real estate sales are down, and some agents may not have the staying
power to weather the predicted two-year slump. These natural-born salespeople can hit the ground
running and boost your bottom line almost immediately.
7. State Employment Offices – Make contact and build a relationship with someone who can send you a
viable pool of candidates.
8. Chambers of Commerce and other credible organizations – Sponsored Job Fair traffic in these types
of organizations is likely to be much higher than before.
9. College Campuses – This is the time to hire students finishing college. Schools will do all the legwork
and, in many cases, all you have to do is show up.
10. Prospect to Buy, Hire, or Nominate – Ask everyone for recruiting referrals. Even if they are not good
candidates, they may know someone else who is!
11. “We’re Hiring” promotional items – Place signs and flyers in high traffic areas. Always wear your
“We’re Hiring” button.
12. Transition Assistance Program (TAP) – Provides job search assistance to those leaving the military.

Include information about your recruiting events and a link to www.lnlcareers.com in your RMS
letters, to help you deliver the GOOD NEWS MESSAGE to the MASSES.

LNL1200 0809