The document outlines a prospecting script created by Michelle Stefferson, focusing on effective communication strategies for building rapport and qualifying leads for a health benefits company. It emphasizes the importance of listening, using a prospect's name, and establishing trust while guiding the conversation through various components, including introduction, rapport building, and explaining company services. The script also details the positions available, salary structure, and necessary processes to engage potential recruits effectively.

1. IBO Prospecting Script
Michelle Stefferson NSD
Last Update: April 10, 2012
To Understand The Script, First we need to cover the Definition, then Things to
Remember, Then the Understanding of Qualifying and Rapport Building or Better
yet an acronym of The Sorting Process M. I. N. D. F. A. D
Definition of a Script:
A series of questions and brief descriptions of necessary information (facts) that are
divided into separate components for the purpose of fact finding, rapport building to
bring a prospect to a decision.
Things to Remember:
You cant say the wrong thing to the right person
• Be Interested, NOT Interesting. Its not about you
• ABC: Always be connecting, Always be consistent
• LISTEN: WE have 2 ears and one mouth for a reason. Bring up things applicable
during your presentation that you heard during your fact finding(Qualifying and
Rapport Building) so as the prospect can feel you are listening.
• The most beautiful sound to anyone’s ears is their name. Use it often
• Passion: 80% of your Presentation will be the tonality of your voice
• SMILE: it will show in your voice
• Qualifying and Rapport building = Trust and respect building
• Paint a Picture with your Words. Remember everything you present will paint a
picture. What picture do you have in your minds eye when you are presenting any
component? Paint with Vibrant color
• Meet Your Prospect where they are.
• Do NOT be emotionally attached to the outcome. (get plugged into Personal
Developement)
• Mirror The Prospect: Blend with them. Mirror there Tonality in there voice
• We are in a business that is just one Big Personal Development course, The More
you Learn, The More you GROW.
I have Complied Components in the Script for different scenarios depending on the
type of lead I am speaking to.
Each Component is divided on to separate pages for clarity and for note taking
during live prospecting calls.
The Most Important Components are:
1. The OPENING
2. The Qualifying and Rapport Building Component. ( Get good at asking questions)

2. Opening for Purchased Lead Lists, Prospect Fountain, Self Serve Leads, Etc
Hello ___________, I'm _(your name) and the reason for my call is because you
Responded to our Ad about working with us part time,
and I was just wondering..... Are you still "Open" for an interview or have you
found something already?
Usually, if they are OPEN of course.. they'll say yes I am.. What is this about?
You then go right into:
We are a 20 year old Health Benefits Company and what we do is help people Save
money on Health Care Expenses and are actively looking for individuals to fill a
work at home position with us.
Is that something your "open" to hearing more about?
Most will say yes, If they do then interview them a bit more by asking a few questions
below for fact finding and rapport building. I listed possible questions depending on
answers I get. etc
Remember your posture and rapport build.
To save us both sometime, I need to ask you some questions
Continue to Component one. Qualifying and Rapport Building
NOTES:

3. Opening for Opt-ins
(Prospects that have requested info right from your website)
Or Craiglist AD or any Ads placed online
Hello________, My name is ____________and the reason for my call is because on
__The date)_ you requested an interview with my company from _( where the ad was placed)_
Craigslist etc_
And I’m just contacting you back about that.
I have a few questions, Is this a good time for you?
Continue to Component one: Qualifying and Rapport Building
If it is a good time continued with the questions stated in the first component.
If its not a good time, set an appt with them for a better time.
Ask them:
What day and time will work best for you?
Do you feel you’re a good appt keeper?
Great. I have you in for (Date) and (Time)
I look forward to speaking with you then.
NOTES:
Component 1

4. Qualifying a Rapport Building = Trust and Respect Building
This is a Sorting Process
LISTEN to them. This is Where you'll need to create Credibility. You must operate as if
you dont need them. But of course, be nice. M. I. N. D. F. A. D
Listen For The Energy of the Prospect. Low Energy person sounding as if they rolled out
of bed usually indicates that they are not a good fit.
What kind of jobs have you had what have you done?
What are your Strengths from past jobs or businesses you've had?
Motivation: Are you Looking for Part Time or Full Time work?
To be considered for one of our positions, You’ll need a phone and Computer to
start working.. Do you have both?
Income: What are you doing now to pay the bills?
What did you or do you like best about that?
How Long have you been Looking to work at home?
The Positions require both inbound and outbound calling and processing payments,
Can you see yourself doing that?
Needs: How many days and hours per day are you available to work?
How Many Hours Can You Commit to weekly and what is it you need to bring in to
pay your bills? Paint me a Realistic Picture
Have you tried anything work at home related before?
Why did you choose to want to work at home?
Dreams: Presuming everything is in order, and you find what your looking for, when
will you be able to start?
What are you hoping to find? Whats Most important to you?
What Would be your Ideal work at home position?
Fear: Many times, when we start something new... people have potential concerns...
Name do you have any concerns in regard to working at home? (listening for potential
objections & FEAR)
AUTHORITY: Have you Researched or Applied for other Work at home Positions?
What did you find?
How familiar are you with costs relating to submitting, processing an application
for a work at home position? (Listen closely for resistance in start up $$$ - You don't
want to go into pricing and give them reasons to pre-judge… you want to
simply take temperature.)
If they ask… "Well how much is it?" say: It's free to look at it, and there are several
different options based on people's budget which we can cover later… Now Name…
would you be working this yourself, or would you have help from a significant other?
(Listening for if they require approval to start )
DREAMS: If You had all your Bills Paid and Money Left over , What would you do

5. with your Time?
Fast-forwarding 1-2 years from today, assuming things go well, and you are making
what you were expecting, Let's open your dreamspace up here… what are some bigger
lifestyle goals & dreams you would accomplish and focus on when you have true time &
financial freedom?
(After they answer - dig more with) Who would you give back to ? Tell me more about
that…
Now You want to Qualify for the money objection Presuming You got past The
Authority Portion of Qualifying:
Either way, this is what I say:
In Our Company There are Document Packages that you'll need depending on the
position you choose, We'll need to set you up with a payment processor so you can work
with us. Does That Make Sense? Then, of course we have a 401k option, direct deposit
option and You are paid a Salary plus a Monthly check which is willable.
Now, because of the Obama Healthcare Laws ... As Companies are being fined 2000.00
per person for not supplying benefits... We do supply you with a Household Package that
you, of course can upgrade. It includes Dental, Vision, Prescription, Chiropractic... Life
Line screening, Identity theft protection, and if you have a sprint cell phone,... We'll take
15% off every month.
Now because we incur shipping costs with Federal express and costs related to your
payment processor.. We have a one time fee of 69 dollars. Does that make sense? Is that
manageable or out of reach?
If Managable: then ask Presuming everything is in order, How soon will you be able to
get started?
If Not: BLESS AND RELEASE
If you choose to go right into the presentation then I suggest you brief things out at this
point as I have below. Remember: The information You give at this point is just info
mumbo jumbo. Be Brief
Some Prefer to send to a Sizzle Call or three way in to a sizzle call. Or send an email
with more info through Focal Point. Add them to the general landing page folder.
Others prefer to move right into the presentation and continue the rapport building
process. I prefer moving into the Presentation.
NOTES:
Second Component:

6. “Who we are”
I'll wrap this up for you: I'll let you know who we are, what you'll be doing, and how
you'll be getting paid , I just briefed you on the Benefits you'll be receiving. If after
hearing all the details and would like to work with us, then we can move forward
and take the next step, if you don’t I wont feel insulted, Does That Sound fair?
We are a 20 year old Healthcare Company and
What we do is help people with Health care expenses.
We are affiliated with every MAJOR Franchise such as, Wal-Mart, Walgreen’s,
CVS, rite aid, pearl vision.. Just to name a few. We are partnered with all the major
networks like coast to coast, lab corp. and health Trans.
We were also featured on Good morning America and
have an A+ rating with the BBB.
I know for me it really served as a Validation about our Company. I’m sure it does
for you too?
We do not sell any lotions or potions, as I like to refer to it. We simply provide very
needed service that helps people save money on Health care, We are the Largest
Health Care Benefits Company in The United States.
Rapport build.
NOTES:
Third Component:
“About Our Services”

7. Now, So you understand just a little bit more...
We are an affordable alternative to Insurance. A Consumer driven fee for service. Unlike
traditional Insurance, Theres no need to worry about Pre Existing conditions, Claim
forms, waiting periods or age limits.. We Cut Out The Middle man: "The Insurance
Company"
We have plans that make sense for any household or individual. We have
Dental, Vision, Hospital Advocacy, Lasik Vision, Hearing Plans, Diabetic plans… to
name a few… and our rates are ONLY from 14.95 to 150.00
So as you can see we are a very sought out Company..
I'm sure you know about the healthcare crisis?
Rapport with them. Tell them a short story about something terrible you know or a
personal healthcare matter you or a friend incurred due to the high cost of Insurance
NOTES:
* The Reason why we as Americans pay so much for Insurance rates is because we are
paying for that nice big blue sign on there building along with the paperwork, billing, and
a ton of other things included in those high rates.
* We cut out that middle man : "The Insurance Company" And Partner directly with The
Networks.
* If you had or have Insurance, You'll recognize these: Coast to Coast,(Vision) Health
Trans or Medco (Prescriptions), Lab Corp (for Blood work)
Fourth Component:
“The Positions”
We Have 2 Positions Available.
The First Position is what we call a Benefits Specialist
And The Second Position is an Interviewer
What you would be doing is you'll be talking to people that have requested
information in regard to one of our Healthcare packages OR you'll be talking to

8. people that have requested information in regard to working with us JUST
EXACTLY THE SAME WAY I'm Responding to you.
You can work locally, with groups, small business owners, or at home.. Any way you
prefer is fine. You can certainly do a little bit of everything if you’d like. You’ll be
trained to master each one of these positions.
Is there any particular position you'd prefer to start out at?
So let me put your mind at ease. You wont be doing any telemarketing, No cold
calling, no door to door or do any kind of home parties. You will not be convincing
any body of anything. We simply present the information to people and move
forward from there.
You'll be working from the comfort of your home and have the flexibility of setting
your own hours.
Rapport build
So I’ll stop right here for a moment. Are there any questions you have for me?
NOTES:
Fifth Component:
“The Training”
More about the Training... We do Train you to master these positions.
You’ll be trained a few ways.
You’ll be Trained through a Online Training site, as well as On the Job Training
Calls that will be provided for you. These Calls are in regard to The Benefits; group
Training, Orientation calls

9. Do you feel that you can set aside time to attend these calls?
Most importantly, I'll also be working with you one on one step by step and setting
specific appts with you to help you through the steps personally.
You won’t be left by yourself.
Because I will be spending a lot of time with you, do you feel that you are a good
appt keeper?
Sometimes you'll here at this point: Well, how do I get started? Either way,
You'll want to redirect them by asking them: The Next Question in the next component.
Sixth Component:
“How you get paid”
Hw do I get Started?
Would you like to know how you get paid?
You will be Paid 2 ways. Your Salary and Monthly.
Your Pay works this way:
First your Salary:
We do not hold back a check or wait a week or 2 to pay you. We consider this
Daily pay. you'll be paid for each application you process up to 120.00 depending
on the plans that the person chooses. Your Payroll check will then be cut that day.

10. So, I’ll give you a visual…. Lets say you enroll 2 today. Your paycheck will then be
cut that day You’ll get paid on both TODAY!
The Monthly check is what you'll be receiving in addition to your daily pay. For the
life time of every member you'll be getting paid month after month year after year
on EACH AND EVERY ONE> up to 60.00 for each.
That check is cut on the 18th of every month and is willable.
Start to create an image in your prospects mind:
Below: If you feel uncomfortable saying Line one. Then don’t. Go to Line 2.
On a Personal note:
Line one: people that I enrolled___ years/months ago, I'm still getting paid on today
and
Line two: everyone over time has 500 or ore members enrolled, if these members
were just on the dental plan, you'd be looking at 3000.00 a month.
How do you see that improving your current situation?
Rapport Build
NOTES:
Seventh Component:
“The Decision”
So, _________ How would you like to see your name written on your checks?
Reiterate what they are getting if you Need to
You’ll be receiving a few things and we’ll need to set you up.
You’ll receive a few Document packages . You'll need these to fulfill the positions.
You’ll receive a command center (Payment Processor) so you can process the payments

11. in a timely fashion as well as that's where you'll track your payroll checks, member base
and customer service.. We give you A direct deposit option, will-able agreement to will
out your income in case something happens to you. Your Members will be Taken cared
of with Our Customer Service dept.
Websites that will be hosted and maintained by the Company.
You’ll also receive a Family Platinum Plan that includes Dental, vision, RX, and
Chiropractic, 24hr nurse-line, lifeline screening, identity theft protection, road side
assistance (4 vehicles), and savings on your sprint cell phone.
We do have other benefit packages for you and/or your family, I’ll be more than happy to
explain the other packages. Would you like me to cover that now?
Now to take care of shipping costs related to those document packages, processing your
application and your Benefits
And everything I just explained that will be just a one time 69.00
If they say No, that plan is just fine.
Ask: Ok how will you like to see your name written on your checks?
If they say yes, then move on.
See Below of my comparison
the Family Total Platinum which includes everything in the previous plan plus Medical,
Hospitalization, cosmetic Surgery, and a family legal plan. That’s just 75.00 .
the Family Platinum Freedom pass includes everything in both plus Ameridoc Services
for Consultations for Information and Diagnostics, Electronic Medical Records personal
health profile, and video Chat consultations and all for only 150.00
Now its just up to you which family plan that makes sense for you and your family..
What Benefit plan makes more sense for you?
If all lights are a go ask them.. How would u like to see your name written on your
checks? They will stop you if they are not ready.
Answer there objections if any or get them started!!
They will stop you if they are not ready.

12. Info for Application:
Name:
Address (No PO Box) Federal Exp Needs to ship to the house.
City state zip
Phone number
Email
DOB
Male/ Female
Single/Married/ etc
SSN#
Payment:
Visa M/C Discover Am Exp: The 3 digit code on back not necessary
Debit Card
Checking: Include routing and acct number
Savings
Address must match the Card or Checking acct of the person paying. Ask What name is
on the Card or Acct. And ASK if The Billing address is the same as the home address.
This is Where its ok if its a PO Box.
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
~~~~~~~~~~~~~~~~~~~~~~~~
Money Objection: WONT GET THIS IF YOU ASK THAT QUALIFYING QUESTION
IN THE BEGINNING.
Revert back to the qualifying questions to know what that was,.
I understand how it is to rob peter to pay Paul, if money wasn’t an issue would you
get started today?
On a scale of 1-10, how interested are you?
and when do you see yourself getting started?
I completely understand. Take down my number. If you have any further questions
do not hesitate to call me. I’ll be the one to help you further.

13. Don’t Have the Time Objection: Remember to calculate what they said when you asked
them during the interview questions what day and times are they available. You usually
would get this objection with purchased leads BUT ALWAYS ASK in the qualifying
component What days and hours are they available.... Then You WONT get this
objection. YOU SHOULD NOT GET THIS OBJECTION IF YOU ASKED EARLIER
What hours there are available in the qualifying process.
Oh I certainly understand I know how you feel. I felt the same way. What I found
was taking my availability into consideration. I worked one on one with my enroller
to sort through Time management and found that I did have time during the week,
on weekends, or whatever to establish a work schedule that worked for me.
Now looking at the days and hours that we talked about earlier, you are
available_______________. I can help you work on that manageable schedule.
I have to talk to my (significant other):
I can certainly understand. That’s wonderful. We call that wisdom.(giggle)
Its great that you want to be on the same page as your spouse. The BEST thing for
you to do is to take your spouse to MY WEBPAGE and have him/her watch the
videos so he/she has the same information ok? Then I’ll be happy to speak to both of
you on the phone to answer any concerns ok?