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Prospecting

Eligibility reference, scripts, and rebuttals
Approval-Required Industries must be in business long enough to show stability. Details on the age and nature of the business must be documented on the Payroll Deduction Billing Information Sheet. Each case must meet the 1-year minimum employment rule and must be a Section 125 case.
⚠ Employee list requirement: Must be typed and signed by the employer or Payroll Administrator. List only employees who work 28 or more hours per week.
⚠

Approval Required

27
  • Auto Dealerships
  • Auto Wreckers / Paint & Body Shops / Garages
  • Barbershops & Beauty Parlors
  • Bars, Dance Halls, Taverns, Lounges, Nightclubs
  • Bowling Alleys
  • Commercial Fisherman, Crop Pickers, Farm Labor (Seasonal)
  • Flight Personnel
  • Gambling Houses
  • Hotels / Motels
  • Janitorial Services
  • Laundries & Dry Cleaners
  • Logging, Saw Mill, Lumberyard Operations
  • Movie Theatres
  • Oil / Gas Well Drilling
  • Professional & Fraternal Societies
  • Quarries
  • Restaurants
  • Roadway & Power Line Clearing Operations
  • Sanitation Services (Garbage Collectors)
  • Service Stations
  • Ship Personnel (River & Harbor)
  • Small Grocery Stores with Gas Pumps
  • Tanning Salons
  • Trade Associations
  • Tree Surgeons
  • Trucking Companies (not moving companies)
  • Underground Mines
✕

Ineligible for Worksite

12
  • 1099 / Independent Contractors
  • Amusement Parks
  • Charter Bus Services
  • Convenience Stores
  • Daycares
  • Fast Food Restaurants & Chains (counter/drive-through)
  • Hair Salons
  • Nursing Homes, Assisted Living, Home Healthcare
  • Parking Lots
  • Private Duty Nursing / Home Health Care
  • Tattoo Parlors
  • Taxis
Individual sales may still be an option for these industries.
PAC Script
Opening
"Hello, my name is . We are calling the businesses here in County today to update our records."
  1. "Is your office still located at ?"
    → If blue collar industry: "Is that a home address?"
    → If large/not local: "Is this the headquarters?"
  2. "Is still the Decision Maker for the company?"
  3. "Do you still have employees who work at least 28 hours per week?"
  4. "Who did I have the pleasure of speaking with today, ?" (only if you don't already have it)
  5. "Great. Thank you."
If they ask: "What is this regarding?"
You answer
"We are updating public records in County… (lead into the question you were just asking)"
If they ask: "What records?"
You answer
"The public information records of your (business name)."
Gatekeeper Script
Tip: Build rapport with the Gatekeeper first — use their name, a holiday, local news, or something about the business.
Opening
"Would you let (Decision Maker's first name) know that (your first name) is here?"
Then disengage — don't volunteer more info.
If they ask: "Do you have an appointment?" / "Are they expecting you?"
You answer
"Actually, I need to speak to (DM's first name) directly."
If they ask: "What is this regarding?"
You answer
"We saw (DM's name) may qualify for our Worksite Advantage program. That is why I need to speak with them directly. Would you let know is here to see them?"
If they ask: "What is the Worksite Advantage program?"
You answer
"It's regarding an essential business partnership. Will you let (DM name) know (agent name) is here?"
If DM is not available
You answer
"What would be a good time to contact him/her?"
Decision Maker Intro
Tip: Build rapport with the research you gathered about the business before going into this script.
Intro
" (DM name), I am (agent name) with Globe Life Liberty National Division. We saw you may qualify for our Worksite Advantage program. We help businesses provide valuable benefits to their employees, while creating a tax savings for the company, at no cost to the business. I realize you may be busy — is now a good time?"
Research & Rapport Starters
  • Use their name: "You must be " or "You wouldn't happen to be — it's nice to meet you in person."
  • Use holidays: "Are you doing anything special for…?"
  • Use local news: "Did you happen to hear about the new…?"
  • Local events: "Were you able to make it to the local festival? I heard it was…"
  • Top stories: "What do you think about…?" (avoid politics/religion)
  • Use your research: "It's nice to meet you personally . I noticed your father started the business back in — when did you come on board?"
F-O-R method: Family, Occupation, Recreation. Look for family photos, sports memorabilia, or hobby items to use as conversation starters.
How to Obtain a Referral
Ask
", what business do you know in the area that could possibly benefit from what we do?"
  • List a few similar types of businesses to jog their memory (electricians know plumbers, roofers, HVAC, etc.)
  • Use the names of businesses we currently work with
"I'm not interested"
Them
"I'm not interested."
You
"I can certainly understand you saying that having just met me, but I think if you had a few minutes to look at the ways we have been able to help other employers, at no cost to them, you would see the benefit. Is now a good time?"
"Is this like XYZ Company?"
Them
"Is this like XYZ Company?"
You
"No, actually what we offer is very different. It takes about 15 to 20 minutes to go over. Is now a good time?"
"I don't have time"
Them
"I don't have time."
You
"I understand, I usually work by appointment. I have some time available (Day) at (Time) or (Day) at (Time). Which works better?"
"Send me an email"
Them
"Send me an email."
You
"Let's do this — I will be working with a few businesses up the street on (Day). I will come by and put some information in your hands and hit some highlighted points; if you like it, great; if not, no big deal. Will (Time) or (Time) work on ?"
"My employees wouldn't be interested"
Them
"My employees wouldn't be interested."
You
"I understand you feeling that way, but let me ask you this: if you were to find out that your employees did have interest, would you be willing to take a look at how we could help them?"
If YES
"Okay, let's do this. Give me time to go over it with you and then I will show you the best way to determine if there is interest. Is now a good time?"
"We've tried this before"
Them
"We've tried this before."
You
"I understand. We have other clients who had similar experiences before doing business with us. Service is a big part of any benefit program and is certainly something we take a lot of pride in. Is now a good time?"
"We already have benefits"
Them
"We already have benefits."
You
"That's great to hear. Most of my clients do as well. Our goal isn't to replace anything you currently have, but instead show you a way to enhance your current benefit package. Is now a good time?"
If repeated
"We have a much-needed, but very different benefit that only we can offer. Is now a good time?"

DM Presentation

13-slide flipbook presentation
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Slide
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Closing Documents

Official fillable PDFs — download once, use anywhere
📥
Download once while you have internet. Tap each button below and save the PDFs to your device. Open them in Adobe Acrobat Reader (free — iOS / Android / Desktop) to fill out the forms even when you have no signal. Save the filled PDF and email to home office later.
📄

Benefits Fact Sheet

Fillable 1-page form — business info, insurance, payroll, and billing details. Complete during the DM presentation.

⬇ Download PDF View in browser
📋

Section 125 Packet

Worksite Advantage required forms — billing info, plan adoption, payroll deduction, and signatures.

⬇ Download PDF View in browser
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Referral Sponsorship

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Globe Life — Liberty National Division
Mitchell & Mitchell Agencies

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Submit all 10 referrals to enter.
Winner drawn at end of enrollment.

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Accidental Death Policy

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Child Safe Kit

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Will Kit

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Discount Card

PrescriptionsHearing & visionChiropractic
My Referrals (10)
#NamePhoneSpouse · Kids
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