The Connection Call Framework

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The Connection Call Framework
A proven system for identifying prospects, uncovering retirement planning gaps, and scheduling consultations with confidence.
The Connection Call (The Opener)
Goal: To identify yourself and the reason for the call without sounding like a telemarketer.
Opening Script
Advisor: "Hi [Lead Name], this is [Your Name]. I'm an Associate Advisor with Retirement Foundation For America... I'm just getting back to you regarding the information you requested on Facebook about the [Name of Ad/Resource, e.g., Tax-Free Income Plan]... did I catch you in the middle of anything?"
(Wait for response. If they say "I'm busy," ask: "No problem, would it be appropriate to head off for a moment, or should I try you back at 4:00?")
The "Problem Awareness" Questions
Identify
Discover their specific concerns
Illuminate
Help them see the gap
Focus
Zero in on their needs
Goal: To help them realize they have a gap in their current retirement plan.
Problem Awareness Script
Advisor: "So, [Lead Name], just so I can give you the right information and not waste your time... what was it about the [Ad Topic] that stood out to you specifically?"
Listen closely to their answer. This is the "Incentive."
Advisor: "I see... and, just so I understand, what are you doing for your retirement planning now... I mean, are you currently in a position where you feel 100% certain about your income staying steady, or are you still kind of... looking at different options?"
The "Two-Way" Clarification (Probing)
Goal: To dig deeper into their concerns.
Duration
Advisor: "You mentioned [Problem they said, e.g., market volatility]. How long has that been a concern for you?"
Impact
Advisor: "And has that... I mean, has that actually caused any issues for you, or is it more of a 'what if' at this point?"
The "Consequence" Question
Goal: To make them feel the "pain" of not acting.
Consequence Script
Advisor: "If you were to... let's say, stay on the path you're on now and didn't find a way to [Solve Problem]... what happens then? Does that... change your timeline for retirement at all?"
(Silence is key here. Let them process the consequence.)
The Transition (The Bridge)
Goal: To move them toward the solution (The Consultation).
Transition Script
Advisor: "Well, [Lead Name], based on what you're telling me, what we do at the Foundation might actually be able to help with that. Typically, what we do is sit down for about 15 minutes to look at the numbers and see if we can actually bridge that gap for you."
Advisor: "Would you be against us putting our heads together for a few minutes later this week to see if we can find a more... secure way to handle that [Problem]?"
The Commitment (Scheduling)
01
Offer Options
Present specific time slots
02
Confirm Choice
Get their preferred time
03
Lock It In
Verify calendar availability
Goal: Firming up the appointment.
Advisor: "I have a couple of slots open on [Day] at [Time] or [Time]... which of those would be best for your schedule?"
Advisor: "Great. I'll send over an invite. Do you have your calendar handy just to make sure that's locked in for us?"
Key Principles for the Advisors
The Tone
Use a "confused" or "curious" tone when asking probing questions. It makes the lead work to explain their situation to you.
The Pause
After asking a Consequence Question, stop talking. The first person to speak loses the emotional impact of the question.
No "Pitching"
Do not explain the "Foundation" or your products yet. The only "product" you are selling on this call is the 15-minute meeting.
Objection Handling Guide
1. The "I just wanted the free guide/PDF"
This is the most common Facebook lead objection. They are trying to "dismiss" the salesperson.
Advisor (Neutral Tone): "Oh, I understand. I'm actually the one sending that over to your email right now... but I guess, just so I don't send you a 40-page document that doesn't even apply to you... what was it about the [Topic] that you were looking for specifically?"
Why it works: You agree with them (diffusing tension) but ask a "clarifying question" to get them talking about their actual needs.
2. The "I don't have time to talk right now"
Advisor: "No problem at all. I actually caught you at a bad time... I was just calling to see if it even made sense for us to chat later, or if you were just looking for the guide to read on your own?"
Why it works: By offering them an "out" (an exit), you lower their guard. Often, they will say, "Well, I guess I have a minute, what is this about?"
3. The "I'm not interested"
Advisor (Curious Tone): "That's not a problem. Just so I can update my notes for the Foundation... was it that you already have your retirement 100% protected from the market, or were you just... not looking to change anything right now?"
Why it works: It's a "Two-Way" question. If they say they are 100% protected, you congratulate them and move on. If they say they "just aren't looking to change," you can ask: "Oh, I see... is that because you're happy with the current returns you're getting, or just too busy to look at it?"
4. The "Is this a sales call? / What are you selling?"
Advisor (Slightly Confused Tone): "Oh... I'm not sure we have anything to 'sell' you yet. We'd have to actually look at your situation to see if we could even help you in the first place... does that make sense?"
Why it works: It shifts the power dynamic. It suggests that you are the one "vetting" them to see if they qualify for the Foundation's help.
5. The "I already have a Financial Advisor"
Advisor: "That's good to hear—it sounds like you're already ahead of most people. I guess... if you already have someone... what was it about our ad that made you think there might be something missing from your current plan?"
Why it works: It forces them to identify the "gap" between their current advisor and the solution you advertised.
The "Triple-A" Formula for Rejections
If an advisor gets stuck, tell them to use the AAA method:
Acknowledge
"That's completely fair..." or "I understand..."
Agree/Diffuse
"A lot of people we talk to at the Foundation feel that same way initially..."
Ask
Transition back into a NEPQ question. "But I'm curious, even with [Objection], how were you planning on handling [The Problem] long-term?"
Advisor Performance Tip:
Remind your advisors: "The person asking the questions is the one in control of the conversation." If the lead starts interviewing the advisor, the advisor must politely pivot back to a question about the lead's retirement goals.
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