IMO agent recruiting call script for licensed agent outreach

What the recruiting call is for

An IMO recruits licensed agents with contracts, commission schedules and carrier access. Agents are not looking for a job, they are looking for better economics and less friction, and they are wary of being asked to move their book.

That last worry is the center of the call. Agents have been told by other organizations that their renewals would move, would be delayed, or would be re-underwritten, and the answer to that question determines whether the conversation continues. Answer it directly and the call has somewhere to go.

Before you dial: agent lists and licensing

Import agent lists as CSVs from license lookups, referrals and event signups, and confirm the license status and line of authority on each record. An unlicensed contact is not this program, and an agent licensed only for health is a different conversation from one with a life and annuity appointment.

Business-to-business calls fall largely outside the FTC Telemarketing Sales Rule under 16 CFR 310.6(b)(7), but agents work from personal cell phones constantly, and TCPA restrictions on autodialed and prerecorded calls to wireless numbers under 47 CFR 64.1200 can still apply. Honor every stop request. DialBreeze applies your internal lists, quiet hours and attempt caps; it does not decide whether a number may be called.

The opening

Confirm the person, name the organization, and ask a product question rather than pitching a contract.

“Hi, is this Curtis? This is Erin with Northbridge Marketing. I am calling because you are licensed for life and I am not sure whether you are still placing much Medicare. Do you have two minutes?”

Naming the line of authority and asking about placement tells the agent you know who they are. Recruiters who open with commission promises get treated like spam because that is what the call sounds like.

The talk track, in order

The script above runs product, carriers, book, renewal concern, comparison. Two habits make it work.

First, ask about the mix of new business and renewals. An agent who is mostly renewals has a different set of concerns from an agent building new business, and the answer shapes the whole rest of the call.

Second, raise the renewal question before the agent does. It is the objection they came in with, and offering a written answer rather than a verbal assurance converts suspicion into a reason to meet.

Objections and situations you will hear

“I am happy where I am.” Ask what the contracting timeline looks like when they add a carrier and whether lead quality is consistent. Process friction is the most common dissatisfaction even in a happy relationship.

“Will my renewals move?” Answer directly. Existing renewals stay with the existing carrier relationship unless the agent chooses otherwise, and adding a contract adds reach. Then put it in writing.

“Commission rates are the same everywhere.” Ask about the contracting timeline and the release process. Economics matter, but speed and release terms are where agents get stuck.

“I have been burned by an IMO before.” Ask what happened. Then answer the specific failure rather than the general category.

“I do not have time.” Send the comparison and ask for twenty minutes after they have read it. The written comparison does the work that a phone pitch cannot.

Dispositions in recruiting terms

• Contract conversation with the meeting date.
• Send carrier sheet with the delivery date.
• Callback with the window.
• Renewal later with a dated check-in.
• Stayed put with a long callback.
• Not licensed and remove or route to the licensing path.
• Do not call on any stop request.

What the AI summary captures

DialBreeze records connected calls and writes structured fields afterward. For recruiting the useful ones are product focus, current carriers, book size and renewal mix, the friction point the agent raised, the specific objection, and the next step. “Will my renewals move if I add a contract” is the objection field that should appear on almost every record, and it is what the follow-up conversation needs to answer in writing.

Compliance lines that matter

Commission and contracting terms belong in the contracting documents and should be reviewed by whoever owns carrier relations and compliance, not improvised on a call. Business-to-business calls fall mostly outside the FTC Telemarketing Sales Rule under 16 CFR 310.6(b)(7), but that does not remove TCPA obligations for wireless numbers under 47 CFR 64.1200 or your obligation to honor a stop request. Carrier conduct standards and state insurance rules govern what may be represented about products and compensation, and state licensing governs who may sell in which state. Several states require all parties to consent before a call is recorded, so disclose when you record. This page is not legal advice.

What to have open during the block

Two documents decide most recruiting conversations: the carrier commission comparison for the products the agent actually writes, and the contracting timeline with the release terms. An agent’s real question is rarely about a headline rate. It is about when the appointment takes effect, what happens to business already submitted, and how quickly a carrier releases a contract if the relationship ends. A recruiter who has those answers in hand can be specific, and specificity is what agents respond to.

Practice it before the real list

Run five sandbox calls where you never quote a commission percentage, only where the numbers live. Then run five where the agent asks the renewal question in the first thirty seconds. Both are standard, and the discipline of answering the renewal question directly is what separates a serious recruiting program from a nuisance.