Character Reference System
How to set training appointments through warm introductions
4
Agent shadows appointment
Text people you personally know. End with "totally fine if not" to reduce resistance and increase yes rate. Never send to strangers.
First text — copy and personalize
Hey [name]! I just started the process to get my financial licenses and part of it is submitting a few character references — people who can speak to who I am as a person. Would you be okay if my broker gave you a quick call? It's maybe 5 minutes, just a few questions about me. Totally fine if not!
"What kind of questions?"
Just stuff like how long you've known me, whether I'm reliable, that kind of thing. Nothing about money or finance at all.
"Is this a sales thing?"
Nope, genuinely not. It's a character reference for my licensing application. They won't pitch you anything — I'd tell you if they were.
"I've heard mixed things about Primerica"
I get it, I looked into it myself before committing. The reference is really just about vouching for me as a person — I'd really appreciate it.
"Can I think about it?" / no reply
Of course, no pressure at all. Just let me know when you get a chance!
Do
Personalize with their name. Let them say no gracefully. Respond quickly and casually. Pass yes responses to the broker immediately.
Don't
Send to strangers. Keep pushing if they hesitate. Explain the business over text. Blast it to 30 people at once. Sound formal or corporate.
Total call: 8-12 minutes. The agent has already sent the text — the reference is expecting your call.
Hi [name], this is [broker] with Primerica. [Agent] is working toward their financial licenses and listed you as a character reference — is this a decent time for a few quick questions?
Always ask permission first. It sets a collaborative tone.
How long have you known [agent]?
How would you describe them — someone who follows through when they commit to something?
If you had to pick one word for them, what would it be?
That's really helpful — I can see why they thought of you. [Agent] is lucky to have people like you in their corner.
The "one word" question creates a warm moment before the pivot. Keep it conversational, not interrogational.
One more thing while I have you — [agent] is still in training, and part of that is sitting in on real conversations before they're licensed. I try to find people who'd be open to a quick 20-minute chat so they can watch how it's done. It's not a sales call — there's genuinely nothing to buy. Would you be open to that?
Great — do weekdays or weekends work better for you? And morning or afternoon? Perfect. We can come to you or do it over Zoom — whatever's easier.
Two binary choices before a freeform question. Reduces friction.
No worries at all — I appreciate you taking the call. Is there anyone in your circle who might be open to it? A friend or coworker who tends to be pretty open-minded? It really just helps [agent] get their hours in.
If they give a name
That's great, thank you. Would you be comfortable texting them a quick intro, or would you rather I reach out directly?
Do
Keep reference questions conversational. Take brief notes to share with the agent as encouragement. Pivot naturally. Offer in-person and Zoom. Always ask for a referral when they decline.
Don't
Rush the reference phase. Sound scripted. Push too hard. Forget to confirm format (in-person or Zoom) before ending the call. Leave the agent in the dark about the outcome.
Text the agent immediately with the outcome.
If booked
Confirm day, time, and format
If referral given
Pass the new contact to the agent
If pass
No worries — move to the next reference
The booked appointment becomes a Field Training appointment. This is Phase 1 of the Watch/Do/Teach model.
1
Agent watches silently — no talking, just observe
2
Take copious notes — write down every question, pivot, and close
3
Broker runs the appointment 100%
4
Debrief immediately after — what worked, what didn't, what to try next time
Quick Reference Card
Agent SMS
"I just started getting my financial licenses and need character references — would you be okay if my broker gave you a quick 5-minute call? Totally fine if not!"
Broker Call — Open
"Hi [name], [agent] listed you as a reference. Decent time for a few quick questions?"
Broker Call — Questions
How long have you known them? Do they follow through? One word to describe them?
Broker Call — Pivot
"[Agent] needs to watch real conversations as part of training. Would you be open to a 20-minute chat — nothing to buy. If not, anyone you know who might be?"
Booking
Weekday or weekend? Morning or afternoon? In-person or Zoom?