Discovery Call Script
15-20 min | Hunt Mode | Goal: qualify and book demo
C.L.O.S.E.R. Framework
Opening (2-3 min)
"[Name], thanks for making the time. I'm [your name] at Slingshot. Before I tell you anything about us, I want to understand your world. That way I'll know if we're actually a fit, or if I should point you somewhere else. Fair?"
[Wait for confirmation]
"Two things I'd like to cover: first, what's going on in your business right now that made you open to this conversation. Second, what would make this the best 20 minutes you spend today. Sound good?"
Clarify + Label:
Qualification Check (2-3 min)
Budget: "Companies in your position typically work with carrier fees around 5% of GWP. Does that range make sense for your program?"
Authority: "If what we show you in the demo checks out, who else needs to be in the room to move forward?"
Need: "On a scale of 1-10, how urgent is solving this? What makes it a [number]?"
Timeline: "If this works, when would you want to be live?"
Bridge to Next Step
"Based on what you've shared, I think there's a strong fit. Here's what I'd recommend for the next step."
Marcus: "A 30-minute demo where Ethan walks you through the data trust architecture. You pick any data object. We show you its birth certificate in real time. If it doesn't hold up, the conversation ends on our side, not yours."
Priya: "A 30-minute demo tailored to your platform. We'll show you the integration, walk through the 90-Day Launch Blueprint, and run your actual numbers through the revenue calculator. Who else should be in that meeting?"
Ray: "An actuary-to-actuary session with Ethan. He'll share a preview benchmark using anonymized data relevant to your exposure category. If the data is meaningful, we talk Collective. If not, we shake hands."
Diana: "A technical deep-dive. We'll open the schema, walk through the lineage model, show you the access control layer. Bring your checklist. If we fail, we'll tell you exactly where and why."
Demo Script
30 min | Transition Hunt to Kill | Show architecture, not slides
Demo Opening (3 min)
"[Name], last time we talked you told me three things. [Pain 1]. [Pain 2]. [Pain 3]. Today I want to show you how the architecture addresses each one. I'm going to keep it focused on what matters to you. Stop me anytime."
"Here's the agenda: I'll walk through [feature 1] for about 10 minutes, [feature 2] for about 10 minutes, then we'll have 10 minutes for questions and next steps. Work for you?"
Demo:
Close the Demo (5-7 min)
Transition Hunt to Kill Mode
"[Name], we've covered a lot. Let me ask you directly: based on what you've seen, does this solve the problem you described?"
[Wait for response]
"What questions are still open?"
[Handle objections]
"Here's what I'd recommend as the next step."
Marcus: Formal proposal, Operator tier, 5% GWP, $0 setup, 90-day migration plan with dedicated manager.
Priya: Launchpad proposal with 90-Day Blueprint customized for her platform + revenue projection.
Ray: Collective membership terms. Founding Member economics, rate locked 36 months, governance seat.
Diana: Schedule technical deep-dive with full evaluation team. Send schema docs and DPA in advance.
Cold Call Script
2 min | Pattern interrupt opener | Goal: book 15-min conversation
Quick Qualify + Book (60 sec)
"I'm [name] at Slingshot. We're an AI-native insurance carrier built for the embedded market. Think Stripe for insurance."
For MGAs: "What's your approximate GWP? Who's your current carrier? And how happy are you with your data and reporting?"
For SaaS: "Has your team explored embedded insurance as a revenue line? What's your monthly transaction volume? And do you have any carrier infrastructure in place?"
"Sounds like there's something to talk about. I've got [day] at [time] open. Can I send you a 20-minute calendar hold? I promise I won't waste it."
If They Say No
"Totally understand. If the timing changes, I'm easy to find. One thing I'll leave you with: we publish the Inverted Market Report on embedded insurance every quarter. It's free, no pitch attached. Can I send it over?"
Voicemail Scripts
30 sec max | One hook, one CTA | Always follow with email
Follow-Up Call Script
10 min | Kill Mode | Goal: move to close or identify blocker
Kill Mode Opening
"[Name], last time we met, you saw [summary of demo]. You said [positive thing they said]. I wanted to check in. Where's your head?"
[Shut up. Let them talk.]
If positive: "Great. What's the next step on your end to move this forward?"
If questions: Answer directly, then: "Does that clear things up, or is there something deeper?"
If stalling: "I want to be direct. Is there something about this that doesn't work? It's totally fine if there is. I'd rather know now than waste both our time."
If competitor: "Tell me more about what you're seeing from them." Then use the Battle Cards tab.
If needs buy-in: "Who needs to be convinced, and what would convince them? I can put together materials tailored to each stakeholder."
The Assumptive Close
"Based on our conversations, it sounds like the [tier name] tier is the right fit. Here's what the first 30 days look like after you sign."
[Walk them through the onboarding sequence for their tier]
"If we get the agreement signed by [date], we can start onboarding [date]. Does that work?"
If they hesitate: "What would need to be true for you to feel good about moving forward this month?"
If they say yes: "I'll send the agreement today. I'll also loop in [onboarding manager name] so you have a direct line from day one. Welcome aboard."
Competitor Battle Cards
Never trash the competitor. Acknowledge strengths, then ask trap questions.
| Competitor | They Are | They Aren't | One-Line Killer |
|---|---|---|---|
vs.
Their Strengths (Acknowledge)
Their Weaknesses (Press)
How We Win
Talk Track
Trap Questions
If Prospect Says...
Objection Handling
Framework: Acknowledge, Probe, Respond, Confirm
Email Templates
Copy and customize. Replace [bracketed] text with prospect-specific details.
Subject:
Elevator Pitches
15s, 30s, and 60s versions for every audience
Universal
Situation-Specific
FAQ Reference
40 questions across Product, Pricing, Implementation, Security, and Competitive
Pricing and ROI
Three tiers, one carrier. Use the cost comparison to anchor value.
Commitment
Guarantee
Total Cost of Carrier Relationship
| Cost Component | Legacy Stack | Slingshot |
|---|---|---|
| Carrier fee | 4-6% of GWP | 4.5-5.5% of GWP |
| Technology platform | $100-300K/year | Included |
| Compliance management | $50-100K/year | Included |
| Actuarial consulting | $50-200K/year | Included |
| Reconciliation labor | $100-200K/year | Automated |
| Reinsurance broker fee | 1-2% of premium | Included |
| MGA setup (new entrants) | $200-500K one-time | Included (Launchpad) |
| Total Effective Cost | 25-40% of economics | 4.5-5.5% of GWP |