Working With Your Warm Network | WealthSmyth AI Help Center

Your warm network includes the people you already know who may be willing to support your new business. Reaching out to them can feel a little awkward at first (that’s totally normal), but it’s something every successful agent goes through.

In fact, many top producers got their start by having honest conversations with people in their warm network. This guide will help you feel more comfortable, know what to say, and make the most of these early opportunities to build confidence, get referrals, and even close your first deals.

Just remember—these are real relationships, not just sales opportunities. The goal is to serve, not to pressure. When you lead with respect and transparency, you’re not just building a business—you’re strengthening trust.

How to Start with Your Warm Network

Your Warm Network is your launchpad. It includes:

Personal Connections – people who know you well (friends, family, coworkers, church, community)
Friends of Friends – potential referrals from people who already trust you

These relationships already have one big advantage: they care about you. If you're new to life insurance, your first step may be announcing your new career and rebranding yourself as someone who helps families protect their future. That alone can spark conversations.

Why Warm Leads Matter

Staying in your warm network as long as you can:

Builds your confidence while you learn the ropes
Creates early success stories
Generates organic referrals from people you’ve helped

When someone in your warm circle sees you doing a terrific job for someone they know, they’re much more likely to introduce you to the next client.

Field Training Script (ETHOR)

Use this simple script to invite people in your warm network to a conversation. Never text to set up appointments — always call.

The ETHOR method helps you keep it natural and pressure-free:

Excited – Share your excitement about getting started
Training – Let them know you’re in training and need practice
Help – Ask for their help, not a commitment
Opinion – Say you’d love their honest feedback
Referral – Invite them to refer someone if it’s not for them

Your job is to spark curiosity. Let your trainer do the explaining.

YOU:
"Hey how are you? (Small Talk). Well the reason I am calling is because I just took a position with (Company Name), and I'm super excited about it. I'm actually going through training right now and your support would mean the world to me. So I was wondering if you and (Spouse) would help me out?"

THEM:
"Of course, what would you need from us?"

YOU:
"All we would do is hop on a quick Zoom in the next day or so where my trainer will share with you would we are and what I'll be doing in my new career path so I can learn, but also, that way if you ever come across anyone who would benefit from what we do, you can have confidence referring them to me.

So what day works better for you both, tomorrow or the next day?"

What is Lead Qualification?

As you build your marketing list, it’s important to decide who to focus on first—so you get the best results for the time you spend prospecting. That decision-making process is called lead qualification. In financial services, there’s a simple Three-Part Test that helps you identify which leads are most likely to need what you offer and are ready to take action.

MACHO Fit – Do they have 3 or more MACHO traits?
Connection Level – How well do you know them?
Timing – Have they indicated an interest in meeting?

How to Qualify Leads in WealthSmyth

As you start profiling your leads, WealthSmyth will highlight the best ones using visual indicators—so you always know where to start. Start by profiling each lead in your list. Here's how it works:

1. MACHO Fit

WealthSmyth tracks five key traits:

Married
Age over 30
Children
Homeowner
Occupation (steady job)

For each trait, you can select:

✔️ if the trait applies
❌ if it doesn’t
Blank if you’re not sure yet

All leads start blank. As you update their profile, WealthSmyth automatically checks for MACHO fit. Once a lead has 3 or more traits, an indicator icon will show up to the right of their name.

2. Connection Level

Next, tag your relationship with the lead using the Connection Level drop down:

Personal Connection – You know them personally.
Friend of a Friend – You know them through someone else.
No Direct Connection – You don't know them.

Both Personal Connections and Friend of a Friend Connections are considered part of your Warm Network. These are people much more open to a conversation with you than a stranger would be.

3. Timing

Timing is the wildcard. Someone might have all the MACHO traits, but they’re just not ready. Others might surprise you and be ready to take action right away.

In WealthSmyth, you should leave the Interested checkbox blank until your lead responds to you positively. You'll mark them as Interested only after they’ve shown signs of moving forward—like asking questions, scheduling a call, or agreeing to an appointment. When you check the Interested checkbox of a lead who is also MACHO, the indicator next to the lead will change to a flame indicating you have a 🔥 Hot Lead and should prioritize this at the top of your list.

WealthSmyth Qualification Indicators

As you profile your list, WealthSmyth will automatically show icons by individual names to help you prioritize—and it will include each lead in the total counts for MACHO, Warm, and Hot leads so you and your upline can track the health of your business by the numbers.

Icon	Meaning
	MACHO Fit (has 3+ MACHO traits)
	Warm Network (is marked as Personal Connection or Friend of a Friend)
	Hot Lead (Marked as Interested)