1. Intro using Beneficiary “Hi [Client’s Name], Hey [Client’s Name] it’s [Your Name]. There was some information requested for the final expense programs where you wanted [Beneficiary Name/Relation] as your beneficiary. Is that correct? [GO INTO #2]
1. Intro using Date of Birth “Hi [Client’s Name], Hey [Client’s Name] it’s [Your Name]. There was some information requested for the final expense programs where you put your date of birth as [DOB]. Is that correct? [GO INTO #2]
1. Intro for Aged Leads “Hi [Client’s Name], Hey [Client’s Name] it’s [Your Name]. There was some information requested for the final expense programs and I was just trying to see if they got that out to you yet? [They say “NO”] “Ok no problem, I'm actually the agent assigned to the request now. Were you mainly wanting to cover the funeral expenses or were you wanting to leave a little extra money for the family as well?” [GO INTO #3] Scenario #2 [They say “I already have it taken care of”] “Perfect, so were you trying to compare rates with what you already have or were you looking to add coverage?” “Ok no problem, so I'm actually the agent assigned to the request now… [GO INTO #3] [If they still object to getting better rates or adding coverage, say] “Ok perfect, just so I can note it down on the file, which company was able to help you with that?” [Let them answer] “That’s actually one of our companies, but did you have any serious conditions that they put you with them? Ok no problem, let me see if you’re supposed to be in a higher tier plan instead”…go into #3 -#4 and then go into medical intake.
2. "Perfect and were you mainly wanting to cover the funeral expenses or were you wanting to leave a little extra money for the family as well?”
3. “Ok. Now [Client’s Name], I do have to identify myself to make sure you have my credentials through the state. So go ahead and grab a pen and paper and I’ll give you my information ok? Perfect. Let me know you're ready.”
“Ok So my first name is [Your First Name]. [Then spell it out]. Ok. Last name is [Your Last Name]. [Then spell it out]. Ok, now I’m gonna give you my license number, and this number is my ID with the state. So if you go to the [State] Department of Insurance website and type in this number, it will show my information, my address and my license status with the state of [State] ok. So my license number is [Your License #]. [Repeat #].”
4. “Now [Client’s Name], there’s over 30 of the best life insurance companies in this program, and my job is to see which one will give you the best savings based on your age and health. Now I can’t guarantee that we can start anything today, but if you feel this is good for your family, we can ask the company for an approval. Sound fair?”
5. Now [Client’s Name], are you wanting to be cremated or are you leaning towards traditional burial? OK, and if something happened today, do you have any life insurance policies outside of work, or any savings the family can use tomorrow to cover the [Burial/Cremation] expenses?”
6. “Got it. Now [Client’s Name], are you looking into this because someone passed away recently, did you get sick, or are you mainly just taking precaution for your family?”
7. “I hear you. Now [Client’s Name], we get a ton of requests for help everyday, and 100% of the time it’s not because someone wants an extra bill, they just want to make sure they aren’t leaving a burden on someone they love. So if something happened to you today...what’s the name of the person we’re really doing this for when it comes to eliminating that burden?”
[ASK FOR THEIR FULL NAME, DOB AND RELATION. Place in #5 Beneficiary section on the Telesales Intake Form.]
8. “Ok, and God forbid, if something happened to you today, is [Beneficiary’s Name] financially able to cover the [Cremation / Burial] expenses tomorrow, aside from the bills he/she already has? Or would [He/She] probably rely on help from friends and family as of right now?”
9. RECAP ON THE WHY “OK I see. Just so I’m clear on what you want to accomplish for [Beneficiary’s Name], it sounds to me like you want to make sure as a [Relationship]…” "Ok got it, I definitely understand"
10. MEDICAL INTAKE Now [Client’s Name], these plans don’t require medical exams, they just check your medical history online when you apply. So I’m just going to ask you a few health questions, and I just need you to be completely honest with me so I can give you the best recommendation the first time OK? Even if you have a condition, I can say “Hey [Clients Name] has this condition, but it’s under control”….that right there will actually help us with the approval and helps me make you look good to the companies. Sound good?”
[USE INSURANCE TOOLKITS AND TELESALES INTAKE FORM FOR NEXT SECTION. Write down any information and health conditions they have on the Telesales Intake Form first, and then input their information into Insurance Toolkits simultaneously PER QUESTION.]
11A. Perfect, now [Client’s Name] what is your date of birth? Do you smoke or use any tobacco products? [If NO, say “Awesome, that definitely makes you eligible for a huge discount.”] And what is your height and weight?”
11B. “OK now [Client’s Name], are you on a breathing machine using an oxygen tank, permanently confined to a wheelchair or had any blood or organ transplants? Ok, and in the last six months, have you been confined to a nursing home or received hospice care? Ever been diagnosed or received prescriptions for HIV, AIDS, Alzheimer’s, dementia, schizophrenia or Pulmonary Fibrosis?
11C. “OK, and have you ever had any kidney or liver diseases including failure, dialysis, Hepatitis or Cirrhosis? Any strokes, heart attacks, heart failure, irregular heartbeat or had any stent, pacemaker or defibrillator placements? Any cancers, diabetes, high blood pressure or lupus? Bipolar disorders, PTSD, depression, or anxiety?”
(“If diabetic, say, “With diabetes, have you had any complications such as an amputation, retinopathy with the eyes, nephropathy with the kidneys, neuropathy with the nerves, insulin shock or diabetic coma?”)
11D. “And as far as your lungs go, have you ever been treated for or diagnosed with asthma, emphysema, COPD, sleep apnea or any chronic respiratory disease?”
11E. “Ok, in the past 5 years, have you had any felonies, DUI’s, been incarcerated, on parole, or had any treatment for alcohol or drug abuse?
11F. Ok, and [Client’s Name], are there any other conditions or medications that might come up that indicate anything serious? Even if they gave you a pill but you don’t take it because it makes your stomach hurt…anything like that?”
11G. “Ok and [Client’s Name], what is your monthly income?...it doesn’t have to be exact. Ok, and most companies offer better rates depending on your method of banking. Do you bank with a credit union or a traditional bank like Bank of America or Chase for example?”
(If no bank, ask if they use a direct express or debit card. If using a card, most companies do not accept prepaid cards)
11H. Ok perfect, just give me one second while our system pulls up which carrier is going to give you the best savings. In the meantime, go ahead and get your pen and paper ready so I can give you some of the benefits of your policy.
NEXT:
12A. After everything is entered into insurance toolkits, click the orange "Get Quote" button at the bottom of Quoter.
12B. From the list of carriers on Inusrance Toolkits, choose the company/plan by clicking on the orange "Compare" button on the right side. This will take you to where you can enter 3 quotes. STOP HERE WITH INSURANCE TOOLKITS and follow 12C.
12C. Click on the company and plan you are using for the client from the list below. This becomes the script for the product.
"I didn't fill this out" / "Don't remember"
"No problem, it looks like this was done some time ago. By the time it comes to me its usually a follow up."
Go calmly into #2.
If they still say they don't remember, say:
Ok, let me check one more thing for you...It looks like you had put your date of birth as [DOB], is that correct?”
Once they answer "Yes", say
"Ok, and did you fill this out for yourself or a loved one?"
Then go back into #2
"I already have coverage"
“Ok no problem [Client's Name], so did you fill out the form because you wanted to add coverage or were you just comparing rates?”