13B.“Ok now [Client’s Name], while the system is generating the lowest rates for us, go ahead and write down [Highest Coverage], and on bottom of that, write down [Medium Coverage], and on the bottom of that, write down [Lowest Coverage].”
13A. Go back up to insurance toolkits to where you can give three quote amounts and enter three quote amounts starting with highest to the lowest.
13B. Highest coverage corresponds with paragraph 1. Medium coverage corresponds with paragraph 2. Lowest coverage corresponds with paragraph 3. Do not give quotes without using the corresponding paragraphs. Once you have all three quote amounts ready, proceed to present options.
13B
1. “Ok for number one, [Beneficiary] will get [Highest Coverage] tax free, and this one is built so that [Beneficiary] can afford the [Cremation/Burial], and have a decent memorial service as well. And this one is only [Rate] a month.”
2. “And for number two, [Beneficiary Name] will get [Medium Coverage] tax free, and this one is popular because it covers the [Cremation/Burial] and leaves extra money so that the family can take days off work. This way, they can grieve properly while they plan the [Cremation/Burial], and this one is only [Rate] a month.”
3. “And for number three, [Beneficiary] will get [Lowest Coverage] tax free, and this one is built for those who might need to start with the base plan but also gives the option to add more coverage as the budget makes room for it. So this basically gets your foot in the door, locks you in with your age & health, and makes sure that at bare minimum, [Beneficiary] has some kind of help when the time comes. And this one is only [Rate] a month.”
“Now [Client’s Name], if the company were to actually approve you, out of these 3 options, which one would you want to leave for [Beneficiary] so [He / She] has that peace of mind, and at the same time be comfortable so that we’re not taking food off the table? The [Highest Coverage], [Medium Coverage], or the [Lowest Coverage]?”
“Ok, and [Client’s Name], just to make sure were putting you and [Beneficiary] in a safe position, do you feel that if things get super tight financially, this will be comfortable for you in the long run so that it’s still there when [Beneficiary] needs it? Ok perfect. So I'm going to gather some information and send it over to the company, and then they're going to let me know if it’s a “Yes” or “No” OK. Now is your name on your ID as we have it here?” [Confirm by spelling it out]