“Thank you for calling. This is {{ Agent }}.
Are you calling about the final expense coverage you saw on TV?”
Great, What state are you calling in from?”
(Wait for reply)
“Ok, perfect. And your name?”
(Client’s first and last name)
“And this phone number you called in from, is this a cell phone?”
If yes:
“Great. I’m going to text you my information as well. Is that okay?”
(TCPA verbal)
“And what’s a good email to use for important documents?”
“Ok, great. Since you’re calling because of the TV commercial, I’ll make sure you receive your authorization code for the monthly drawing at the end of this quick call.”
“We’re able to shop across 40 A-rated insurance carriers at the same time, so we can make sure you’re in the best program based on your age, health, and what you want the coverage to do.”
“Does that make sense?”
“Before we go any further, please grab a pen and paper. I want you to have my information handy and be able to write a couple things down.”
(Pause. Wait for confirmation.)
“Alright. My name is {{ Agent }}, and my direct phone number is {{ Agent }}.”
“I want you to know I’m licensed in many states across the country, and with my National Producer’s Number, you can also verify that on NIPR.com.
Please write down my NPN. That’s {{ NPN }}.”
Experience Line (Choose One)
Seasoned Agent
“I’ve been doing this for {{ X }} years, and I know how important it is to get this type of coverage right. I just want you to know my heart is in this for the right reasons, which is making sure you’re in the best program and that your beneficiary gets the money.”
“Does that make sense? That’s the important part.”
Passion-Based
“I love what I do because I know how important this type of coverage is, and I take that responsibility seriously. I just want you to know my heart is in this for the right reasons, which is making sure you’re in the best program and that your beneficiary gets the money.”
“Does that make sense? That’s the important part.”
“Perfect. So I can get you accurate numbers, what’s your date of birth (6)?”
(Pause.)
“Got it. Thank you.”
“Do you smoke cigarettes or use any tobacco (7)?”
“What’s your current height and weight (8)?”
“So ______, based on your profile, I can see that I already have you qualified for a few different options.”
“My goal is to offer you the best policy on the market in terms of price and coverage, but most importantly, one that you’ll actually get approved for.”
“I’m not sure if you know this, but every time you go to the doctor, your information is placed in the national MIB and prescription database.”
“What health conditions are the insurance companies going to see on there for you (9)?”
Major Health Conditions (If Guidance Is Needed)
“Have you had to deal with anything serious in your personal health, like cancer, a heart attack or heart disease, dialysis, or a stroke, or anything along those lines (10)?”
(Pause.)
Secondary Health Check (Less Severe Conditions)
“What about diabetes, COPD, kidney issues, or any other health condition you can think of (11)?”
(Any condition = ‘No problem’)
“And what other medications do you take (12)?”
(Pause.)
“Got it. Thank you.”
Current Coverage
“Do you have any life insurance in place right now (13)?”
(If yes, continue. If no, skip to housing.)
“Who is that through, what company (13a)?”
“About how much coverage do you have (13b)?”
“Do you remember when you put that in place (13c)?”
“And roughly what’s the monthly cost (13d)?”
“What was that policy originally set up to cover (13e)?”
Golden Question
“What else do you have that would transfer upon death, like an old 401k, stocks, bonds, IRAs, a huge pile of money under the bed, stuff like that (14)?”
Housing Check
“Just a ballpark idea so I better understand. About how much is your mortgage every month? Do you own your home or rent (15)?”
If They Own the Home
“That’s awesome. Congratulations on that.”
“About how long ago did you buy the house (15b)?”
“Roughly how much do you still owe on the mortgage (15c)?”
“About what’s the monthly payment (15d)?”
“What would you estimate the home is worth today (15e)?”
Property Goal Anchor
“Long term, what’s the goal for the house (16)?”
“Is it something you’d want your heirs to keep, or would you prefer to sell or rent it at some point and extract as much equity as possible (16b)?”
If They Rent
“Got it.”
“Thanks for sharing. It’s a lot easier to customize these programs when we have a clear idea of what we need them to do.”
“Okay, so I think I understand.”
“Based on what you’ve shared, it sounds like your main goal is to make sure {{ Beneficiary }} has the money when it’s needed, so they’re not forced to start a GoFundMe on Facebook or scramble financially.”
“Unfortunately, we see that happen far too often.”
(Insert other uncovered motives naturally, as applicable.)
“You also mentioned wanting to make sure the house is protected, debts don’t become a burden, and your family has time and options, not pressure.”
“So here’s what I’m going to do.”
“I’m going to show you three different options that I believe would accomplish exactly that.”
“Based on what we talked about, we’ll pick the one that makes the most sense, and then we’ll simply put in a request for protection to see if you can even get approved.”
“Out of these three options, if you were approved, which one would make the most sense to you?”