Veterans Final Expense Script
Red = Agent Only Notes | Blue = Objection Responses | Gold = Power Questions
.... = Slight Pause | ??? = Let the client answer
1Introduction
Open
"Hey (client first name).... this is (Agent) with the Benefits Office.
I was just giving you a call in regards to the Life options for Veterans. I have your DOB listed here as ___. Correct?
How are you doing today? That's great to hear....
Now, your main concern was just wanting to make sure that the funeral expense doesn't fall a burden on your loved ones, right?
Got it.... were you also looking to leave some extra money behind as well for your family or just have the funeral expense taken care of?"
I was just giving you a call in regards to the Life options for Veterans. I have your DOB listed here as ___. Correct?
How are you doing today? That's great to hear....
Now, your main concern was just wanting to make sure that the funeral expense doesn't fall a burden on your loved ones, right?
Got it.... were you also looking to leave some extra money behind as well for your family or just have the funeral expense taken care of?"
Agent: If they have both goals, go to Americo for a replacement.
2Dig Into Why
"Now god forbid.... if you were to pass away today who would be the beneficiary responsible paying for the funeral expenses.... and picking up all the pieces tomorrow?
What is their name.... spell that out for me.
Have you thought about whether you were to be buried or cremated?
Okay and do you have any life insurance or a large savings (beneficiary name) can use to cover the funeral costs?"
What is their name.... spell that out for me.
Have you thought about whether you were to be buried or cremated?
Okay and do you have any life insurance or a large savings (beneficiary name) can use to cover the funeral costs?"
If NO Coverage
"Got it.... so you just want to make sure (beneficiary name) doesn't have to go into any debt or any financial burden, correct??? Yeah, I don't think most families can afford it nowadays.... that's why most veterans are looking to get this covered.
Do you know how much that costs nowadays???
It looks in the state of (state name).... an average --
Cremation costs: $5,000 to $7,000 depending on the celebration and urn.
Burial costs: $10,000 to $15,000 depending on the fanciness of the service and the opening and closing.
Granted you are buried in a national cemetery where the VA covers the plot and headstone.... was that what you were planning on?
[If NOT a national cemetery -- $15,000 to $20,000]
After this -- SKIP to Client Suitability Sheet below."
Do you know how much that costs nowadays???
It looks in the state of (state name).... an average --
Cremation costs: $5,000 to $7,000 depending on the celebration and urn.
Burial costs: $10,000 to $15,000 depending on the fanciness of the service and the opening and closing.
Granted you are buried in a national cemetery where the VA covers the plot and headstone.... was that what you were planning on?
[If NOT a national cemetery -- $15,000 to $20,000]
After this -- SKIP to Client Suitability Sheet below."
If They HAVE Coverage
"Perfect.... I'm glad you have something that can help out. Now how much do you have in place already to help (beneficiary name)???"
If NOT enough for funeral costs: "Got it.... do you know how much a funeral can cost nowadays?!
It looks in the state of (state name).... an average --
Cremation costs: $5,000 to $7,000 depending on the celebration and urn.
Burial costs: $10,000 to $15,000 depending on the fanciness of the service and the opening and closing.
Granted you are buried in a national cemetery where the VA covers the plot and headstone.... was that what you were planning on?"
[If NOT a national cemetery -- $15,000 to $20,000]
"So you were looking to get additional coverage to fill the gap so (beneficiary name) isn't left with any debt.... correct?" SKIP to Client Suitability Sheet below.
It looks in the state of (state name).... an average --
Cremation costs: $5,000 to $7,000 depending on the celebration and urn.
Burial costs: $10,000 to $15,000 depending on the fanciness of the service and the opening and closing.
Granted you are buried in a national cemetery where the VA covers the plot and headstone.... was that what you were planning on?"
[If NOT a national cemetery -- $15,000 to $20,000]
"So you were looking to get additional coverage to fill the gap so (beneficiary name) isn't left with any debt.... correct?" SKIP to Client Suitability Sheet below.
If DO have enough: "Perfect.... you were just looking to get this in place to cover the funeral so (beneficiary name) can use that money to help them get by instead of using it to cover the funeral, correct?
Push Back: God forbid if you were to pass away today.... what would it look like for (beneficiary name) without your income?"
Push Back: God forbid if you were to pass away today.... what would it look like for (beneficiary name) without your income?"
3Client Suitability Sheet
"So my job's simply.... what we'll do is spend a minute on your financial situation just to make sure we can find an affordable option for ya.
Then about 2 minutes on your medical history to make sure we can get you approved through one of the 26 A-rated carriers."
Then about 2 minutes on your medical history to make sure we can get you approved through one of the 26 A-rated carriers."
Financial Questions -- Flow Through These Conversationally
Now are you currently working, retired, or disabled?
IF retired: "I can't wait to say that one day! Is every day like a Saturday now?" | IF disabled: "God bless your heart! We'll go ahead and add that disability discount."
Alright.... what's your total monthly income? Just a ballpark is fine.
Keep it light -- "No judgment, just need a ballpark for the system."
ALWAYS ASK: Now at the end of the month once you pay all your bills, utilities, and all the fun things you like to do.... how much would you say you are typically left with?
Little to no income left ($200 or under): "I completely understand, so that being said.... plans start at $40 to $50 a month. Is that something you could work into your budget every month?"
Push back: "I understand.... $40 to $50 a month might be tight on your budget, but how do you expect (beneficiary's name) to afford that entire funeral expense? I'm sure you wouldn't want to be remembered as a burden.... am I right?"
Income objection "Why do you need to know that?": "By law I'm not allowed to show you options for more than 10% of your income. Now what would you say you bring in per month, just a ballpark?"
Push back: "I understand.... $40 to $50 a month might be tight on your budget, but how do you expect (beneficiary's name) to afford that entire funeral expense? I'm sure you wouldn't want to be remembered as a burden.... am I right?"
Income objection "Why do you need to know that?": "By law I'm not allowed to show you options for more than 10% of your income. Now what would you say you bring in per month, just a ballpark?"
"Now.... (Name) if you were to pass away, what would the situation look like for (beneficiary)?
I'm assuming it would be pretty tough right? [Dig into their personal situation]
So if I were able to find something comfortable and affordable that would avoid that situation and make sure the final expense doesn't fall a burden on the family....
that would be important to you, correct?"
I'm assuming it would be pretty tough right? [Dig into their personal situation]
So if I were able to find something comfortable and affordable that would avoid that situation and make sure the final expense doesn't fall a burden on the family....
that would be important to you, correct?"
Discounts and Banking
There are two discounts you may qualify for. First -- are you a smoker or non-smoker? Just be honest with me (chuckle)
If smoker: "Do you plan on quitting anytime soon over the next couple of years? If YES: Perfect, then we will be able to save you some money there!" | Non-smoker: "We will definitely be able to save you some money there!"
Do you bank locally or do you use a digital bank like Chime or Cash App, or one of the bigger banks like Wells Fargo, Chase, or a Credit Union?
"And you opened that in the state of (client's state), correct? The reason we ask is because most carriers only accept direct deposit as their payment type so we'll be able to help you there."
Note the name of the financial institution for banking section later.
Health Questions -- Note Year for Any Yes Answers
Now a little bit on your health.... for all of your medical needs do you go to the VA or a civilian doctor? Are all of your prescriptions through the VA or civilian?
Any heart attacks, heart failure, strokes, TIA, or stents in the last 5 years? If yes: any blood thinners (Plavix, warfarin) or heart meds (Nitrostat, nitroglycerin, Eliquis)?
Any cancer in the last 5 years? What kind? How long in remission -- that means cancer free?
Any diabetes? If yes: on metformin or insulin?
Any neuropathy? If yes: taking gabapentin?
Any breathing complications or COPD? If yes: taking oxygen or inhaler?
Any kidney or liver problems? If yes to kidney: any kidney failure, disorder, or dialysis?
Any anxiety or depression? If yes: taking Xanax?
Are we on any prescription medications for anything aside from what we went over?
Then one last thing.... a rough height and weight for you?
"Alrighty.... so just gonna put you on a brief 2 to 5 minute hold and get these options pulled up for you. Any questions for me before I do so? Perfect."
4Before Presenting Numbers + Benefits
Agent -- Prep While on Hold: You should be on the FEX Quote Tool putting in the age, gender, and coverage amount and preparing your Bronze, Silver, Gold options. Search their address on truepeoplesearch.com by phone number to build credibility before presenting.
Before Presenting Numbers
"Now before we go over the packages I'm going to explain how the process works okay.... so it's not like going to your local grocery store.... where you just see it, like it, buy it.
With this kind of thing we have to get approved for it. The carriers will look at what's called the Medical Information Bureau -- the MIB report. It's a collection of your medical records, hospitalizations, prescriptions over the last few years.
It's not up to me or the VA to approve you.... it's up to the carriers. Which is why we spent a little bit of time on your health. Does that make sense?"
With this kind of thing we have to get approved for it. The carriers will look at what's called the Medical Information Bureau -- the MIB report. It's a collection of your medical records, hospitalizations, prescriptions over the last few years.
It's not up to me or the VA to approve you.... it's up to the carriers. Which is why we spent a little bit of time on your health. Does that make sense?"
Send Credentials
"Now do you receive text messages on this phone? Got it.... there's a new protocol here in the state. By law.... I have to send over a copy of my Department of Insurance License so that you have it for your records. Can I trust you with that information?
[SEND ID CARD]
Are you able to pull up my ID card? I apologize in advance for the ugly picture....
On the left you should see my NPN number which is just a government ID number.... under that my name and contact info.... so you can always reach me."
[SEND ID CARD]
Are you able to pull up my ID card? I apologize in advance for the ugly picture....
On the left you should see my NPN number which is just a government ID number.... under that my name and contact info.... so you can always reach me."
Write Down Benefits
"Now go ahead and grab a pen and paper....
I'm gonna give you some information about the benefits that come with this type of plan.
1. Write down Immediate Coverage: That means as soon as you make your first premium your loved ones will be covered day 1.... there's no 2-year waiting period like most carriers!
2. Write down Locked In: Premium never increases and coverage never decreases!
3. Write down Tax-Free: This one's my favorite because your loved ones don't have to pay any taxes on the money they receive. It's really the only thing that's tax free nowadays.... am I right? (chuckle)
4. Write down Living Benefit: This one is important -- if you get a terminal illness and the doctor tells you that you have 12 to 24 months to live.... you'll have access to 50% of the benefit tax-free while you're still living!
5. Write down Double Accidental Payout: If your cause of death is choke, drown, slip, fall, or die in a car accident.... your coverage would double. It's something included in your policy as well.
6. Lastly, write down Permanent Coverage: This coverage will never expire on you.... it is a whole life policy."
I'm gonna give you some information about the benefits that come with this type of plan.
1. Write down Immediate Coverage: That means as soon as you make your first premium your loved ones will be covered day 1.... there's no 2-year waiting period like most carriers!
2. Write down Locked In: Premium never increases and coverage never decreases!
3. Write down Tax-Free: This one's my favorite because your loved ones don't have to pay any taxes on the money they receive. It's really the only thing that's tax free nowadays.... am I right? (chuckle)
4. Write down Living Benefit: This one is important -- if you get a terminal illness and the doctor tells you that you have 12 to 24 months to live.... you'll have access to 50% of the benefit tax-free while you're still living!
5. Write down Double Accidental Payout: If your cause of death is choke, drown, slip, fall, or die in a car accident.... your coverage would double. It's something included in your policy as well.
6. Lastly, write down Permanent Coverage: This coverage will never expire on you.... it is a whole life policy."
"I just want to preface that once we get approved here, I am assigned to you for life. So what does that mean?
Simply just means that our job is to make sure that your family is always in the best financial situation possible. So after we get approved, we have what is called annual reviews. Which means that in a year from now we will check in with you and the family.
At that point we will ask.... 'Hey (client's name), how is everything going with the family.' If you are at that moment saying 'Yeah (your name), everything is going great financially and we want to upgrade the coverage' -- then yes, we can do that.
But if you are saying 'Hey (your name), we aren't doing the best financially and we want to lower the coverage' -- then no worries, we can do that as well.
Again, our job is to make sure that no matter what you are in the best financial position possible. So just understand that before going through these options here. Does that make sense? Ok, perfect."
Simply just means that our job is to make sure that your family is always in the best financial situation possible. So after we get approved, we have what is called annual reviews. Which means that in a year from now we will check in with you and the family.
At that point we will ask.... 'Hey (client's name), how is everything going with the family.' If you are at that moment saying 'Yeah (your name), everything is going great financially and we want to upgrade the coverage' -- then yes, we can do that.
But if you are saying 'Hey (your name), we aren't doing the best financially and we want to lower the coverage' -- then no worries, we can do that as well.
Again, our job is to make sure that no matter what you are in the best financial position possible. So just understand that before going through these options here. Does that make sense? Ok, perfect."
5Quote Bronze / Silver / Gold
"Based on what you've told me.... the system has built 3 packages of coverage and you can decide on which option makes the most sense. Now write down BRONZE, SILVER, and GOLD....
The BRONZE option will cover a full funeral expense and make sure (beneficiary's name) won't have to come out of pocket for your funeral.... that will be (Coverage Amount) and that's just _____ bucks a month.
The SILVER option will leave a little bit extra behind to cover any leftover bills.... help with inflation.... or even leave a few extra thousand behind for (beneficiary's name).... and that will be (Coverage Amount) and that's just _____ bucks a month.
The GOLD option is going to make sure (beneficiary's name) is in really good hands.... and doesn't really have anything to worry about.... and that will be (Coverage Amount) for _____ bucks a month."
The BRONZE option will cover a full funeral expense and make sure (beneficiary's name) won't have to come out of pocket for your funeral.... that will be (Coverage Amount) and that's just _____ bucks a month.
The SILVER option will leave a little bit extra behind to cover any leftover bills.... help with inflation.... or even leave a few extra thousand behind for (beneficiary's name).... and that will be (Coverage Amount) and that's just _____ bucks a month.
The GOLD option is going to make sure (beneficiary's name) is in really good hands.... and doesn't really have anything to worry about.... and that will be (Coverage Amount) for _____ bucks a month."
Golden Question: "Ok perfect.... now that we have those written down.... which one of those options would make the most sense financially for the family.... God willing we can get you approved?"
6Start Application + Health Fillers + Beneficiary
"Alright.... now we'll go ahead and send in a request for coverage -- it is something you do actually have to qualify for.
So once we go to submit a request for coverage there's 3 pieces of information required on the application just like any other insurance application.
1. First is your driver's license just to confirm your identity.... do you have that on hand? Awesome.
2. Secondly, your social. That's how they're going to check your prescriptions and medical history.... that being the main factor on if you're approved or declined.
3. Thirdly either a bank statement or a voided check to confirm there is no prior insurance fraud, money laundering, or anything else illegally linked to your account.... and well of course that's how you're going to be paying for the policy.
Does that all make sense? Great."
So once we go to submit a request for coverage there's 3 pieces of information required on the application just like any other insurance application.
1. First is your driver's license just to confirm your identity.... do you have that on hand? Awesome.
2. Secondly, your social. That's how they're going to check your prescriptions and medical history.... that being the main factor on if you're approved or declined.
3. Thirdly either a bank statement or a voided check to confirm there is no prior insurance fraud, money laundering, or anything else illegally linked to your account.... and well of course that's how you're going to be paying for the policy.
Does that all make sense? Great."
▶ HEAD OVER TO CARRIER E-APP NOW
Open the carrier application portal and begin entering the client's information. Do not wait until after the call. Start the eApp immediately while you still have them on the line.
Open the carrier application portal and begin entering the client's information. Do not wait until after the call. Start the eApp immediately while you still have them on the line.
First Page of Application
Confirm spelling first and last name
Confirm date of birth and height/weight
Phone number on file -- "Alright, we'll text you over a policy summary afterwards just so you have something in the meanwhile."
What's a good email for you?
Mailing address -- house or apartment? "This is where we will be mailing out a policy packet with all of your policy details -- something you will want to keep in a safe place."
State born in? City? -- "Obviously you are a US Citizen!" -- Then Social: "Go ahead with your Social." [Make them repeat it twice]
SSN Pushback 1: "It's just for the application." | PB2: "That's just how they go over your medical history and make sure you don't weigh 500 pounds or are tied to a hospital bed. Does that make sense? Now go ahead with the social." | PB3: "Most importantly that's the ONLY thing on your death certificate when you die for them to pay out your loved ones. Does that make sense? Now go ahead." | Last resort: Send pic of app with their name and carrier showing.
Health Filler Questions -- Keep It Light, About 5 Minutes
"Okay now.... I'm just going to confirm a few more medical questions for the sake of the application. I know I've already bored you enough. (chuckle)"
Do you use anything to help you walk around the house? Such as a cane, wheelchair, or scooter?
Any oxygen equipment to help you breathe?
Any help with daily activities -- like eating, bathing, toileting, or dressing?
Any COVID-19 in the last 90 days?
Any alcohol or drug abuse in your past?
Any Alzheimer's or Dementia?
Any AIDS or HIV? Any hepatitis? Any brain tumor or brain aneurysm?
Lastly.... do you plan on doing any dangerous activities in the next two years like bungee jumping, skydiving, or rock climbing?
Beneficiary Section -- Agent Only: Confirm beneficiary from earlier. Confirm spelling of name, relationship, and date of birth. Confirm the % of death benefit they will receive. If spouse, ask if they want to put a back-up or contingent beneficiary.
SPOUSE: "How long have you been married for??? Any tips for me??? Any grandkids???"
CHILD: "Awesome, do you see them often??? What do you all like to do when you spend time together??? Any grandkids for you???"
SPOUSE: "How long have you been married for??? Any tips for me??? Any grandkids???"
CHILD: "Awesome, do you see them often??? What do you all like to do when you spend time together??? Any grandkids for you???"
Golden Question: "Got it.... if you don't mind me asking (sir/ma'am).... what really got you thinking into getting something like this in place for (beneficiary's name)?" [LET THEM TALK]
7Banking + Lock Down the Close
Banking Word Track
"Hey (client name).... the next part here is the state's anti-money laundering verification portion.... most veterans like for their policy to start when they receive their benefits.... what day is that for you?"
Agent: 1st, 3rd of the month, or 2nd/3rd/4th Wednesday are the ONLY payment dates you should set.
Is your name spelled the same way with (bank name)? Or do you use a middle initial or name?
"Alright, it looks like we are partnered with them.... 9 out of 10 times the routing number that automates is correct. Go ahead and grab a checkbook to confirm it. It should start with.... (first 3 numbers)."
Read it off to them. "And the account number?" Make them repeat it twice. "And is this a checking or savings account? Perfect, give me one moment while the system verifies that information is linked to your name -- for your safety and the safety of others."
No checkbook Q1: "Do you get your statements via mail or email? My spouse usually leaves that on the kitchen table -- where do you leave yours? Go ahead and grab that." | Q2: "Obviously you have the mobile app on your phone, correct?" | CHECKMATE (no checkbook, no statement, no app): "No worries, I'll do you a favor. We'll just add the debit card on file for now and update it later. Is it a Visa or Mastercard? Is your name spelled the same on that card? Go ahead with the card number -- then expiration -- then CVV." Make them repeat it twice. Pivot to AIG SIWL.
Lock Down the Close
"So (client name).... everything is fully submitted at this point. A couple things to recap -- the coverage we applied for was for $XXX and the name of the insurance carrier is XXX. Perfect.... now look out for that policy in the mail -- typically it takes 10 to 12 business days.
Also, this number we are talking on.... this is my direct line. It's the same number my mom calls me on. Anything you ever need in regards to this coverage.... I'm always the first person you can reach out to. I'm just a phone call or text away.
Lastly.... this is important. We always contact the department of insurance in the state and let them know that we have completed the request and submitted an application. The reason we do that is because it should remove you from any kind of lists of solicitations about this coverage. No one will ever contact you about this coverage other than myself or the carrier asking for any personal information.
But with the internet these days you will still probably get some calls.... but none will be anything in regard to what we did. So if they say they're my manager, it's incomplete, due for review.... it's just a line of crap from some telemarketer trying to pull a fast one on you. Just give us a call so we can report them. We know this coverage is important for you and I don't want to see some random person mess up the coverage for your family."
Also, this number we are talking on.... this is my direct line. It's the same number my mom calls me on. Anything you ever need in regards to this coverage.... I'm always the first person you can reach out to. I'm just a phone call or text away.
Lastly.... this is important. We always contact the department of insurance in the state and let them know that we have completed the request and submitted an application. The reason we do that is because it should remove you from any kind of lists of solicitations about this coverage. No one will ever contact you about this coverage other than myself or the carrier asking for any personal information.
But with the internet these days you will still probably get some calls.... but none will be anything in regard to what we did. So if they say they're my manager, it's incomplete, due for review.... it's just a line of crap from some telemarketer trying to pull a fast one on you. Just give us a call so we can report them. We know this coverage is important for you and I don't want to see some random person mess up the coverage for your family."
Referrals and Close
"I'll be sending you a quick text so you can save my number -- my digital card will be in there too if you'd like to save or share it. The great news is your friends and family may qualify for the same benefits!
Can you think of one or two people who might benefit from a quick chat about their coverage options.... just have them mention your name if they reach out.
Before I go, are there any questions I didn't answer? Lastly.... was I of service to you and your loved ones? I truly appreciate the chance to serve you. Have a blessed day!"
Can you think of one or two people who might benefit from a quick chat about their coverage options.... just have them mention your name if they reach out.
Before I go, are there any questions I didn't answer? Lastly.... was I of service to you and your loved ones? I truly appreciate the chance to serve you. Have a blessed day!"
After close -- Text Client: "Hey (Client Name), save this number in your phone. Here's some basic information about your coverage -- your full policy packet will arrive in the mail within 10-14 business days. Feel free to call me anytime with questions. If you know anyone that could benefit from our services please feel free to share my number or digital card. Referrals are much appreciated! God bless. [Your Name] | Carrier: [ ] | Policy #: [ ] | Coverage: $[ ] | Effective Date: [ ] | Premium: $[ ]"
Mortgage Protection Script
Mindset: Speak slowly and loudly. 110% volume at 70% speed. Cool, calm, confident, collected.
Red = slightly annoyed & assertive | Purple/Blue = chill & blase -- Remember to smile
You are the doctor. They are the patient. Always go for the one-call close.
1Introduction
Opening Line
"(Client's name)? [wait for the client to respond] Hey, it's (Agent).
I manage the brokerage that handles all of the mortgage insurance files for (State).
The file associated with your property on (street name) just got flagged as incomplete.... did you receive your policy packet in the mail?"
I manage the brokerage that handles all of the mortgage insurance files for (State).
The file associated with your property on (street name) just got flagged as incomplete.... did you receive your policy packet in the mail?"
If No to Receiving Policy Packet
"So you probably remember we had sent you the stuff in the mail a while back, regarding the Liability Coverage for the mortgage. This would be the coverage that pays off your home if you get sick, disabled, or pass away.
Now one of my underwriters should have reached out to you already, they should have helped you out with this, but I am not seeing any notes here on your file....
I'm just the manager here, reaching out to see if you remember what happened with the Liability Coverage?"
Now one of my underwriters should have reached out to you already, they should have helped you out with this, but I am not seeing any notes here on your file....
I'm just the manager here, reaching out to see if you remember what happened with the Liability Coverage?"
If no one helped them: "Is it just you in the home or is there a significant other or spouse there with you?
I just had a few minutes before my next call.... grab a pen and paper for me real quick. Should only take about 10 minutes or so to get this knocked out for you."
*If no -- book an appointment*
I just had a few minutes before my next call.... grab a pen and paper for me real quick. Should only take about 10 minutes or so to get this knocked out for you."
*If no -- book an appointment*
If Yes to Receiving Policy Packet -- Already Have a Policy: "Perfect. It looks like the address I have on file for the policy is (address)?
And looks like I have your date of birth here on the policy as (DOB)?
Okay, perfect. I do apologize -- it looks like you were helped out by one of our junior underwriters.... he just didn't leave any notes here on your file.
Which one of our companies were you helped out with?
Mmm got it, and how much coverage did you put in place?
Gotcha. Well it looks like the reason it was flagged and they had me give you a call here is because you may qualify for a lower risk class and get a better rate on your coverage. There have been several rate reductions here in (state).
Grab a pen and paper and we'll get this knocked out in about 10 minutes or so."
And looks like I have your date of birth here on the policy as (DOB)?
Okay, perfect. I do apologize -- it looks like you were helped out by one of our junior underwriters.... he just didn't leave any notes here on your file.
Which one of our companies were you helped out with?
Mmm got it, and how much coverage did you put in place?
Gotcha. Well it looks like the reason it was flagged and they had me give you a call here is because you may qualify for a lower risk class and get a better rate on your coverage. There have been several rate reductions here in (state).
Grab a pen and paper and we'll get this knocked out in about 10 minutes or so."
*If yes -- one call close it* | *If no -- book an appointment*
2Set the Frame
"Ok great.... is this your first time going through the mortgage protection process, or have you been through this process before?
It's pretty simple -- basically I'm going to spend 2 minutes asking you some health and financial questions. Based on that it's my job as the medical underwriter to run it through the carriers that offer mortgage protection in the state of (state).
The reason for that is to figure out some various options you'll qualify for. Then God willing we are able to figure something out that would make sense financially for you and your family.... I'll present those various options to you.
From there you just let me know what's comfortable and affordable, then we'll simply submit a request for coverage. Make sense? [wait for the client to respond] Great."
It's pretty simple -- basically I'm going to spend 2 minutes asking you some health and financial questions. Based on that it's my job as the medical underwriter to run it through the carriers that offer mortgage protection in the state of (state).
The reason for that is to figure out some various options you'll qualify for. Then God willing we are able to figure something out that would make sense financially for you and your family.... I'll present those various options to you.
From there you just let me know what's comfortable and affordable, then we'll simply submit a request for coverage. Make sense? [wait for the client to respond] Great."
Three Types of Home Insurance
"So when you go to buy a home there are 3 types of insurance on the home:
1. Private Mortgage Insurance (PMI) -- this is something the bank requires on their end if you put less than 20% down but does nothing for you or your family. Simply put in place to protect the bank.
2. Homeowners Insurance -- protects the physical property of the home in the event of a flood, fire, or any type of disaster. I'm sure we're familiar with that one.
3. Standard Liability Insurance / Mortgage Protection -- 3rd and most important type of coverage. This is the coverage that protects you and your family in the event you were to become sick, disabled, or pass away to ensure your family is able to stay in the home and it's taken care of.
Any questions on that? Perfect."
1. Private Mortgage Insurance (PMI) -- this is something the bank requires on their end if you put less than 20% down but does nothing for you or your family. Simply put in place to protect the bank.
2. Homeowners Insurance -- protects the physical property of the home in the event of a flood, fire, or any type of disaster. I'm sure we're familiar with that one.
3. Standard Liability Insurance / Mortgage Protection -- 3rd and most important type of coverage. This is the coverage that protects you and your family in the event you were to become sick, disabled, or pass away to ensure your family is able to stay in the home and it's taken care of.
Any questions on that? Perfect."
Application Requirements
"Mortgage protection isn't something you can just sign up for at any time like life insurance -- it is something you do actually have to qualify for.
So once we go to submit a request for coverage there are 3 pieces of information required on the application just like any other insurance application.
1. First is your driver's license just to confirm your identity and driving record -- do you have that on hand? [wait for the client to respond]
2. Secondly, your social. That's how they're going to check your prescriptions and medical history -- that being the main factor on if you're approved or declined.
3. Thirdly either a bank statement or a voided check to confirm there is no prior insurance fraud, money laundering, or anything else illegally linked to your account -- and well of course that's how you're going to be paying for the policy.
Does that all make sense? [wait for the client to respond] Great."
So once we go to submit a request for coverage there are 3 pieces of information required on the application just like any other insurance application.
1. First is your driver's license just to confirm your identity and driving record -- do you have that on hand? [wait for the client to respond]
2. Secondly, your social. That's how they're going to check your prescriptions and medical history -- that being the main factor on if you're approved or declined.
3. Thirdly either a bank statement or a voided check to confirm there is no prior insurance fraud, money laundering, or anything else illegally linked to your account -- and well of course that's how you're going to be paying for the policy.
Does that all make sense? [wait for the client to respond] Great."
3Financial Inventory + Build the Why
Agent -- Fill Out the Client Suitability Sheet NOW. Once the client worksheet is filled out, unmute on Discord OR text your mentor and they will tell you what product to write and how to pitch it. Do not skip this step -- the product decision is made here.
"Ok (client's name).... before we go any further I'm obviously here to help and serve you, as well as figure out some form of protection for this home -- because this house is your biggest asset and of course we want to do everything we can to ensure we protect and preserve it."
Financial Inventory Questions -- Flow These Conversationally
Are you currently working or retired?
If Worker: "Do you work a typical 9-5 or do the work hours vary? Understood.... and what are you doing for work exactly? That's great."
If Retired: "Gotcha.... enjoying the retirement? That's wonderful."
If Retired: "Gotcha.... enjoying the retirement? That's wonderful."
And what is the balance on the mortgage roughly -- just a ballpark?
"Got it.... and when did you close on the home? So you have roughly ___ years left on that mortgage?"
And what is the monthly mortgage payment?
"Got it.... and is that just principal and interest or does it include taxes and insurance as well?"
And is it just you on the mortgage or is there a co-borrower -- a spouse or partner?
"Got it.... and are they working as well? Perfect -- so the household has two incomes right now."
And god forbid if something happened to you today -- what would the financial situation look like for your family with the mortgage?
"I'm assuming it would be pretty tough right? Yeah.... that's exactly what we want to make sure never happens."
Living Benefits (Only Use If Pitching Term / IUL)
"Now, I'm assuming you were looking for coverage on the living side as well? [phrased as a statement, not a question -- roll into the next portion WITHOUT pausing]
So God forbid any situation where you become sick, disabled, have cancer, heart attack, or any other sort of critical, terminal, or chronic illness or disability -- that your mortgage is taken care of in that aspect as well?"
So God forbid any situation where you become sick, disabled, have cancer, heart attack, or any other sort of critical, terminal, or chronic illness or disability -- that your mortgage is taken care of in that aspect as well?"
4⚠ Equity Protection -- 55+ or Unhealthy ONLY
IMPORTANT: Only pitch this if they are unhealthy and you're going the whole life / equity protection route. If the client is healthy and you're pitching term or IUL -- SKIP this section entirely.
"As I'm sure you're already aware (client's name).... if you wanted to cover the entire mortgage that would be close to another mortgage payment.... which don't worry, none of my clients do in your situation. What my clients do in your situation is put together an equity protection plan.
Has anyone walked you through how the equity protection process works?
Gotcha.... well basically it's a much more practical, much more affordable approach to protecting the mortgage. My goal with you and all of my clients is to solve the maximum amount of your needs with the least amount of insurance possible. Now this plan is different for every client and their situation.
And well really.... for your situation the most amount of insurance you would need (client's name) is around a year to 2 years of mortgage payments to allow (beneficiary) time to mourn, grieve, recover, figure out the financial situation, and move forward in a healthy manner. Does that make sense?"
Has anyone walked you through how the equity protection process works?
Gotcha.... well basically it's a much more practical, much more affordable approach to protecting the mortgage. My goal with you and all of my clients is to solve the maximum amount of your needs with the least amount of insurance possible. Now this plan is different for every client and their situation.
And well really.... for your situation the most amount of insurance you would need (client's name) is around a year to 2 years of mortgage payments to allow (beneficiary) time to mourn, grieve, recover, figure out the financial situation, and move forward in a healthy manner. Does that make sense?"
*If they plan on selling:*
"As well as get the house cleaned up, cleaned out, put on the market, and eventually sold. And what this policy allows for is to give (beneficiary) that grace period of time to get things figured out and get the home sold so he/she isn't forced to fire sale the home for $10k, $20k, $50k less than what it's fully worth because they couldn't afford to keep making the mortgage payments on top of their own bills. Does that make sense (client's name)?"
"As well as get the house cleaned up, cleaned out, put on the market, and eventually sold. And what this policy allows for is to give (beneficiary) that grace period of time to get things figured out and get the home sold so he/she isn't forced to fire sale the home for $10k, $20k, $50k less than what it's fully worth because they couldn't afford to keep making the mortgage payments on top of their own bills. Does that make sense (client's name)?"
*Only use this if they have equity in their home:*
"Perfect -- the main goal of this policy is to provide (beneficiary) enough time to get things figured out and move forward in a healthy manner as well as protect the (amount of equity) in your home! Does that make sense?
Perfect.... so we're going to be looking at 9 months, 1 year, and 18 months of mortgage payments."
"Perfect -- the main goal of this policy is to provide (beneficiary) enough time to get things figured out and move forward in a healthy manner as well as protect the (amount of equity) in your home! Does that make sense?
Perfect.... so we're going to be looking at 9 months, 1 year, and 18 months of mortgage payments."
5Present Options + Annual Review Pitch
"Now (name).... what I am going to do now is plug all this information into my software here which is going to go through all the carriers in the state of (state) and find us some options that would make the most sense for you. Ok?
I'm going to put you on a brief 2 to 5 minute hold here to go ahead and find those options. If you need to do anything in the meantime feel free to do so.... just keep the phone close in case any additional medical questions pop up.
Ok, perfect. Any questions before we do that?
Alright.... I'll put you on that hold.... if you need anything feel free to holler."
I'm going to put you on a brief 2 to 5 minute hold here to go ahead and find those options. If you need to do anything in the meantime feel free to do so.... just keep the phone close in case any additional medical questions pop up.
Ok, perfect. Any questions before we do that?
Alright.... I'll put you on that hold.... if you need anything feel free to holler."
*Put on hold until you find options*
"Ok perfect (name).... are you still with me?
So do you still have that pen and paper handy? Perfect.... I'm going to give you 3 options.... you let me know what option is comfortable and affordable for you and we'll go from there.
Now before that I want to preface that once we get approved here, I am assigned to you for life. So what does that mean?
That means that our job is to make sure that your family is always in the best financial situation possible. So after we get approved, we have what is called annual reviews. Which means that in a year from now we will check in with you and the family.
At that point we will ask 'Hey (client's name), how is everything going with the family.' If you are at that moment saying 'Yeah (your name), everything is going great financially and we want to upgrade the coverage' -- then yes, we can do that.
But if you are saying 'Hey (your name), we aren't doing the best financially and we want to lower the coverage' -- then perfect, we can do that as well.
Again, our job is to make sure that no matter what you are in the best financial position possible. So just understand that before going through these options here. Does that make sense? Ok, perfect."
So do you still have that pen and paper handy? Perfect.... I'm going to give you 3 options.... you let me know what option is comfortable and affordable for you and we'll go from there.
Now before that I want to preface that once we get approved here, I am assigned to you for life. So what does that mean?
That means that our job is to make sure that your family is always in the best financial situation possible. So after we get approved, we have what is called annual reviews. Which means that in a year from now we will check in with you and the family.
At that point we will ask 'Hey (client's name), how is everything going with the family.' If you are at that moment saying 'Yeah (your name), everything is going great financially and we want to upgrade the coverage' -- then yes, we can do that.
But if you are saying 'Hey (your name), we aren't doing the best financially and we want to lower the coverage' -- then perfect, we can do that as well.
Again, our job is to make sure that no matter what you are in the best financial position possible. So just understand that before going through these options here. Does that make sense? Ok, perfect."
*HAVE THEM WRITE DOWN OPTIONS*
"Based on what you've told me.... the system has built 3 packages of coverage and you can decide on which option makes the most sense. Now write down BRONZE, SILVER, and GOLD....
The BRONZE option covers 50% of your remaining mortgage balance.... so that gives (beneficiary's name) the financial runway to get back on their feet, figure things out, get the home on the market if needed, and move forward without being forced into any bad decisions.... that will be (Coverage Amount) and that's just _____ bucks a month.
The SILVER option covers 100% of your remaining mortgage balance.... so god forbid anything happened to you, (beneficiary's name) never has to worry about losing this home. The mortgage is completely taken care of.... that will be (Coverage Amount) and that's just _____ bucks a month.
The GOLD option covers 100% of your remaining mortgage balance plus one full year of income replacement.... so not only is the home fully protected, but (beneficiary's name) has an entire year to grieve, recover, and get back on their feet financially without touching a single bill.... that will be (Coverage Amount) and that's just _____ bucks a month."
The BRONZE option covers 50% of your remaining mortgage balance.... so that gives (beneficiary's name) the financial runway to get back on their feet, figure things out, get the home on the market if needed, and move forward without being forced into any bad decisions.... that will be (Coverage Amount) and that's just _____ bucks a month.
The SILVER option covers 100% of your remaining mortgage balance.... so god forbid anything happened to you, (beneficiary's name) never has to worry about losing this home. The mortgage is completely taken care of.... that will be (Coverage Amount) and that's just _____ bucks a month.
The GOLD option covers 100% of your remaining mortgage balance plus one full year of income replacement.... so not only is the home fully protected, but (beneficiary's name) has an entire year to grieve, recover, and get back on their feet financially without touching a single bill.... that will be (Coverage Amount) and that's just _____ bucks a month."
"Ok perfect.... now that we have those written down.... which one of those options would make the most sense financially for the family.... God willing we can get you approved?"
▶ HEAD OVER TO CARRIER E-APP NOW
Open the carrier application portal and begin entering the client's information. Do not wait. Start the eApp immediately while you still have them on the line.
Open the carrier application portal and begin entering the client's information. Do not wait. Start the eApp immediately while you still have them on the line.
"Ok.... I don't want to jump the gun just yet. Now we are going to go through the application here. Bear with me as I pull that up."
6Tie Down the Sale
Mindset: Tie downs at the end are huge -- PROVIDE VALUE IN YOURSELF.
"Appreciate your patience.... just wrapping up now (client's name). Do you still have that pen and paper handy?
Perfect.... just going to have you write down the details of your coverage that way there's no confusion."
Perfect.... just going to have you write down the details of your coverage that way there's no confusion."
Have Them Write Down
Name of the company
Premium per month and recurring bill date
Their benefits -- living benefits, cash value, permanent coverage, cash back, etc.
Your name and number -- make sure they also have your contact saved in their phone
Security code -- can be anything you want. Intended to prevent other agents from replacing your policy.
"Alright (client's name).... those are the details of your coverage. Make sure when you see (premium amount) that is a GOOD THING.... that means you were APPROVED and coverage IS IN FORCE.
Unlike a lot of life insurance policies where there is that two-year waiting period.... this is DAY 1 COVERAGE. What that means is once that first payment is made and something happens to you the next day.... this policy is paying out in full.
You're also going to be receiving the policy packet in the mail within the next 7 to 10 business days. If you don't get it within that time.... make sure to give me a call and we'll get another one mailed out to you.
Make sure (beneficiary) also has my contact because God forbid when something happens to you (client's name).... I'm the guy that's going to be putting my foot on the insurance company's throat to make sure your family is taken care of and paid out fast.
Lastly.... that security code I gave you -- make sure to keep that safe because if anyone calls you claiming to be me or from my office and they don't have that code.... hang up and block their number because they're trying to scam you or get information.
Any questions on anything we went over?
Sounds good.... I'll be calling you in a year to check in on you and explain your benefits. It was a pleasure helping and serving you (client's name). Give me a call or shoot me a text if you need anything else.... have a blessed day, and talk in a year."
Unlike a lot of life insurance policies where there is that two-year waiting period.... this is DAY 1 COVERAGE. What that means is once that first payment is made and something happens to you the next day.... this policy is paying out in full.
You're also going to be receiving the policy packet in the mail within the next 7 to 10 business days. If you don't get it within that time.... make sure to give me a call and we'll get another one mailed out to you.
Make sure (beneficiary) also has my contact because God forbid when something happens to you (client's name).... I'm the guy that's going to be putting my foot on the insurance company's throat to make sure your family is taken care of and paid out fast.
Lastly.... that security code I gave you -- make sure to keep that safe because if anyone calls you claiming to be me or from my office and they don't have that code.... hang up and block their number because they're trying to scam you or get information.
Any questions on anything we went over?
Sounds good.... I'll be calling you in a year to check in on you and explain your benefits. It was a pleasure helping and serving you (client's name). Give me a call or shoot me a text if you need anything else.... have a blessed day, and talk in a year."
IUL / Cash Value Life Script
Red = Agent notes | Blue = Objection responses | Gold = Power questions
.... = Slight pause | ??? = Let the client answer
1Introduction
"(Client's Name)? Hey (Client's Name).... it's (Agent). I'm calling because it looks like we have an open application under your name -- (Client's Full Name). You recently asked to get some information about cash value life insurance. Do you remember that?"
IF NO: "You might have seen our ad on our Facebook platform -- talking about life insurance and becoming your own bank, using cash value life insurance to start a business.... the same way Walt Disney did. Does that ring a bell?"
IF YES: "Ok, cool. Yes -- what made you submit a request? Anything specific you had in mind or just looking at some options? How can I help?" [Let the client respond]
2Discovery Questions
Ask ALL of These Before Providing a Quote
Anything specific that sparked your interest? Becoming your own bank or building wealth.... maybe starting a business?
Make them answer -- do not let them off with "just curious." This anchors the entire conversation. Dig until you get a real answer.
Did you have life insurance before.... or would this potentially be your first policy?
If they have existing coverage: flow into the existing insurance questions below.
Ok (Client's Name).... just so we can make sure we're on the same page -- what's the main reason for doing it this way instead of, say, putting money under the mattress or doing some sort of other fund? Is it the compounding interest.... maybe how you can be your own bank?
Let them explain in their own words. Whatever they say here -- use it later when you present the solution.
And where does the need for life insurance come into play? (soft tone) If you passed away next week -- God forbid -- who are you leaving behind? Do you have a spouse? Kids? Tell me a little bit about your situation.
This is where you find the emotional anchor. Listen carefully. Everything you pitch after this should come back to the people they just named.
Who would be the person handling everything?
"Got it.... and how old are they?" Note the beneficiary's name -- use it throughout the rest of the call.
As of now.... would they pay out of pocket, take a loan, or is that one of the reasons you wanted to set this life insurance up?
This reveals how aware they are of the financial gap. If they say "I don't know" -- that's your moment to educate.
Ok (Client's Name).... you've been looking into this for a while now -- so why do you want to take action on this now? Why is this important?
This is the urgency question. Whatever their answer -- validate it and tie it to the solution. If they hesitate, gently push: "Something had to make you fill out that form.... what was it?"
If They Already Have Insurance -- Ask These
Ok, great! How long have you had that life insurance policy?
"Got it.... and is that through work or something you own personally?"
Do you like the policy you have right now?
If yes -- "What do you like about it?" | If no -- perfect setup for the next question.
What's wrong with the policy you have in place right now? Why do you feel like it isn't enough?
Let them tell you the gap. Never assume -- let them say it out loud. That's the problem you're solving.
Just for my understanding -- are you looking to replace that policy or supplement it?
Critical distinction. Replacement means you're competing with their existing policy. Supplement means you're adding to it. Confirm before presenting.
3Emphasize the Problem + Present the IUL
"Ok (Client's Name).... so just so I can make sure we're on the same page -- you're looking at a cash value policy to make sure that: (list their specific solutions -- protect my family, make sure they don't lose the house, cover burial expenses, build cash value for retirement, start a business, etc.).
Is that pretty much what you were looking into?" [Let the client respond]
"Ok sweet! So it sounds like you're looking at a cash value life insurance policy. That would either be a Whole Life policy or an Indexed Universal Life -- IUL -- policy. Have you ever heard of those two?
Ok cool. So both of these policies are super similar. An IUL is a good fit for people with great health.... and if you can't qualify for an IUL, most people usually get a Whole Life instead. So what you need to know is both of these coverages..."
Is that pretty much what you were looking into?" [Let the client respond]
"Ok sweet! So it sounds like you're looking at a cash value life insurance policy. That would either be a Whole Life policy or an Indexed Universal Life -- IUL -- policy. Have you ever heard of those two?
Ok cool. So both of these policies are super similar. An IUL is a good fit for people with great health.... and if you can't qualify for an IUL, most people usually get a Whole Life instead. So what you need to know is both of these coverages..."
Cover Each of These Points
- It protects you for the rest of your life -- it never expires. Your rate is fixed, so you never have to worry about your monthly payment going up or losing your coverage as you age.
- Unlike car insurance or a cell phone payment, where you pay and never see that money again -- with an IUL you're stacking your payments and it builds compound interest.
- Over time, if you ever need to pull from it for any reason, it's totally available and tax-free. You can really do whatever you want with it. (Provide a specific example for their situation -- down payment on a house, paying for your daughter's college, etc.)
- The index follows the S&P 500 -- but it has a ground level of zero. If the stock market is ever going down, you NEVER lose any money. As soon as the market goes back up, you're gaining that compounding interest again.
- The money in the index always remains in the index building compounding interest. What you're actually doing is taking out a loan against the death benefit. So if you decided to take out a loan and not pay it back, your death benefit will decrease by the amount you borrowed. Does that make sense?
"Does that sound like what you were looking for?"
4Qualifying, Quoting + Premium Breakdown
IF YES -- Move to Submit
"Ok sweet! I really don't have much left for you. So what we can do is go ahead and submit a free application to get you approved. You won't be paying any application fees or broker fees.
The only thing you would potentially pay.... if we get you approved.... would be your policy's monthly payment. So what would be a comfortable monthly payment for you? And by the way.... there are no right answers. Some people put $1,000 a month, some people put $100 a month -- it's totally up to you. So where would you want to start?"
The only thing you would potentially pay.... if we get you approved.... would be your policy's monthly payment. So what would be a comfortable monthly payment for you? And by the way.... there are no right answers. Some people put $1,000 a month, some people put $100 a month -- it's totally up to you. So where would you want to start?"
"Ok (client's name).... I don't know for sure if we can get you approved yet -- but assuming I can get you approved I'm going to get a quote pulled up for you that way we know exactly how much coverage you can get.
So (client's name).... what's your date of birth? Alright.... and you're still living in (State)? Perfect.... and do you smoke or use any tobacco? [Ask remaining medical questions]
Ok awesome.... so it looks like we can get you approved for (coverage amount) for (premium) on a monthly basis.
Now (client's name).... the company I ran you through is (carrier name) -- have you ever heard of them before? Awesome (or "No worries") -- they've been around for over 100 years and known for having some of the best rates and cash value accumulation. They actually have an A+ rating on the Better Business Bureau as well.
The quote I pulled up for you is (amount of coverage) for ($ bucks a month) -- now (client's name).... is that a good spot to start, do you want to go up or down, or is that perfect?"
So (client's name).... what's your date of birth? Alright.... and you're still living in (State)? Perfect.... and do you smoke or use any tobacco? [Ask remaining medical questions]
Ok awesome.... so it looks like we can get you approved for (coverage amount) for (premium) on a monthly basis.
Now (client's name).... the company I ran you through is (carrier name) -- have you ever heard of them before? Awesome (or "No worries") -- they've been around for over 100 years and known for having some of the best rates and cash value accumulation. They actually have an A+ rating on the Better Business Bureau as well.
The quote I pulled up for you is (amount of coverage) for ($ bucks a month) -- now (client's name).... is that a good spot to start, do you want to go up or down, or is that perfect?"
Premium Split Breakdown
"Ok (client's name) -- so it is life insurance. Now the way this works is the monthly premium that you're paying is divided into two portions.
So let's take 50% of your monthly premium.... that goes towards the cost of the insurance. The other 50% of your premium goes into an index.... now that index follows the S&P 500.... are you familiar with the S&P 500?"
So let's take 50% of your monthly premium.... that goes towards the cost of the insurance. The other 50% of your premium goes into an index.... now that index follows the S&P 500.... are you familiar with the S&P 500?"
If yes: "Perfect.... so it works just like a 401K, except that it has a ground level of zero. And what I mean by that is IF the stock market is ever going down, you NEVER lose any money. As soon as the market goes back up, you're gaining that compounding interest again. Does that make sense?" [let client answer] "Ok perfect."
If no: "Are you familiar with a 401K? Perfect.... so it works just like a 401K, except that it has a ground level of zero. And what I mean by that is IF the stock market ever goes down, you never lose any money. As soon as the market goes back up, you're gaining that compounding interest again. Does that make sense?" [let client answer] "Ok perfect. Now the money in the index is what you have access to borrow. What I mean by that is the money in the index will always remain in the index building compounding interest. What you're actually doing is taking out a loan against the death benefit.... so if you decided to take out a loan and not pay it back then your death benefit will decrease the amount you borrowed and didn't pay back. Does that make sense?"
If no: "Are you familiar with a 401K? Perfect.... so it works just like a 401K, except that it has a ground level of zero. And what I mean by that is IF the stock market ever goes down, you never lose any money. As soon as the market goes back up, you're gaining that compounding interest again. Does that make sense?" [let client answer] "Ok perfect. Now the money in the index is what you have access to borrow. What I mean by that is the money in the index will always remain in the index building compounding interest. What you're actually doing is taking out a loan against the death benefit.... so if you decided to take out a loan and not pay it back then your death benefit will decrease the amount you borrowed and didn't pay back. Does that make sense?"
5Straight Into eApp + Lock Down the Close
Agent: After they approve the quote -- go straight into eApp. No waiting. No pausing. Pull up the application and start moving.
"Ok (client name).... I've got good news and bad news for you. What should I start with?
The bad news -- is that I'm your new life insurance agent. You'll have to hear my annoying voice here and there.
The good news is that you got approved! Congratulations.
Now.... a few final remarks before we hop off.
1. Make sure you lock in my name and my number. [text client your business card and name as you say that]
2. You will receive a physical copy of the policy in the next 3 to 6 weeks. You also have an electronic copy in your email right now.
3. Be on the lookout for the initial draft coming out on (date). Recurring payments are every Xth of the month.
4. Last thing.... if at any point of time you feel like this is too much or too little.... just give me a call and we'll take care of it.
Now before I let you go.... any other questions for me about anything? Well you have a blessed rest of your day!"
The bad news -- is that I'm your new life insurance agent. You'll have to hear my annoying voice here and there.
The good news is that you got approved! Congratulations.
Now.... a few final remarks before we hop off.
1. Make sure you lock in my name and my number. [text client your business card and name as you say that]
2. You will receive a physical copy of the policy in the next 3 to 6 weeks. You also have an electronic copy in your email right now.
3. Be on the lookout for the initial draft coming out on (date). Recurring payments are every Xth of the month.
4. Last thing.... if at any point of time you feel like this is too much or too little.... just give me a call and we'll take care of it.
Now before I let you go.... any other questions for me about anything? Well you have a blessed rest of your day!"
Objections Master Sheet
All rebuttals word for word from your scripts. Tap a category to switch. Use alongside any script.
1. "Where are you calling from?" / "Are you the VA?"
I manage the brokerage that handles all the veteran's final expense options.
Push Back "Who is that?": I'm an underwriter that helps go over your life options and eligibility.
2. "I already have funeral coverage in place!"
Perfect, glad you have that taken care of. So you were planning on leaving some extra money behind for the loved ones, correct?
Push Back "I already have that covered as well": Got it, so a lot of veterans are looking to utilize their veterans discount. Did you get that through us or a Private Carrier? Let me update that on our file.... How much are you currently covered for? Perfect, how long ago did you get that in place?
IF 5 years or MORE: Perfect, I'm glad you got that when you were a little bit younger. Were you planning on using that for a burial or cremation? [Spend their coverage: Overstate funeral costs + inflation, Mortgage/Debts/Credit Cards, Left Over Bills]
IF 5 years or LESS: Let me make sure your veterans discount was applied.... What do you pay on that each month? [See if you can beat quote]
IF You CAN Beat Price: CONTINUE WITH SCRIPT.. DON'T JUMP TO NUMBERS
IF You CAN'T Beat Price: Were you planning on using that for a burial or cremation? [Spend their coverage -- High funeral costs, left over bills, inflation]
IF 5 years or MORE: Perfect, I'm glad you got that when you were a little bit younger. Were you planning on using that for a burial or cremation? [Spend their coverage: Overstate funeral costs + inflation, Mortgage/Debts/Credit Cards, Left Over Bills]
IF 5 years or LESS: Let me make sure your veterans discount was applied.... What do you pay on that each month? [See if you can beat quote]
IF You CAN Beat Price: CONTINUE WITH SCRIPT.. DON'T JUMP TO NUMBERS
IF You CAN'T Beat Price: Were you planning on using that for a burial or cremation? [Spend their coverage -- High funeral costs, left over bills, inflation]
3. "Looking for benefits, disability, etc!"
Absolutely, I can point you in the right direction with that once we get done. Do you currently have anything in place to help cover your funeral god forbid you passed away today? Then go back to the script.
4. "You are the 10th person that has called me!"
I completely understand, but it doesn't look like anyone has contacted you for the Veterans Program.... Do you currently have anything in place to help cover your funeral god forbid you passed away today? Then go back to the script.
5. "I'm not interested!"
Did you know what this was about??? This is to cover your funeral expenses. Do you currently have anything in place to help cover your funeral god forbid you passed away today? Then go back to the script.
6. "I don't remember filling this out!"
No worries, it does take us about a few weeks to get to your file. You put your date of birth as ___ correct? Now, most people's main concern is to make sure that their final expense doesn't fall a burden on their loved ones or leave some extra money behind. Do you currently have anything in place? Then go back to the script.
7. "This is not a good time / I'm busy!"
I understand (client first name), however this is the only time slot we have available for you. But don't worry -- this will only take a few minutes. Then go back to the script.
8. "When I pass away the VA will take care of my burial."
Of course, if you are planning on being buried in a national cemetery, the plot and headstone is covered. However that still leaves behind $8,000 to $10,000 that the family has to cover. Did you have anything to cover the rest of those expenses? Then go back to the script.
1. "I need to think about it -- make sure it's affordable!"
Of course.... It is something that you need to go over.... Did you want to think about which option you should go with.... OR if you felt like you needed this at all?
Which Option: Do you mind if I make a recommendation for you.... Most veterans in your position start with bare minimum, make sure you can get the coverage and foot in the door and make sure [insert their need] is covered for [beneficiary's name]. And if later on you decide you want to go with the silver or gold option then we can always increase it for you. But the main thing today is to make sure you can get the coverage, and make sure [beneficiary's name] is covered. Does that make sense? [proceed to application]
Don't Need: Spin back on why. Did they have any insurance? Or any money saved up? If yes, is it enough? 10k isn't enough for burial -- most add 5k to factor in inflation. HARD CLOSE: Shove the why down their throat till they pick an option or hang up.
Don't Need: Spin back on why. Did they have any insurance? Or any money saved up? If yes, is it enough? 10k isn't enough for burial -- most add 5k to factor in inflation. HARD CLOSE: Shove the why down their throat till they pick an option or hang up.
2. "I need to talk to my wife about it!"
I completely understand.... I'm the same way I talk to my wife about everything.... She is the beneficiary of the plan, and she has to know what's going on. You can't keep this a secret that's for sure.... Do you need to talk to her about which one to go with.... or if you need this at all?
Which Option: Do you mind if I make a recommendation for you.... Most veterans in your position start with bare minimum. And later when you talk to the wife if you two decide to go with the silver or gold option then we can always increase it. But the main thing today is to make sure you can get the coverage. Does that make sense??? [proceed to application]
If approved you'll get everything in the mail in the next 7-10 days and you have a physical copy to show her. But as of right now there's not really much for you to talk to her about. Does that make sense???
Push Back 2: [client name], we can both agree that accidents can occur at any time, correct? Now if something happened to you while driving on the way home tomorrow.... and you had put this protection in place for your wife. Do you think that you would have regretted getting [beneficiary's name] covered??? On the worst day of [beneficiary's name] life would you rather have her receive a check or have to write a check???
If approved you'll get everything in the mail in the next 7-10 days and you have a physical copy to show her. But as of right now there's not really much for you to talk to her about. Does that make sense???
Push Back 2: [client name], we can both agree that accidents can occur at any time, correct? Now if something happened to you while driving on the way home tomorrow.... and you had put this protection in place for your wife. Do you think that you would have regretted getting [beneficiary's name] covered??? On the worst day of [beneficiary's name] life would you rather have her receive a check or have to write a check???
3. "I'm just shopping around today!"
I completely understand, I'm the same exact way, I want to make sure I'm not paying more than I need to for anything. Now the good news is.... with the veterans program they do the shopping for you with all 26 partnered carriers in the country to get you the lowest rate. But of course our goal today is to make sure you can get the coverage. Which one option makes the most sense to you.... BRONZE.... SILVER...., OR GOLD? [proceed to application]
4. "Can you send it in the mail?"
Absolutely, you'll get everything in the mail in about a week. But coverage only activates once we set it up, so the sooner we do it, the sooner your family is protected. Which one option makes the most sense to you.... BRONZE.... SILVER...., OR GOLD? [proceed to application]
Social Security Objections
Push Back 1: It's just for the application....
Push Back 2: I completely understand. That's just how they go over your medical history, and make sure you don't weigh 500 pounds or are like tied to a hospital bed.... Does that make sense??? Now go ahead with the social.
Push Back 3: Most importantly that's the ONLY thing on your death certificate when you die for them to pay out your loved ones. Does that make sense??? Now go ahead with your social.
Push Back 4: The carrier just has to verify the SSN on file so god forbid when the time comes your loved ones receive a check instead of giving out a check. Does that make sense??? Now go ahead with your social.
Last Resort: Send a pic of the application with carrier name and their name. "Do you see your name there??? And the name of the carrier on the screen? Got it so you were able to validate everything there right??? Perfect, now go ahead with the social."
IF THEY HAVE AN IPHONE: Send text above. Ask to hop on FaceTime to process the rest of the application for full transparency. Then ask for social.
Push Back 2: I completely understand. That's just how they go over your medical history, and make sure you don't weigh 500 pounds or are like tied to a hospital bed.... Does that make sense??? Now go ahead with the social.
Push Back 3: Most importantly that's the ONLY thing on your death certificate when you die for them to pay out your loved ones. Does that make sense??? Now go ahead with your social.
Push Back 4: The carrier just has to verify the SSN on file so god forbid when the time comes your loved ones receive a check instead of giving out a check. Does that make sense??? Now go ahead with your social.
Last Resort: Send a pic of the application with carrier name and their name. "Do you see your name there??? And the name of the carrier on the screen? Got it so you were able to validate everything there right??? Perfect, now go ahead with the social."
IF THEY HAVE AN IPHONE: Send text above. Ask to hop on FaceTime to process the rest of the application for full transparency. Then ask for social.
Banking Objections
"Why do you need my bank account number?"
Yeah.... it's just to make your payment. Does that make sense? Now go ahead with the account number.
Push Back 1: I completely understand -- now quick question [Client's Name]: have you ever given or received a check from anyone in your lifetime? At the bottom of every check you'll see the same routing and account number because that information can't be used to buy something online. All this is doing is putting an electronic check on file. Does that make sense? Now go ahead with the account number.
Push Back 2: I completely understand -- so the state is required by law to validate that the insured and payor of the policy is the same person before anything is submitted. Just for your safety and the safety of others. Does that make sense? Now go ahead with the account number.
Last resort / For full transparency: Do you receive text messages to this phone? I'm gonna send you a picture of my screen. [Send a pic of the application with carrier name and their name] Do you see your name there? And the name of the carrier on the screen? Got it -- so you were able to validate everything there right? Perfect, now go ahead with the account number.
IF iPhone: Ask to hop on FaceTime to process the rest of the application for full transparency. Then ask for account number.
Yeah.... it's just to make your payment. Does that make sense? Now go ahead with the account number.
Push Back 1: I completely understand -- now quick question [Client's Name]: have you ever given or received a check from anyone in your lifetime? At the bottom of every check you'll see the same routing and account number because that information can't be used to buy something online. All this is doing is putting an electronic check on file. Does that make sense? Now go ahead with the account number.
Push Back 2: I completely understand -- so the state is required by law to validate that the insured and payor of the policy is the same person before anything is submitted. Just for your safety and the safety of others. Does that make sense? Now go ahead with the account number.
Last resort / For full transparency: Do you receive text messages to this phone? I'm gonna send you a picture of my screen. [Send a pic of the application with carrier name and their name] Do you see your name there? And the name of the carrier on the screen? Got it -- so you were able to validate everything there right? Perfect, now go ahead with the account number.
IF iPhone: Ask to hop on FaceTime to process the rest of the application for full transparency. Then ask for account number.
1. "I'm not interested."
I kinda figured you weren't interested or you already got some coverage in place, I'm just calling to update the system. Let me get this updated on our end so you don't get any more calls. Was it just too expensive, or you didn't qualify for the coverage? What ended up happening?
If not interested a second time: "Totally understand -- a lot of people feel that way at first. Just so I'm respecting your time, if this had no cost at all and just gave your family some peace of mind in case something happened to you, that would still be important to you correct?"
If yes: "Perfect -- and that's exactly what this does. It's designed to pay off the home if anything happened to you, so your family isn't left with debt. Options are tailored to fit your budget and affordability, our specialists will show you plans that are designed for individuals on a fixed income."
If no: "Fair enough. Out of curiosity, is it the life insurance side you're not feeling, or just not the right timing overall?"
If yes: "Perfect -- and that's exactly what this does. It's designed to pay off the home if anything happened to you, so your family isn't left with debt. Options are tailored to fit your budget and affordability, our specialists will show you plans that are designed for individuals on a fixed income."
If no: "Fair enough. Out of curiosity, is it the life insurance side you're not feeling, or just not the right timing overall?"
2. "I can't afford it right now."
"I totally understand. A lot of people feel that way when they first hear about it. Life moves fast, and money can be tight -- I get it."
If cost wasn't an issue at all, having something in place to protect your home and family would be important to you, correct?
If cost wasn't an issue at all, having something in place to protect your home and family would be important to you, correct?
If yes: "Got it. What most people don't know is these plans are super flexible -- we can customize it to fit almost any budget. Even something like $40-$60/month can create real protection. Would that range be doable if it meant covering your mortgage?"
If no: "No problem. Just so I understand, is there something specific about the concept that doesn't sit right?"
If no: "No problem. Just so I understand, is there something specific about the concept that doesn't sit right?"
3. "Now's not the right time."
Totally get it. Timing's everything. Just to share -- these programs are based on age and health, so waiting can actually increase the cost or limit your eligibility later. If we lock in a small amount of coverage now while you're in good health, that would be important to you, correct?
4. "I don't own that house anymore."
Got it -- thanks for letting me know. A lot of people don't realize these plans are not tied to the house itself -- they're about protecting your family from any major debts or expenses if something happens. If you're still paying rent or have other financial responsibilities, the coverage can follow you and your family, not the mortgage. Let's get you transferred to a specialist to repurpose the protection.
5. "I don't really understand how it works."
Totally fair -- these plans aren't always explained clearly. Let me simplify it: mortgage protection is just a policy that's set up to pay off your home or help your family cover payments if something happens to you. You know how when the primary income earner unexpectedly passes away or gets disabled, and their loved ones are left without the income to keep up with the mortgage, they ultimately end up losing the home and all the equity they have saved up in it? Well what we do is we help people qualify for financial protection plans, so they don't have to worry about what might happen and the bank doesn't take the home from the family. Back to script.
6. "I need to talk to my spouse/partner."
Absolutely -- this is a family decision. Just so I'm clear, is it the cost you're looking to go over with them, or more about the coverage itself?
If they're like most spouses, they'll probably appreciate you taking the lead to protect the family. Here's what we can do: we submit the application now to lock in your health and rate. No payment is needed today, and you'll have time to talk it over during the review. If either of you wants to cancel, you can -- no pressure, and you stay in control.
If they're like most spouses, they'll probably appreciate you taking the lead to protect the family. Here's what we can do: we submit the application now to lock in your health and rate. No payment is needed today, and you'll have time to talk it over during the review. If either of you wants to cancel, you can -- no pressure, and you stay in control.
7. "Call me back later."
Totally get it -- don't want to catch you at a bad time. Just to see if it even makes sense for me to call you back later, were you maybe looking for anything specific or just wanting to check out all the different options? [BOOK APPOINTMENT]
8. "I'm driving right now."
No problem -- safety first. When would be a better time to give you a quick call to walk through everything together?
9. "I'm at work."
Got it. What time later today or tonight would be better for a quick call? I'll keep it short and respect your time.
10. "I don't remember requesting this."
Oh yeah I apologize, we do hear that a lot of people forget since it's been a bit of time, how familiar are you with what this even is? [Disarm -- use personalized intro]
If they say it a second time: "You may have submitted this on an online form, or mailers from your lender when you closed on the house. I'm just the licensed rep assigned to explain how the program works. We can give you a quick rundown, and you can decide if it makes sense."
11. "What kind of coverage is this again?"
Mortgage protection is just a policy that's set up to pay off your home or help your family cover payments if something happens to you. You know how when the primary income earner unexpectedly passes away or gets disabled, and their loved ones are left without the income to keep up with the mortgage, they ultimately end up losing the home and all the equity they have saved up in it? Well what we do is we help people qualify for financial protection plans, so they don't have to worry about what might happen and the bank doesn't take the home from the family. Back to script.
12. "I've had a bad experience with insurance."
Totally hear you -- some companies haven't always made it easy. What I can tell you is the carriers I work with are A-rated, with great reputations for paying claims. And I'm here to walk with you through the process, step-by-step, no pressure.
Out of curiosity, was the issue with the policy itself, or how it was explained or handled?
Out of curiosity, was the issue with the policy itself, or how it was explained or handled?
13. "I just want to think about it."
Totally respect that -- it's an important decision. Just to make sure I explained everything clearly: is there something still unclear, or are you just needing a little time?
What we can do is submit the application just to see what you qualify for -- no commitment, and you can still think it over while it's reviewed. That way, you lock in your health rating now in case anything changes later.
What we can do is submit the application just to see what you qualify for -- no commitment, and you can still think it over while it's reviewed. That way, you lock in your health rating now in case anything changes later.
14. "Can you just send me something?"
Of course -- these plans are tailored based on your age, health, and mortgage balance. So if I just send something, it's going to be generic and probably not even accurate. Would you prefer options with lower monthly payments, or ones that pay the mortgage off in full? Let me transfer you to the specialist to get you the right numbers.
15. "I want to compare other options."
That's smart. Just so you know, I'm a broker -- I represent multiple top-rated carriers, so I can show you side-by-side comparisons. That way you don't need to chase quotes yourself.
16. "I don't trust insurance companies."
I totally get that -- trust is everything. That's why I only work with top-rated carriers who've been around 100+ years and are known for paying claims. And I'm here to be your advocate, not just another agent.
17. "Let me sleep on it."
Totally fair -- I'd want to sleep on it too. What I recommend is that we submit the application to lock in your age and health now, and then while it's in review, you've got time to decide. If you change your mind, no problem -- no payment required.
18. "What if I pay into it and never use it?"
Great question. That's exactly why this is designed to protect your family during the years they'd be most impacted -- while the mortgage is active. It's peace of mind knowing the home's protected while it's still a big liability.
19. "I'll be fine -- I'm healthy."
Yeah, I'm not exactly sure what your situation looks like financially, everyone's different. But correct me if I'm wrong, you intentionally sent in this request to make sure your home's taken care of for your family when you pass, would that be a fair assumption?
If yes: "That's awesome -- and it's actually the best time to get approved. You get the lowest rates and the most options now, which won't be the case if something unexpected comes up. Locking it in while you're healthy is a power move." Back to the intro.
20. "I'll be okay -- my family can figure things out."
I respect that -- but can I be real with you for a second? Most families don't figure it out. Grieving plus mortgage payments is a heavy combination.
Mortgage protection is about giving your loved ones the gift of time -- time to grieve, to adjust, and to stay in the home without scrambling. That's something only you can give them in advance. Does that make sense?
Mortgage protection is about giving your loved ones the gift of time -- time to grieve, to adjust, and to stay in the home without scrambling. That's something only you can give them in advance. Does that make sense?
21. "I don't want to commit to anything long-term." / "I'm not ready for anything right now."
Yeah that's not a problem, I'm not sure if this coverage would make sense for you in the first place, or what you'd even qualify for. We'd really have to know more about what your situation looks like, and what that gap of coverage might look like... so just to see if there is a way I can help...
Good news is, many of these plans aren't lifelong commitments -- you can structure them to match your mortgage term or even shorter. You're not locked into this forever.
We can also start with something small, get you protected now, and adjust later as life changes. You stay in control the whole time.
Good news is, many of these plans aren't lifelong commitments -- you can structure them to match your mortgage term or even shorter. You're not locked into this forever.
We can also start with something small, get you protected now, and adjust later as life changes. You stay in control the whole time.
22. "I'm still young -- I've got time."
That's exactly why now is the smartest time. You qualify for the best rates and the most coverage while you're young and healthy. Waiting doesn't make it cheaper -- it only makes it riskier.
Plus, this kind of coverage is like locking in your health today -- even if things change tomorrow. Why not leverage your youth now to protect your future and your family's?
Plus, this kind of coverage is like locking in your health today -- even if things change tomorrow. Why not leverage your youth now to protect your future and your family's?
IF NO -- Client doesn't remember submitting
"You might have seen our ad on our Facebook platform. Talking about life insurance and becoming your own bank, using cash value life insurance to start a business -- the same way Walt Disney did. Does that ring a bell?"
IF YES -- Client remembers
"Ok, cool. Yes -- what made you submit a request? Anything specific you had in mind or just looking at some options? How can I help?" [Let the client respond]
IF YES to the IUL Presentation -- Client wants to move forward
"Ok, sweet! I really don't have much left for you. So what we can do is, we can go ahead and submit a free application to get you approved. You won't be paying any application fees or broker fees.
The only thing you would potentially pay, if we get you approved, would be your policy's monthly payment. So what would be a comfortable monthly payment for you? And by the way, there are no right answers. Some people put $1,000 a month, some people put $100 a month -- it's totally up to you, so where would you want to start?"
The only thing you would potentially pay, if we get you approved, would be your policy's monthly payment. So what would be a comfortable monthly payment for you? And by the way, there are no right answers. Some people put $1,000 a month, some people put $100 a month -- it's totally up to you, so where would you want to start?"
S&P 500 -- If yes, familiar with it
Perfect, so it works just like a 401K, except that it has a ground level of 0. And what I mean by that is IF the stock market is ever going down, you NEVER lose any money. As soon as the market goes back up, you're gaining that compounding interest again. Does that make sense? [let client answer] Ok perfect.
S&P 500 -- If no, not familiar with it
Are you familiar with a 401K? Perfect, so it works just like a 401K, except that it has a ground level of 0. And what I mean by that is IF the stock market ever goes down, you never lose any money. As soon as the market goes back up, you're gaining that compounding interest again. Does that make sense? [let client answer] Ok perfect.
Now the money in the index is what you have access to borrow. What I mean by that is the money in the index will always remain in the index building compounding interest. What you're actually doing is taking out a loan against the death benefit. So if you decided to take out a loan and not pay it back then your death benefit will decrease the amount you borrowed and didn't pay back. Does that make sense?
Now the money in the index is what you have access to borrow. What I mean by that is the money in the index will always remain in the index building compounding interest. What you're actually doing is taking out a loan against the death benefit. So if you decided to take out a loan and not pay it back then your death benefit will decrease the amount you borrowed and didn't pay back. Does that make sense?