1. INTRODUCTION

Advisor:

"Hi ! This is [Advisor's Name]. How's your day going?"

(Client responds)

Advisor:

"Great to hear! I’m reaching out because I noticed you were interested in coverage for your family, specifically exploring final expense life insurance.

"Advisor:"

Are you still interested in discussing how this type of coverage can protect your loved ones?

"(Client responds)

If Yes:

"Fantastic, ! How can I help you today? What questions or concerns do you have?"

(Listen carefully to their response)

If No or Hesitant:

"I understand, . Sometimes life gets busy, and these things can slip our minds. But I wanted to make sure you still have the opportunity to get the protection your family may need.

Would it be okay if I briefly explain how this process works? It won’t take long."

2. POWER QUESTIONS

(As Needed)Advisor:

"To make sure I’m giving you the best advice, do you have an email I can use to send some info to you while we’re on the call?"

"Does this phone receive text messages as well?"

"Will this coverage be for you or a spouse as well?"

"Have you been trying to get this setup for a while, or am I the first person you’ve talked to?"

"Do you have any active life insurance now? (How much, with who, what type?)"

"Have you ever been declined for life insurance or had any in the past?"

"Are you working full-time or are you retired?

"If on SSI:

"Ok, and that’s being deposited into your bank account like most people, or do they put that on your direct express card?

"(Optional): "I’m not here to sell anything or push you, just to help you get in a better position. How can I help and serve you today?"

3. FIND WHY & PAINT THE PICTURE

Advisor:

"People typically come to us for one of three reasons:

1) To cover their FUNERAL and final

expenses,

2) To cover LARGE LOANS like a mortgage,

3) To leave a LEGACY or money behind for a loved one.

What was YOUR main concern, ?"

(Client responds)

Advisor:

"If something happened to you today, who is responsible for handling your funeral?"

"If I couldn’t get you coverage today, what's your current plan?

"(Optional questions to magnify the pain/problem):

"What does that mean exactly? Help me understand… Which means…"(Repeat back what they say):

"So what you're saying is…

"Advisor:

"How long have you been thinking about getting life insurance?

"(Mirror back their response in a curious tone)

"What happened [time frame they gave] that got you thinking about this?"

"Have you given any thought to burial or cremation?"

"If something happened to you tomorrow, who are you trying to protect with this?"

"Have you ever had to pay for someone's funeral expenses before?"

"Do you know what funerals cost these days?"

4. EXPLAIN THE PROCESS

Advisor:

"Now, so I can help you with a solution for [lead’s concern], here is how the process works:

Health Questions: I’m going to ask you a few health questions to determine which carrier has the best product for you

Financial Questions: Then I’ll ask some financial questions to find the best budget for you and what you can afford.

Carrier Selection & Application: We’ll determine which company is the best fit and submit an application.

To do that, they’ll need us to fill out the application with your name, phone number, and address so they can get your policy to you.

They’ll also need:

Driver’s License: To run your driving record and ensure there are no DUIs or felonies

Social Security Number: To verify your prescription records and confirm your identity.

Banking Information: A voided check (routing and account number) to ensure you can pay for the insurance

Do you have access to those items now?"

5. DETERMINING NEXT STEPS

If they’re ready:

"Great, ! Let’s go ahead and get started. I’ll ask you a few quick questions to tailor the options for you.

"If they need more time or prefer to book an appointment:

"No problem at all, . I’m here to work around your schedule. When would be a good time for us to discuss this further and find the right protection for your family?

"(Optional): "I’ll send you a quick overview of what we discussed today so you can review it before our next conversation.

I’ll check in with you in a few days to see if you have any questions after you’ve had a chance to think things over.

6. IF SOLD

Advisor:

"Congratulations on your approval, ! Just to let you know, you may receive a letter in the mail saying that you were declined by [Carrier A], but don’t worry—you were approved by [Carrier B]."

"You’ll also receive a text and email with all of your policy details later today. Please don’t forget to share this information with your beneficiary so they’re aware of the coverage you’ve put in place for them."

1. INTRODUCTION

Advisor:

"Hey , it’s [Advisor's Name] giving you a quick call for our appointment today. How’s everything going?

(Client responds)

Advisor:"Good to hear! I noticed you booked some time to talk about final expense life insurance, and I appreciate you setting aside a few minutes.

"Advisor:

"Before we dive in, did you get a chance to watch the video I sent over about how the process works?"

(Client responds)

If Yes:

"Awesome! Did anything in the video raise questions for you, or is there anything you want to go over?

"If No:

"No problem at all! I can walk you through the key points right now. It’s pretty straightforward, and I’ll make sure you’re clear on everything."

2. POWER QUESTIONS (As Needed)

Advisor:

"To make sure I’m giving you the best advice, do you have an email I can use to send some info to you while we’re on the call?"

"Does this phone receive text messages as well?"

"Will this coverage be for you or a spouse as well?"

"Have you been trying to get this setup for a while, or am I the first person you’ve talked to?"

"Do you have any active life insurance now? (How much, with who, what type?)"

"Have you ever been declined for life insurance or had any in the past?"

"Are you working full-time or are you retired?

"If on SSI:

"Ok, and that’s being deposited into your bank account like most people, or do they put that on your direct express card?

(Optional): "I’m not here to sell anything or push you, just to help you get in a better position. How can I help and serve you today?"

3. FIND WHY & PAINT THE PICTURE

Advisor:

"People typically come to us for one of three reasons:

1) To cover their FUNERAL and final

expenses,

2) To cover LARGE LOANS like a mortgage,

3) To leave a LEGACY or money behind for a loved one.

What was YOUR main concern, ?"

(Client responds)

Advisor:

"If something happened to you today, who is responsible for handling your funeral?"

"If I couldn’t get you coverage today, what's your current plan?

(Optional questions to magnify the pain/problem):

"What does that mean exactly? Help me understand… Which means…"(Repeat back what they say):

"So what you're saying is…

"Advisor:

"How long have you been thinking about getting life insurance?

"(Mirror back their response in a curious tone)

"What happened [time frame they gave] that got you thinking about this?"

"Have you given any thought to burial or cremation?"

"If something happened to you tomorrow, who are you trying to protect with this?"

"Have you ever had to pay for someone's funeral expenses before?"

"Do you know what funerals cost these days?"

4. EXPLAIN THE PROCESS

Advisor:

"Now, so I can help you with a solution for [lead’s concern], here is how the process works:

Health Questions: I’m going to ask you a few health questions to determine which carrier has the best product for you

Financial Questions: Then I’ll ask some financial questions to find the best budget for you and what you can afford.

Carrier Selection & Application: We’ll determine which company is the best fit and submit an application.

To do that, they’ll need us to fill out the application with your name, phone number, and address so they can get your policy to you.

They’ll also need:

Driver’s License: To run your driving record and ensure there are no DUIs or felonies

Social Security Number: To verify your prescription records and confirm your identity.

Banking Information: A voided check (routing and account number) to ensure you can pay for the insurance

Do you have access to those items now?"

5. DETERMINING NEXT STEPS

If they’re ready:

"Great, ! Let’s go ahead and get started. I’ll ask you a few quick questions to tailor the options for you.

"If they need more time or prefer to book an appointment:

"No problem at all, . I’m here to work around your schedule. When would be a good time for us to discuss this further and find the right protection for your family?

"(Optional): "I’ll send you a quick overview of what we discussed today so you can review it before our next conversation.

I’ll check in with you in a few days to see if you have any questions after you’ve had a chance to think things over.

6. IF SOLD

Advisor:

"Congratulations on your approval, ! Just to let you know, you may receive a letter in the mail saying that you were declined by [Carrier A], but don’t worry—you were approved by [Carrier B]."

"You’ll also receive a text and email with all of your policy details later today. Please don’t forget to share this information with your beneficiary so they’re aware of the coverage you’ve put in place for them."