1. Hi this is [your name] on a recorded line. Are you interested in final expense coverage? Perfect, and who do I have the pleasure of speaking with today? Awesome, and [Client’s Name], are you calling for yourself or a loved one?”
[If calling for someone else not present or competent, HANG UP]
2A. “Perfect. Now [Client’s Name], I do want to disclose that these plans are not free, however, we specialize in helping families find the best savings. Is that ok?”
[If “No”, HANG UP]
2B. “Awesome, what is your Age, State of Residence, and are you a US Citizen?”
[If out of your licensed states or over the age of 85, HANG UP. If over 80, quickly ask about serious conditions. If over 80 with conditions requiring a graded plan, HANG UP as no coverage is available. If they are NOT a permanent resident or have an ITIN#, HANG UP]
2C. “Perfect, and are you currently retired or still working? [If retired “Ok and being retired, are you currently receiving social security, disability benefits or have an active income?” If no income, HANG UP]
2D. “Awesome, and [Client’s Name], if you are approved for coverage and decide to move forward, no payment would be due today. However, this coverage would need to be maintained by you personally, so do you currently have an active bank account in your name?” [If “No”, ask if they use a Debit card. If “No”, HANG UP]
2E. Perfect, and if I need to send anything, are you able to receive texts or emails on your phone? [If "No", HANG UP. If "Yes" to either one, proceed]
3. “Perfect. Now [Client’s Name], I do have to identify myself to make sure you have my credentials through the state. So go ahead and grab a pen and paper and I’ll give you my information ok? Perfect. Let me know you're ready.”
“Ok So my first name is [Your First Name]. [Then spell it out]. Ok. Last name is [Your Last Name]. [Then spell it out]. Ok, now I’m going to give you my license number and this number is very important ok. It's like my social for my job…it tracks who you talk to. Ok, so my license number is [Your License #]. [Repeat #]. And with that number [Client’s Name], you can go to the [State] Department of Insurance website and verify my license status. It has all my information, my address and shows I’m a licensed agent in the state of [State] ok.”
4. “Now [Client’s Name], are you wanting to be cremated or are you leaning towards traditional burial? OK, and as of right now, do you have any life insurance policies outside of work, or any savings the family can access immediately to cover the [Burial/Cremation] expenses?”
5. “Got it. Now [Client’s Name], we work with over 30 of the best life insurance companies in this program, so my job is to see which one will approve you with the best savings based on your age and health. From there, if everything makes sense to you, we can submit a quick application for coverage. I just can’t guarantee that we can start anything today, because we have to get approved for the coverage first. Sound fair?”
6. “Perfect. Now [Client’s Name], are you looking into this because someone passed away recently, did you get sick, or are you mainly just taking precaution for your family?”
7. “Ok got it, and [Client’s Name], we get a ton of requests for help, and 100% of the time it’s not because someone wants an extra bill, they just want to make sure they aren’t leaving a burden on someone they love. So, if something happened to you today...what’s the name of the special person you had in mind when it comes to eliminating that burden?”
[ASK FOR THEIR FULL NAME, DOB AND RELATION. Place in #5 Beneficiary section on the Telesales Intake Form.]
8. “Ok, and God forbid, if something happened to you today, is [Beneficiary’s Name] financially able to cover the [Cremation / Burial] expenses aside from the bills he/she already has? Or would [He/She] probably rely on help from friends and family as of right now?”
9. RECAP ON THE WHY “I see. Now just so I’m clear on what you want to accomplish for [Beneficiary’s Name], it sounds to me like you want the coverage to make sure as a [Relationship]…”
10. MEDICAL INTAKE “Ok now [Client’s Name], these plans don’t require medical exams, they just check your medical history online when you apply. So I’m just going to briefly ask you a few questions about your health and I just need you to be completely transparent with me so I can give you the best recommendation the first time OK? Even if you have a condition, I can say “Hey [Clients Name] has this condition, but it’s under control”….that right there will actually help us with the approval and helps me make you look good to the companies. Sound good?”
[USE INSURANCE TOOLKITS AND TELESALES INTAKE FORM FOR NEXT SECTION. Write down any information and health conditions they have on the Telesales Intake Form first, and then input their information into Insurance Toolkits simultaneously PER QUESTION.]
MEDICAL INTAKE
11A. Perfect, now [Client’s Name] what is your date of birth? Do you smoke or use any tobacco products? [If NO, say “Awesome, I'm going to go ahead apply the non-smoker discount to your quote.”] And what is your height and weight?”
11B. “OK now [Client’s Name], are you on a breathing machine using an oxygen tank, permanently confined to a wheelchair or had any blood or organ transplants? Ok, and in the last six months, have you been confined to a nursing home or received hospice care? Ever been diagnosed or received prescriptions for HIV, AIDS, Alzheimer’s, dementia, schizophrenia or Pulmonary Fibrosis?
11C. “OK, and have you ever had any kidney or liver diseases including failure, dialysis, Hepatitis or Cirrhosis? Any strokes, heart attacks, heart failure, irregular heartbeat or had any stent, pacemaker or defibrillator placements? Any cancers, diabetes, high blood pressure or lupus? Bipolar disorders, PTSD, depression, or anxiety?”
(“If diabetic, say, “With diabetes, have you had any complications such as an amputation, retinopathy with the eyes, nephropathy with the kidneys, neuropathy with the nerves, insulin shock or diabetic coma?”)
11D. “And as far as your lungs go, have you ever been treated for or diagnosed with asthma, emphysema, COPD, sleep apnea or any chronic respiratory disease?”
11E. “Ok, in the past 5 years, have you had any felonies, DUI’s, been incarcerated, on parole, or had any treatment for alcohol or drug abuse?
11F. Ok, and [Client’s Name], are there any other conditions or medications that might come up that indicate anything serious? Even if they gave you a pill but you don’t take it, anything like that?”
11G. “Ok and [Client’s Name], what is your monthly income?...it doesn’t have to be exact. Ok, and most companies offer better rates depending on your method of banking. Do you bank with a credit union or a traditional bank like Bank of America or Chase for example?”
(If no bank, ask if they use a direct express or debit card. If using a card, most companies do not accept prepaid cards)
NEXT:
12A. After everything is entered into insurance toolkits, click the orange "Get Quote" button at the bottom of Quoter.
12B. From the list of carriers on Inusrance Toolkits, choose the company/plan by clicking on the orange "Compare" button on the right side. This will take you to where you can enter 3 quotes. STOP HERE WITH INSURANCE TOOLKITS and follow 12C.
12C. Click on the company and plan you are using for the client from the list below. This becomes the script for the product.
12C
Click Carrier / Plan for Product Script
AETNA: