Script Breakdown

Phase One - No Cost Offers

In this phase, you’ll cover the four no-cost offers used for referral collection:

  • Accidental Death Policy
  • Child Safe Kit
  • Med Facts Kit
  • Memorial Guide

Each portion of the script follows the same structure:

  1. Introduce the offer,
  2. Play a video to explain the offer,
  3. Collect referrals!

Phase One Script Readings

Nate and Julie, the first benefit that I have for you today is an accidental death policy.  The great news is that it covers both of you for $3,000 and each of your children for $2,000. I’ll let the video explain.

Here’s your certificate. I’ve completed it here and I’m going to fill out the same thing on the computer. I’ll let the video finish explaining.

So, as you can see, our company allows you to sponsor people in your circle of influence to receive this same benefit at no cost.

Who would you like to sponsor first?

The next benefit that I have for you is the Child Safe Kit. It’s very important, and it’s designed to help protect your children. I’ll let the video explain.

We’ve made a commitment to get these kits out to everyone in the community that has children. To do that, we need your help. You can help by sponsoring people that you know that have kids.

Who would you like to sponsor first?

The next benefit that I have for you today is the Med Facts Kit. It’s designed to help you keep all of your medical information in one spot, God forbid anything should happen to you. Typically we would like you to complete the kit after we leave, but I’ll let the video explain.

So as you can see, this is a potentially life-saving kit. Who do you care enough about that you would like to receive one?

Who would you like to sponsor first?

The next benefit that I have for you is the Memorial Guide. It’s a convenient booklet designed to help you store and record your final wishes and the location of key documents, such as your will and insurance policies. I’ll let the video explain.

We’ll allow you to give this away as well!

Who would you like to sponsor first?

Phase Two - Transition

In this phase, you’ll transition the conversation into the Needs Analysis survey in four steps:

  1. Read Off Letter
    • Inform the client why you are here and what they can expect.
  2. Transition to Needs Analysis Survey (Video)
    • Play a video that explains more about Life Insurance to the client.
  3. Survey – Basic Information
    • Collect basic information about the proposed insured to determine what they are eligible for.
  4. Survey – Medical Information
    • Collect medical information about the proposed insured to determine their qualification.

Phase Two Script Readings

The next thing I have for you is a brief read off letter. It basically explains the purpose of my visit today.

What it says is: after I show you the benefits, explain how they work, and answer all of your questions, you’ll be able to give me a simple yes or no.

In other words, we anticipate that these benefits will make sense to you. If so, take advantage of them today! If not, I’ll have a brief report form for your feedback.

Everyone has different needs and wants when it comes to insuring themselves and their families.

What we do for you may not be the same as what we do for the person we’ll see after you.

Because of that, this video will explain in simple terms the need for these benefits.

(play video)

(video ends)

Now that you have more knowledge about the different types of insurance, I’m going to ask you a few questions to see what you qualify for, and we’ll go from there.

When it comes to qualifying for life insurance, you have to be in fairly good health. Many people think that you can just get coverage, but you have to qualify for it. So, I’m going to ask you a couple of health questions, to see if you qualify.

Phase Three - IRTs and Final Recap

In this phase, you’ll introduce, recap, and tie-down (IRT) the coverages that the client is eligible for:

  • Final Expense Protection
  • Income Protection
  • Mortgage Protection
  • College Education Protection

Be sure to keep your IRTs congruent by following the same three steps each time:

  1. Introduce the coverage and play a video to explain more,
  2. Recap the coverage with this phrase:
    • “We recommend $$$$$ in coverage. You currently have $$$$$ in coverage. This is the amount you need, and this is the amount you qualify for.”
  3. Tie down the coverage with this phrase:
    • “I’m sure you can see how absolutely important this is.”

Phase Three Script Readings

This next video is going to show you how we can provide the money you need to take care of your final expenses. (play video)

As you can see the video states the average cost of a funeral is $15,000.

Due to inflation, we recommend $30,000 in coverage. This is what you have, this is what you need, this is what you qualify for.

I’m sure you can see how absolutely important this is!

On top of taking care of your final expenses, another major concern is how the surviving spouse will continue to live once half of the money is no longer coming in.

This next video is going to show you how we’ll protect you there. (play video)

This is what we recommend, this is what you have, this is what you need, and this is what you qualify for.

I’m sure you see how absolutely important this is!

After the death of the breadwinner, there’s always an adjustment period. But the biggest bill you have still needs paying, and that’s your mortgage.

This next video is going to show you how we can protect you there. (play video)

This is what we recommend, this is what you have, this is what you need, this is what you qualify for.

I’m sure you can see how absolutely important this is!

College Education Protection

Last but certainly not least is the ability to send your children to college!

This next video will is going to show you how we can protect you there. (play video)

This is what we recommend, this is what you have, this is what you need, and this is what you qualify for.

I’m sure it goes without saying how absolutely important this is!

Final Recap and Tie-Down

We’ve got your final expenses taken care of, your income protected, your mortgage protected, and the ability to send your kids to college taken care of as well.

If all of this makes sense, then starting today you’ve taken a very important step towards being properly protected! This program is tailored to meet your needs.

I only have one question, which option works best for you?

Option one, which includes everything we just discussed, with final expense protection adjusted for inflation. Or, option two, which also includes everything we just discussed, except for final expenses at today’s cost.

Which option works best for you?

Phase Four - Rebuttals

In this phase, you’ll address the two most common rebuttals we receive:

  1. “I already have insurance”
  2. “I need to think about it”

Phase Four Script Readings

Yes, you do have insurance, and the needs analysis has already taken that into consideration. Simply put, what you have is good, but it’s just not enough to cover your needs.

It’s better for you to do something about it now while you still can, rather than when it’s too late. The good news is that you still have two options!

Which option works best for you?

Yes, you do need to think about it. It’s a big decision for you and your family! Fortunately, I help families think about it every day.

It usually comes down to one or two things, “do I need this?”, or “can I afford it?”.

Now, we just talked about how you see the importance of having your final expenses covered, your income protected, your mortgage protected, and the ability to send your kids to college taken care of. You told me you saw those as absolutely important, so you don’t really need to think about that.

Really, it just comes down to affordability.

Now, I don’t pretend to know anyone’s financial situation, but let me ask you a question. What do you think will have a bigger impact on your family? Having this much money in the bank? Or having these needs taken care of?

Either way, the important thing is to get started today. The good news is that you have two options. So, if option one is too much, you can always start with option two and increase it later.

Which option works best for you?