1 Build Trust Flashcards by Joe McCloskey

Build Trust

1st Line

Hey [Prospect’s Name],
It’s [Your Name] with McCloskey Advisor Group, and I’m following up on your recent inquiry about State Regulated Final Expense plans for [State] residents.

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Build Trust

2nd Line

We’re processing your request, and I just need to confirm a couple of details so I can get this information to you promptly.

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Build Trust

3rd Line

Can you confirm your address and birthday (or if you prefer, your favorite color
or hobby)?

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4th Line

Also, are you in a place where you can jot down some numbers?

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5th Line

Go ahead and grab a pen and paper so I can give you some important information.

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6th Line

Now, is this information for you alone, or do you have a spouse or significant other who should be included?

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7th Line

Let me provide you with my contact information:
* My name is [Your Name]
* My state Producer number is [Your Producer Number]. You can verify my
credentials by visiting the Department of Insurance website and entering my
number. I am required to provide you with this information. Send your digital
business card.
* (Keep a copy of your license handy for reference or to send via text or email if
needed.)

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Build Trust

8th Line

Do you have a preferred email address where I can send you some information while we’re on the call?

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TRANSFER BELIEF

1st line

Before we proceed, [Prospect’s Name], what got you thinking about final expenses?

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TRANSFER BELIEF

2nd line

Often, people begin thinking about this after a health scare or the passing of a loved one. Can you share what’s been on your mind?

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DISCOVER AND RAISE THE STAKES

1st Line

Now, I have a few questions for you, and then I’ll explain how our process works.
These questions will help me understand your needs better so I can tailor our
approach accordingly.
* Do you currently have any active life insurance?
* What was the main purpose behind getting that coverage?
* When does your current plan expire?

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DISCOVER AND RAISE THE STAKES

2nd Line

Typically, there are three types of coverage.
Are you familiar with Term Coverage? (Let them respond and explain.) These plans terminate What about Accidental Coverage? (Let them respond and explain.) These plans pay if you die in an accident What about Whole Life Coverage? (Let them respond and explain.) These are permanent plans

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DISCOVER AND RAISE THE STAKES

3rd Line

Which one of these make the most sense for final expense coverage?

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DISCOVER AND RAISE THE STAKES

4th Line

**If they mentioned already have coverage**
You mentioned you currently have coverage; which type do you have?
(If they don’t have coverage, proceed with the following questions:)

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DISCOVER AND RAISE THE STAKES

5th Line

Have you faced challenges getting approved for coverage, or have you struggled to find a plan that fits your budget?

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DISCOVER AND RAISE THE STAKES

6th Line

Are you currently employed full-time, or are you retired? If you’re on SSI, is it
deposited into your bank account or onto a direct express card?

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DISCOVER AND RAISE THE STAKES

7th Line

Most seniors request information because:
They are worried because they don’t have any coverage in place
They are concerned because they don’t have enough coverage in place
They are concerned about the loss of income for a loved one who is depending on it
They have someone who loves them and want to do something special for the

DISCOVER AND RAISE THE STAKES

8th Line

What about you? Which one applies to you?

Who will be responsible for covering your final expenses?

What is their name?

Why is it important to you to have something in place?

What about you? Which one applies to you?

DISCOVER AND RAISE THE STAKES

9th Line

Who will be responsible for covering your final expenses? What is their name?
Why is it important to you to have something in place?

DISCOVER AND RAISE THE STAKES

10th Line

Now, [Prospect’s Name], the insurance we’re discussing will provide the protection
you’re seeking for those you care about most.

These plans cover burial or cremation costs and other unforeseen expenses like outstanding debts or loss of income support.

Does this align with what you’re looking for?

PROVIDING OPTIONS

1st Line

Here’s how our process works. As a licensed broker in [State], my role involves assessing your medical information and needs.

PROVIDING OPTIONS

2nd Line

Based on your responses to medical questions and medication reviews, I’ll identify which companies might approve or decline coverage for you.

PROVIDING OPTIONS

3rd Line

Once we’ve gathered options, we’ll determine the best plan for you from the available choices.

We’ll then submit an application to see if you qualify.

Please note, we can’t
guarantee approval today; it depends on the insurer’s decision.

Does this make sense to you?

PROVIDING OPTIONS

4th Line

Assuming we find an affordable option, I’m assuming that you would be interested in applying for coverage to see if you qualify?

PROVIDING OPTIONS 5th Line

Once we've assessed your medical information, I'll ask you a few application-related questions.

PROVIDING OPTIONS 6th Line Health Questions Line 1

Do you currently have congestive heart failure, cancer, Alzheimer's, dementia, AIDS, HIV, use oxygen, or have you had an organ transplant?

PROVIDING OPTIONS 6th Line Health Questions Line 2

Have you undergone any surgeries or procedures in the last 5 years? Have you been diagnosed with diabetes, COPD, bipolar disorder, or schizophrenia? Have you experienced a heart attack or stroke?

PROVIDING OPTIONS 6th Line Health Questions Line 3

Have you received treatment for alcohol or drug abuse? Any felony convictions or DU ls?

PROVIDING OPTIONS 7th Line

Review Medications (Use Insurance Toolkits)

PRESENTING OPTIONS Line 1 Steps

* Determine Carrier * Explain the value of the carrier * Provide coverage amounts . * Explain coverage types. * Give prices and assign ownership. Have them write everything down!!!!****

PRESENTING OPTIONS Line 2

I've entered your information, and we have some options. Please write down: * Coverage Amount 1 * Coverage Amount 2 * Coverage Amount 3

PRESENTING OPTIONS Line 3

This type of coverage is called [Coverage Type]. It's popular because: * Benefits are never canceled. * Premiums never increase. * Benefits are paid tax-free to your beneficiary. * Builds cash value for future flexibility. * Includes dedicated agent support.

PRESENTING OPTIONS Line 4

Now, next to Coverage Amount 1, write down the corresponding price. Now, next to Coverage Amount 2, write down the corresponding price. Now, next to Coverage Amount 3, write down the corresponding price. (Emphasize the value it provides and who it is protecting)

CLOSING THE SALE Line 1

As I mentioned earlier, the final decision rests with the insurance company, so we'll need to submit your application to see if you qualify. However, assuming approval, which benefit would you prefer to leave your family: [Coverage Amount 1], [Coverage Amount 2], or [Coverage Amount 3]?

CLOSING THE SALE Line 2

Alright, I'll do my best to get you approved. The application process only takes about 5 minutes. Let's get started. Can you spell your first name for me? (Complete the Application)

WRAPPING UP Line 1

Now, [Prospect's Name], I take my responsibility seriously. It's crucial that you understand the benefits you're securing for your family.

WRAPPING UP Line 2

Our goals are two fold: to qualify you for a plan that protects your family and to find one that's comfortable and affordable for your budget. Have we achieved these goals today? If you anticipate any challenges, let's address them now.

WRAPPING UP Line 3

Great! Before we conclude, I've made several promises to you during our conversation. Now, I'll ask you to make two promises to me:

WRAPPING UP Line 3 Promise 1

If affordability becomes an issue, promise to reach out to me. We don't want you to lose any equity in your plan.

WRAPPING UP Line 3 Promise 2

If someone offers you an alternative plan, promise to consult with me first. If it's better, I'll handle the paperwork; if not, I'll explain why.