2a. Basic Fact Finding [Script]

Question 1

[Client Name] these…

Who these plans are for

Answer 1

[Client Name] these final expense plans go through small, affordable, permanent, Whole Life insurance policies regulated by the State of [Client’s State] and they are designed for folks who live on a limited or fixed income each month, like social security, disability, even our disabled vets.

Question 2

And [Client Name]…

Plan Guarantees

Answer 2

And [Client Name], these are not your real big, expensive type of plans.

These are just small, yet affordable plans, that are permanent, and will never change.

Question 3

So, I see here…

Confirm Beneficiary

Answer 3

IF YOU KNOW BENEFICIARY: So, I see here, that you mentioned that [BENEFICIARY] would be possibly taking time off of work, paying the bills, closing out the accounts, and taking care of your final arrangements when you pass away, is that correct?

IF YOU DON’T KNOW BENEFICIARY: [CLIENT] Who would possibly be taking time off of work, paying the bills, closing out the accounts, and taking care of your final arrangements when you pass away?

Question 4

Who else is…

Any others impacted?

Answer 4

Who else is going to be financially impacted when you pass away?

Do they have any kids, or are they married?

Question 5

So it’s just…

Confirm others impacted

Answer 5

So it’s just going to be (beneficiary) (and her kids/husband/wife) who will be financially impacted by this then, right?

Question 6

I STRONGLY BELIEVE…

Does Beneficiary know?

Answer 6

I STRONGLY BELIEVE that getting life insurance is a tangible act of love. Its one thing to say “I love you, I care about you”… its another thing to actually do something that shows it.

Does [Beneficiary Name] know you are doing this for him/her?”

Question 7

Is s/he there…

Do they need to be present?

Answer 7

Is he/she there?

OK, do we need to get him/her on the phone, or is this a decision you can make on your own?”

Question 8

So s/he trusts…

Do they trust you?

Answer 8

So s/he trusts your judgement is what your saying, right?

Question 9

Awesome, I am…

Affirm their choice with a takeaway

Answer 9

Awesome, I am sure s/he’ll be proud of your decision today, if I can get you accepted into a plan.

Question 10

And to confirm…

Confirm their DOB

Answer 10

And to confirm [Client], I have on file that your date of birth is XX/XX/XXXX, is that correct?

Question 11

And [Client] my…

Transition to Warm Up

Answer 11

And [Client], my records state you currently live in [City & State]?

Awesome, what’s the weather like there today?