2nd Loop Flashcards by Joe McCloskey

2nd Loop

Transition -

Isolate Product -

Part 1of 2

“I hear what you’re saying. Let me ask you a question: does the life insurance policy make sense to you?

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2nd Loop

Transition -

Isolate Product -

Part 2 of 2

Do you like the idea of having a policy like this for you and [beneficiary]?

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2nd Loop

Transition

Pace - Pace - Lead

Part 1 of 2

Exactly! It is really a good policy,

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2nd Loop

Transition

Pace - Pace - Lead

Part 2 of 2

but just let me say one of the true beauties is it also has (Match his tone just above him and pace-pace-lead and slowly increasing certainty)

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2nd Loop (1st 10 Product)

Pace - Pace - Lead

Family Benefit or Trinity

Part 1 of 3

A benefit where if you are diagnosed with a terminal illness, you can apply to receive 100% of your death benefit early. So, you have the money to take [Beneficiary] on a trip if you want.

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2nd Loop (1st 10 Product)

Pace - Pace - Lead

Family Benefit or Trinity

Part 2 of 3

On top of that, it also has:

You can also take your death benefit early if you are permanently confined in a nursing home for any unforeseen expenses.

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2nd Loop (1st 10 Product)

Pace - Pace - Lead

Family Benefit or Trinity

Part 3 0f 3

But then it also

It builds cash value, so if you pay in for after10 years and cancel your policy, you get some money back for whatever you want, such as buying a new refrigerator, a new car, or a trip.

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2nd Loop (1st 10 Product)

Pace - Pace - Lead

Foresters

Part 1 of 3

If you are diagnosed with a terminal illness, you can apply to receive 50% of your death benefit early. So, you have the money to take [Beneficiary] on a trip if you want

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2nd Loop (1st 10 Product)

Pace - Pace - Lead

Foresters

Part 2 of 3

On top of that, it also has:

Foresters has a benefit where the Death benefit Doubles if you pass away in an accident while in a Taxi, Airplane, or Bus.

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2nd Loop (1st 10 Product)

Pace - Pace - Lead

Foresters

Part 3 of 3

But then it also (Increases even more Certainty)

If you recall, I told you Foresters is a non-profit. When you get a policy from Foresters, you become a member with access to Law Assure, where you can customize a will, Power of attorney, and Health care directive at no extra cost.

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2nd Loop (1st 10 Product)

Pace - Pace - Lead

Corbridge

Part 1 of 3

If you are diagnosed with a terminal illness, you can apply to receive 50% of your death benefit early. So, you have the money to take [Beneficiary] on a trip if you want

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2nd Loop (1st 10 Product)

Pace - Pace - Lead

Corbridge

Part 2 of 3

On top of that, it also has: (Increasing Certainty)

Corbridge is a benefit where if you are diagnosed with a qualifying Chronic Illness, you can apply to receive a portion of your Death benefit early at no extra charge. for any unforeseen expenses.

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2nd Loop (1st 10 Product)

Pace - Pace - Lead

Corbridge

Part 3 of 3

But then it also (Increases even more Certainty)

If you pass away from an accident at any time, even before the two years, your death benefit will pay the total amount.

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2nd Loop

Trial close After

(1st 10 Product)

Part 1 of 3

When you put all those things together, the whole lot of them, it is a pretty good idea for both you and [Beneficiary].

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2nd Loop

Trial close After

(1st 10 Product)

Part 2 of 3

Do you see what I am saying here? (Peak Certainty)

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2nd Loop

Trial close After

(1st 10 Product)

Part 3 of 3

Does that make sense? Exactly, it really is something to act to act on.

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2nd loop

Box In

Part 1 of 2

Now, [CLIENT NAME], let me ask you another question (Mystery Intrigue): If I had helped your mom/dad get this before they passed, and it covered all the expenses your family faced during that time,

2nd loop

Box In

Part 2 of 2

you probably wouldn’t be saying “Let me think about it (or the other objection)”(Money Aside Tone), You’d be saying “Where do I sign up?”, am I right?

2nd loop

Call Out

Part 1 of 2

( If they say no or are non-committal, you must confront them in a “give me a break” tone.) Wait a second. [CLIENT NAME]

2nd loop

Call Out

Part 2 of 2

You mean to tell me that if I helped a family member of yours get this in place before they passed

2nd loop

Call Out

Part 3

and it really helped your family financially, you wouldn’t be saying, “How do I sign up?” (Mocking tone)

2nd Loop transition to reintroduce

Exactly! Now that I can understand. You don’t know me, and I don’t have the luxury of a track record with you. So, let me reintroduce myself.

2nd Loop

(2nd 10 Myself)

Part 1 of 10

My name is Joe McCloskey, and I own McCloskey Advisor Group here in Colorado.

2nd Loop

(2nd 10 Myself)

Part 2 of 10

I pride myself on my ability to go the extra mile for my clients,

2nd Loop (2nd 10 Myself) Part 3 of 10

help their families through the claims process, and be available for my clients 24/7.

2nd Loop (2nd 10 Myself) Part 4 of 10

See, I’m not only here to guide you into the program that best fits your situation

2nd Loop (2nd 10 Myself) Part 5 of 10

but also to hold your hand and your family’s hands every step of the way

2nd Loop (2nd 10 Myself) Part 6 of 10

to make sure you get the most out of your policy.

2nd Loop (2nd 10 Myself) Part 7 of 10

I’m very loyal and very stable.

2nd Loop (2nd 10 Myself) Part 8 of 10

I’m a diligent worker and can work within whatever you give to me.

2nd Loop (2nd 10 Myself) Part 9 of 10

I will meet any challenge you give me head-on rather than sweeping them under the rug and hoping they go away.

2nd Loop (3nd10 Product) Part 10 of 10

Because I want my wife and kids to have a good life, and I know the only way I can provide that to them is to provide good service to you.

2nd Loop Transition to (3rd 10 Company) Part 1 of 2

And as far as my agency goes. McCloskey Advisor Group started in March of 2012 and has been around for over 12 years.

2nd Loop Transition to (3rd 10 Company) Part 2 of 2

We have close to 300 positive reviews on Facebook and 40 5-star reviews on google

2nd Loop (3rd 10 Company) Part 1 of 3

Because we always treat you as a person. 

2nd Loop (3rd 10 Company) Part 2 0f 3

One who deserves respect and you, it won't be like working with a call center.

2nd Loop (3rd 10 Company) Part 3 of 3

We will work hard for you, [CLIENT NAME]. I can guarantee you that.

2nd Loop 2nd Trial Close Part 1 of 3

So [CLIENT NAME], why don’t you do this: instead of getting the max amount, enroll in the [middle coverage amount] program

2nd Loop 2nd Trial Close Part 2 of 3

Right now, Set a date for the first payment whenever fits best.

2nd Loop 2nd Trial Close Part 3 0f 3

As soon as you make the first payment, you know you will finally be able to check this off your list Sound fair enough?