2nd Loop

Question 1

2nd Loop

Transition -

Isolate Product -

Part 1of 2

Answer 1

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

Question 2

2nd Loop

Transition -

Isolate Product -

Part 2 of 2

Answer 2

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

Question 3

2nd Loop

Transition

Pace - Pace - Lead

Part 1 of 2

Answer 3

Exactly! It is really a good policy,

Question 4

2nd Loop

Transition

Pace - Pace - Lead

Part 2 of 2

Answer 4

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)

Question 5

2nd Loop (1st 10 Product)

Pace - Pace - Lead

Family Benefit or Trinity

Part 1 of 3

Answer 5

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.

Question 6

2nd Loop (1st 10 Product)

Pace - Pace - Lead

Family Benefit or Trinity

Part 2 of 3

Answer 6

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.

Question 7

2nd Loop (1st 10 Product)

Pace - Pace - Lead

Family Benefit or Trinity

Part 3 0f 3

Answer 7

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.

Question 8

2nd Loop (1st 10 Product)

Pace - Pace - Lead

Foresters

Part 1 of 3

Answer 8

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

Question 9

2nd Loop (1st 10 Product)

Pace - Pace - Lead

Foresters

Part 2 of 3

Answer 9

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.

Question 10

2nd Loop (1st 10 Product)

Pace - Pace - Lead

Foresters

Part 3 of 3

Answer 10

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.

Question 11

2nd Loop (1st 10 Product)

Pace - Pace - Lead

Corbridge

Part 1 of 3

Answer 11

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

Question 12

2nd Loop (1st 10 Product)

Pace - Pace - Lead

Corbridge

Part 2 of 3

Answer 12

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.

Question 13

2nd Loop (1st 10 Product)

Pace - Pace - Lead

Corbridge

Part 3 of 3

Answer 13

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.

Question 14

2nd Loop

Trial close After

(1st 10 Product)

Part 1 of 3

Answer 14

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

Question 15

2nd Loop

Trial close After

(1st 10 Product)

Part 2 of 3

Answer 15

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

Question 16

2nd Loop

Trial close After

(1st 10 Product)

Part 3 of 3

Answer 16

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

Question 17

2nd loop

Box In

Part 1 of 2

Answer 17

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,

Question 18

2nd loop

Box In

Part 2 of 2

Answer 18

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?

Question 19

2nd loop

Call Out

Part 1 of 2

Answer 19

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

Question 20

2nd loop

Call Out

Part 2 of 2

Answer 20

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

Question 21

2nd loop

Call Out

Part 3

Answer 21

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

Question 22

2nd Loop transition to reintroduce

Answer 22

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.

Question 23

2nd Loop

(2nd 10 Myself)

Part 1 of 10

Answer 23

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

Question 24

2nd Loop

(2nd 10 Myself)

Part 2 of 10

Answer 24

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

Question 25

2nd Loop

(2nd 10 Myself)

Part 3 of 10

Answer 25

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

Question 26

2nd Loop

(2nd 10 Myself)

Part 4 of 10

Answer 26

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

Question 27

2nd Loop

(2nd 10 Myself)

Part 5 of 10

Answer 27

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

Question 28

2nd Loop

(2nd 10 Myself)

Part 6 of 10

Answer 28

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

Question 29

2nd Loop

(2nd 10 Myself)

Part 7 of 10

Answer 29

I’m very loyal and very stable.

Question 30

2nd Loop

(2nd 10 Myself)

Part 8 of 10

Answer 30

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

Question 31

2nd Loop

(2nd 10 Myself)

Part 9 of 10

Answer 31

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

Question 32

2nd Loop

(3nd10 Product)

Part 10 of 10

Answer 32

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.

Question 33

2nd Loop

Transition to

(3rd 10 Company)

Part 1 of 2

Answer 33

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

Question 34

2nd Loop

Transition to

(3rd 10 Company)

Part 2 of 2

Answer 34

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

Question 35

2nd Loop

(3rd 10 Company)

Part 1 of 3

Answer 35

Because we always treat you as a person. 

Question 36

2nd Loop

(3rd 10 Company)

Part 2 0f 3

Answer 36

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

Question 37

2nd Loop

(3rd 10 Company)

Part 3 of 3

Answer 37

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

Question 38

2nd Loop

2nd Trial Close

Part 1 of 3

Answer 38

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

Question 39

2nd Loop

2nd Trial Close

Part 2 of 3

Answer 39

Right now,

Set a date for the first payment whenever fits best.

Question 40

2nd Loop

2nd Trial Close

Part 3 0f 3

Answer 40

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