2nd Loop Flashcards
2nd Loop Transition Pace - Pace - Lead
“I hear what you’re saying (Reasonable Man). Let me ask you a question: does the life insurance policy make sense to you? Do you like the idea of having a policy like this for you and [beneficiary]? (Money Aside/Hypothetically tone)
Exactly! It is really a good policy, but just let me say one of the true beauties is it also has (Ambivalent Tone) (Match his tone just above him and pace-pace-lead and slowly increasing certainty)
2nd Loop 1st 10 Pace - Pace - Lead Family Benefit or Trinity
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
On top of that, it also has: (Increasing Certainty)
You can also take your death benefit early if you are permanently confined in a nursing home for any unforeseen expenses.
But then it also (Increases even more Certainty)
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.
2nd Loop 1st 10 Pace - Pace - Lead Foresters
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
On top of that, it also has: (Increasing Certainty)
Foresters has a benefit where the Death benefit Doubles if you pass away in an accident while in a Taxi, Airplane, or Bus.
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.
2nd Loop 1st 10 Pace - Pace - Lead Corbridge
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
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.
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.
2nd Loop 1st Trial quote
When you put all those things together, the whole lot of them, it is a pretty good idea for both you and [Beneficiary]. Do you see what I am saying here? (Peak Certainty) Does that make sense to you? (I Care, I Really Want to Know) Exactly, it really is something to act to act on.
2nd loop Transition to 3rd 10
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, 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? (Reasonable Man)
( If they say no or are non-committal, you must confront them in a “give me a break” tone.) Wait a second. [CLIENT NAME] You mean to tell me that if I helped a family member of yours get this in place before they passed and it really helped your family financially, you wouldn’t be saying, “How do I sign up?” (Mocking tone)
2nd Loop 3rd 10
Exactly! Now that I can understand. (Certainty) You don’t know me, and I don’t have the luxury of a track record with you. (Obviously Pre-supposing) So, let me reintroduce myself. My name is Joe McCloskey, and I own McCloskey Advisor Group here in Colorado. (Certainty) I pride myself on my ability to go the extra mile for my clients, help their families through the claims process, and be available for my clients 24/7. (Utter Sincerity) See, I’m not only here to guide you into the program that best fits your situation but also to hold your hand and your family’s hands every step of the way to make sure you get the most out of your policy. (I Care, I Feel Your Pain)
I’m very loyal and very stable. I’m a diligent worker and can work within whatever you give to me. I will meet any challenge you give me head-on rather than sweeping them under the rug and hoping they go away. (Certainty) 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. (Utter sincerity)
Transition to 2nd 10
And as far as my agency goes. McCloskey Advisor Group started in March of 2012 and has been around for over 12 years. We have close to 300 positive reviews on Facebook and 40 5-star reviews on google (Certainty) Because we always treat you as a person. (Utter Sincerity) One who deserves respect and you, it won’t be like working with a call center. We will work hard for you, [CLIENT NAME]. I can guarantee you that. (I Care; I feel Your Pain)
2nd Loop 2nd Trial Close
So [CLIENT NAME], why don’t you do this: instead of getting the max amount, enroll in the [middle coverage amount] program (Reasonable Man)
Right now,
Set a date for the first payment whenever fits best [Reasonable Man]. As soon as you make the first payment (Certainty), you know you will finally be able to check this off your list (Utter Sincerity). Sound fair enough? (Reasonable Man)
