3. Qualifying the Need [Script]

Question 1

1. Why Do They Need the Policy?

Answer 1

And we’re you looking to leave something behind for the family, or just cover your burial expenses?

Question 2

2. Why Don’t You Have Coverage?

Answer 2

Ok so kind of just walk me through, since you do not have any coverage in place, I guess, what are you most concerned about? (feed it back to them)

Question 3

3. What Motivated Them?

Answer 3

And kind of fill me in on, what had you motivated, to start looking around for some life insurance? (feed it back to them)

Question 4

4. Describe Solution

Answer 4

Well NAME, these final expense programs go through small, affordable, and permanent, whole life insurance policies, regulated by the State of STATE? And they’re designed for folks, who live on a limited, or fixed income each month, like social security, disability and those that are retired.

Question 5

5. Optional Opportunity

Answer 5

And to make sure you don’t qualify for a different program, adding up all your accounts, would you say you have over 100k – because if that’s the case you’d qualify for a different program.

Question 6

6. What Kind of Accounts?

Answer 6

Is that mostly a stock account in an IRA, an annuity or CD’s? (feed it back to them)

Question 7

7. Overcome Objection to Sharing Information

Answer 7

My job, is just to get you all the information, on what you qualify for. What you do with it at that point, is up to you. Is that mostly CD’s or Money Market Accounts?