4. Qualifying the Need [Script]

Question 1

Now, when I…

Three reasons people buy

Answer 1

Now, when I discuss final expense coverage with people, they’re typically looking for coverage, for one of three reasons.

Question 2

The first reason…

Reason #1: not enough coverage

Answer 2

The first reason, is that they want to make sure, that they have enough coverage, for their funeral expenses, and any leftover bills - so they don’t leave a burden on their loved ones when they pass away.

Question 3

The second reason…

Reason #2: gift

Answer 3

The second reason is they want to leave a gift or a little extra to their spouse, children or grandkids.

Question 4

The third reason…

Reason #3: donation

Answer 4

The third reason is they want to leave a donation to a church or charity that has significance to them.

Question 5

So tell me…

Which is their reason?

Answer 5

So tell me, which one of those three reasons, is the reason you requested this information?

OR

So tell me, what were your thoughts and concerns, when you requested this information?

Question 6

Now [client], would this program…

Any other plans?

Answer 6

Now [client], would this program, be the first money [beneficiary] would see when you pass, or do you have something else in place, like life insurance or a prepaid burial plan?

Question 7

What was going….

Reason they got the plan

Answer 7

• What was going through your mind initially, when you got that one, if you don’t mind me asking?
• And what do you think, will happen, if you don’t get this additional coverage?

Question 8

Do you recall…

Plan details

Answer 8

• Do you recall the company it’s with? (COMPANY)
• How much coverage is it for? (COVERAGE)
• And how much do you pay per month? (COST)

Question 9

Hey why is that…

N: Why not?

Answer 9

• Hey why is that? Why haven’t you taken care of this in the past - if you don’t mind me asking?
• Has anything else prevented you from changing that situation for (beneficiary), so s/he won’t have to worry about taking care of your final expenses?

Question 10

Now [Client], hypothetically…

N: What happens then if you died tomorrow?

Answer 10

Now [Client Name], hypothetically, let me ask you this, if you went to bed tonight, and didn’t wake up tomorrow – what would (beneficiary’s) day look like.

Walk me through (beneficiary’s) day.

Question 11

Well, if you died…

N: Walk me through what happens next

Answer 11

Well, if you died tomorrow, walk me through what (beneficiary’s) day would look like.

Right in the morning s/he gets a call, that either someone found you, or that you’re already at the hospital.

Question 12

She’ll have to…

N: Running Around

Answer 12

She’ll have to:

• First call off of work (WORK)
• Then go to the hospital, to ID the body for the death certificate, and get the process ready to ship to the funeral home. (HOSPITAL)
• Then she’ll finally end up at a funeral home. (FUNERAL HOME)

Question 13

So (beneficiary’s) gonna…

N: Funeral Home

Answer 13

So (beneficiary’s) gonna be at the funeral home, and the funeral director’s gonna come and say hey, (beneficiary), ‘I’m very sorry for your loss, I’m sure your father/mother/whatever was an amazing guy/woman.

Question 14

And he’s gonna say…

N: How will they pay?

Answer 14

And he’s gonna say, “But let’s just get this out of the way – how are you paying for this?”

“Is it gonna be cash, credit or you can write a check?”

What will her/his answer be?

Question 15

Well I’m sure as a…

N: Confirm they want to help beneficiary

Answer 15

Well I’m sure as a father/mother – you’d want to help her/him with this, right?

Question 16

Ok, if I was able to find…

Would you want to see if you qualify?

Answer 16

Ok, if I was able to find you something that took care of [beneficiary], so they didn’t HAVE TO PAY for your final expenses, and it was affordable – would you want me to see if I could help you qualify?

Question 17

You know, I think…

Heap Praise

Answer 17

You know, I think it’s awesome that you care for her/him this much, that you’re taking the time to have this conversation today.

Question 18

And just curious…

How long has this been on your mind?

Answer 18

And just curious, how long have you been thinking about having enough life insurance coverage?

Question 19

Now [Client Name], if…

Welcome packet

Answer 19

Now [Client Name], if you qualify, and we find something that you want to take advantage of today - I am gonna have a welcome packet sent to you in the mail, immediately, which you will get in about 3-4 days.

And that will have all my information, plus information about the plan and the company that you qualified for today.

Question 20

And you will get…

Everything will be black and white

Answer 20

And you will get the ACTUAL policy 10 days after your first payment goes through.

And then I want you to take that policy (CLIENT), and it’ll be in a nice envelope with nice binding on it, and I want you to put that somewhere safe ok?

That way [client] you will have everything we are going to talk about here today, in black and white - does that make sense?