Initial Objections & other

Question 1

• I already have coverage…

Answer 1

I completely understand; (I Care I Feel Your Pain)

I would be surprised if you didn’t! (Certainty)

And I’m not asking you to make any changes. (Utter Sincerity)

Most people I speak with already have a policy; (Reasonable Man)

However, they find this information really valuable!! (I care I Feel Your Pain)

Question 2

• I’m busy/don’t have time…

Answer 2

I understand; I am busy, too! (I Care I Feel Your Pain)

My job is to get you all the information on this in the shortest amount of time possible (Certainty)

so that you can decide on your own time (Utter Sincerity)

whenever you’re ready! (Reasonable Man)

Question 3

• I’m not interested…

Answer 3

I totally understand.; (I Care I Feel Your Pain)

It’s just my job to get you (Certainty)

all of this information quickly (Utter Sincerity)

so you can decide whenever you’re ready. (Reasonable Man)

Question 4

• I don’t remember…

Answer 4

I understand, (I Care I Feel Your Pain)

it’s my fault I haven’t gotten back to you sooner! (Certainty)

We’ve had an overwhelming response in your area, (Utter Sincerity)

and it’s been almost impossible for me to follow up with everyone (Reasonable Man)

Question 5

• Person Hanging Up…

Answer 5

<Interrupt>

GREAT, that’s exactly why I’m calling! ; (I Care I Feel Your Pain)

Stay on the line! (Certainty)

I just saved a guy $43 a MONTH, (Utter Sincerity)

let me do that for you as, it’s just a few minutes. (Reasonable Man)

Are you a smoker or non-smoker (I Care I really want to know)
</Interrupt>

Question 6

All Other Objection…

Answer 6

Yeah, no problem. ; (I Care I Feel Your Pain)

I only need a few minutes to get you the price you wanted; (Certainty)

what you do with that is totally up to you. (Utter Sincerity)

I won’t try to sell you anything. (Reasonable Man)

So, how long have you been looking? (I care I really want to know)

Wow, well, is there any specific reason why you don’t have something in place? (I care I really want to know)

Question 7

Presentation

1st 10

(1st)

Answer 7

[Client Name] These final expense plans are small, affordable, permanent Whole Life insurance policies regulated by the State of [Client’s State]. They are designed for folks who live on a limited or fixed income each month, like social security, disability, and even our disabled vets. And [Client Name], these are not your big, expensive plans. These are just small yet affordable plans that are permanent and will never change.

Question 8

Presentation

1st 10

(Family Benefit)

Answer 8

is a small company located in Oklahoma. Worth over $640,000,000. So, you can rest assured they will have enough money to pay your claims

Question 9

Presentation

1st 10

(Foresters)

Answer 9

is a not-for-profit that started in 1874. It is over a hundred years old Foresters, and it has 12.8 billion in assets . So, you can rest assured they have enough money to pay your claims

Question 10

Presentation

1st 10

(Corbridge)

Answer 10

is a multi-national company. Worth over $393 billion in assets, So you can rest assured they have enough money to pay your claim

Question 11

Presentation

1st 10

(2nd)

Answer 11

Client’s Name], with these plans, your rates will never go up, no matter what happens to your health or how long you have the plan. Also, the company can never cancel these plans. If you stay current on your payment schedule, it will stay with you your whole life. Monthly payment Never goes up, and that is what you want right?

Question 12

Presentation

1st 10

(Level)

Answer 12

So, after I do the application (Pre-Supposed),

you should qualify for level 1st-day coverage.

That means Absolutely zero wait time, no 2-year wait.

From the date of your first payment, you are 100% fully covered for the whole amount.

Question 13

Presentation

1st 10

(Graded)

Answer 13

So, after I do the application, you should qualify for one of our most popular plans. If you die in the first two years, your family gets ALL your money back Plus 10% (I Care; I feel your pain), so it’s like the best savings account you ever had. On the final day of the two years, [the beneficiary] gets the full coverage amount if you die for any reason. God Forbid It’s a blessing to have this kind of coverage when you have <Health></Health>

Question 14

2nd Loop

1st 10

Family Benefit

Part 1

Answer 14

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

Question 15

2nd Loop

1st 10

Family Benefit

Part 2

Answer 15

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

Question 16

2nd Loop

1st 10

Family Benefit

Part 3

Answer 16

A benefit that builds cash value, after 10 years, you get some money back if you cancel. You can use that money for whatever you want, such as buying a new refrigerator, a down payment for a new car, or a trip.

Question 17

2nd Loop

1st 10

Foresters

Part 1

Answer 17

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 18

2nd Loop

1st 10

Foresters

Part 2

Answer 18

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

Question 19

2nd Loop

1st 10

Foresters

Part 3

Answer 19

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 20

2nd Loop

1st 10

Corbridge

Part 1

Answer 20

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 21

2nd Loop

1st 10

Corbridge

Part 2

Answer 21

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 22

2nd Loop

1st 10

Corebridge

Part 3

Answer 22

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

Question 23

2nd Loop

2nd 10

Answer 23

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. My name is Joe McCloskey, and I own McCloskey Advisor Group I pride myself on my ability to go the extra mile for my clients, help their families through the claims process, and be available 24/7. Because I want my wife and kids to have a good life, I know the only way I can provide that to them is to provide good service to you.

Question 24

2nd Loop

3rd 10

Answer 24

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. Our clients know and love us.

Question 25

3rd Loop 1st 10 Family Benefit

Answer 25

Family Benefit (or Trinity) steady income, $640 million in assets, they are a rock-solid choice. . You get access to your death benefit if you face a terminal illness or need nursing home care. Plus, your policy will grow in value, so you can get a refund after a while

Question 26

3rd Loop 1st 10 Foresters

Answer 26

Forester has a high financial ranking rating of A with A.M. Best, and they are a rock-solid choice. They have 12.8 billion in assets . If you have a terminal illness, you get 50% of your death benefit early. Your death benefit doubles if you pass away in a public transportation accident. (I care, I You’re your Pain) Foresters’ Law Assure gives you customizable wills, power of attorney, and healthcare directives.

Question 27

3rd Loop 1st 10 Corbridge

Answer 27

Corbridge has a high Financial ranking rating of A - with A.M. Best they are a rock-solid choice. . They have $393 billion in assets . If you have a terminal or chronic illness, you get 50% of your death benefit early (I care, I You’re your Pain). And, if you pass away in an accident, the full death benefit will be paid, regardless of the time frame. Even before the two year mark

Question 28

3rd Loop 1st 10 Level Term

Answer 28

Once your approved, you'll get immediate coverage from day one - no waiting period As soon as you make your first payment, you're fully covered for the full amount.

Question 29

3rd Loop 1st 10 Graded

Answer 29

If you die within the first two years, god forbid, and it was not from an accident, your loved ones will get back everything you paid, plus an extra 10%. After two years, they'll receive the full benefit amount, no exceptions

Question 30

3rd Loop 2nd 10

Answer 30

I am a dedicated professional. I focus on being a resource for my clients helping them better their lives

Question 31

3rd Loop 3rd 10

Answer 31

You or [Beneficiary] never will have to call a 1-800 number and be on hold for 40 minutes . Just call my Agency, we’ll handle it immediately If something happens to you, My agency will hold (Beneficiary) 's hand every step of the way. We will help (Beneficiary) with the paperwork, get it signed and notarized, and deliver a claim check within days.

Question 32

Final Loop 1st 10 Family Benefit

Answer 32

With substantial assets, Family Benefit (or Trinity) is a reliable choice. You have access to your death benefit in case of terminal illness or nursing home care. Additionally, get a partial refund if canceled after a while.

Question 33

Final Loop 1st 10 Foresters

Answer 33

Foresters have a high financial rating of A with A.M. Best at, your loved ones' funds are secure, You get to access 50% of your death benefit early if you have a terminal Illness. Your death benefit doubles if you're in public transportation accidents. Plus, you get free access to Law Assure

Question 34

Final Loop 1st 10 Corbridge

Answer 34

Corbridge has a high financial rating of A- with A.M. Best, your loved ones' funds are secure. You get access 50% of your death benefit early if you have a chronic or terminal Illness. Additionally, if you are in an accident before the two years (Beneficiary), you get the whole amount.

Question 35

Final Loop 1st 10 Level Term

Answer 35

Once your application is complete and approved and you make your first payment, you'll have immediate coverage with no waiting period

Question 36

Final Loop 1st 10 Graded

Answer 36

There are no health questions or medical tests. If you die for any reason after 2 years, [Beneficiary] receives the full amount If you die within the first 2 years, your family gets a full refund plus 10%. unless your in a accident

Question 37

Final Loop 2nd 10

Answer 37

As for myself 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.

Question 38

Final Loop 3rd 10

Answer 38

My agency has an customer service team to make the claims experience seamless and stress-free. We listen, we care, and we act— We provide expert support

Question 39

First Loop Close

Answer 39

It is so simple and easy to get started. All we have to do is answer some questions and make a phone call. Now, you don’t have to pay anything today. Your 1st payment won’t come out until your due date. We are only applying for approval today. So, which amount would you like to submit for approval? (“Wall of silence” until they speak. The first one to speak loses!)

Question 40

2nd Loop Close

Answer 40

Getting started is simple and easy. There are no medical exams blood or needles. So [CLIENT NAME], why don’t you do this: instead of getting the max amount, enroll in the [middle coverage amount] program Right now, Set a date for the first payment whenever fits best. And down the road when you make that payment, you know you will finally be able to check this off your list . Sound fair enough? (If they Close Go to Beneficiary and confirm information)

Question 41

3rd Loop Close

Answer 41

All we have to do is fill out an application and make a phone call. Your first payment will be scheduled at another time. It's simple and easy. So why don’t we do this? Let’s begin with a smaller, more manageable coverage amount of [Amount], and a monthly contribution of (X). [beneficiary] benefit would be a little bit less, but having something is better than nothing. You’ll sleep better at night. That would work for you , wouldn’t it ? (shut up and wait for the answer) (If they Close Go to Beneficiary and confirm information)

Question 42

Final Loop Close

Answer 42

[CLIENT NAME], and I know that issues like these rarely resolve on their own. It's tough to think about, but it is a reality we must confront. Acting now will bring peace of mind and protect your loved ones [CLIENT NAME] you don’t have to pay anything today. We are only applying to get you qualified. Your 1st payment can be delayed until your due date. You told me that you were worried about (Blank) with your insurance , and right now, I’m asking you to change that . But I need you to help me help you with this to work . There are no medical tests no needles. simple and easy. If you need to get the bare minimum (company) has to offer, it (Blank amount) . Just dip your toe in the water and see if it gives you peace of mind because nothing is more important than that. Sound fair enough?