Insurance Script

Question 1

Will Kit Intro

Answer 1

Hello Salem. Hi, my name is Cheyann and I am with American Income. I am the director of the Free Will Kit Program. Is your husband/wife home also? Could you have them join us? Also, let’s use this table. This table with make my job a whole lot easier.

Salem, how did you find out about us?

Normally our company isn’t something that everyone has access to. We are a closed market union insurance company. Usually, we only work with police officers, firefighters, and veterans. But now we work with over 30,000 unions, credit unions, and associations.

What motivated you to request the will kit?

Let me tell you exactly why I am here and what I am going to do. In Virginia, it is law that if you die without a will the state will actually create one for you. This means that any debt you have can be transferred to your closest relative.

So my job today is…

Question 2

Modified Intro (Ex Life)

Answer 2

Sarah, let me reintroduce myself. My name is Cheyann and I am a director of the exclusive benefits program through American Income. Thank you for taking time out of your day to meet with me.

So, how did you find out about us?

Oh wow! We’re a closed market unionized insurance company. Usually we only work exclusively with police, firefighters, and veterans but with this pandemic and everything else going on in the world right now, we decided to open up our doors to the community and do our part in giving back.

What motivated you to request these benefits?

React appropriately

Question 3

Modified Intro (Referral)

Answer 3

Sarah, let me reintroduce myself. My name is Cheyann and I am a director of the exclusive benefits program through American Income, your sisters new life insurance company. I am here today because your sister Sam listed you as her beneficiary and sponsored you in to receive access to the same benefits she now has.

We’re typically a closed market unionized insurance company. Usually we only work exclusively with police, firefighters, and veterans but with this pandemic and everything else going on in the world right now, we decided to open up our doors to the community and do our part in giving back which is how Sam got sponsored in.

My job today is to walk you through the beneficiary paperwork.

(FOC)

Simply because Sam is a member with us in good standing, you are also going to receive a complimentary policy with us.

(2000 cert)

Question 4

How much life insurance do you have through work?

Answer 4

1. So how much life insurance do you have through work? Is it one times your salary like everyone else?
2. And roughly how much is that?
3. So, you just went with the base?

Yeah, a lot of people go with the base because they already know they can’t keep that stuff after they quit leave or retire. So, how much coverage do you have outside of work that you currently pay for on your own?

Pro Tip: Agree with the person who has the most. If they say I have 3x my salary that is who you tailor it to. EXAMPLE: Yeah, a lot of people go with 3x their salary because they want to get the most bang for their buck during their working years. Because, they already know after they quit, leave, or retire, they can’t keep that stuff anyways. So, how much life insurance do you have outside of work that you currently pay for on your own?

Question 5

How much life insurance do you have outside of work that you currently pay for on your own?

Answer 5

1. How much life insurance do you have outside of work that you currently pay for on your own?

Good. It’s good that you guys actually have coverage outside of your job because unfortunately so many of our older retirees used to try to fully rely on that work insurance failing to realize that 31 days after you quit, leave, or retire that stuff either goes away completely or greatly reduces down. Transition to next question without pause

2. ) So, what type of policy is that?
3. ) If they state that it’s Allstate or that it pays out when they die- No, what type is that?
4. ) Jokingly So you don’t know what you’re paying for? Laugh lightly

Listen, that’s exactly why we partnered throughout the state of Virginia, to make sure Virginia residents like yourself are properly educated on benefits. But furthermore, what we had seen is so many people are dying and being affected but not having the right things in place. They’re not able to protect the most important thing to their family which is themselves. See, almost everybody has life insurance but not everybody has the right type. There is 73 different types of life insurance out there. 72 of which are completely temporary. Unfortunately, if you have the wrong type when that time comes, your family will be left with absolutely nothing. The good thing is, with as long as I’ve been doing this, I can ask you a few questions to be able to tell you exactly what you have.

Question 6

With as long as I’ve been doing this, I can ask you a couple of questions to tell you exactly what you have.

Answer 6

With as long as I’ve been doing this, I can ask you a couple of questions to tell you exactly what you have.

1. How old were you when you got the policy?
   - If married: And you, John/Jill?-
2. How much do you pay for your policy monthly, Sarah?
   - If married: And you, John/Jill?-
3. Do you have to get your policy reviewed every 10, 20, or 30 years? Sarah.
   - If married: And you, John/Jill?-
4. Are you able to borrow against your policy?
   - You’ll know from here if they have term or accidental. Keep digging to solidify if you believe it to be market-based.-
5. Does Flexible, Adjustable, Indexed, Modified, Universal, Variable- any of those ring a bell to you? Because what you have is a market based policy.
6. Did you get that policy more for investments or burials?

Question 7

I took out my policy when I was 25. I pay $20 a month for my $25,000 policy through my credit union. It does not get reviewed. I can not borrow against it. What do I have?

Answer 7

Accidental Policy

Question 8

I took out my policy when I was 35. I pay $40 a month for $100,000. It gets reviewed every 30 years. I can not borrow against it. What do I have?

Answer 8

Term Policy

Question 9

I am single. I make 2,500 on a monthly basis. I pay $1,000 for my $150,000 mortgage for 25 more years. My car note is $450/month. My car insurance is $150. I have no outstanding credit card debt or student loans.

What can I afford?
What would you recommend?

(NOT COMPLETE)

Answer 9

2,500
- 1,000
\_\_\_\_\_\_\_\_\_\_
  1,500
- 450
\_\_\_\_\_\_\_\_\_\_
  1,050

Mortgage protection in a R&C? (Unsure of this card. Do not use)

Question 10

Closing off Beating Up Insurance/ Solidifying the need.

This is basically the early close.

Answer 10

1. So, right now you have absolutely nothing permanent set in place?
   a. Lighten tone. Alright, well that isn’t uncommon. Once again, like I mentioned to you, this is one of the main reasons why we do this community outreach and walk people through the complimentary need’s analysis. We know a lot of individuals typically don’t have this information. We’re making sure that everyone here is properly covered so your family doesn’t have to take a loss.
   b. You guys have done very well with getting everything aligned. The only thing is that everything you have is utilized for different reasons.
   c. How everything is going to work is that right now you do have the same access to all of the same benefits that all of our police, firefighters, and veterans have access to. I’m going to be honest with you, I don’t want to waste your time or my time. I’ll unlock everything for you but it’s only a one-time access. The company only allows me to access everything one time for your safety as well as my safety. Furthermore, we work on a servicing period basis and we do have to accommodate everyone. We service over 30,000 unions and associations.
2. So, do you feel that it is important to properly secure you and your family with something permanent? Or do you not see the need to have something permanent set in place?

Question 11

Pulling out the Money

Answer 11

The good thing is everything is going 100% off of your age, your health, and your income. See, it isn’t your money that buys this stuff, it’s your health. Our company does not allow us to get you established in any of our permanent programs here if you can’t afford it to be able to maintain it for the rest of your life.

Now affordability typically isn’t an issue. We sit down with families that make $500 a month to $5,000 a month.

3. So, with that being said, on a monthly basis, fully after taxes with no additional overtime or bonuses, how much are you bringing in monthly?
4. How much is your mortgage? (No,) On a monthly basis, how much are you paying for it? How many years are left on that?
5. Any other debts that exceed $10,000 that you pay for monthly? Car loans, student loans, anything like that? How much do you pay for that monthly? What is roughly left on that? How many years to pay it off?
6. And your car insurance?
   a. Client: “Mine is _______.”
   b. You: Jokingly “Crazy, you guys are paying more for your car insurance than your life insurance! You don’t even wanna use your car insurance.”

I can tell you now affordability isn’t an issue.

Question 12

What do you need in a paperwork folder? In order.

Answer 12

Left Side:

1. Freedom of Choice
2. 2,000 Cert

Right Side:

1. QR Checklist/ Rated Risk
2. Summary Sheet (Put name, phone number, and Address)
3. Oral Specimens copy
4. Aps from discloser to release
5. Carbon Copy of Hippa
6. PSR Policy Service Request Form
7. Conditional Receipt

Pockets:
Business Card on left. Officer Report Form on right.

Question 13

What paperwork stays with client?

Answer 13

Left:
FOC

Right:
Yellow copy of What Comes Next
White Copy of Summary Sheet
Yellow Copy of Hippa
Conditional Receipt (Only if no Trial)
Copy of Oral (If applicable)

Question 14

Other Paperwork Know Hows

Answer 14

Mondays- Transmittal sheet so they don’t date the Hippa or PSR.

Turn into your SA

Question 15

Levels of Management

Answer 15

Agent
SA - Senior Agent
GA -  General Agent
MGA - Master General Agent 
SGA - Senior General Agent

Question 16

Work Insurance

Answer 16

Here is the thing so many of our older retirees, they used to try to fully rely on that work insurance not realizing that stuff went away 31 days after they quit, left, or retired, forcing them solely to rely on what they had in the bank, their investments, and retirement accounts. The biggest issue with that is that they weren’t properly able to secure themselves from the unknown which is medical debt. I mean, think about that, god forbid you be diagnosed with cancer today. You couldn’t tell me you wouldn’t spend every penny you to make sure you make it back home to your husband and kids, correct? See? Absolutely. See? Everyone thinks that way. Now you’re subject to have to pull everything that you have liquid out of your personal accounts and by prematurely tapping into those investments, your retirement, you’re hit with so many fees, taxes, and penalties that the money is no longer there when your family needs it the most.

So, quite honestly, other than your temporary work insurance and your temporary market-based policy, what else do you have set in place for you and your family that is actually permanent?

Question 17

Market Based

Answer 17

Let’s say you’re only paying $50 for a policy. It may only cost $25 to insure you but that other $25 is going into a cash value. Of course, the older you’re getting the more it costs to insure you. Let’s fast forward, it costs $150 on a monthly basis but you’re still only paying the company $50. What do you think the company is taking that additional $100 out of? Your cash value. Absolutely. The older and older you’re getting the more and more expensive it is getting to insure you the more and more they are taking out of that cash value. So now, when everything has been drained from that cash value your subject to paying the increasing cost on the front end which, a lot of times, is hundreds, if not, thousands of dollars on a monthly basis. If you’re having to pay hundreds to thousands of dollars a month, what do you have to do with that policy? Cancel it. So, who loses there: you or the company? You. Exactly.

That’s why you’re receiving those statements in the mail every 3-6 months pertaining to your cash value, because the company has to let you know what they’re doing with your money. But- that is a great policy to have IF and only if you’re using it more for the investment purposes.

In the insurance company, even though this is a whole life policy, we consider this temporary because your premiums are going to get so astronomical to the point that you’re not going to be able to maintain it. Does that make sense?

Do you understand why that is considered a temporary policy?

So, other than your temporary work insurance and your temporary market-based policy, what else do you have in place for you and your family?

Because, here is the thing… Work Insurance if applicable

Question 18

Term

Answer 18

Does Term sound familiar to you? Because that is exactly what you have.

You have a great policy. It covers you for (10, 20, or 30 years) but that policy is not geared for an actual burial, it is geared for more of a debt purpose. Because of course, it is not guaranteed that you are going to die in (10, 20, or 30 years) correct? Of course not. What ends up happening is that if you die (10, 20, or 30 years) and a day, your family doesn’t get left with anything. Because you have to requalify within that (10, 20, or 30 years) to even be eligible to renew and if you end up getting cancer or diabetes really bad there is no guarantee the company will even allow you to have coverage at that time. Plus, you’re (10, 20, or 30 years older) so it costs way more money. So you basically have a temporary solution for a permanent problem. Because term is literally short for terminate.

So other than your temporary ____ and your temporary term, what else do you have in place for you and your family?

Because here is the thing….

Question 19

Accidental

Answer 19

Does Accidental sound familiar to you? Because that is exactly what you have.

Okay, and you got that through your credit union, I’m assuming?

This is a great policy. This is one of the main reasons we partnered throughout the state of Virginia because a lot of people have these policies.

Now with your policy, the reason they put you in something like that is because of the fact that you’re so young. If you were die tomorrow it would likely be due to an accident. The only issue with that is that if you die of natural causes there is nothing that is going to pay out to your family. That is basically to secure you for if you die, it is not designed for when you die. Alright? That’s how you’re able to get thousands of dollars for pennies on demand.

Question 20

Military

Answer 20

Definitely, thank you so much for your services. I feel like you don’t hear that enough.

What branch are/were you?

I know that had to have been crazy.

You know what’s crazy is, since we actually handle a lot of veteran benefits, I sit back and look at your policies and I’m like “How are you going to give somebody a plot but only in a national cemetery? And more importantly, they don’t even open and close the plot! You get a few hundred bucks, a headstone, and a flag. That’s just not enough for somebody who fought for our country. What really gets me is that they don’t even pay for your services unless your service connected! Are you service connected? No? It’s crazy.

So outside of that, what do you have in place to protect you and your family that is permanent?

Question 21

When closing on term:

Answer 21

When closing on Term:
Before I unlock the benefits the company has allowed you access to, tell me: Do you know the difference between whole life and term?

Do you understand why term is cheap?

Obviously, it’s a temporary solution for a permanent problem. You’re able to give pennies for thousands of dollars. Term is exactly like it sounds; it terminates!

When it comes to whole life, you’re going to pay more money for that because it is going to be there for the rest of your life. But it’s never about just getting whole life, it’s about getting the right type. You don’t want to get that stuff that’s market-based stuff that is going to go based on whatever is going on outside. You want to get whole that is never going to change, get reviewed, or go up in premium price. So what we’re going to do is get you set up on something that is guaranteed and permanent whole life.

So, you understand why that would cost more money, correct?

Question 22

FOC

Answer 22

With everything going on in the world, we couldn’t just sit idle and not do our part in giving back which is why we developed this community outreach program. So, what you’re going to receive is going to be a Freedom of Choice. This is the check for the funeral itself…

I know that sounds crazy, but this is one of the smartest things that could have ever been set up for you.

This document protects you in three different ways (provides 3 safeguards):

1. The first thing is that it protects you from post-mortem underwriting.
   a. Have you ever seen that stuff on TV that tells you guaranteed acceptance/ automatic approval? Listen, there is not a company out there that will provide you with thousands of coverage without knowing if you will die the next day. What they will do is take money from you and then wait until after you die to figure out every reason not to pay out the policy. Legally, all insurance companies can take 6-12 months to even pick up the claim. That is not an option for most families as the funeral home directors want their money now before they even proceed with any services. This here combats those practices and allows for all the proper forms to be secured within 24-48 hours. It grants you an almost immediate pay out so long as all the documents are sent over to us within a timely fashion, alright?
2. The next thing this does is protect assets.
   a. In the state of Virginia it is law that if you die without a will the state will automatically step in and create one for you taking all power away from your family. Solley at that point, they can no longer make decisions on your behalf. Once that happens, what a lot of people don’t understand is that your family has to come up with a way to get your items from the state.
   b. See, the biggest issue we have found with all of our union members, which is why we opened it up to the state of Virginia, is that so many rely on work coverages not realizing that stuff went away 31 days after you quit leave or retire. So, a lot of people ended up putting themselves into a position where they didn’t have anything in place anymore. They had to pull out of their bank accounts. They not only depleted their bank accounts but by prematurely tapping into investments and retirement accounts, they were hit with so many fees, taxes, and penalties to the point that none of that stuff was there when their family needed it the most.
   c. The number one cause for bankruptcy in the US right now is medical debt. If you have $100,000 saved up and you end up getting a terminal illness like cancer, one treatment for cancer can range up to $250,000. You can’t tell me if you have the money available in the bank or investments that you wouldn’t pull it to save your wife/kids/yourself, right? So now that that is gone, what do you have to fall back on if you don’t have anything left? Basically, you don’t want to have to liquidize your assets or his/her assets to take care of that funeral because you have this Freedom of Choice set in place.
3. The last thing this is going to do is protect you from what we consider price gauging
   a. Do you think funeral homes are in the business to make money or lose money? _______ All day long! So, if you go in there and say, “I have a $25,000 insurance policy”, what are they going to do? They’re going to try to eat up as much of that as they possibly can. So, what we’re going to do is make sure that you and your family are properly secured from that. This is going to act as a full-blown blank check. As you’ll notice on the front of this certificate, there is no dollar amount listed. Whatever dollar amount you actually negotiate with the funeral home that is going to be the only dollar amount that we actually pay out to the funeral home itself. The remaining amount is going to go back to the beneficiary in a separate check allowing you guys to have that bargaining power but more importantly, maintain your privacy. All the funeral home has to do is call us with that number listed on the front. We’re simply going to say yes or no you can proceed with that dollar amount requested. That’s it. Make sense?

Alright, don’t mix this with any other life insurance. Any questions on how the claim process works?

Question 23

FOC

Answer 23

With everything going on in the world, we couldn’t just sit idle and not do our part in giving back which is why we developed this community outreach program. So, what you’re going to receive is going to be a Freedom of Choice. This is the check for the funeral itself…

I know that sounds crazy, but this is one of the smartest things that could have ever been set up for you.

This document protects you in three different ways (provides 3 safeguards):

1. The first thing is that it protects you from post-mortem underwriting.
   a. Have you ever seen that stuff on TV that tells you guaranteed acceptance/ automatic approval? Listen, there is not a company out there that will provide you with thousands of coverage without knowing if you will die the next day. What they will do is take money from you and then wait until after you die to figure out every reason not to pay out the policy. Legally, all insurance companies can take 6-12 months to even pick up the claim. That is not an option for most families as the funeral home directors want their money now before they even proceed with any services. This here combats those practices and allows for all the proper forms to be secured within 24-48 hours. It grants you an almost immediate pay out so long as all the documents are sent over to us within a timely fashion, alright?
2. The next thing this does is protect assets.
   a. In the state of Virginia it is law that if you die without a will the state will automatically step in and create one for you taking all power away from your family. Solley at that point, they can no longer make decisions on your behalf. Once that happens, what a lot of people don’t understand is that your family has to come up with a way to get your items from the state.
   b. See, the biggest issue we have found with all of our union members, which is why we opened it up to the state of Virginia, is that so many rely on work coverages not realizing that stuff went away 31 days after you quit leave or retire. So, a lot of people ended up putting themselves into a position where they didn’t have anything in place anymore. They had to pull out of their bank accounts. They not only depleted their bank accounts but by prematurely tapping into investments and retirement accounts, they were hit with so many fees, taxes, and penalties to the point that none of that stuff was there when their family needed it the most.
   c. The number one cause for bankruptcy in the US right now is medical debt. If you have $100,000 saved up and you end up getting a terminal illness like cancer, one treatment for cancer can range up to $250,000. You can’t tell me if you have the money available in the bank or investments that you wouldn’t pull it to save your wife/kids/yourself, right? So now that that is gone, what do you have to fall back on if you don’t have anything left? Basically, you don’t want to have to liquidize your assets or his/her assets to take care of that funeral because you have this Freedom of Choice set in place.
3. The last thing this is going to do is protect you from what we consider price gauging
   a. Do you think funeral homes are in the business to make money or lose money? _______ All day long! So, if you go in there and say, “I have a $25,000 insurance policy”, what are they going to do? They’re going to try to eat up as much of that as they possibly can. So, what we’re going to do is make sure that you and your family are properly secured from that. This is going to act as a full-blown blank check. As you’ll notice on the front of this certificate, there is no dollar amount listed. Whatever dollar amount you actually negotiate with the funeral home that is going to be the only dollar amount that we actually pay out to the funeral home itself. The remaining amount is going to go back to the beneficiary in a separate check allowing you guys to have that bargaining power but more importantly, maintain your privacy. All the funeral home has to do is call us with that number listed on the front. We’re simply going to say yes or no you can proceed with that dollar amount requested. That’s it. Make sense?

Alright, don’t mix this with any other life insurance. Any questions on how the claim process works?

Question 24

2,000 cert

Answer 24

$2,000 Certificate

(Intro) Like I mentioned before, you are going to receive a complimentary policy on behalf of our company simply for him being a member in good standing.

This is both a living and a death benefit. This is your policy here. I’m going to fill it in for you. How it works is, if you were to lose a hand, foot, or sight of an eye, this pays you out a thousand dollars while you’re living. If you lost a combination of both, it pays you out two thousand while you’re living. More importantly, if you were to die from an accident, whoever you list here as your beneficiary would be able to receive the full $2,000.

For beneficiaries, we do recommend you choose someone over the age of 18 and local. Obviously, so that they can handle things fairly quickly. (Keep this in sight as you will need birthday/ other info for needs analysis.)

Getting into it

1. So, who would you like to be your primary beneficiary? We do recommend that this be someone who is over the age of 18 and local so they can handle things fairly quickly for you. Who would you want that person to be?
2. Are they married?
3. What is their phone number?
4. Verify city.
5. Oh, also, what is your address?
6. What’s the best phone number for you?
7. What’s your date of birth?
8. God forbid something happen to both you and your beneficiary, who would you like to be your contingent beneficiary to be?
9. Are they married?
10. What’s their phone number?
11. Verify city.
12. We also designate three emergency contacts. So many policies go unclaimed every year simply because friends and family members don’t know that they have them set in place or they are unaware of how collect the benefit. So, who would you want your three emergency contacts to be? These should be people over the age of 25 and local so again, they can handle things fairly quickly for you.
13. Who would you want your first one to be?
14. Are they married?
15. What’s their phone number?
16. Verify city.

Collect:
Beneficiary
Contingent Beneficiary
(x3) Emergency Contacts (write on back or bottom of sheet.)

Example:
Emergency Contact #1: 	Name- Betty Jane
				Relation- Sister
				City- Henrico
				Phone- (888)888-8888

Build rapport while getting names. Who are they to you? (Notate relation) What city do they live in? (Notate.) Are you close with them? (Get details from stories to add to referral info in computer later.) Phone number.

Wrap up:
No matter how big or small the policy, we do our customer service a little bit differently. Like I mentioned, so many policies go unclaimed every year so we like to sit down with the beneficiaries and emergency contacts to explain the death benefit paperwork to them. Please let them know I will be reaching out to explain that process to them.