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WC & FE Scripts > Intro & Qualification > Flashcards

Intro & Qualification Flashcards

1
Q

1st 3 seconds

A

Hi [CLIENT NAME]? This is Joe? With McCloskey Advisor Group? How are you?

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2
Q

1st 30 seconds Part 1

A

Well,

The reason for the call today was that couple of days ago, or maybe a couple of weeks ago, you submitted a request for more information on Facebook. Talking about affordable life insurance?

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3
Q

1st 30 seconds Part 2

A

Okay Great Real Quick

It says here that you want your [Relationship] to be your beneficiary. What is their name?

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4
Q

Pushback: I already have coverage

A

I already have coverage… “I completely understand; I would be surprised if you didn’t! And I’m not asking you to make any changes. Most people I speak with already have a policy; however, they find this information really valuable!!

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5
Q

Push Back: I’m busy/don’t have time

A

I understand; I am busy, too! My job is to get you all the information on this in the shortest amount of time possible so that you can decide on your own time whenever you’re ready!

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6
Q

Push Back: I’m not interested

A

I totally understand. It’s just my job to get you all of this information quickly so you can decide whenever you’re ready.

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7
Q

Push Back: I don’t remember

A

I understand, it’s my fault I haven’t gotten back to you sooner! We’ve had an overwhelming response in your area, and it’s been almost impossible for me to follow up with everyone.

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8
Q

Push Back: Person Hanging Up

A

<Interrupt> GEAT, that’s exactly why I’m calling! Stay on the line! I just saved a guy $43 a MONTH, let me do that for you as, it’s just a few minutes. Are you a smoker or non-smoker
</Interrupt>

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9
Q

Push Back: All Other Objection

A

Yeah, no problem. I only need a few minutes to get you the price you wanted; what you do with that is totally up to you. I won’t try to sell you anything. So, how long have you been looking?

Wow, well, is there any specific reason why you don’t have something in place?

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10
Q

Question

About Beneficiary

1st Part of 2

A

Repeat back what they said.

How do you plan [Beneficiary] will use that money? How do you want the life insurance plan to be used?

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11
Q

Question

About Beneficiary

2nd Part of 2

A

Tell me [CLIENT NAME] what it looks like if you don’t have coverage for [Beneficiary].

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12
Q

Intro & Qualification

1st Beneficary tie down

A

[CLIENT NAME] I can tell by your speaking about your family that you’re good (Mom, Dad, or Grandparent) Aren’t you?

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13
Q

Intro & Qualification

2nd Beneficary tie down

A

Because there are a lot of dads [CLIENTS NAME] who think about doing this and making themselves feel good. But you seem like someone who gets things done, Aren’t you?

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14
Q

Intro & Qualification

Strongly Believe tie down

A

I STRONGLY BELIEVE that getting life insurance is a tangible act of love towards someone else. It’s one thing to say “I love you … Right?

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15
Q

Intro & Qualification

(1st 10 Product )

Before Qualification

Part 1 of 3

A

[Client Name] These final expense plans go through small, affordable, permanent. Whole Life insurance policies regulated by the State of [Client’s State].

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16
Q

Intro & Qualification

(1st 10 Product)

Before Qualification

Part 2 of 3

A

They are designed for folks who live on a limited or fixed income each month, like social security, disability, and even our disabled vets.

17
Q

Intro & Qualification

(1st 10 Product)

Before Qualification

Part 3 of 3

A

And [Client Name], these are not your big, expensive plans. These are just small yet affordable plans that are permanent and will never change.

18
Q

Intro & Qualification

Transition To Qualification Question

A

Now, in order for me to find out what you qualify for, I need to ask you a few questions about your health. Are you okay with that?

19
Q

Intro & Qualification

Qualification Question 1

A
  1. Height/Weight Please (if you didn’t already)
20
Q

Intro & Qualification

Qualification Question 2

A
  1. Are you a smoker or non smoker?
21
Q

Intro & Qualification

Qualification Question 3

A
  1. Lung Disease, COPD, Emphysema, Asthma, Oxygen, or Inhalers?
22
Q

Intro & Qualification

Qualification Question 4

A
  1. Diabetic, Insulin, Kidney Insufficiency, Dialysis, or Ever had Cancer?
23
Q

Intro & Qualification

Qualification Question 5

A
  1. Cirrhosis, Hepatitis, Heart Attack, Bypass, Stents, Pacemaker?
24
Q

Intro & Qualification

Qualification Question 6

A
  1. Angina, Congestive Heart Failure?
25
Q

Intro & Qualification

Qualification Question 7

A
  1. Seizures, strokes, Lupus, Multiple Sclerosis?
26
Q

Intro & Qualification

Qualification Question 8

A
  1. Parkinson’s, Lou Gehrig’s, Depression Bipolar?
27
Q

Intro & Qualification

Qualification Question 9

A
  1. Schizophrenia, Alzheimer’s Dementia?
28
Q

Intro & Qualification

Qualification Question 10

A
  1. Any hospitalizations overnight in the past two years?
29
Q

Intro & Qualification

Qualification Question 11

A
  1. Drug Abuse? Suboxone or Narcan USE in the last two years?
30
Q

Intro & Qualification

Qualification Question 12

A
  1. Have you filled a prescription for Nitro’s in the past two years?
31
Q

Intro & Qualification

Qualification Question 13

A
  1. Ask RX’s <from memory if they are traveling otherwise, get a list/bottle, but do not spend too much time on this if it’s going to lose the call>
32
Q

Intro & Qualification

1st follow up questions after budget

A
  1. “Okay, so how much coverage are you looking to get?”
33
Q

Intro & Qualification

2nd follow up questions after budget

A
  1. Will this be the only policy, or do you already have a plan in place?
    a. Are you looking to add or replace the policy?
34
Q

Intro & Qualification

Find budget

A

[CLIENT NAME] Everyone I work with is on a fixed income <wait> So for me to make it easier for you, could tell me what range to start shopping in</wait>

35
Q

Intro & Qualification

3rd follow up questions after budget

A
  1. Some carriers take certain payment methods, others do not, so do you have a valid US bank account?
36
Q

Intro & Qualification

<Crankwheel>
</Crankwheel>

A

By the way,

I just sent you the link to my personal info. Click on that so you can make sure you got it. <confirm> “Hi there! Do you see my lovely face? It’s really good to meet you, now you can see me, right? <wait>
 </wait></confirm>

WC & FE Scripts (10 decks)

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