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FE Script > Intro & Qualification > Flashcards

Intro & Qualification Flashcards

1
Q

1st 3 seconds

A

Hi [CLIENT NAME]? This is Joe? With McCloskey Advisor Group? (Declarative As A Question) How Are You? (I Care I Really Want To Know)

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2
Q

1st 30 seconds

A

Well,

The Reason for the call today is that (Mystery Intrigue)

A couple of days ago, or maybe a couple of weeks ago, you submitted a request for more information on Facebook. Talking about affordable senior life insurance (Declarative as A Question)? Does that ring a bell? (I Care I Really Want to Know) That’s why I’m calling; I am the agent that responds to these requests. (Presupposed Obvious)

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3
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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4
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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5
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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6
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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7
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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8
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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9
Q

Question About Beneficiary 1st Part

A

Okay Great Real Quick (Certainty)

It says here that you want your [Relationship] to be your beneficiary. (Declarative as a statement). What is their name? (I Care, I really want to know)

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10
Q

Question About Beneficiary 2nd Part

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?
(I Care I Really Want to Know)

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11
Q

1st tie down 1st Paragraph

A

Tell me [CLIENT NAME] (Certainty) what it looks like if you don’t have coverage for [Beneficiary] (I care I Really Want To Know). [CLIENT NAME] (Certainty) I can tell by your speaking about your family that you’re good (Mom, Dad, or Grandparent) (Utter Sincerity) Aren’t you (I care I Really Want To Know)? Because there are a lot of dads [CLIENTS NAME] who think about doing this and making themselves feel good. (Certainty). But you seem like someone who gets things done (Utter Sincerity), Aren’t you? (Reasonable Man)

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12
Q

1st tie down 2nd Paragraph

A

I STRONGLY BELIEVE that getting life insurance is a tangible act of love towards someone else (Certainty). It’s one thing to say (Utter Sincerity): “I love you (I Care, I feel your pain) … Right? (Reasonable Man)

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13
Q

1st 10 Before Qualification

A

[Client Name] These final expense plans go through small, affordable, permanent (Mystery Intrigue) Whole Life insurance policies regulated by the State of [Client’s State] (Certainty). They are designed for folks who live on a limited or fixed income each month, like social security, disability, and even our disabled vets. (I Care I Feel Your Pain) And [Client Name], these are not your big, expensive plans. (Utter Sincerity) These are just small yet affordable plans that are permanent and will never change. (Reasonable Man)

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14
Q

Transition To Qualification Question

A

Now, in order for me to find out what you qualify for (Certainty), I need to ask you a few questions about your health (Utter Sincerity). Are you okay with that? (Reasonable Man)
(Use Active Listening/Tonality is I Care, I really want to know)

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15
Q

Qualification Question 1

A
  1. Height/Weight Please (if you didn’t already)
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16
Q

Qualification Question 2

A
  1. Are you a smoker or non smoker?
17
Q

Qualification Question 3

A
  1. Lung Disease, COPD, Emphysema, Asthma, Oxygen, or Inhalers?
18
Q

Qualification Question 4

A
  1. Diabetic, Insulin, Kidney Insufficiency, Dialysis, or Ever had Cancer?
19
Q

Qualification Question 5

A
  1. Cirrhosis, Hepatitis, Heart Attack, Bypass, Stents, Pacemaker?
20
Q

Qualification Question 6

A
  1. Angina, Congestive Heart Failure?
21
Q

Qualification Question 7

A
  1. Seizures, strokes, Lupus, Multiple Sclerosis?
22
Q

Qualification Question 8

A
  1. Parkinson’s, Lou Gehrig’s, Depression Bipolar?
23
Q

Qualification Question 9

A
  1. Schizophrenia, Alzheimer’s Dementia?
24
Q

Qualification Question 10

A
  1. Any hospitalizations overnight in the past two years?
25
Q

Qualification Question 11

A
  1. Drug Abuse? Suboxone or Narcan USE in the last two years?
26
Q

Qualification Question 12

A
  1. Have you filled a prescription for Nitro’s in the past two years?
27
Q

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>
28
Q

1st follow up questions after budget

A
  1. “Okay, so how much coverage are you looking to get?”
29
Q

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?
30
Q

Find budget

A

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

31
Q

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?
32
Q

<Crankwheel>
</Crankwheel>

A

By the way,

I just sent you the link to my personal info (Reasonable Man). Click on that (Certainty) so you can make sure you got it. (Utter Sincerity) <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>

FE Script (6 decks)

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