ETERNAL SUPPORT 101
Is Eternal Support an additional product the client has to purchase?
No. It is included at no additional cost.
Which benefit can help members save money on caskets, urns, monuments, and other funeral merchandise?
Discounted Merchandise.
You're introducing Eternal Support. Complete the idea:
"I also want to mention an additional benefit..."
"...that comes with your policy at no cost. It's called Eternal Support."
Client: "How much extra is Eternal Support?"
"There's no additional cost. It's an added benefit included with your policy."
"Ms. Thomas, I also want to mention an additional benefit that comes with your policy at ______."
No cost.
Who automatically receives Eternal Support benefits according to the flyer?
New policyholders.
Which benefit provides safe storage for important documents, final wishes, and key information?
Secure Vault.
Client: I'm shopping around for the lowest quotes.
Put the shopping cart away because you haven't seen what Senior Life has to offer.
Client: "I already have life insurance. Why do I need this?"
Life insurance provides financial protection; Eternal Support provides additional assistance with the actual funeral process, such as planning, comparing prices, merchandise and storing important information.
"It's called ______ ______."
Eternal Support.
Eternal Support is designed to help families navigate what type of arrangements?
End-of-life/funeral arrangements.
Which benefit provides personalized guidance for planning and arrangements?
Funeral Concierge Services.
A client asks, "Why would my family need this if they already have the life insurance money?" What do you say?
"Because the policy provides the money, but Eternal Support can also provide guidance and discounts through the actual funeral process."
Client: "My family already knows what I want."
Eternal Support's Secure Vault can help keep final wishes, important documents and key information safely stored so the family can access organized information when needed.
"Eternal Support can help your family with the actual ______ process.
Funeral.
According to the client script, life insurance puts the ______ in place, while Eternal Support can help with the actual ______ process.
Life insurance money; funeral process.
Which benefit helps families compare options and negotiate fair pricing?
Negotiations.
Give the emotional one-line explanation from the script describing what we don't want the family left doing.
We don't want the family left with a check in one hand and wondering what to do next with the other.
Client: "My children can handle my funeral arrangements."
"Absolutely—and this can make that responsibility easier by giving them additional guidance and help comparing options and pricing during a difficult time."
"So when that day comes, your family isn't left with a ______ in one hand and wondering what to do next with the other."
Check.
What is the key sales value of Eternal Support beyond simply providing a death benefit?
It gives the family guidance and practical assistance through the funeral process instead of leaving them to figure everything out after receiving the insurance proceeds.
What benefit can provide savings on prescriptions at participating pharmacies nationwide?
Prescription Discount Card.
Tell the story of your good friend Zack's grandfather final arrangments.
Negotiation team was able to drop the final price from $14,000 to a little over $7,000.
Client: "Sounds good. Can you send me information and I'll think about the insurance?"
Acknowledge the request but transition back to the protection options, rather than allowing Eternal Support to derail the insurance presentation.
After explaining Eternal Support, what transition does the provided script use to move the presentation forward?
"Now let's look at the protection options available to you. Keeping affordability in mind..."