Getting to the DM
What is the first thing you are supposed to do when you approach the gatekeeper?
Build rapport.
Provide the rebuttal:
"Is this like XYZ company?"
“No, actually what we offer is very different. It takes about 15 to 20 minutes to go over.”
“Is now a good time?”
Give the presentation script for the introductory offers.
“_______ (DM), according to the National Safety Council, unintentional injuries are the leading cause of death for people under the age of 44. Due to that, Liberty National can provide each of your employees with an accidental death policy that will cover the employee for $3,000 in Accidental Death coverage, as well as $3,000 in coverage for their spouse and $1000 for each dependent child. I believe we can agree this would be a significant contribution towards the cost of a funeral if one of your employees or family members suffered an accidental death.”
“The second offer we make available, at no cost to you or your employees, is a noninsurance discount health services card for each employee. This connects your employees to a national network that provides a range of 10%- 85% discounts on things such as vision and hearing services, prescription drugs, and even chiropractic care – services that I’m sure you could agree that the majority of families use.”
“_______ (DM), when providing these introductory offers to your employees, we will make sure they know these are product offerings you have negotiated for them.”
Provide the rebuttal:
“Let me think about it.”
“I understand how you feel, in fact, a lot of my clients have felt the same way. But what they have found once they really considered it was, you may never know what’s right around the corner and that while they were waiting, one of their employees could have a serious illness, accident or even death, leaving them financially devastated. Do you see what I mean?”
[“Yes.”]
“Is there any reason why you would not offer what we have to your employees?”
What is the closing script?
(HINT: It begins with "All we ask...")
“All we ask is for the employees that want to protect their families that you will allow them to do so through payroll deduction, so the company and the employee can save on payroll taxes. I will have some time available on Tuesday morning or Thursday afternoon to meet with each employee. Which day works better for you Tuesday or Thursday?”
What is the script for the gatekeeper?
"Would you let _____ (DM) know that _____ (agent) is here?"
Provide the rebuttal:
“We’ve tried this before.”
“I understand. We have other clients who had similar experiences before doing business with us. Service is a big part of any benefit program and is certainly something we take a lot of pride in. Is now a good time?”
Provide the presentation script for Accident Protector Max.
"Lastly, _______ (DM), with deductibles and co-pays being higher than ever before, very few working class families have the extra money in their budget for an unexpected trip to the emergency room. Liberty National’s Accident Protector Max can help provide coverage for the entire family – 24 hours a day, both on and off the job and pays cash directly to the insured in the result of an accident."
"This is a snapshot of the benefits available with this policy."
"In the event of an accident, an employee may use Liberty National’s Quick Claims Process that will provide a direct deposit into employees account."
Provide the rebuttal:
“I can’t take my people out of production for the time it takes to meet with you.”
“_____ (DM), in considering something like this, you want to ask yourself two questions; first of all, if you, as an employer, had one of your employees have an illness, accident, or even a death, you as an employer would want to help them, isn’t that true?”
[“Yes.”]
“Secondly, a few minutes once a year for each employee would not affect your business in a negative way, isn’t that also true?” (Wait for the client to say yes).
[“Yes.”]
“Great, let’s get started. I have some time next _______ afternoon that I could enroll your employees, or would next _____ morning be better?”
What is the name of the packet that needs to be filled out for a closed case?
Section 125 Packet.
What is critical to do after giving the gatekeeper script?
Disengage.
Provide the rebuttal:
“We already have benefits.”
“That’s great to hear. Most of my clients do as well. Our goal isn’t to replace anything you currently have, but instead show you a way to enhance your current benefit package. Is now a good time?” (If same objection is repeated) “We have a much needed, but very different benefit that only we can offer. Is now a good time?”
Give the presentation script for Cancer Endurance.
"The #1 cause of personal bankruptcy filing in the United States is medical debt. Since one out of every two men, one out of every three women will be affected by cancer, it’s obvious many of your employees may have to deal with the expense of this disease during their lifetime and many during their working years, Wouldn’t you agree?"
"With more people living through an illness like Cancer, we want to make sure they keep the car running, lights on, and food on the table."
"We can offer a policy with no lifetime maximum that pays the employee when they are diagnosed with cancer to help with insurance deductibles and lost time at work. Liberty National policies include a benefit that’s payable each time an employee receives chemotherapy and radiation treatments; each day they spend in the hospital as well as reimburse the employee for transportation to a cancer treatment center of their choosing."
Provide the rebuttal:
“We already have worksite benefits from XYZ Company.”
“That’s great and it shows you really do care about your employees. We’re not suggesting canceling your current benefits, but rather enhancing what you’re offering with a much needed benefit, like our Group Term Life that no other company can offer. Do you see where this product could fill a gap in your plan and give your employees life insurance they could afford to keep after they retire?”
[“Yes.”]
“Great, let’s get started. I have some time next _______ afternoon that I could enroll your employees, or would next _____ morning be better?”
What are the three things that are needed to have a closed case?
(1) Section 125 Packet signed and completed, (2) a signed employee list with start dates, and (3) a scheduled enrollment date.
Will also accept: (4) completed quality call, though that technically isn't needed for a closed case, but it is needed before enrollment can happen.
What rebuttal should you give to the gatekeeper?
"I need to speak to _____ DM directly."
Provide the rebuttal:
“Send me an email.”
“Let’s do this, I will be working with a few businesses up the street on ____ (Day). I will come by and put some information in your hands and hit some highlighted points; if you like it, great; if not no big deal. Will ____ (Time) or ____ (Time) work on _____ Day?”
Give the presentation script for Critical Illness Protector and Cash Cancer.
The Second policy we can offer is our Critical Illness coverage. According to the American Heart and Stroke Associations, every 40 Seconds an American will suffer from a heart attack and every 40 seconds someone in the US will have a stroke. I’m sure like most, you would consider a Stroke, Heart Attack, Kidney Failure or organ transplant, a Major Health Care Crisis."
"In order to help families survive financially during this difficult time, we can help provide financial protection for these Critical Illnesses, as well as Cancer, by offering lump sum benefits that pay cash from $10,000 - $50,000 directly to your employees during their time of need."
"I’m sure we can agree, taking the financial pressure off an employee suffering a critical illness would be very beneficial."
Provide the rebuttal:
“I want to poll my employees to see if any of them are interested in buying more insurance.”
“Great. I was hoping you would say that. What we normally do is bring breakfast one morning, or lunch, whichever works best for you, and give a brief overview of the Accidental Death Policy, Discount Card, and the needs analysis to determine if there is interest, Would breakfast or lunch be better?”
[“I guess breakfast.”]
“Great, how about this _____ morning or would _______ morning be better?”
What three things do you want to stress that you provide for the business (you get the employer's initials for each of these items).
(1) Tax Savings (2) Employee Goodwill (3) Compliance
What is the decision maker script (30-second commercial)?
"I work with employers in helping them provide valuable benefits for their employees, while helping the company save on their payroll taxes, with no cost to the business. I realize you may be busy. Is now a good time?"
Provide the rebuttals for each:
"I’m not interested."
“My employees wouldn’t be interested.”
“I can certainly understand you saying that having just met me, but I think if you had a few minutes to look at the ways we have been able to help other employers, at no cost to them, you would see the benefit. Is now a good time?”
- AND -
“I understand you feeling that way, but let me ask you this. If you were to find out that your employees did have interest would you be willing to take a look at how we could help them?”
(IF YES…)
“Ok, let’s do this. Give me time to go over it with you and then I will show you the best way to determine if there is interest. Is now a good time?”
Give the presentation script for the Group Term Life.
"______ (DM), unlike other group life products offered at work that go up in price when the employee retires, decreases in face amount, or even terminate altogether; our Group Term Life coverage remains in force to age 100, with the option to be paid up at age 65."
"It is completely portable; when an employee retires they can take it with them and their premiums will never increase nor will their benefit ever decrease."
"______ (DM), the first 50,000 of Group Term coverage is pretaxable which will allow you and your employee to save valuable tax dollars."
"Let me show you how that benefits you and your employees at the same time."
"For example, take a 35-year-old male tobacco user who purchases $30,000 of whole life insurance. If he bought permanent coverage at home, the weekly cost would be about $16.42. He would not receive any tax savings buying it outside of work, so the net cost to him would be $16.42 per week and he would have to pay that premium his entire life to keep the policy in force. However, if he ) purchased $30,000 of Group Term Life through a plan you make available to him here at work, it would only cost him $8.74 a week. He would only pay premiums until age 65, yet the policy would stay in force until age 100."
"Since he is able to pay for it with pretax dollars, it saves him about another $1.75 a week in taxes, making his net cost only $6.99 a week — as opposed to $16.42 a week."
"_______ (DM), that’s a savings of almost $500 per year. Which is a pretty significant amount of savings wouldn’t you agree?"
"_______ (DM), you save tax dollars as well. For every dollar your employees spend on pretax benefits, those are dollars that don’t count towards FICA and other payroll taxes."
"_______ (DM), can you see the benefit of offering this to your employees?"
Provide the rebuttal:
“My employees can’t afford it."
OR
"They won’t buy coverage because they live paycheck to paycheck.”
“I’m really glad you mentioned that. If your employees are living paycheck to paycheck today, then if something did happen to them, like an illness, accident, or even death, chances are they would come to you for help. Isn’t that true?”
[“Yes.”]
“_____ (DM), most employers have found that it’s better to offer employees solutions for just a few dollars a week today rather than face a major problem tomorrow. Do you see what I mean?”
[“Yeah, I guess you’re right.”]
“Great, let’s get started. I have some time next _______ afternoon that I could enroll your employees, or would next _____ morning be better?”
What are 4 qualified status changes?
Any 5 of the following:
(1) marriage
(2) divorce, legal separation, or annulment of marriage
(3) death of spouse or dependent
(4) birth or adoption or placement for adoption of a child
(5) change in employee's/spouse's/dependent's employment status
(6) change in employee's/spouse's/dependent's employment status that changes the employee's/spouse's/dependent's eligibility for employer-provided coverage
(7) dependent no longer eligible because of age, student status, or similar change
(8) court order connected to a domestic relations case requiring coverage for a dependent child under your plan or another person's plan, and the child is actually enrolled in your plan or the other plan as a result of the order
(9) employee/spouse/dependent becomes entitled to coverage under Medicare/Medicaid, or loses coverage under Medicare or Medicate, and increases or decreases the premium paid under employee's health plan
(10) spouse or dependent, if employed, makes a change in coverage under his or her cafeteria plan and employee makes a corresponding change under this plan that is on account of the change under spouse or dependent's cafeteria plan
(11) employee revokes existing group health coverage while on leave under the Family and Medical Leave Act of 1993 (FMLA).