THE PLAYBOOK
What are the two things we do really well?
Protect and Invest
How much is the monthly premium in our examples?
$500 per month
What are most clients trying to accomplish financially?
Security and growth
I need to think about it.
Is it the premium or the coverage that you need to think about?
or
What part would you want to think through more?
What is the final question we ask?
How much can you set aside?
or
When would you like to start?
What is the purpose of Step One in the framework?
To understand what they're currently doing and open the conversation about money.
At what point does the client stop making payments?
Year 16, policy is fully paid up
What builds trust faster: explaining features or showing outcomes? Why?
Showing outcomes
$500 is too much
Why do we ask for a budget instead of telling them a number?
Gives them ownership and reduces resistance
What question do we ask to start the conversation?
What are you doing to save for the future?
What is the key moment at year 15?
Cash value & accumulated dividends exceed what the client has paid in
Why is "paid up in 15 years" powerful?
Short-term commitment with long-term benefits
I already have life insurance.
That's great you already have your coverage! This is more about building a living value along with that protection.
What makes this a "safe" way to grow money?
Guarantees, dividend, and protection
What is Step Two and why is it important?
The framework, it helps show how the policy works in a simple, visual way
What is the purpose of showing age 70?
To show retirement flexibility and supplemental income potential
What emotional shift happens when clients see they more than they put in?
They feel trust and excitement
What if I need my money?
Cash value is accessible, you're not locking your money away, you're giving it a place to grow while staying available.
What is the goal of the close?
To help the client make a confident decision, and give them more than the bare minimum we offer
What is Step Three and what is its goal?
Ask for budget, to move the conversation into a decision.
Why do we show age 95?
To demonstrate long-term compounding and the full power of the policy
What is the real value we provide beyond just insurance?
A safe place to grow money with protection
I'd rather invest in the market.
The market can offer growth, but it comes along with risk. This is a safer way to grow your money at minimal risk of a market crash.
Give your best 30 second close using the full framework.
Objection: I just don't know if now is the right time.