IRTs
main purpose of the “recap”
What is to summarize the value and confirm understanding before asking for the sale?
What is the main goal of the solidification process?
What is to ensure the client fully understands and is confident in their decision, reducing cancellations and chargebacks?
Which type of coverage lasts your entire life and builds cash value over time?
What is Whole Life insurance?
What happens to a Term policy when the term period ends and it is not converted?
What is the policy expires and the client loses coverage?
What is the first goal of the phone call when reaching a lead or member?
What is to build quick trust and let them know why you’re calling?
Which assumptive close is best used when the client has agreed with most of the presentation?
What is “We’ll just start with the basic coverage and you can always add more later”?
What question should you always ask to confirm the client truly values the coverage?c
What question should you always ask to confirm the client truly values the coverage?
What does Term Life insurance provide that Whole Life doesn’t?
What is temporary protection for a set number of years, often at a lower cost?
Which rider allows you to skip premium payments if you become disabled
What is the Waiver of Premium rider?
When confirming an appointment, what should you ask to make sure they will be available?
What is “You’ll be home for sure at 6, right?” or “Any reason you wouldn’t be there at that time?”
When a client says “I need to think about it,” what should you ask immediately after?
What is “Totally understand—what specifically are you thinking about?” or “Is it the coverage, the price, or the timing?”
Name one key phrase to use during solidification to emotionally anchor the coverage
What is “God forbid something happens to you tomorrow—your family is now protected”?
What is Accidental Death & Dismemberment (AD&D) insurance designed to cover?
What is death or serious injury caused by a covered accident?
Can a Term policy with AIL be converted to Whole Life without medical questions?
*DAILY DOUBLE* What is yes, if converted during the eligible conversion period?
What’s the best response if a client says, “I’m busy right now”?
What is “Totally understand — I just need 30 seconds to let you know why I’m calling and we can find a better time”?
Name two ways to increase urgency at the end of a presentation.
What are 1) Emphasizing their eligibility is tied to today’s call, and 2) Highlighting how waiting could cost more later?
What three things should you review to reinforce understanding and commitment before ending the appointment?
What are the benefits summary, the draft date, and who the coverage is for?
What is the purpose of adding a rider to a life insurance policy?
What is to customize or expand the coverage, like adding a child rider or waiver of premium?
What’s a common benefit of adding a Child Rider to a parent’s policy?
What is it provides affordable coverage for children and can be converted to permanent insurance later?
Why is sounding confident and assumptive more important than the words you say?
What is because people buy tone and energy before they buy information — confidence builds trust?
How does the “option close” help you move forward with hesitant clients?
What is by giving them two choices instead of a yes/no, like “Would you prefer the full protection or just the basic to start?”
What should you encourage the client to do immediately after the appointment to further solidify the sale?
What is to tell their beneficiary about the policy and why they put it in place?
Save phone number
What’s a simple way to explain the difference between Whole Life and Term to a family?
What is “Whole Life is like owning your home—it builds value and never expires. Term is like renting—cheaper short-term, but it ends.
What is one major advantage of Whole Life insurance over Term when it comes to building legacy?
What is Whole Life never expires, builds guaranteed cash value, and ensures a tax-free death benefit for loved ones?
What is the 3-step formula for handling a phone objection?
What is: 1) Acknowledge it, 2) Isolate or clarify it, and 3) Reassure and redirect back to the appointment?