Script
3 times people think about life insurance
So Joe and Mary, there are only three times people ever think about life insurance.
1. Is when a close friend or family member dies.
2. Is when we are involved in a major accident or have a major change in health. 3.
Is when somebody like me contacts you to go over this stuff.
Does that make sense? Okay,
Now unfortunately Joe and Mary, two out of those three times, it’s already too late. So while I’m here,
let's go over our need for Final Expense Protection.
3 Power Phrases
Acceptable Answers:
✔ Bill and Mary, I’ve walked into your home as a stranger. Whether you participate in additional plans or not, I’m walking out a friend.
✔ If you give me 1% of your confidence, I’ll earn the other 99%.
✔ What we really have here is the Union Plan for the union man...and his family.
✔ Only two really bad things happen to us in life that we can’t control. Either we die too soon, or we live too long.
✔ Now, Bill, if you were taken out prematurely, I know you would not object to having some extra money for Mary and the children, would you?
✔ As I said before, if I can’t help you, I’m sure not going to hurt you.
✔ The only regret you’ll have about this in years ahead is simply that you don’t have more.
✔ The future belongs to those who prepare for today.
✔ INCOME...most union members feel they’re not going to miss $1 a day, but if they die their family will sure miss their income.
✔ FUNERAL BENEFIT...most members feel it is a lot easier coming up with a few dollars a week now versus having to come up with thousands of dollars later
✔ "You can choose to be concerned about this today OR be forced to be concerned in the future."
Number of Calls to a Presentation
60 calls
Net to Gross Requirements
Agents in their first 12 months must also meet the required net to gross ratio listed below:
5th - 6th months – 84% net to gross is required
7th - 12th months – 80% net to gross is required
18,000 Gross ALP within a 90 day rolling period
or
3 personal recruits released from training
So Basically
So basically, Joe and Mary, here’s the way it works. As I’m going through these benefits, if you’re nodding your head thinking “I can see why they have this set up and why all members are excited and pretty much everyone is doing this,” then they ask you to try to qualify today. On the flip side, as I’m going through these benefits and you’re thinking, “Wow, they really are great, but they just don’t fill a need for me and my family right now,” then they ask you not to try and qualify. Either way, yes or no, that decision does have to be made today during your service period, in fairness to all the other members still waiting to enroll. What they don’t want is for me to get all the way through the program and you tell me you want to think about it. The great thing about the benefits is that they are pretty much a no-brainer; you’ll know at the end whether it’s something that will fill a need for you and your family or not. Does that make sense, Joe and Mary? Are we on the same page?
Scheduling Tip #8
Attempt to set the appointment on the first call. Avoid Callbacks. They are killers of time and the member’s interest declines in exact proportion to the number of times he is called on the phone. If they can’t set for the day you want, then try the next day or the next day. Set them sometime! Take control and help them move their schedule around if need be. What we are doing is IMPORTANT BUSINESS for them!!
1. Docusign - Saw the client on zoom, facetime, google duo.
2. Zoom Signature - allowed client to control the mouse / computer to sign the app themselves.
3. In person - client physically types their own name into the laptop.
Retention minimums
Agents 12+ Months Requires 74% retention
What are the requirements to become a GA?
Team production 90,000 net ALP within a 90 day rolling window
or
Promote a personally recruited Supervising Agent
I want to think about it!
No problem, I completely understand... The only thing is though, like we talked about earlier, they want us to do this on an enrollment basis, like your letter said. They do it this way because they’ve already checked everything out and approved it for all the members.
Our Company is A+ rated, we’re 100% union, and over 20,000 other unions have approved these same programs as well. These benefits have been checked and rechecked, and these are the ones you’re entitled to and eligible for. Right now, the most important thing is getting in on the benefits, but keeping it comfortable. Remember, all of your benefits are member owned, so, if it ever becomes uncomfortable down the road, you can always adjust them. Now, most members are enrolling at this level... is that comfortable, or do you want to adjust it a bit?
Feel, Felt, Found
Let’s say a member says something like, “You know Sam, if you’re here about insurance, you can just forget about it. I don’t want to hear about it.” This is how I would use this response:
“Well you know, Joe, I understand how you feel. A lot of members have felt that way. However, when those members found out about the benefits that have already been setup for them and the other benefits for which they can possibly qualify, they are actually pretty excited about the visit. This won’t take long. My job is just to give you some information and to go over everything for which you may qualify. You can listen to it and you then do exactly what you want. All I need you to do is listen. Does that make sense?”
Average number of referrals needed during a presentation
Bonus Boost
Agents 12+ months can receive a bonus increase based on their retention rate:
74 - 81.99% - Regular bonus
82 - 85.99% - 10% extra bonus
86 - 89.99% - 20% extra bonus
90+% - 30% extra bonus
5 Daily Tasks of a Manager
1. Production
2. Recruiting
3. Personal Development
4. People Development
5. Manage the business on the books
I can't afford it!
No problem, I completely understand... It's tough to get ahead nowadays. Every time it seems we’re just about to get ahead, another bill comes up and puts us back in the hole. But when you look back on tough times, I bet you’ve always been able to make whatever adjustments were necessary to keep food on the table and a roof over your family’s head, right... A lot of times we take our income for granted... We just get up and go to work day after day - and without even thinking about it - we bring home enough money to pay the bills and provide for our family! But we never really stop to think... what would happen - if all of a sudden - you’re gone. Not only are you gone, but that income that we took for granted is gone too - and it’s gone forever. What kind of adjustments would your family have to make without your income, and more importantly, without you here! Sure the $___/month is a small adjustment to make now, ...it is! But it’s nothing compared to the adjustments your family would be faced with if you were no longer here, right? So, wouldn’t you agree, Joe, it’s much easier to make that adjustment now while you’re here?
Solidification
This doesn’t happen very often, but once in a while people discontinue their program, and we end up seeing those same people 2-3 years later and they want to reapply... the problem is - one of two things happen:
1. They’re older and it’s much more expensive. --OR--
2. Their health has changed and they’re no longer able to qualify; they’re permanently uninsurable!
We never want to see this happen to you! So what I’m trying to say, is this $____ a month comfortable for you... Because what I don’t want is a phone call a week or month from now saying you can’t afford it any longer.
This is not a short term fix, it’s a long term solution you’re putting in place for your family. I just want to
make sure I’m doing what’s in your best interest. So is that $____ going to change your lifestyle?... because if it is, let’s go ahead and adjust it right now to be safe!
[ Get Verbal Confirmation & Commitment ]
Ok, if any questions come up or you need to make any changes, promise me you will call me immediately so we can adjust it! Sound fair enough?
Roll a Beneficiary
Now Joe, I don’t know if I told you or not, but last year alone in the state of Florida there was $7.4 million in unclaimed insurance benefits and one way that we maintain our A+ rating through AMs Best is by sitting down with all the beneficiary and giving them a copy of the Freedom of Choice certificate and explain to them how to make a claim, so while I’m out here go ahead and give them a call and I can get them put on my schedule. If they don’t answer leave him a voice mail. The hardest part of my job is calling from an unknown number.
Whole Life Product Names and Min/Max Units
Whole Life - $1,000 - $34,999
Preferred Life - $35,000 - $59,999
Executive Life - $60,000 - $119,999
Select Life - $120,000+
Most Critical Task of a Field Trainer
Lead from the front on production
Rated Risk
This last part is very important, and I must explain this to everyone. One of three things could happen when applying for life insurance; 1. You get approved standard, 2. You get rated, or 3. You get denied. You can get rated due to anything found in underwriting such as high blood pressure, diabetes, heart issues, etc.
If the increase is under $10, we will build it right into your premium, but If the rating is higher than $10, I’ll give you a call first to discuss your options. If declined, all your premiums will be refunded back to you.
Hugh Bells 5 Points of Enthusiasm
1. Expose yourself to enthusiasts.
2. Let yourself go.
3. Be an actor.
4. Speak with emphasis and conviction.
5. Be sincere.
Ask for Insurance Referrals
So Joe, we set you up with ____, we also set you up with ____. What I would like to ask, did you find value in what we did for you today? I have a very important question to ask you, if you could rate my presentation on a scale of 1 to 10, 1 being the best and 10 being the very best, what would you give me? Now if you could help me brainstorm anyone else that you think could benefit from this program, maybe your mom? With you permission, we can get your phone out and shoot them a call. The hardest part of my job is calling from an unknown number, if they don’t answer go ahead and leave them a voice mail.
How much does a child rider cost, what ages are covered, and how many children does it cover?
This term rider covers the Insured’s children, stepchildren, and legally adopted children age 18 or under named in the application. Children born of the Insured’s marriage are covered at 15 days of age. Children legally adopted before age 18 will be covered on the date of adoption. Coverage on a child expires at age 21, or if earlier, age 65 of the Insured. The minimum death benefit per child is $1000 and the maximum is $10,000. Conversion is available to expiry on each child for the amount of the death benefit; however, on the date of expiration the convertible amount is 5 times the death benefit.
What are the 5 Levels of Leadership (according to Maxwell)?
1. Position
2. Permission
3. Production
4. People Development
5. Pinnacle