OBJECTIONS IN THE GREETING
OBJECTIONS IN THE CLOSE
COMPETITORS
REFERRAL SCRIPT
I hear what you’re saying, but let me ask you a question: Does the idea make sense to you? Do you like the idea of a program like this for [beneficiary]? (Say “I understand” if they say they don’t have the money. Use a disarming, “money-aside” type of tone)
Exactly! You see, the true beauty of the program is that unlike most plans out there, this program will advance your family the entire benefit amount before you pass if you are ever terminally ill. And over 70% of people die of a terminal illness, so there is a 70% chance of your family actually exercising this benefit. During that time of your life, your cost of living WILL skyrocket from medical expenses and the additional care you will be requiring. And if you’re like most families in America, you don’t have tens of thousands of dollars available to take care of something like this, UNLESS you have a final expense program with terminal illness benefits. You with me?
Exactly! And as far as the actual cost of the program goes, its an investment into the future of [beneficiary], which is the main reason we are on the phone today, am I right (client name)? For sure. Now some of the money that you put into the program will be available as cash value during the lifetime of the policy, almost like a separate little savings account that can be a rainy-day emergency fund. So you’ll never lose out, especially with all of the bonuses we are sending you for free, like a prescription card, a final wishes planning guide, a living will, and up to $5000 in additional Accidental Death Coverage. Pretty good, huh?
Exactly! Its an amazing program.
Now, let me ask you this: If [beneficiary] came to you and asked if you would do this for him/her to help him/her with the cost of your final arrangements when you pass, you probably wouldn’t be saying “Let me think about it (or the other objection)”, You’d be saying “Where do I sign up?”, am I right?
(If they say no or are non-committal, you need to confront them in a “give me a break” tone. You’d say: Wait a second, you mean to tell me that if (beneficiary) came to you and asked you to help with this, you wouldn’t?
Exactly! Now that I can understand. You don’t know me, and I don’t have the luxury of a track record with you. So let me reintroduce myself. My name is __________________, and I am one of the top-producing agents here at Senior Life Services. I pride myself on my ability to go the extra mile for my clients, help their family through the claims process, and be available for my clients 24/7. See, I’m not here just to guide you into the program that best fits your situation, but also to hold your hand and your family’s hands every step of the way to make sure you get the most out of your policy.
And as far as Senior Life Services goes, at the heart of all of our success is one simple thing: we get your claims paid to your family when they need it most. That’s all we do, and we specialize in final expense programs. We don’t sell 15 different types of insurance, we work with people just like you, helping them prepare for the worst. We design a product to specifically match your needs and make sure those needs are met.
So, why don’t you do this, [name]. Apply for the (lower death benefit), its only (X) dollars per month and will cover all the basics for you, and as soon as you’re approved, you know you will finally be able to finally check this off your list. Sound fair enough?