Final Expense Sales Script That Made Me Six Figures (Full Course)

0:00 So, in this video, I'm going to break down and give you a complete walkthrough of the script that has helped me sell over $550,000 of final expense life insurance on my own pen as a life insurance agent my first year. And this script helped build an agency where we've done over $8 million in sales. I'm going to give you guys the exact walkthrough. I'm going to share with you exactly what I'm doing and basically give you a mini course. not only just give you the script, but I'm also going to explain how to do specific things so you can just duplicate my results. And I promise you, if you go through this, you'll be better than most life insurance agents. You'll know exactly how to underwrite. You'll know exactly how to ask good questions, and you will make more money selling life insurance with a proven script that works. Watch to the end. It's going to be some valuable stuff. And ultimately, this is how you sell life insurance at a

0:47 really high level. Enjoy. Comment below if you want more like this. Love you guys. is giving you all that I have for free. So, make sure you like, comment, and subscribe. Let's jump in. So, guys, using the PDF and the script that we have built out for you, I'm going to go through one of the most important parts of the sales process. That's going to be the introduction. So, I'm going to share with you guys and walk you through how to go through the intro and ultimately just the principles when it comes to selling final expense over the phone on why the introduction is so important. So, we have our script pulled up here together. We're going to just go through it really quick together and then we're going to kind of break it down. So, first thing is the intro. So, how it goes is, "Hey, hey, Miss Betty. This is Peter. I'm just getting back to you in regards to the request that you sent in on the internet. It shows here

1:32 that you listed your daughter as the beneficiaries. Is that correct?" They're going to say yes. Okay, great. And then, do you have any current life insurance in place today? If they say no, you're going to go with the no response. And if they say yes, you're going to progress to the yes response. Now, let's say she says no. Okay. And it shows here that you don't, as you mentioned, have any coverage in place. Were you looking to leave something behind for like the family or you just trying to cover the burial expenses? They say they do not have any current life insurance. Now, if they see that they do have life insurance, then you're going to say, "Okay, well, it shows here that you do have some life insurance in place. Were you just looking to add on to what you currently have, or you just trying to find something a bit more affordable? What were you looking for?" Then if they say they do have coverage, then we're going to go ahead and we're going to break

2:18 down and dissect their current coverage. Okay? Because we have to figure out where the value is. I'm going to teach you that here in a second. Where is the value? But if they already have coverage and you're going to be like, "Okay, gotcha." And you know, who did they end up putting you with? How much coverage do you have in place? Were they making you pay like how much are they making you pay for that? And is there like one of those two-year waiting periods? And then if yes, if no, responses and then we go into how it works. So, let's just dissect the introduction. Why is the intro important? The intro, it's very important to understand who are you speaking with. The intro, you are calling out to a lead. They have their guard up. You, you know, they probably had 50 calls today. It's your job as the agent to lower their guard. Okay. And how do you lower their guard? So, the intro first must have a smile. They must

3:04 feel your warmth in the beginning. If you just answer, "Hello, who's this? Hey, this is just Peter." with no smile, their guard will continue to remain up. So your goal in the beginning is always to lower their guard with a smile. So hey, so listen to without a smile and with a smile. Hey Miss Betty, this is Peter. Just getting back to you in regards to the request that you sent in on the internet. It shows here your birthday is 44 57. Is that right? Is that correct? Versus, hey Miss Betty, this is Peter. I'm just getting back to you here in regards to the request that you sent in on uh on the internet. It shows here that you listed your daughter as the beneficiary. Is is that is that correct? Okay. So, you can hear the difference in my tonality. I'm always

3:50 trying to bring their guard down. So, rule number one of intro is smile and bring warmth to the phone. A lot of people say like, "Oh, sound like you don't like your job. Pretend like you're not interested." Don't do that. No, they need to feel your love and your warmth in the beginning. And the smile is the easiest way to do that. Now, the next part of the intro that's important is letting them know where you called. Hey, this is Peter. Um, I saw that you filled out a form, you know, on Facebook or on the internet or um, you know, on Tik Tok, wherever you generate your leads or buy your leads, make sure you know the platform, so you can fill in this box here, the internet. Then, typically, your lead card should have some type of information like a beneficiary name, a height and weight, a birthday, whatever the lead card comes with. Make sure you use that because you want your client to know that you're not just calling them randomly, that you have a reason that

4:36 you're calling them. And the way that you do that is you bring up information that only you would know. Okay? If you know that their birthday is 55, then they be like, "Well, I had to fill out something, right?" So, you always want to lead with some type of information. Now, you might ask, Peter, what do you do if they're like, "What is this about? Why are you calling?" Yeah, you just remind them what they filled out with information that you only have. Okay. So, if you're calling someone who filled out a two-month old lead and they're like, "Well, why are you calling? Don't make sense." Well, yeah, Miss Betty, about, you know, a month and a half ago, two months ago, you filled out a request. You put that your favorite color was, you know, indigo. They're going to be like, "Oh, yeah." So, when people don't know why you're calling, it's very, very important that you remind them of that, hey, I have

5:21 your lead card, specifically your lead information. Um, no one else could have this information except for me. Okay? So if your marketing team doesn't have any way to get that specific data, you probably should look into your marketing. But that's for a different topic in this video uh in this in this course here. But ultimately, yeah. So why are you calling? What is this about? Who are you with? Yeah, this is in regards to the request that you sent in on the internet for our life insurance programs. Uh it shows here that you listed Samantha Greenwood uh as the beneficiary. Is that right? Oh yeah. So now that you've reminded them, they know why you're calling, their guard has been lowered. Then you're going to regress into understanding the value of the intro. Okay? Then you're ask great. And do you have any active current life insurance

6:07 in place today? Why is that important? Because the value changes. If someone doesn't have a policy, then you know that they have a different value proposition. They're either doing three things. trying to leave a gift behind to their loved ones. They're trying to cover a burial or they're ultimately um just trying to make sure that their, you know, cremation is taken care of. There's typically three angles of value when someone does not have coverage. So, if they do have coverage, then they might not need to have their burial expenses paid for. If they already have a $20,000 policy, they already have enough for their final expenses. So, that's why your value is impacted depending on if they do or do not have coverage. Does everyone see that? So, if someone does have coverage, it's going to be a little bit different here. You're actually going to get the policy information. Okay, let's break that

6:52 down. So, if someone does have coverage or let's go back up here. If no coverage, okay, and it shows here, like you told me, you do not have any coverage in place. Were you looking to just leave some behind for the family or you just trying to cover the burial expenses? You're always asking questions so they can admit what they are looking for. The goal again in the first 30 seconds is to lower their guard with this smile. But number two, it's to find why did they fill this out and what are they looking for? Okay, it's why are you even speaking to them? And when you can get them to tell you, hey, I want to make sure that when I die, my burial expenses are paid for. Then you have a position of value on how you can help them. Now, if they're like, I don't need anything. I'm not calling for anything. Wrong person. Again, I don't care how good you are at selling. They actually

7:38 didn't fill it out and they actually don't want anything. There's no need. There's no value. They're not going to buy. So, we're trying to figure out where is the value in the first 30 seconds. Now, going on deeper into the process here is let's say you ask someone current life insurance in place right now and they say, "Oh, yeah, yeah, I do have coverage." Then our value changes. Now, here's why. If someone already has a 30 or $20,000 policy, then they don't need their burial expenses. They might have a different position of value. So, and it shows here you do have some coverage in place where you're just looking to add on to what you currently have. Miss Betty, or are you just trying to find something a bit more affordable? Okay, so we're always asking two questions. When they don't have coverage, are you looking to leave something behind for the family? Trying to cover the burial expenses? Two questions. If yes, coverage, are you

8:24 looking to find something more affordable? Are you trying to add on to what you have? Because if they're trying to add on, our discovery, what we're going to learn here in a little bit, is going to change. If they're trying to find something more affordable, then I know that the value is to find them something more affordable. Okay? Because if they already have a policy for 50 bucks for 12,000 and I can only get them 12,000 for 80 bucks, they're going to buy. Absolutely not. Because there's no value. And what we're going to learn here is all about value selling. Selling to solve problems and bringing people value. Okay? So when they tell you, "Hey, were you looking to add on here or are you trying to find something more affordable?" And they're like, "Well, I'm looking for something cheaper." Okay, gotcha. And who do they end up?

9:11 We're going to go ahead and get their policy information. Who do they end up putting you with? Well, I'm with Mutual of Omaha. Okay, great. That's so awesome. And how much coverage do you currently have in place with Mutual of Omaha? Well, 12,000 is what I have. Okay, lovely. And um how much they making you pay for that 12,000? Uh I'm paying $81 a month. Oh, wow. $81. That's kind of high. And is there one of those two-year waiting periods? They might say, "Yeah, that's they they did put me in a two-year waiting period." Oh my gosh, why did they do that? Do you have cancer? No, they just said, "With my diabetes, I need I have to have a two-year waiting period." Oh my gosh. Wow, Miss Betty, would it be helpful if I could find you something without a 2-year waiting period? She might say,

9:59 "Oh, absolutely." Yeah. So now, so it sounds like if you're looking for something cheaper and you can also find something without one of those 2-year waiting periods. Is that right? Okay. So then you've established the value. Okay. I'm going to take you guys into a little bit more in depth. So for example, I use a software. It's called insurance toolkits. I'm not promoting or sponsoring. You can use any toolkits. But if you're a broker like myself, um, let's say Miss Betty tells you she has a $12,000 policy and she is, let's say she's born in 1966. Okay? And you can see, let's say she told you earlier her $12,000 policy was $80. But I can see that I can put her with any of these companies here, Mutila Omaha, Baltimore Life, Transame,

10:46 saving her $40 or more a month and getting her out of a 2-year waiting period. Do you think she would buy a policy? And the answer is easy. It would be a yes because I could bring her value. So when you're in the script, in the first beginning of the intro, you always want to ask, you know, what are you looking for? Are you looking family? Are you trying to leave money behind to your loved ones? They don't have coverage. Or if they do have coverage, are you trying to find something cheaper, or are you trying to find something, you know, at a better price? And then always get the policy information. So let's go back to the script here. Let's us dissect this one more time so we always know what we're looking for. Again, if they do have coverage, you're always going to get the policy information because you're trying to dissect the value or the angle of value. And if they don't have any coverage, are you looking for something

11:31 behind for the family or try to cover your expenses? And amongst that, you're always smiling, lowering their guard, and getting to like you and providing information about, hey, I actually have your lead card information. I'm calling you for a reason. I'm just trying to help you. Okay, so that is the intro. Just the beginning. We'll dive a little bit deeper here as we go into how we work. But the goal in the first intro is to figure out what are we doing here. Okay, there's four things. Number one, are we getting a burial policy? Let's write this down. Burial policy. Are we going to leave a gift? Are we going to go ahead and save money slash better policy or are we ultimately going to add

12:18 extra? Okay, because they don't have enough. And if you can figure out that in the first 30 to 60 seconds what the angle of value is, it's going to progress into the rest of the script easily knowing, hey, this is what they're looking for. Can I help them? Can I provide them value? And if so, they're going to buy. So that is the intro. Let's go into how we work. So, now we're going to jump into how we work. So, previously we just learned finding the angle of value. Now, once you've gone through the intro, you've established that, you're going to go into the how we work section. This is a really, really simple section. So, not going to be a lot of time here, but I want to share with you what we're doing. Basically, we're explaining to Miss Betty, our client, hey, here's the process. Here's what we do, and here's how we're going to help you. Now, this is this is um built for a brokerage like

13:03 me. We shop the market for finding clients, the cheapest plans. So, if you're not a broker agent, you might not be able to say how we work. So, you might have to change this portion. But ultimately, here's what we do. And this is the benefit of being a broker. Okay? So, I want you to understand this before we actually go into it. As a broker, I have access to all these different products. Mutual Omaha, SPLI, Corbridge, Baltimore Life, American Emicable, CBS, Etna, um, Transame. Like, I have access to sell all these products, okay? Which allows me to be competitive at the marketplace. Like, you can just see right here is that for a 10,000, $12,000 policy for a 50-year-old female, the prices vary. For Mutual Omaha, it's $36 all the way down to the most expensive,

13:49 which I'm seeing here, is $66 for AIG. So, what do you think is going to be most helpful for your clients? What do you think is going to bring them the most value? That's finding probably the cheapest policy, especially when you're speaking to seniors who are on fixed incomes, who are, you know, on social security or disability. They're really conscious of the price and they're conscious about like waiting periods. So, what I want you to know is that if you have great products, this is going to make it a lot easier for you to sell. And we'll dive a little bit deeper into it, but ultimately, um, how we work section is really important. So, cater this to how you actually work inside of your own agency or own production or IML or VR. But how we work is this. Okay. Now, Miss Betty, uh, how we kind of work is that we just specifically help seniors find the most affordable and

14:34 reduce rates that they may qualify for statewide. Okay? And the way that we're actually able to do that for you is that we work with all 26 companies here in the state. And my job is to help you find that most affordable plan that you may qualify for as a senior. Okay, your tonality here is all around being a professional. It's straightforward. It's direct. You are just setting the table. You are letting Miss Betty know, "Hey, I'm going to go ahead. I'm going to shop the market. I'm going to find you the cheapest rate and basically help you find the most affordable plan." Does that sound good? She's going to say yes. And then you're going to move forward. Now, how we work here, if you're not doing a good job with the intro, a lot of times, I'm going to add in a little nugget for you here. If you're moving people in and how work like, "Hey, call me back." In the beginning of your

15:19 intro, little side note I want to add in here. Intros are not to set appointments. Intros are not to go out there and say, "Oh, yeah. I'll call you later." Buyers are liars. So, if you're taking them to the intro and then you're going to how we work and they're like, "Okay, well, can you do this later? Can you call me tomorrow? Can you can we set schedule an appointment?" You don't want to just end it there. You want to push through the intro. You want to make sure that you can go ahead be like, "Absolutely. I can call you later. What time works well for you and move forward? So, you don't want to set an appointment. You don't want to be a professional appointment setter for final expense clients. If you are, you're going to get hung up on and ultimately um they're not going to show up to their appointments. Move forward with confidence and take control of the situation. And then after you do that, we're going to go into the medical questions. Okay, let's jump into the

16:05 medical section of the script so you can learn more about how to do that and how to underwrite. So, now that we've gone through the medical section, it's time to dive into the credibility section. Uh, this is basically you establishing yourself, giving them the confidence they know who you are and they can look you up and it's ultimately with the way the world selling life insurance over the phone. Um, it just builds trust. This is all the credibility does. It's really simple. It's direct. Share with you a key few pointers that are really important. Um, but I do want to make a quick note here for the medical section. In the medical section, as you guys just learned, one of the biggest mistakes a lot of new agents make that I want to share with you. When you're here in the medical section, you need to understand exactly what company and carrier or product that you're going to sell them. So, before you move from the medical

16:52 section into the credibility, you need to have in your mind like, hey, I'm going uh I'm going Mutuala Omaha day one coverage or I'm going American General 2-year waiting period. Whatever product you sell, you must know exactly at the end of underwriting where you are going. Too many agents make the mistake of under not underwriting appropriately and then they're like really confused. They're concerned. They don't know and then they have all this doubt. So when they go into the close, the client's like, "Is that actually the best product?" It's because they don't know how to underwrite. So huge, huge mistake is the underwriting section here. But now that you've established the underwriting, so you ask the last underwriting question, let's say you know you're going to American General because they have cancer. you're going to go directly into the credibility part of the script and that's what I'm going to share with you guys here briefly. So before we jump into it, it's just really

17:38 important to me, Miss Betty with the way of the world that you know exactly who you're speaking to. So you know with the way of the world today. So I just want to share some of my personal information. Do you have like a paper or a pen? So if they say yes, let them get the paper or pen. People who are buyers will typically do the things that you want them to do. So, if they say yes, go ahead and go ahead and get that because if they can write down your name, if they can write down the quotes, if they can write down your information, higher likelihood, higher commitment, and just signs that they're going to go ahead and move forward. So, little signs like that will be little indicators like, "Okay, this person probably has a problem and that they're going to buy." Okay? Now, if they say, "Oh, no. I don't have one right now because they're grumpy or just tired or don't want to get it." Then it's your responsibility to use what's on the screen here. It says, "Well, go

18:25 ahead and grab one for me. I'm sure you want to be able to write down some rates as well. Period. Okay. So, you're taking control. This is where you establish that you're in control, that you are helping them, that you are the one that's leading this conversation, not them steering the horse. You have to take them through the sales process. And if you don't, they're going to take control, and they'll never make a a decision. So, when Miss Betty says, "Oh, no. I don't I don't have one of those." Okay. Well, go ahead and grab one for me, Miss Betty. I'm sure you want to write down some of my quotes uh here as well. Okay. And then she'll go ahead and grab one. And that's like a little red like little green check mark knowing hey I moved her with my words here. Could probably move her with my words at the end too. Okay. So here's what you wanted to write down. So first and foremost my last first and last name write this down is Peter Roberts. I also want to give

19:11 you my personal cell phone number. This is my personal number. You can call me, you can text me at any time you need something. Just want you to know here, Miss Betty, I'm always going to be here for you and your family. Okay? And that number is 1 2 3 4 5 6 8888. Okay, write that down. All right. And lastly, the state does require I share with you my government lookup identification number with this number. It will share with you with the state that I am licensed. Been through all the background checks, but most importantly, I have all the credentials to be speaking with you upon this today. That number is 19506255 or something, whatever your NPN number is. This will establish a portion of credibility. This will allow you to uh ultimately set the frame of hey, I'm the expert here. I have the credentials. I'm going to be helping you. I'm the

19:57 professional. Let's go into the discovery. So, we're going to progress. We've gone through the intro. We've gone through the medical section. We have just established credibility. Now, it's time to actually start tackling the sales portion of the discovery. So, let's go ahead and jump in there next. So, let's go through the medical questions of the script. Um earlier we walked through how to enter into the insurance toolkits. Um this is a really really important part of your script. Again, uh this is you becoming a doctor. This is basically the client virtually over the phone sitting in your doctor's office and you diagnosing them with their problems and understanding where you can put them in the best position. Okay. So overall tonality and shift that you need to have in this section is that you're an expert, that you're quick, that you know exactly how to help them,

20:43 and that you do, you know, you sound wellversed. Okay. Okay, the minute they say, "I don't know what that is." Or, "I'm not sure. COPD. I'm not really what is the name of that medication." And there's doubt like lingering, it's going to hurt your credibility throughout the sales call. So, let's go through the medical questions. Again, you want to make sure that you um as you are going through your medical questions that you have a separate window up or a separate computer and you're entering the information that you get. So, when you ask the medical questions like, "Are you a smoker or have you used any type of nicotine products in the last 12 months? What's your height and weight?" and they tell you that, you want to put that in there. You're going to put male, you're going to put the state that they're in. Let's say they're in Pennsylvania, you know, let's say they're 55 and they told you the height was 511, 200 lb and that they um currently do not use smoker, then you're going to answer it. Okay?

21:29 So, as you ask the medical questions in the script, it's important for you to also enter them into the insurance toolkits so that you are, you know, being smooth, you're being swift, and um you're knowing how to underwrite them at the same time. So, let's go through it real quick. I'm going tell you I'm going to teach you guys how to like pair questions together, but ultimately um how to go through the medical question. So, the beginning is pretty simple. So, I see here that you know see how I can best help you here, Mr. Jimmy. Um are you a smoker or using any nicotine or tobacco products in the last 12 months? They can say no. Okay. What is your approximate height and weight? Okay. And it shows here your birthday. I got your age as 56. Is that correct? Okay. Perfect. Then we're going to jump into question four or five. We always want to group questions when we can. Okay? And

22:15 any heart attack, strokes, cancer before, any lung disease, COPD, asthma, inhalers, or respiratory problems, anything like that. So again, if they say yes to any of these questions, we need to, you know, make sure that we put them in the toolkit. So if they say, I had a heart attack in 2021, you're going to go back to the toolkits. You're going to put heart attack. Okay. here, heart attack and 2021. Okay? And then you're going to hit next and you're going to hit no. Okay? And then no. Okay? Same thing if they tell you that you had they had a stroke, they're going to put them in there. Same thing if they told you earlier too that they have COPD. Okay? So if they say yes any of these questions, you want to dive deeper. You want to understand, okay, when was a heart attack? When was the stroke? What type of cancer did you

23:00 have? When was the last treatment? Kind of what we went through earlier in our underwriting section. Okay. Then we're going to jump into, you know, question five. If they say they have lung disease or COPD, it's important to ask if yes to question five, asking if they're on any oxygen or they're currently on any inhalers. Okay, so let's go through question four and five together one more time. So any heart attack, strokes or cancers before any lung disease, COPD, asthma, inhalers, or respiratory problems, anything like that. So the goal is to be smooth and rapid. And if they say yes, then you're going right here, boom, into insurance into insurance toolkits and you're going to be entering the information they provide for you. Cool. Let's go into question number six. Question number six is about diabetes. Now, if it's a diabetes lead, you're not going to ask them, "Do you have diabetes?" We know that they already have diabetes, but if they are a

23:45 non-diabetes lead, then we're going to figure out, you know, if they have diabetes, yes or no. So, let's say we already know that they're a diabetic because of the lead form. Okay. And it shows here that you were diagnosed before the age of 50. Is that correct? Before or after? Okay. And are you currently taking insulin or metformin? Oh, I'm taking insulin. Okay. So, if they say insulin, you're going to put the diabetes on here with no complications. And then you're going to put on here um insulin use. Okay. What age did you start taking the insulin? Let's say it's 24. And then hit next. Next. Next. So, right now we know that they're a diabetic and they're taking insulin. Okay. Then we're going to hit quote. Then in the script you know what we're going to go through is okay any complications so far any neuropathy any retinopathy any diabetic coma any

24:32 amputations these are the complications as we went through and trained on before neuropathy is the nerve damage retinopathy is the eye damage diabetic coma or amputation is losing of a limb okay so make sure that you remember those as well now they might say that they have no complications but they might then tell you do you have ever ever used you by chance been given any gabapent pentin or lico. So if they're a diabetic and they say yes to this, then you know it's for neuropathy. So yeah, I'm taking a little bit of gabapentin. So what you're going to do is you're going to put gabapentin on here and you're going to put that for is is that just for a little bit of tingling in the hands and feet. If they say yes, then you're going to put the neuropathy and then you're going to hit continue. And now now they have diabetic neuropathy. Okay. So it's important

25:18 again to remember that the medications right here gapen or lica will um reveal medical conditions. Okay. So just to break through this again you know are you currently taking insulin or metformin you want to get that are you currently have any complications like any neuropathy any retinopathy any diabetic coma or any amputations and then you need to ask about gabapentin or lica for nerve blockers. Okay. So, um really really important um to to understand that as well. Now, Royal Neighbors of America, they don't take any insulin use. Okay. You cannot use Royal Neighbors of America, you cannot have insulin, okay, to get day one coverage. They recently just moved this. No insulin. So, let's go ahead and include that.

26:04 Okay. Is allowed at Royal Neighbors of America. Okay. Really, really important. It's one of their knockout questions that they just added. Okay. So once you go through the diabetes questions, then you're going to go through um any anxiety, depression, schizophrenia, anything like that. Okay? Any kidney disease, any liver problems, any dementia, Alzheimer's disease, treatment for any memory loss. You're going to be group grouping seven and eight together, nine and 10 together. Again, speed is important here. You want to always move the ball forward by going through with speed. Okay. Now, I want to give you some some tips here. If someone's like, you ask them, are you on any anxiety, depression, schizophrenia, anything like that, or any kidney or liver problems? they say, "Oh, yeah. I have I'm on depression." Then what you can do is you can be like, "Okay, are you taking any medications like Zolaf? Are you taking any medication like um Prozac? Are you

26:49 on Duloxitine?" Again, you guys want to study your medical sheet that's available for you in the important documents. But this is how you become a doctor. You are able to let them know the medications they're taking. you're able to predict the medications and you can frame yourself as a fullon doctor by just saying are you taking that for are you taking Prozac are you on quitene are you on um you know Zolaf and if they say yes then you go ahead again and just enter in those medications here Zolaf put Zoloft on there you hit that as depression and now you just boosted your level of credibility and uh you're going to frame yourself as the expert so let's Let's go through 7, 8, 9. Any anxiety, depression, schizophrenia, any

27:34 kidney disease, any liver problems, any dementia, Alzheimer's disease, or any treatment for any memory loss? They say yes, then you're going to go ahead and put that on. But that's exactly how I ask it. I would say stop and just just remember this. If you need to listen to how people do the medical questions, listen to our agents in the call reporting and listen to their s their their their sales calls who've been doing this. It's smooth. It's crisp. And just study those calls uh as you learn this. So, let's put it all together so far uh in the end here, but let's go through the last section here. Any dementia, Alzheimer's disease, any treatment, any AIDS, HIV, ARC or any alcohol or drug abuse? If yes, put it on the toolkits. Then you're going to go ahead and get the medications and are you currently taking any heart medications like lecinopril, amloopene, tovastatin, anything like that? And if

28:20 they say yes, then you're going to ask about okay, gotcha. And are you taking any water pills like fioamide or lasex or carvdalol anything like that? So again you were spitting off medications to build credibility to allow yourself to you know frame yourself as the expert. It's really really important. These medications too are basically congruent to congestive heart failure. So if they're on a ton of water pills with a ton of heart medications then it's going to reveal to you that they have congestive heart failure. So that's why we want to always ask about these medications. Okay. So then you're going to go ahead and get a ton. You get all their medications. Then you know are you currently taking any other medications? You want to get as many medications, any lists, any you know prescriptions that they have. You

29:06 want to gather as much information as possible so that you can put that on your toolkits. And lastly, you're going to ask about CO 19 in the last 60 days. And then you're going to ask about any recent surgeries or hospitalizations in the past two years. Okay. So, let's go through this together as if I were doing it with a client. Okay. So, now to see I can best help you here. Johnny, are you a smoker or using any type of nicotine or tobacco products in the last 12 months? Okay. No. Okay. Awesome. And what's a good, you know, approximate height and weight for you? Okay. 56 200 lb. Perfect. And it shows here your birthday is 211 of 1955. Is that right? Okay. Got that. Well, and then Johnny for you. Any heart attack, strokes, cancers before? any lung disease, COPD, any asthma, inhalers or respiratory

29:52 concerns, anything like that. Perfect. Okay. And uh you did mention that you did have the diabetes, you were diagnosed before the age of 50. Um is that correct? Yep. Okay. Also, are you taking any insulin or you taking metformin? Oh, you're on the insulin. Okay, gotcha. And any complications like any neuropathy, retinopathy, diabetic coma, or any amputations? Okay, great. And then by chance, did they ever give you any like nerve blockers like Lica or Gabapentin? They didn't. Okay, perfect. Now, any anxiety, depression, schizophrenia, anything like that? Or any kidney or liver problems by chance? Nope. Okay, awesome. And then any dementia, Alzheimer's, treatment for any memory loss, any AIDS, HIV, ARC, any alcohol, drug abuse history, anything

30:38 like that? Okay, perfect. Okay. Okay. And are you taking any heart medications like amloopene, leinopril to I cut out only me therefore it says are you taking any leinipril amooptopene or tovvisatin anything like that? If they say yes okay perfect. Are you taking any water pills like ferosomide, lasix or carvdalol? They say yes. Okay. Any congestive heart failure by chance? Yes. Okay. Then they say they are not taking any medications. Okay. What medications are you taking? Okay. Perfect. And you know any co last 60 days by chance Mr. Johnny? Nope. Okay, great. And any recent surgeries or hospitalizations in the past two years? Anything like that? Nope. Awesome. Well, Mr. Johnny, this is looking great for you. Sounds super great. I'm going to go

31:23 ahead and, you know, move on to the next section. So, that's important. It's important to remember that you never want to shame them or make them feel bad for sharing the medical. You always want to have a positive light and always build them up when they share with you the medical information so that they feel comfortable with you moving forward. So this is an important again at the end of this section. Okay, this is so crucial. At the end of the medical questions, you need to know exactly what company you are going with. You need to know exactly, man, I'm going SPLI. I'm going to hit compare and boom, I am ready to jump into the next portion of the script. So we're going to go into the discovery section. This is really the most important section of our script that we're going to be spending the most time in training teaching you and I need you to understand as you come prepared

32:10 into day one. Okay. So discovery is going to be broken down to three questions. This module number one is going to be question number one. I want you to understand what is the goal of question number one and what you are looking for in question number one. Okay. So after we've done the credibility, we're going to go ahead and we're going to go right into question number one. Question number one is this. Okay, you can see it's highlighted. Now, enough about me here, John. Kind of like feel me. What had you motivated to start looking around for some life insurance? Now, okay, so this question you're going to deliver with curiosity. Our goal is to help them like we're just trying to figure out why did they start looking around for life insurance. So, I'm going to go ahead give you that question one more time. So, question number one is now enough about me. Kind of like fill me in. What had you motivated to start

32:56 looking around for some life insurance now? Okay, so this question very curious, open-ended. You always want to use this word motivated. And few things here that I want you to understand about the discovery. Number one, stick to the script. You're never going to change this question. You're never going to try to implement a new question. Always stick to question one. Okay? But I want to help you understand what is the goal of question one. What are you trying to get? You are trying to get, if you can scroll down a little bit, you can see our goal is to get the client to open up and tell you that they are looking to cover or leave money behind to their family. Question one is all about getting a clear why. Why are

33:42 you looking for life insurance? Okay. Now, if you don't get that clear why, your job is to use these filler questions to open the prospect up to eventually get to the goal of what you were looking for. Okay? So, let me give you an example. So, for example, I asked John, "Now, enough about me. John, kind of fill me in. What had you motivated to start looking around for some life insurance?" He tells me, "Oh, I'm just getting older." Okay, one thing that we're always going to do throughout the question one, two, and three, write this word down and highlight it. It's a mirroring. So, anytime that the prospect tells me something, I'm going to start my first

34:30 sentence with his words. Okay, that's called mirroring. Okay, let's backtrack a little bit. Let's put this all together now. Enough about me. John, kind of fill me in. What had you motivated to even start looking around for some life insurance now? Well, I'm just getting older. I want to make sure everything is taken care of, he says. Okay, I'm going to mirror that back. Okay, gotcha. So, you're just getting a bit older and you just want to make sure that everything gets taken care of. Is Is that about right? Yeah, that's about right. Okay. Well, kind of fill me in. when you say you want everything to be taken care of if the client does not open up. What do you mean by that? Well, he says, "Well, I just want to make sure, you know, I

35:16 got everything in order when I die." Okay, we still haven't got him to say those magical words that we're looking for. So, we're going to mirror it back and move forward. Okay. You just want to make sure that you got everything in order when you're when when that time comes. Is that about right? And kind of feel me. What's the goal of the life insurance, John? What do you want to make sure gets taken care of? Well, I just want to make sure that when I die, my burial expenses are taken care of. Ding, ding, ding. That is what you were looking for. Oh, I gotcha. So, you just want to make sure that when you die, all of your burial expenses are completely taken care of. Is that what

36:02 I'm hearing, John? Boom. Now remember this, when you get the clear goal, that gives you permission to go to your question number two. Okay? But question number one is all about sticking to what is the goal? What do you want to make sure gets taken care of? And ultimately, if they give you the answer, then you can progress. But if they don't, you have to open them up to get the answer that you're looking for. Okay, let me give you another situation. Okay, let's do this. So, let's ask question one. Pause. You do it. Ask me the question. Okay. So, you said now enough about me. Kind of fill me in. What had

36:48 you motivated to start looking around for some life insurance? Now, some people are going to say this. Well, I just want to make sure that when I pass away that my husband and my kids are not stuck with my burial arrangements. I want to make sure that they're not left with that bill. Okay, that's great news for us. We don't need to open them up. We don't need to ask them a deeper question. They gave us the answer that we're looking for. So that what we can do is Oh, I got you. So, you just want to make sure that when you pass away, your husband and your kids are not stuck with your burial expenses. Is that about right? When you get the answer that you're looking for, you can then go on to question number two. Okay? So, that's

37:35 what I really want you to understand about question number one. What is the goal of question number one? What are we looking for in question number one? Write that down. Remember this. This is going to come up often. What is the goal of question number one? The goal of question number one is to make sure that you get a clear answer. The client admits why they're looking for life insurance. And that why is that they want to cover their burial expenses or leave money behind to their loved ones. Our goal is to get that clear why. I can't stress that enough. Okay? And if you don't get the clear why, you as the agent must ask deeper probing questions to get them to admit, well, when I die, I want to make sure that all my variable expenses are taken care of. Cool. When

38:21 you get that answer, you can move on to question number two. And we're going to go ahead and break down question number two now. So, now that we've gotten the prospect to admit they are looking to cover their burial expenses, now that we've got that clear why they are looking to cover their burial expenses, our goal is to now go on to question number two. Okay, for this situation, I'm going to basically just break it down as let's say they do not have any coverage in place. Okay, so question number two is split off into if they don't have life insurance or if they do have life insurance because the value is going to be different. This situation for question number two, let's assume that they do not have any current life insurance. This is typically one of the easiest pro problems to solve because

39:06 they don't have any coverage in place. Okay, let's go ahead and break this down slowly. Okay, prospect has just told you that they when they die, they want to cover their burial expenses. Now, what we're going to do is we're going to go through question number two. Say, question number two is this. Okay. And God forbid and if something happened to you and you didn't have that coverage in place, Miss Betty, who would be responsible for sitting down with the funeral director, planning all the arrangements, and ultimately paying for your burial expenses? Okay, you're going to get a name. Okay, this is what I call getting the target on someone's back. Let's put that in there. Target on someone's back. Okay, why is this important? Okay, because in order to get the in order to buy life insurance,

39:53 someone has to almost suffer or go through some type of pain. Okay, so when you get the name, you're going to put the target on someone's back. Okay, so let's go ahead and put this all together. Okay. And god forbid if something were to happen to you and you didn't have the coverage in place, who would it be that would be responsible for, you know, sitting down with the funeral director, putting all the arrangements, and ultimately paying for your burial expenses, Miss Mary? Oh, it' be my husband. Oh my gosh. It'd be your husband. Wow. And And would your husband be in a position where he could come out of pocket 10 to $15,000 for your burial expenses? Oh no. Oh my gosh. He couldn't. Wow. So, what would that look like? I mean, what would he have to do?

40:38 Would he have to raise money, knock on doors, start a goof filming? I mean, what would your husband have to do? Well, it's going to be really difficult for him. Okay. Wow. And when you say it's going to be difficult, what do you what do you mean by that? Well, he don't have the money. He's on disability, so he's going to have to probably get a loan from the bank. Oh my gosh. So, he's on disability. He doesn't have the money and he's probably going to have to get a loan from the bank. Wow. And do you feel like he could get approved for a loan or what would that look like for him? And then you can keep diving deeper. Okay. So, I'm going to break down this a little bit more in depth. Okay. So, you're basically asking who's the one that's sitting down at the funeral home playing for all the

41:24 arrangements and ultimately paying for your burial expenses. Then the prospect's going to give you a name. Their husband, their wife, their daughter, their friend, their sister. Okay? Then you're going to ask the follow question is, "Wow, and would your sister be in a position where she could come out of pocket, you know, 10 to $15,000 to pay for your barrel expenses?" They're most likely going to say no. Okay? When they say no, then it's our job to dive deeper to paint the picture. Okay? Oh my goodness. So, what would that look like? Would your sister, she have to like raise money? Would she have to knock on doors, start a GoFundMe? I mean, what would she have to do? How is she going to come with this money? Okay, then you're really challenging them and helping them understand if they die and they can't

42:10 come up with the 10 to 15,000, what are you going what are they going to have to go through? This is called painting the picture. Okay, our job as agents is to help them understand the reality of their situation. And it's by painting the picture. What are they going to have to do? Okay. And a lot of times these people don't want to explain the depth of of how bad it's going to be for their family. So what they're going to say is, "Well, I don't know. It's going to be really hard." Okay? Or it's going to be tough or I'm not sure. As agents, our job is to open people up and that's not acceptable to take those answers. Okay? So, what you would do is then use a follow-up question, which is like, "Walk

42:57 me through that." What What do you mean when it's going to be tough? Or, "What do you mean when you say it's going to be hard?" Or, "What do you mean when you say you're not sure?" Can you help me understand what are they actually going to have to go through? Okay. So, in question two, we're really just trying to help them understand what is happening if they die without life insurance. who's going to be burdened and what are they going to have to go through? And our job is to get the client to spill the beans on how bad their situation's going to be. Okay, so let's put it together one more time so that you can go ahead and do it with me. Okay, so question two. God forbid if Okay, and God forbid if something were to happen to you, Miss Betty, and and you didn't have this cover blaze. I mean, who would

43:44 it be that would be responsible with sitting down with the funeral director, planning all the arrangements, and ultimately paying for for all your burial expenses? Who would that fall on? Oh, your your son. Oh my gosh. Your son Jimmy. It fall on him. And wow. And would your son Jimmy would he be in a position where he could come out of pocket, you know, 10 or $15,000 for your for your burial expenses? Oh, no, he couldn't. Wow. I mean, what would that look like for your son, Jimmy? What would he Would he have to like raise money? Would he have to knock on doors? Would he have to start a GoFundMe? I mean, what would Jimmy have to do? Well, I don't know. He's got a family. It's going to be really hard for him. Oh my gosh. So, he's got a family.

44:31 And when you say it's going to be hard for him, I mean, really paint that picture for me. Walk me through what what do you think he'd have to do to have to really come with this money if he passed away tomorrow? Oh, well, he'd probably have to sell his motorcycle and ultimately have to, you know, raise the money. Okay, so that's the bulk of question number two. Now, to finish off question two, what we want to go ahead and implement is what's called a um a consequence summary. Okay, so check this out. We'll pause here together to process this all. I know it's a lot. So, Miss Betty just told me that if she dies, it's going to fall on the bill's going to fall on Jimmy. her son Jimmy doesn't have the $15,000 and then if he doesn't have the $15,000, he's going to have to sell his assets to come with the money. Okay,

45:18 really tough situation. So, what I'm going to do is I'm going to do a consequence summary. I'm going to do it and then give yourself pause this and then do it with me. Okay, so wow. So, it just sounds like Miss Betty as a mother that if you don't get this coverage in place that your son Jimmy that he's going to, you know, he doesn't have the money that he's going to have to, you know, he has a family that he's going to have to sell his assets, he's going to have to sell his motorcycle and he's going to have to come up this money or even start a GoFundMe to pay for your barrel expenses. And ultimately, as a mother, you just don't want to put him in that position. Is that about right? So, what I'm doing is I'm explaining the consequence if you don't get this life insurance. Here's what your son is going

46:03 to have to go through. Okay? So, let's do this one more time. So, let me give you a new situation. Okay? Let's say my name is Betty. Miss Betty, she tells you that when she dies, it's going to fall on her husband. Her husband's on disability. he doesn't have the money and he's gonna have to go to the kids, but the kids don't have money because they have a family that they're gonna have to probably get a loan. Okay. So, you're going to explain that into a consequence summary. Okay. So, it sounds like to me, Miss Betty, as a mother, that if you do not get this coverage in place that your husband, Jim Tom, he doesn't have the money, he's on disability, he doesn't have the means, and ultimately he's going to then have to go to your daughter Sarah or your

46:49 son, you know, Jonathan, and they have families of their own. They can't afford it. And ultimately, and you know, they're going to be passed this massive burden that they can't even keep. And they're going to be stuck with this bill. and ultimately that they're probably going to have to go ahead and raise money since you didn't have any life insurance in place. Is that all about right? And that's the power recap or the consequence summary. Okay, so that is question number two. The big thing that I want you to understand is question number two is all about number one, who's the person that's responsible for this bill. They don't get this taken care of, what are they going to have to go through? This bill is going to get passed to someone. What are they going to go through? How are they going to come with the money? Do they have the money? No, they don't. And number three is paint the picture of what are they actually

47:34 gonna go have to walk me through if you died today. What does that look like for your son? What does that look like for that person? Because remember this, people buy life insurance to prevent someone else from going through misery. Okay, so keep pushing through. This is question number two. Practices. Pause. Go through question number one and then put that together with question number two. Really learn these concepts before we go to question number three. So, we're going to break down question number three of the discovery. This is a really important question. I'm going to explain why t here in a second, but I want to first break down question number one, question number two, and now we're getting into question number three. So, question number one was to clearly get in the discovery. Why are they looking for life insurance? What is the goal?

48:20 And getting them to admit that they want to cover their burial expenses or leave money behind. Okay. Then we're speaking to them about question number two, which is like, if you pass away, who's the one that's going to be stuck with the burden? It's going to be my daughter. Okay. Then we're going to break down the pain. What is your do does your daughter have the money? No, she doesn't. What is your daughter going to have to go through? And then provide a summary. So, it sounds like to me that your daughter would have to go through X, Y, and Z if you don't have this life insurance. So, question one is the why. Question two is the pain. And question number three is all about helping them understand or helping us understand why haven't they made a decision or why haven't they solved this problem yet. Okay, check this out. Miss Betty just told you she wants to cover her bare expenses. Miss Betty just told you that when she dies, her daughter Sarah is going to be in a

49:05 really bad position. Her daughter Sarah's going to have to go through a loan. Her daughter Sarah's going to be put in this really, really bad position. So like, we're asking ourselves, why haven't you solved this problem yet? And that's what question number three is going to allow us to understand because if we can understand why they haven't moved forward and we can help them understand how to move forward, then they're going to go ahead and purchase. Okay. So, let me go ahead and break down question number three. Question number three is this. Wow, Miss Betty, I mean, I can hear it in your voice. It sounds sounds like this is pretty important to you. I mean, have you been looking around for something like this for a while now, or is this something that you realize you just you just kind of need? Okay. So, curious tone here. Yeah, I've been for a few months. I've been looking around. Okay. For a few months. And

49:50 what's been kind of going on? Have you just not been able to find anything comfortable and affordable for you? Oh, well, it's been it's been too expensive. It's been too high. I'm on a fixed income. Oh my. Then I'm going to respond, oh my goodness. Wow. What have they been telling you, Miss Betty? Well, for the $10,000 it was $87. Oh my goodness. So, it sounds like to to me that you really value having the life insurance. You just need to make sure that you can find something that's comfortable and affordable for you. Is that about right? So, what I've understood from this conversation is that she wants to buy the life insurance, but the problem is the 10,000 is costing too much money. Okay. So, I

50:37 don't know where my camera is, but we'll keep going through. So, what that means is that if I could find her something that is cheaper than what she's probably been seeing, she'll probably move forward. The biggest hurdle, the biggest objection, the reason that this person was not buying is because it's too expensive. Now, we'll check this out. Okay, so let's say she says, "The 10,000 has been too expensive." This is why we asked this question. Well, the 10,000 it was too much money. It was $84. And I can see on my toolkits if I put in 10,000 I put her female 65 diabetes with complications and I hit get quote and I see that the the 10,000 is $48 with me. What does that mean? That I'm probably going to help her that she's probably going to buy that there's

51:23 value here. Okay. So when you're going through the script of question three, it's important to get information so you can understand how to position your products but understand if there's any angles of value. So, let's go back to the script one more time. Let me give you this example. I can hear it in your voice, Miss Betty. It sounds like this is pretty important to you. I mean, have you been looking around for something like this for like a while now, or is this something that you realize you just you just kind of need? Oh, no. I've been looking for a few months. Oh, god. You've been looking for a few months and have you been just not been able to find anything comfortable and affordable for you? What's been kind of going on? Oh, it's too expensive. Everything is too high. Oh my goodness. So, I'm going to respond. Oh my. I mean, what have they been telling you, Miss

52:08 Betty? Well, for the $10,000, it was, you know, $75. I That was the last guy. He quoted me. It's too high. Oh, so it sounds like to me that you really value having the life insurance you need. It just got to make sure that you just need to make sure you can find something that's comfortable and affordable for your budget. Is that about right? And then you can see in your toolkits, boom, there's value here. I can go a lot cheaper, a lot cheaper, a lot cheaper. Okay, so really we're just trying to figure out what their previous concerns are. Why have they not move forward? Okay, last little example for you here is let me give you like a waiting period example. Okay, so I can hear in your voice. Do this with me. I can hear in your voice. It sounds like this is pretty important to you, Peter. I mean, have you been looking around for

52:54 something like this for like a while now? Or is this something that you realize you just kind of need? Yeah, I've been looking around for a few months. Okay. What's been kind of going on? Have you just not been able to find anything comfortable and affordable for you? What's been kind of happening? Client responds, "Well, everyone that I've been speaking with is trying to put me in a 2-year waiting period." Oh my goodness. They're trying to put you in a two-year waiting period. So, it sounds like to me that you really value have the life insurance, but you just need to make sure that you can find something that's comfortable and affordable for you and that does not have one of those two-year waiting periods. Is that about right? Absolutely. So, what's the value here? So, if I can find good old Jim Tom a

53:42 policy with no two-year waiting period, do you think he'd buy the life insurance? Absolutely. So you got to really figure out and this is why your product knowledge is important. Your underwriting has to be sharp here so you can have these value props. Okay. So question number three is all about why figuring out why they haven't move forward and trying to solve that so that they will move forward with you. Okay. So let's break these down. This is really discovery in a nutshell. Question run. Question one is get them to admit the clear goal is to cover the barrel expenses. The clear why. Question two is all about getting a clear pain. Who's responsible? What are they going to have to go through? paint the picture. And question number three is all about, you know, sounds important to you. Why haven't you bought the life insurance? And try to solve for that. And then you can move forward to go to question

54:27 number four. So, pause, read this over and over. Little reminder, read the script like your life depends on it. Read it 30, 40 times over, over over. I promise you, you will absolutely crush on day one if you take it seriously and memorize this script. We're going to go on to question number four of finding the need. But don't move forward until you have question one, two, and three down. Practice this, please. So, now that we've moved on from question one, two, and three, let's go to question number four, five, and six. We're going to go ahead and go through the script together so that you can understand it, keep practicing, and keep reading it. So, question number four is all about finding the specific need. Okay, this you understanding. Are they going the burial route, cremation, or they just not sure? Okay, let's go ahead

55:13 and read it together. It's pretty straightforward and simple. Okay. Well, I'm going to do my best here for you. Uh, Miss Betty, I want to let you know that I'm always going to be here for you and your wife. Now, Miss Betty, are you planning for more a formal burial or are you going the cremation route? Okay. If she says burial, okay, gotcha. So, having anywhere between 20 to $25,000 to cover all of your burial expenses now and in the future is really all you're looking for. Is that correct? if she says cremation. Okay. So, having anywhere between five to $8,000 to cover all of your cremation expenses now and in the future is all that you're looking for. Is is that about is that correct? Yes. She says, "Well, I'm not really sure. Whatever my kids want to do with me." Okay. So, it sounds like with

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