TELESALES

PRESENTATION

TV Commercial Call: 

“(Good Morning, Afternoon, Evening!), Thanks so much for calling about the Final Expense Burial Plans that are available. What state are you calling from? (Feel free to ask more questions and get involved right away. EXAMPLE: “Pennsylvania! How is the weather out there today?” OR “What part of Pennsylvania are you located? Oh near Philadelphia?? Are you an Eagles fan?)

or

LIVE TRANSFER CALL: “(Good Morning, Afternoon, Evening!), (Name). Thanks so much for expressing interest in the Final Expense Burial Plans that are available. I see you are calling from (State). (Feel free to ask more questions and get involved right away. EXAMPLE: “Pennsylvania! How is the weather out there today?” OR “What part of Pennsylvania are you located? Oh near Philadelphia?? Are you an Eagles fan?)

ASK THESE QUESTIONS AND WRITE DOWN ANSWERS.

“Can I have your name REAL QUICK?” (You should have this info if a Live Transfer.)

“And in case we get disconnected, is it okay that I call you back at: (___)—- —-.?

“And how old are you now?” 

 (DON’T GET INTO HEALTH QUESTIONS OR ASK ABOUT SMOKING OR NON-SMOKING HERE!!!)

Focusing on the NEED: CLOSING QUESTION ONE:  (Don’t pause between the 2 questions)

So what was it that got you thinking about this - had you experienced a funeral lately? You are hoping for a response of “Yes” that they had experienced a funeral and if that is the response that you get, ask more questions.

“Wow, I’m so sorry to hear that.” 

“Was there insurance involved?” If so, “Was it enough?”

If there wasn’t insurance involved, “Did the family have to pitch in?”

Well I’m going to go over this with you, tell you a little bit about myself and our company, and we’ll go over these state-approved plans and how you can apply for them, and then you tell me what to do from there. Sound fair enough?”   

So (First Name), I’m a state-licensed field underwriter for Security National Life and what that means is that I’m going to be able to help determine whether or not you will qualify for one of these plans. These plans are designed to cover your Funeral, Burial - any kind of final expenses. The great thing about our company, is that we pay our claims out directly to your beneficiary within 24 to 72 hours after the time you were to pass. This is great, because most Funeral Homes want their money UP FRONT. We have seen some companies take months to pay claims and that kind of defeats the purpose because this is money that your family needs right away. Wouldn’t you agree? 

Before I go any further, would you mind just grabbing a pen and paper and tell me when you’re ready? (WAIT….) Okay, so I’m going to have you write some things down throughout our call. The first thing I’m going to do – I’m required to give you my state license number. This lets you know that I’ve been licensed here in the state of (state) and am able to see if you are eligible for any of these plans. So if at any time throughout our conversation you feel the need to verify exactly who I am, we can conference in the (state) department of insurance and they can verify for you who I am based on the information I’m providing to you. My first name is _____. And my state license number for the state of (state) is ______. 

I want to give you my phone number too. This is my direct line and is just for my clients, so if you ever need me for anything, you can reach me at this number. 

My number is (___-___-____).

“So a little bit about our company- we’ve been around now for 56 years since 1965. 

As of 2020 we had over 1.3 Billion Dollars in Assets and we also secure an A+ rating with the Better Business Bureau, so we’re not going anywhere. 

We are even able to help people who may have been turned down by other companies in the past. This is a great thing because this is something everyone needs. Wouldn’t you agree?

“I’m sure you know how it works with Social Security. They pay the $255 SOMETIMES, if there is a surviving spouse or a dependent child who is in school. If neither is the case, no one is getting anything. The $255 really isn’t going to do much anyways.  The average funeral right now is ranging on average between 8 and 10 thousand with most falling around $9,000. CLOSING QUESTION TWO: “Does that sound accurate to you?”

We have found that one way to reduce the cost of a funeral is when people choose to be cremated. CLOSING QUESTION THREE: Have you thought about whether you want to be buried or cremated?

If they want to be buried, CONTINUE DOWN. If they say they want to be cremated, go over the 3 types: Direct Cremation $1,500 to $3000, Cremation with a Memorial Service $4,000 to $6,000, and Cremation with a Visitation $6,000+. 

Now as a state licensed field underwriter, it’s my job to ask you just a few quick health questions and this will give me exactly what I need to determine which plan you might qualify for, even if you’ve been turned down in the past. And that way I’m going to give you the exact cost over the phone, which I know that’s what you’re looking for. 

These are small, affordable, permanent, whole life insurance policies. They are regulated here by the state of (State). And you know what, (Name), they are even designed for folks who live on a limited or fixed income each month. So if you’re on Social Security, Disability, or even if you’re a disabled vet, that’s okay. These are just not those real big, expensive type plans, but they are PERMANENT PLANS, so they never change. 

And if you do qualify for the plans we talk about today, what happens is I’m going to go ahead and send you a welcome packet in the mail. You’ll get that in about 2-3 days from now. Then you’ll have all of my information, plus information about the plan and Security National Life.

Then, you’ll get the actual policy in about 3-4 weeks, so everything we talked about here today you’re going to have documented for you in black and white, ok?

We’ll also be sending you out a free memorial guidebook. This is just something that you can fill out that will make things a lot easier on your family when that time comes.  We’ve noticed that sometimes family members are just left clueless because they never really talk about these things. This guidebook is almost like an instruction manual that you can fill out so then your family has all ofthe details of how you want everything done with your funeral. They will sure appreciate that you put all of that together for them ahead of time. Don’t you think? 

It gets into as much detail as what clothes you may want on, if you want a favorite scripture read or hymn sung. There is even a spot where you can list if you want your obituary in the newspaper. I will also provide my contact information in there as well. Let your family know that when that time comes to call me right away and I will make sure we get the claim process started quickly. 

From there, we can either over-night a check to your family or deposit the money from the policy straight into their bank account, so they will have that money when they NEED IT. 

“This particular plan, it’s important to note that your rates will never change. You can never be dropped or cancelled, as long as you keep up with your payments. This plan will stay with you your whole life. That’s what you’re looking for, isn’t it? 

I hope you’ll qualify for either the preferred or standard plan. Those plans pay the full face amount right away. Or they have a return of premium plan which ALSO pays the full face amount from DAY ONE due to any kind of accidental death and for ANY reason after 24 months. So even if you died of cancer next year or something, your family will still receive the money. It will pay out 110% of the premiums that you paid in. So either way, you are protected from DAY ONE. That’s what you’re looking for, correct?” 

Rapport Building/FACT FINDING: Start up some conversation and ask questions. 

“So it shows here that you’re a resident of (state). How long have you lived in (state)?” (Ask another relevant question (Maybe ask about their family) and then figure out a way you can relate to their situation and tell them about yourself. This makes them feel like you are a real person. Compliment a lot. Make them feel very good about themselves.) End the conversation with,  “Well, it’s so nice to  get to know you, (Name). I feel like I’ve made a friend. I could really talk to you all day, but you know how I was asking you about those health questions?.. Let’s go ahead and do that so that way we can get off the phone and you can get on with your day.”

The nice thing is there’s no physical exam to qualify for this plan. Would you say you’re in pretty good health? What kind of medications are you taking? So I’m going to go through these health questions now and (NAME), It’s really important that you answer these questions completely and to the best of your knowledge. (Proceed to ask health questions on the application and mark down the answers on a paper app.)

TIP: Make a big deal out of any health condition. This creates some doubt but it also creates urgency to move forward. 

Example:  “Oh, you have congestive heart failure. I would imagine you have probably had trouble finding a company that would insure you. Have you ever been declined for coverage?”

So let’s talk about discounts real quick, because some companies give discounts for different things, so let’s go through that. 

One of the discounts we give is if you’ve been a resident of (State) for more than a year. Is that the case for you? Another discount is if you do business with a bank or a credit union. This isn’t one of those government issued debit cards, but an actual bank or credit union. Now, Do you bank with a bank?

TIP:  If the prospect says something like “I do, but I don’t want anyone getting into my account.” Simply say: No problem. I don’t need that information right now. I just wanted to see if you would qualify for that discount.”

 Closing Question FOUR: “Do you have any coverage now?”

If they say, “Yes”, Say: 

“Great! So you’re looking to add to what you have if affordable.” ”Or you at least want a plan that pays fast and will cover all of the immediate expenses.” 

If they say, “No”, that they don’t have any coverage, act like they are the last person in the world who doesn’t have a policy: 

“WOW!! No wonder you contacted us then. This is IMPORTANT!”

“Have you ever had coverage in the past?”

“A lot of people put these sort of things off until it’s too late. I know you’re not one of those people. I know this is important to you because you called in wanting to get this established for your family. I’m going to do everything I can to get you qualified for this special state approved final expense plan.” 

“Do you have any questions for me in regards to the plan before we put together some affordable options and see if you qualify??

All of these features of this plan sound like a fit for what you’re looking for.

So the most important thing though is that Security National Life pays their claims immediately. And you know when you pass away, that is going to be one of the HARDEST times for your family. So I just want you to know that they are going to take care of your family when you are gone, the same way that you would have if you would have just left them a check. So it’s super easy. Okay?”

AFFORDABILITY

“Affordability is very important too. You want this to be there for your family when they need it and if you don’t keep up with it, it’s not going to be. Fifth Closing Question: Have you thought about affordability monthly? (Don’t pause, throw numbers out right away) “Is $50 to $60 a month affordable or is that outrageous?” You will want to focus on the need and have a good idea how much coverage $50 to $60 a month will give the person before throwing those numbers out at them. If they need $10,000 and at their age, it’s going to cost more than that, then start higher with the 10 dollarincrements. If they say that 50-60/mo is too high, drop down 10 dollars. Keep dropping down by 10 dollars until they agree as to what is affordable. 

GENERATE SOME QUOTES AND CLOSE IT UP!

“So a $10,000 plan is going to run $_____/mo"

If the person says something like “That sounds good”, you just made the sale. Move on to the FINAL CLOSING QUESTION. If the person doesn’t really react to the quote, generate another quote within the $10 increment that they said would be affordable. 

“$12,500 will run you $_____/mo” 

And

$15,000 will run you $_____/mo”

“I’ll let you tell me what’s affordable.”(and BE QUIET!! – First one to talk loses) Once the person tells you which option is affordable for them, move on to the FINAL CLOSING QUESTION: Who is your beneficiary going to be?Write this down on a piece of paper and proceed to theTelesales Web App. Start going straight through the TelesalesApp and fill in the information that you already wrote down on the paper app.

LOG IN TO THE TELESALES WEB APP: HERE