CHOICE MUTUAL TELESALES SCRIPT
Tips & Best Practices
Call leads asap
triple dial
BIG ENERGY
INTRO
“Hello, may I speak with Client Name?”
“Hey Client Name, this is Agent Name. God bless you, how are you today?
I’m one of the licensed brokers following up on the life insurance information you requested with Choice Mutual. ”
Pause.
“Perfect. I’ll be brief. I have your request here, and my job is to help you compare the best options available based on your age, health, state, and budget.”
I took care of it already ..
“That’s great. I’m glad you have something in place.”
“A lot of people we speak with already have coverage, but they’re checking to see if they can get better benefits, lower premiums, or fill in any gaps.”
“Do you know how much coverage you currently have and whether the rate is locked in?”
I don’t remember doing that ..
Okay, that's exactly why I'm calling.
My job today is pretty simple. I'm the underwriter assigned to your file and my responsibility is to determine which programs you may qualify for and explain how they work.
The good news is these programs are all non-medical. That means:
No blood work
No medical exams
No nurse visits
Nobody comes to your home
Everything is based on answers to a few health questions.
Before we go any further, I just need to verify the information I have here.
I have your date of birth as (DOB) and your state as (STATE).
Is that correct?
FIND THE NEED
“Real quick, before I show you anything, what were you mainly looking to accomplish?”
“Were you looking for coverage for burial or cremation costs, income protection for your family, mortgage protection, leaving money behind, or something more like retirement or cash value?”
Pause and listen.
“Got it. That makes sense.”
POSITION YOURSELF
“The good news is, I’m not tied to one company. I work as a broker, so I can shop multiple carriers and find the best fit based on what you qualify for.”
“I’ll ask a few basic health questions, check the options, and then we’ll look at the plan that gives you the best value. Fair enough?”
VERIFY INFO
“Let me verify what I have here.”
“Your date of birth is DOB, correct?”
“You’re living in State?”
“And is this still the best callback number for you?”
HEALTH QUESTIONS (have INSURANCE TOOLKIT pulled up)
(client name), now I need to ask some health questions to see which insurance carrier is the best fit based on health ..
TOBACCO
Do you currently smoke cigarettes?
Any cigars? Dip? Chewing tobacco?
MAJOR CONDITIONS
Within the last 7 years have you had any major conditions such as:
Heart Attack/Stroke/Cancer
Heart issues
COPD (if so, oxygen?)
Kidney disease (if so, dialysis?)
HIV or AIDS
DIABETES
What about diabetes?
Any insulin use?
Any diabetic neuropathy?
Taking Gabapentin? Lyrica?
MEMORY
Medications for Alzheimer's|Dementia?
HEIGHT & WEIGHT
Rough estimate of height/weight?
BUILD VALUE
“Based on what you told me, the goal is to find something that does three things:”
“One, fits your budget.”
“Two, gets you approved without making the process complicated.”
“And three, protects your family the way you originally intended.”
OPTION PRESENTATION
“The best fit I’m seeing is Coverage Amount in coverage for Monthly Premium per month.”
“This plan is designed so your family receives a tax-free benefit when they need it most.”
For whole life/final expense:
“The rate never goes up, the coverage never goes down, it never expires, and it builds cash value over time.”
For term/mortgage protection:
“This is designed to protect your family during the years they need it most, especially while the mortgage or major financial responsibilities are still there.”
For living benefits:
“It also includes living benefits, which means if you were diagnosed with a qualifying critical, chronic, or terminal illness, you may be able to access part of the benefit while you’re still living.”
SOFT CLOSE
“So the next step is simple. We’re going to submit a request for coverage and see if we can get you approved.”
“This does not lock you into anything. It just lets the carrier review the information and confirm the approval.”
“I’ll walk you through it.”
APPLICATION TRANSITION
Go ahead and grab your driver's license for me.
While you're doing that, I'm getting logged into the enrollment system.
COMMON OBJECTIONS
I need to think about it
“I completely understand. Most people do want to think it over.”
“Quick question though — is it the coverage amount, the monthly budget, or just making the decision today that you want to think about?”
Pause.
“That’s exactly why we go through the request for coverage first. Let’s see what you’re actually approved for, and then you can make a final decision based on real numbers.”
I need to talk to wife/kids
"Totally understandable. Let me ask you this—if your wife/kids saw a plan that protected the family and was comfortably for your budget, do you think they'd be opposed to it?"
(If no)
"Then let's do the part that only you can do, which is getting medically qualified.
Once we know you're approved, the two of you can review everything together before making a final decision."
Can you mail me the information
The problem is life insurance isn't one-size-fits-all.
The carrier looks at your age and health and then shows us what you specifically qualify for.
I'd rather show you real options based on your situation than send a brochure that may not apply to you."
Why do you need my social security number
"(Client Name), the carrier uses your Social Security number to verify your identity and check the MIB (medical bureau) to make a determination.
That's how they confirm things like prescription history, surgeries and other information they review when determining eligibility.
Why do you need my banking info
"(Client name), all insurance companies require a bank account that you'll see once a month on your bank statements.
I can't come collect cash every month, that's illegal.
The banks can actually prosecute with a felony if there's any fraud on your account."