veterans LEADS SCRIPT
INTRO
"Client Name, God Bless you. How are you today?"
Client: "Good. Who's this?"
Agent: "Perfect. This is Agent Name."
"I'm calling regarding the veteran benefits information you requested."
(pause)
"I have your military profile in front of me showing you served in the United States (Branch of Service)."
(pause)
"First off, thank you for your service, What years did you serve?"
(pause)
"Quick question..."
"When you requested the information, were you mainly looking to learn about survivorship benefits for veterans...or were you looking for protection options for your family?"
(pause)
"That makes perfect sense."
"Let me send over a quick text with my information so you know exactly who you're speaking with."
(text sent)
"Did you receive that?"
(client confirms)
"Perfect."
"My job today isn't to sell you anything."
"My job is simply to review the benefits and protection options that may be available based on your military service and personal situation."
I took care of it already ..
Okay, help me understand.
What did you end up putting in place?
Who did you go with?
How much coverage did you end up getting?
If you were able to leave an extra $5,000 for the same price or cheaper, would you allow me to check?
(Proceed into fact finding)
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.
DISCOVERY
"Before I go over anything, let me verify a few things I have in your file."
"Are you currently receiving any VA benefits?"
(pause)
"I show a disability rating listed. Is that still accurate?"
(pause)
"What percentage disability rating are you currently receiving?"
(pause)
"Are you married, single, divorced, or widowed?"
(pause)
"Any children or dependents?"
(pause)
"Do you currently have any life insurance outside of work or the VA?"
(pause)
"Approximately how much coverage do you currently have?"
(pause)
"Perfect."
EMOTIONAL TRANSITION
"Client Name, the reason I ask those questions is because every veteran's situation is different."
"Some veterans have VA benefits but no family protection."
"Some have life insurance but no living benefits."
"And many veterans simply haven't reviewed their coverage in years."
(pause)
BUILD VALUE
Let me go over some of the newer benefits ..
"Your premium stays the same."
"The coverage stays the same."
"You choose your beneficiary."
"The money goes directly to your loved ones tax-free."
"And they can use it for funeral expenses, medical bills, credit cards, or anything else they need."
(pause)
"Does that sound like something that would benefit your family?"
(client responds)
EXTRA VALUE
In addition to all that .. many of today's new plans include living benefits."
"So if God forbid you suffer a heart attack, stroke, cancer, or any terminal illness, you may be able to access your death benefit while you're still living."
(pause)
"That's exactly why living benefits have become so important to veterans."
HEALTH QUALIFICATION (have INSURANCE TOOLKIT pulled up)
(client name), the last step is asking a few health questions to see which company gives the most benefits, based on health ..
TOBACCO
Do you currently smoke cigarettes?
MAJOR CONDITIONS
Within the last 7 years have you had any major conditions such as:
Heart attack/stroke/cancer
Heart issues?
COPD
Kidney disease (if so, dialysis?)
HIV or AIDS
DIABETES
What about diabetes? (if so, insulin?)
Any tingling in your hands or feet causing diabetic neuropathy?
Taking Gabapentin? Lyrica?
MEMORY
Meds for Alzheimer's | Dementia?
HEIGHT & WEIGHT
Rough estimate of height and weight on a good day?
BURIAL DISCUSSION
Have you given much thought to whether you would prefer a traditional burial or cremation?
(listen)
COST EDUCATION
Most veterans are surprised to learn the additional out-of-pocket costs for funeral expenses ..
Being a veteran, you typically get a plot at the national cemetery, along with the 21-gun salute.
However, they don’t cover the actual funeral service and other everyday living expenses to help relieve the family.
BENEFICIARY DISCOVERY
Let me ask you this .. God forbid something happened tomorrow, who would make arrangements with the funeral home, sign paperwork, continue to pay the bills while moving your assets around.
Perfect, and I assume that would be your beneficiary as well?
(get beneficiary name)
Okay. And what's your relationship to them?
(listen)
And I imagine this protection will be in place to avoid them paying out-of-pocket?
Absolutely.
That's exactly why people put these plans in place.
OPTION PRESENTATION
Based on everything you've shared with me, I think I have a good understanding of what you're trying to accomplish.
Now my job is to show you a few options that fit your goals and your budget.
One of the nice things about what I’ve done for you is research the top 27 A-rated insurance companies (like Mutual of Omaha, Baltimore Life, Transamerica) and here are the results if you want to write them down:
OPTION 1
Carrier: __________
Coverage: __________
Monthly Premium: __________
This option provides the most protection and leaves the largest benefit for your family.
OPTION 2
Carrier: __________
Coverage: __________
Monthly Premium: __________
This is usually the most popular option because it gives a strong amount of protection while keeping the premium affordable.
OPTION 3
Carrier: __________
Coverage: __________
Monthly Premium: __________
This option focuses primarily on covering funeral and final expenses while keeping costs lower.
(client name), looking at these three options...Which one makes the most sense for you?
(Shut up and let him answer)
SOFT CLOSE
Excellent.
The good news is we can't collect any money today!
What we do next is simply complete the enrollment and send to the insurance company to see if you even get approved.
Does that make sense?
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. The only thing is, before you can think about it, the insurance company has to think about it too.
That's why we do the application first. No money today, no commitment today.
We're just finding out if you qualify. Then you'll have a real offer to review and decide on."
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."