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23 Cards in this Set
- Front
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Intro & Rapport: Hi, I'm Randi with American Income Life Insurance Company. I spoke to you about the benefits through (group name) is Mary Here? Ok, great....I have your benefits here. |
They have me using my laptop to save some time and for quality control. Do you mind if we sit at your kitchen table near an outlet? I'm sure you have a lot going on and they be running around like crazy, so if it's OK wit you, do you mind if I give you the quick version? OK, great.... |
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Warm Up and Rapport: Soo let me go ahead and get started...hey while I get set up, let me ask you a couple of questions. How long have you been with the group(name)? (Ask about Spouse). -How long in area? -Know your neighbors pretty well? -Where do you work? -What do you do for work? -Are you close with alot of your co-workers? -What do you like to do when you're not working? |
Why I'm Here: First, let me tell you exactly why I'm here and what i'm going to do. My job is to go over some no cost- benefits that have already been setup for you. Then, I'm going to go over some additional benefits they have setup during the service period. |
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Do you remember the letter you got from(Group name)?*Show letter Well, when you got that letter you returned a card(show card) and in the letter it said when you returned that card you'd be contacted by someone; that's me. Sorry it's taken so long to get out to you, |
but in addition to American Income being the company endorsed by the International Union of Police Association to handle the Child Safe ID Kit program, it's also the company authorized to handle these benefits for over 20,000 local labor unions, credit unions, and associations throughout the United States. Let me jump right in and go over what they've set up got you. |
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No Cost Benefits AD&D Certificate: Here's your first no- cost benefit, the Accidental Death and Disemberment benefit that your letter talked about *show certificate and video Joe, this is a living benefit that pays you $2,000 for the loss of one hand, one foot, or sight of one eye; and double the amount, or $4,000 for the loss of two. Mary, for you the death benefit would still pay $4,000 should Joe die accidentally. |
Now, I know that $4,000 doesn't seem like all the money in the world, and really it's not. But if Joe dies his paycheck would die with him. I would imagine that would put a crunch in your budget wouldn't it? So I'm sure how you can see how this would definitely help. Now Mary, go ahead and sign here acknowledging the benefits and that you are the beneficiary/And joe Sing here acknowledging the benefit and that Mary is the beneficiary. |
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When something happens you're going to need our local office number. I'm assuming you keep important numbers in your phone, so please grab that...or grab your address book and let's get that in there for you. OK, the number is 832.327.0800. While you have that out, one more thing I need to do is to put two emergency contacts on here, in the event you were to die together in a common accident. It would be wise if they were local, over the age of 18 and living outside your home. Who is your first emergency contact? Your second? |
Now Joe this policy is just on you, but the second part of this benefit is that you can extend this policy to your closest family members and friends. So, how this works, is that if something were to happen to(insert relative name) and he were to be in a car accident next year, because you have access to this, a $2,000 policy jut like your will pay out his family if he were to die. |
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This is at no extra cost to you or to him, but it is very important that you your advantage of this because they ask that we do it while i'm out here on your service visit. Now, they give you $20,000 worth of benefits which will help sponsor up to 10 families to receive the benefit, and if you're ok with it, obviously, the first two would go to your emergency contacts since they are the closest to you....let's make sure (relationships & name) and (relationships & name) are included. |
Now, you have eight more, and you mentioned that you had a (give suggestions) let's get him/her..what is his,her name? How do you spell that? |
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Health Services Discount Card: Joe and Mary, this is the no-cost health services discount card. As you know, not only can group benefits change or be taken away, but they usually have some serious gaps. So this no-cost benefit will help with some of those gaps by giving you up to 60% discount on vision care, prescription drugs, hearing aids, and chiropractor services. |
This brochure has all the enrollment information including the toll free number and website which will answer any of your questions. I'll leave this for you if you want to check it out after I leave. Now, the more families that have this benefit the bigger the discounts get and the more places they will take the card, so they let you extend this card to 5 working families aside from the ones you already sponsored. Most people make sure their co-workers have the card. Who is your closest friend from work? (next, next, next). |
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Child Safe ID Kit: Your next no-cost benefit is the ChildSafe ID kit. I'm sure you know families with children right? This video will help explain why it's so important. This kit provided by American Income is one of the most comprehensive on the market and gives the police what they need to find a missing child. I have on of these for each of your children. |
The International Union of Police Associations have asked us to help get this kit out to the community. Joe and Mary, if something were to happen to the children of the families you knew, wouldn't you want their parents to have these kits? Exactly, So, aside from the families you have sponsored so far, they will allow you to sponsor up to 10 families with children to receive these this kit at no cost to them or you. Who do you know that has children?(next, next, next) |
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Homework: Please make sure you give the families you extended the no cost-benefits to a call or a text, letting them know that I will be in contact with them in the next few days. (Fill out homework sheet) |
List of Concerns:(use list) As you know, over the years we go through c contract negotiations and benefits changes. It's give and take. Lately it seems like we are paying more, but getting less. The company has a labor advisory board of 50 International Union presidents, and along with the feedback from members like you, the came up with a List of Concerns. The first concern... |
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Affordability Tie Down: The last concern is affordability. With most companies, even if they could take care of your concerns the issue is that it's typically not affordable for most families. If you're anything like me you don't want to pay more for something than you have to, right? So they wanted to make sure that, if there were any gap, the program would be affordable. |
Joe, let's imagine your boss comes up to you tomorrow at work and tells you that because work has been going really well the company is going to start paying you for 41 hours instead of 40. Noe with that our one hour, are you really going to buy matching Ferraris? Are you going to book a dream vacation? Start construction on your dram home? Of course not! |
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Now, on the flip side, let's say your boss comes up to you and tells you that work is a little slow and instead of laying your co workers off, they would just send everyone hoe an hour early on Friday. So you would be working 39 hours instead of 40. Would you have to cancel your cable? Cancel dentist appointments? Sell your car and ride the bus? Of course not! The idea is that one hour isn't going to change your lifestyle, but if solutions aren't put into place to take care of the concerns it would be devastating to your family. That's why they set it up this way. |
Member Survey: This is the final no-cost benefit, the Needs AnalysisSoftware. I'm going to ask you some questions. If there is no need, it won't make a recommendation for the concern. If there is a need, I will review the recommendations with yo. To determine your needs the software asks you a few questions. (ask questions, *click no inflation, $0 for group coverage). |
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Mandatory Read-Off Letter OK, great, before I go any fyrther, it looks like the Needs Analysis found some gaps and I am going to review with you, so I have the mandatory read off letter for you. It explains how the enrollment process works (show letter) Joe and Mary, instead of memorizing this whole thing let me just summarize it for you.... |
What it's basically saying is that...if... as i'm going through the benefits, you're nodding your head thinking. "Wow, these are some great benefits.. and I can see why my group approved this and why all the members are doing this," go ahead and apply today while i'm out here. On the flip side, if i'm going through the benefits and you're thinking," You know, these are really some great benefits but they don't fill a need for me and my family right now," then i'm actually going to ask you Not to apply. |
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Either way, yes or no, the decision has to be made today, during your service period, in fairness to all the other members waiting to enroll. They could do it this way because everything has already been checked, rechecked, and approved. They set this up to be a no-brainer. It's going to be an easy yes or no, does that make sense? |
Whatever you decide to do, your group still wants your opinion of this Officer Report Form, which is sort of like my report card(show firm). So, it's important that you listen and ask questions. Joe, will you promise to stop me if you have any questions? Mary? You too? |
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Final Expense Benefit: The first concern has to do with your funeral and final expenses. Theres's a100% chance your family will use this. I'll let the video explain. (play) The Benefit Software is recommending that you have $15,000 for this need. Right now you have $0 so it's recommending that you have $15,000. The Freedom of Choice Certificate( show cert) has been set up to take care of this burden for your family. |
Now, don't take this certificate to the funeral home and tell the Director that it's worth $15,000 because if you do, guess how much your funeral is going to be? Exactly, instead you go in and negotiate your best deal because the money is left over will go directly to Mary for vital expenses. (**if spouse benefit explain) |
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They are using whole life insurance to handle this concern that way its there when your family needs it. Again, there is 100% chance that you will use this benefit. Mary, let me ask you, when something happens to Joe, would having this help out at the time? |
Income Protection: Mary, when Joe dies you're probably going to miss him right? But after a few Fridays go by, aside from from missing Joe, what else do you think your family will mis? (His income) Exactly.! Most families couldn't go a go a few weeks without a paycheck, let alone losing a paycheck forever. When you die Joe, your paycheck dies with you. That's exactly why the benefit Software chose to include this protection. |
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The benefit Software recommends having $100,00 of coverage for this concern and based on your income it's recommending $100,000 ore. Mary of this would give you and the children 3 years worth of income which will give you the time you need to be with your kids, figure out what your are going to do with your life, your job, and any other insurance money. (if benefit explain) Since it is funded by a 10 year protection plan that can be renewed and reviewed over the years. Mary, if Joe died tomorrow, can you see how critical to have 36 month of his income coming in? |
Mortgage Protection: Besides their income, the next thing people want to secure for their family is their home. That;s exactly why the Benefit Software is recommending mortgage protection. The benefit software is recommending $100,000 coverage for you Joe. Right now you have to $0 so it's recommending $100,000 more. If you were to die during your working years, it'd probably be due to an accident so it is funded by an accidental death benefit. 9 if 15 or 30 years decreasing term explain that it pays out for any type of death). Mary, wouldn't it give you peace of mind to know that you and the kids wouldn't have to worry about making another rhouse payment if Joe died? |
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Children Education: The next concern the Benefit Software found had to do with your children's future education. Most families I see tell me they want their kids to ave the option of going to college. Nowadays, it's almost a necessity. They are recommending $100,000 and it is giving you $100,000 or $50,000 for each of your 2 children. If you die due to an accident ( funded by term insurance) the fund will be set up for your children to help give them a head start in life. Can you see why protecting your children's education is so important. |
Child Rider: Also included is a special $10,000 life insurance plan for all your children, 18 and younger, that qualify. When they turn 21 they convert this to up to 5 times that amount or $50,000 of permanent life insurance with no health questions. Your kids will thank you from having the foresight to get this set up for them. |
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Co- Pay, Deductible, and Lost Wages Benefit: (add double A7100) : The software found a lot of gaps in your coverage, so bear with me, we're almost done. The next benefit helps take care of some income concerns if you are in accident or get injured. This video will explain. T o recap...this benefit will pay you up to $100 every time you go in for a bump, bruise, or a bee sting- any type of accident or injury. If you are overnight in the hospital it pays you $200 per day and double that for intensive care, or $400 per day. |
If you're in the hospital, what are yo not doing? (working) If you're not working, you're not making what. (oney)Do bills still come in? (Yes) Exactly, with this benefit if you were injured on or off the job and you were in the hospital for 5 days, it would pay you $1,000. With your current job all you get are bills and income loss. On top of that, this benefit will pay $10,000 for the loss of a hand, a foot, or sight in one eye, and double that, or $20,000 for the loss of any two. Anybody that;s working with children should have this. This is a no-brainer, isn't it? |
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Retirement Fund for Unexpecte Accident Death:(A71000 Death Benefit) A serious accident vcn lead to death. Finallcially,this would cstch your family off gaurd and stop your pension and the social security accumulation. I'm not sure if you've heard of the "Widow's Blackout Period" whioch is the perood of time that a widow would have to wait to receive funds, but that was a huge concern too. So with this benefit the surviving spouse or the children receive an additional $20,000-$100,000 that pays out immediately depending on the type of accident. This benefit is set up for both of you- that was you are both protected. Do you see how having this money would help surviving spouse take care of this concern? |
Terminal Illness Rider: Another important feature of this program is that if you are diagnosed with the terminal illness such as cancer you can access half of your Freedom m O Choice income protection benefit while you;re alive( typically half of the whole life term insurance). This gives you the chance what some people do is they use the money for their bucket list and to make lasting memories with their family. The remainder of benefit would pay out to your family upon your death. |
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Permanent & Portable, Strike and Layoff Proof: American Income has an A+ financial rating and has been doing this for over 65 years. Unlike your group benefits which you can lose, these benefits and permanent and portable. If you leave your job, retire, or leave the union-you keep these. In addition, if you are qualified lay off they well cover the benefits for you 3 months and for qualifies strike if for 12 months. This way you won't lose the benefits when you need them the most. By the way, you never have to pay that back. |
Close, Enrollment Checklists, and Solidification: OPTION CLOSE:(two job worksheet should be filled out at this point). So, let me review everything with you. Let's say that at your current jobs(combine total income for household), we will call this Job A, and you re making $1,050 per week with your normal group benefit. Imagine that tomorrow you go into work and another job option opens up. With this job get the exact same group benefits, you have the same responsibilities, same co workers and everything. But with Job B, the pay works a little different, you are making about one hours wage difference, which, like you said before, is pretty much the same. But that once hour, you'll get permanent benefits to take care of your concerns. |
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Your family would have te funeral and final expenses covered with Freedom of Choice; with your current job they won;t cover that. Your income will be protected; with your current job, your income dies with you. You will have money to pay the mortgage; your children education is secured; your family will have income coming in when someone is hurt or injured. Right now with your current job, they don't provide any of that. A starter life insurance policy is set up for your children; and you can access thousands of dollars upon the diagnosis of a terminal illness. With your current benefits, none of that is covered(put all O under the current jobs. |
Mary, let me ask you, If Joe went into work tomorrow and he had a choice between JobA and Job B, which job would you want him to take? Why would you want him to do that if you;re making more money over here? Joe, which job wold you take? Yea...me too. That's what Literally everyone says and that's why they had me out here. As you can see, what they set up is a no brainier. |
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Now what I have just gone over with you is what the Benefit Software suggests as the basic plan to handle your concern...one suggestions it is making is to increase your Freedom of Choice benefit to $31,000 to protect your family from inflation increases. It;s only $12 per week to add the inflation protections for the funerals. Do you want to start with the basic program at about one hour;s wage, or $5 per week? Or do you want to do a little more and get the inflation protection built in for $12 per week . Ok that's smart...that;s exactly what I would recommend. Like I said before, you do need to qualify for these benefits so I need to ask you a few health questions to see where you;re at....(begin asking health questions) |
After the Health Question (Q-R Checklist): Ok, i'm not the underwriter , but based on what i'm seeing here it looks like you should be able to qualify for the benefits. (Take out Q-R Check;it and go right into the Q-R). Ok folks, this is the Q-R checklist which is a mandatory checklist that we review with all of the members; it explains the enrollment process. This first thing the checklist talks about is the way the benefits are handled. (Complete Q_R checklist and rest app). |
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Rated Risk Presentation(Everysale): At some point everyone's life they become uninsurable. This is usually due to either age, health , or habits. Once you are uninsurable you typically can't get insurance again. There are four possible outcomes we have after applying for coverage. First, you could be approved standard due to having minor or no health issues. The second possibility is that you are uninsurable for coverage which can happen due to age, health, or habits. The third option is we can fall somewhere in between perfect health and the uninsurable line. |
Because the groups we work with want everyone to be approved, they created a category called "Special Risk" where the program would be a few dollars more per month. In this category, you would pay exactly what someone else would pay for the same health profile. Obviously, the closer you are to the uninsurable line, the more would pay for the same health profile. Think of this like car insurance- someone with a perfect driving record wouldn't pay the same as someone that had a lot of speeding tickets. The final option is the counter offer is the least likely. They make this offer for someone that may have not qualified in the past, as a last chance to get covered. If the program comes back different than what we discussed, I will call you and let you know. If that happened, would the few extra dollars be a problem for you? |
