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26 Cards in this Set
- Front
- Back
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1.1 Talk to kids- Paying |
Hey I totally Understand and I want them to be involved in this decision. Now let me ask is he paying for it? "yes" OK, let's get them on the phone, I can make a 3 - way call, I am sure this is something dthere's something they've been meaning to do and you deserve your coverage since you're being so proactive about this period good on you. Let's give them a call OK? What's their number? |
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1.2 Talk to kids "not paying" |
Hey I totally understand and I want them to be involved in this decision now let me ask is he paying for it? "no" look, they're not going to want to talk to you about dying but ultimately this is for them. There's never been a son or daughter that regretted their parents having life insurance when the unthinkable happens. And it will happen. So let's get you covered and your son protected. |
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1.3 Talk to kids - Kids not available |
OK let's do it like this, you agree to ownership of this policy and all the figures and conditions spelled out and final acceptance is of course subject to his approval. So you're gonna get the policy in the mail and you And him are gonna review it. And you have 30 days from the day of that 1st payment for that review and to get a full refund of your 1st premium. So that's what we're going to do today. |
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1.4 Talk to Kids |
I understand, but I know exactly what Johnny's gonna say, hes gonna say "mom, don't worry about it, I don't want to think about you dying. "and because it's such an emotional subject for him hes not gonna want to think about it with you. Who wants to talk to their parents about them dying? And as a parent it's our job to protect our kids and not rely on them to make decisions to protect themselves. So let's get them protected today for you. |
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1.5 Talk to kids |
I totally understand. Let me ask you this, does Johnny approve of your current situation and how much it would cost him if you died tomorrow? Whatever the policy you get today Johnny will support you because you remove the burden of him having to think about your death and the greater burden of him having to pay for it. So let's get this done for both of you. |
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2.1 I don't make quick or rash decisions |
I understand and I totally get it and I want you to make an educated decision. But it would be impossible for this to be a rash decision because you know you need coverage and the best day to get covered is as soon as you think about it because premiums do go up with age and no one knows what tomorrow will bring. You might not die, but you could have a heart attack and then pre memes could go up 4 or 5 times as high as they are today or you can get the client for most policies. So today is always the best day as a rule. |
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2.2 I don't make rash decisions |
Hey I agree and like I said saying yes now could never be a rash decision. You've needed a program like this or I'm like this or more insurance for years so not only would it not be rash it's right on write on time and once you get that beautiful policy number somewhere inside you'll be the deep sigh of relief that same sigh of relief that your children will feel when they realize they won't have to raise money for your funeral service, so let's get this done today. |
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2.3 I don't make rash decisions- over and done with |
Look of course you can wait. I don't want you to make a rash decision like you don't feel like you're doing something that's right. But we know this is right! So let's get this done today so you can put your attention on the other things in your life that are important. No one wants to think about life insurance forever. Let's get this handled today Betty. |
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3.1 Think about it |
Look Betty, I completely understand. Certainly you can wait. But let me share with you just what happens while you wait. Number one, you and your family still need this coverage. Number 2, it will cost you not to have this because it's going to give you peace of mind, protect your children against thousands of dollars of final expenses, and medical cost. And number 3 literally nothing changes when we hang up except maybe the the price and qualifications by possibly 1 simple medication change. And you're still going to need to do this at some point so let's just get this done because you have so many other important things to put your mind on at this point in time let's just move forward. |
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3.2 I still got to think about it |
Look Betty thought it's instantaneous you've already thought about insurance and you know that you need it but right now Betty while you're still young and healthy let's get this done for you you. |
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3.3 still got to think about it |
Great so with 2 or 3 days or 2 or 3 weeks be enough time to think about it? Great the insurance company gives you 30 days to think about it if you change your mind you get a full refund no questions asked. Look the truth is either way you'll face these 3 questions 1 does this program get you what you want and what your beneficiary needs, can you afford it and am I someone you would like to do business with who will be there for your family when you pass and our company based on our 65 year old reputation? If the answers to all those are yes then this is the absolutely most reasonable decision you can make today. |
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3.4 Still got to think about it |
So let's do this, let's apply. Let's push the 1st payment out for 3 weeks or 30 days. You're gonna get the policy and from the day that you make the 1st payment you'll have 30 days to review it and make a final decision. And if you find a program that's insanely better than I don't expect you to keep this one but you gotta get the ball rolling on this period so let's get this started and I'll follow up with you and if you want to make changes or cancel or refund the 1st premium we can make that happen for you. |
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3.5 think about it |
I understand you need to think about it but also what you can think about is that this policy save Johnny from a serious financial obligation your family needs it and sooner or later you're going to do it anyway so let's get it done now because you're only delaying the inevitable. |
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3.6 think about it |
Hey I understand, most people need time to make a decision, I'm actually one of those people. So let me ask you this, on a scale of 1 to 10, where 10 being you're absolutely certain and ready to go ready to go let's go, I want it right now. I'm 1 being you wouldn't take it no matter what even if it was free, where do you stand? What would it take to make this a 10? |
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3.7 I need to think about it |
Look I understand you want to add some time to this period I do the exact same thing and I figured out that I usually only had a few real concerns one, is this the right product for Me Too! Maybe the cost or something in the terms and details also do I trust or like the person that I'm working with working with or there was something else. Which of these you feel like it is for you? |
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4.1 budget concerns |
Hey I understand and most people that I speak to around your age feel the exact same way about the price of life insurance as well as electricity and the cost of shoes and taxes. Everything we do cost more money than we want to spend but we still do them. Let's move forward with this because life insurance is equally important as everything else you pay for. |
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4.2 budget concerns |
Hey look I get it, I understand this is more than you'd like to spend but we spend a little extra on the most important things because those things matter more than most so let's move forward with this for Johnny sake. |
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4.3 budget concerns |
OK I get it so assuming you can do this and afford your food/rent/electricity, electricity, medical, entertainment credit cards and all of the things and still afford things instead of 4 discomfortably then you do it right? |
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4.4 budget concerns |
Sir 90% of the people I speak to are already over budget but it makes sense and we both know you're gonna get it at some point. |
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5.1 talk to Spouse |
I understand but what if she says no? Are you still gonna do it anyway? |
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5.2 talk to spouse |
I agree and yes you should talk to your spouse but if your spouse is anything like mine He never tells me no when it's something I should do and that could help us our family or situation. |
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5.3 talk to Spouse |
Hey I get it and if you talk with your spouse as much as I talk with mine you've already spoken about life insurance. You guys know you need it and it's kind of been sitting there under the rug. So let's get this taken care of today and we'll figure out the terms and details afterwards once your final approval Is made. |
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5.4 talk to spouse |
I totally understand and I want you to discuss it with them. Would a month or 2 be long enough? Great, let's apply today and make sure you get approved. If you do get approved, will send out the policy for you to review with your spouse and you can make alterations from there. It's better to have concrete numbers to work with than just guesses. |
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5.5 talk to spells |
OK so what happened last time you looked into coverage and discussed with your spouse? |
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6.1 don't wanna give bank info or social |
Look I get it I don't like giving it out either but we do need it for your application. Now all I need is 5% of your trust and I'll earn the other 95%. I can always send you a link where you can input your information site unseen and no one will see it but the Computer system you enter it to and no human will have to lay Eyes on your information. |
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The Belfort loop |
Is any objection at all: Hey Luke, I totally get it, I hear what you're saying, but let me ask you this, do you like the idea of this program? Do you like the idea of life insurance for Johnny? "yes" Exactly! It's an amazing program. - present a few more features of the insurance such as cash value and living benefit It's a great program right? "yes" Exactly if I was your beneficiary recommending you get this you probably be all over it and get it handled because it's important to you answer them right? "yes" Exactly. Now that I understand. You don't know me and I don't have a track record with you, so let me explain myself and introduced myself - - give a heart warming background story and then ask them to go for the lowest amount of insurance you presented "let's just get it started we can always add more in the future or get another policy" |
