Veteran Lead Script - LifeJacket Intro

Hey is this (client name)?

Great, this is ______, with Benefits for Veterans, how’s it going?

--Wait for Response--

What does Benefits for Veterans do?

So you probably know this by now but the VA doesn’t have many life insurance options for veterans and most veterans cant even qualify for them…

We help veterans understand what the VA does cover and how to get it, but for most it’s not nearly enough (feel free to explain the 300$ for headstone thing)

So we have partner programs that are more lenient with common veterans health issues like PTSD/Mobility etc that ensure vets are getting their best possible policy and rate.

Do you currently have life insurance or just what the VA offers?

Ok, let’s see what we can do for you.

[FOR SECOND CHANCE: do you remember anyone reaching out about a month ago from Benefits for Veterans?  

Ok great, well your file is still open so it looks like we haven’t helped you yet, do you remember what it was you were looking for back then?]

--Wait for Response--

“Before I get started”…(ask for the following)

Can you please confirm with me your birthday? 

Which military branch did you serve in? (then say “thank you for your service”)

Ok, let’s see what we can do for you. Now, before I ask you some health questions, do you know what Benefits for Veterans does for vets?

--Wait for Response--

You probably know this by now but the VA doesn’t have many life insurance options for veterans and most veterans can’t even qualify for them due to the VGLI application window being only 120 days after being discharged… So, we help veterans understand how these VA coverages work, how to get them, and what partner programs might be a better fit for them.

Now, are you aware of the different types of life insurance, and how they work? 

--Wait for Response--

Term Policies last for a certain term period, 10-30 years, then expires and doesn’t carry any cash value. This means you don’t get anything if you cancel or live through the policy.

Whole Life policies are just like it sounds- it lasts for your whole life, never goes up in price, and accumulates cash value that you can use while you’re alive

Which one sounds right for you?

--Wait for Response--

[DISCOVERY QUESTIONS]

Now god forbid if you were to pass away today who would be the beneficiary picking up the pieces tomorrow? ….What’s their name so I'm not rude?

Okay got it, so you’re just trying to make sure if anything happened to you.. (BENEFICIARY NAME) wouldn’t have to come out of pocket or take care of any of this themselves, is that correct?

--Wait for Response--

Got it, completely understand. And have you ever thought about whether you were to be buried or cremated?

--Wait for Response--

Okay and do you know how much that cost nowadays here in the state?

● Cremation: depending on the Fanciness and elegance with the service, urn, and memorial it’s anywhere from 3-7k.

● Burial is anywhere from 10-15k depending on the fanciness.

● Do you or (BENEFICIARY NAME) have that saved up to offset the cost?

--Wait for Response--

Gotcha no worries, I don't think anybody does nowadays. That’s why most people get something like this in place.

And what else do you have that can pay your family in the event of your unexpected death other than life insurance? (Ex. 401k, TSP, IRA, Stocks, Bonds, or Cash in the bank)

--IF YES CIRCLE BACK TO THIS AT THE END FOR ANNUITY--

--If No sound concerned-- - Got it… nothing at all…  was it affordability or eligibility that kept you from setting anything up in the past?           (90% of time Affordability)

● Understood… that’s why these programs were designed in the first place, people on a fixed or low income can’t afford traditional life insurance or save money.

So are you currently working or retired?

--IF RETIRED-- - I can't wait to say that one day. And I assume you receive Social Security then?   Alright and do you receive any Disability through the VA? 

--IF DISABILITY-- - And how much do you receive through your disability benefits monthly?   Are you 100% percent through the VA?

--Wait for Response--

Any other retirement pensions or anything like that from previous employers?

--Wait for Response--

And on a monthly basis what would you say you're bringing in?

--Wait for Response--

Okay and after you pay your bills, buy your food and do all your fun stuff. How much on average would you say you’re left with or saving at the end of the month?

[MEDICAL QUESTIONS] - Open “Toolkits” NOW

Alright and in terms of your health, are you a smoker at all?

--Wait for Response--

(IF NO - Okay good, a lot of the people I speak to are addicted so that’s relieving to here)

Have you ever had any Heart Attacks, Strokes, Cancers? --Wait for Response--

Any diagnosis of diabetes? --Wait for Response--  

(IF YES) are you taking insulin or metformin? (figure out which one or both)  --Wait for Response--

(Diabetes continued) - do you have any neuropathy? --Wait for Response--

Any kidney or liver issues? --Wait for Response--

Any DIAGNOSED Anxiety, Depression or PTSD? --Wait for Response--

Any respiratory issues like Asthma, Bronchitis or COPD? --Wait for Response--

And are you prescribed any medications right now even if you are not taking them?

IF YES - Okay and what are you taking those for?  --Wait for Response--

IF NO - Wow your healthy as an Ox Mr. (last name) haha, most people read me laundry lists of medications --Wait for Response--

Burial or Crem

IF WASN'T SURE - Okay and now are you thinking you want to cover a Traditional Burial or a Cremation?

IF KNEW EARLIER - Alright, and you are still looking to cover (trad or crem)

--Wait for Response--

IF TRAD - Gotcha, so I'd say most veterans looking to cover a Traditional Burial are usually looking for about 10-15-20k worth of coverage. I assume we’re looking for about the same?

IF CREM - Gotcha, so I'd say most veterans looking to cover a Cremation are usually looking for about 5-7-10k worth of coverage. I assume we’re looking for about the same?

[QUOTES]

--DO NOT QUOTE ANYTHING OVER 50% OF WHAT THEY ARE SAVING PER MONTH, MAKE SURE THEY CAN AFFORD IT AND IT’S IN THEIR BUDGET — THAT’S OUR JOB--

--DO NOT QUOTE ANYTHING UNDER $50 per Month — NOT WORTH IT UNLESS CHILDREN'S POLICY OR SPECIFIC SITUATION WITH CLIENT--

--Wait for Response--

Okay so I'm taking a look here for you, Go ahead and grab that same pen and paper for me. 

 It looks like the company offering you the best rate here is (Carrier Name). They’re one of the premier carriers in our Veterans program and usually my first recommendation just because they offer the best rates. So go ahead and write down (the 3 coverage options you chose) 20k as in 20 thousand, 15k under that and 10k under that. Did you get that?

--Wait for Response--

Okay perfect, now these are WHOLE LIFE options meaning they never expire. Even if you lived the next 200 years your beneficiary would still be able to claim it haha.. and they also have living benefits meaning if you were to become critically or terminally ill you're eligible for a payout of up to 70% of the policy while you are still alive. And when that claim is made it's going to be a completely TAX FREE check in the mail for your beneficiary. Does that all make sense?

--Wait for Response--

Okay perfect 

So starting at the top the (20k) if they were to approve you  would only be $______

Under that the (15k), again, if they were to approve you for it  would be $______

And lastly the (10k), kinda getting your foot in the door here is $______

Now did you want to see anything higher, lower or in-between, or did those kinda do it for you?

IF YES -  ASK QUESTIONS TO FIGURE OUT WHAT HE’S LOOKING FOR, GIVE OTHER OPTIONS

IF NO (usual) - PERFECT, AND OUT OF THOSE 3 if they approved you  WHICH ONE FEELS THE MOST COMFORTABLE FOR YOU SO FAR?

--Wait for Response--

Gotcha, the ____K for $_____ ?

Alright got it and have you been through this process before or is this, kinda the first time?

--Wait for Response--

It’d take us about 10-15min if we’re on the ball. It's real simple.

What they’ll do is they’ll have us put down your basic demographic info like legal spelling of your first/last name, phone number, address, email, that type of stuff, then they’ll ask us a series of medical questions about 10-15 of em’ like the ones I asked you earlier just a bit more in depth. Then they’ll verify everything we put down about your health and identity is accurate and valid through your social—which has the last 5-10years of your medical history, milliman prescription report, diagnosis’, hospital visits etc. 

From there they’ll let us know if the application is on track to get approved or denied with a pre-check decision. Now, it’s not a final decision but it’ll give us a good idea of what we’re looking at. Then from there we’ll be able to list down your beneficiaries, and lastly whatever funding account you plan to use to make your contributions month in and month out with a Routing and Account #. They’ll also ask us what day you want the policy to go effective for you, you don’t have to pay today we can choose which day of the month is most comfortable for you, whether it’s today so you're covered as of tomorrow God forbid anything were to happen or if you want it to be on a specific day in the next couple weeks that works best like the 1st, the 3rd or one of the Wednesdays that’s fine too. Does that all make sense?

--Wait for Response--

Perfect, also once you get approved, you’re gonna get a policy packet in the mail within 7 to 10 business days and that would be a good time to look it over, give me a call in case you have any questions on it and make sure the policy is a good fit for you. Alright?

OPEN E-APP

--WRITE DOWN EVERY RESPONSE/INFO ON PAPER OR GOOGLE DOC SO YOU DON’T NEED TO ASK IT OVER AND OVER ON EVERY APPLICATION--

Alright now what’s the best mailing address for them to mail the packet to? 

(READ IT BACK TO THEM)

--Wait for Response--

Got it, and what is the legal spelling of your first and last name? 

--Wait for Response--

And this number that we’re speaking on, is this the best number for you?

--Wait for Response--

Okay and I assume it’s a cell phone correct?

--Wait for Response--

Perfect, what was the best height and weight for you off the top of your head?

--Wait for Response--

Alright and were you born here in the state of ______ ? (WRITE DOWN THEIR RESPONSE, SAME OR DIFFERENT)

--Wait for Response--

Okay, so born in _______ (their state) OBVIOUSLY  a U.S Citizen…….  What’s your Social?

--Wait for Response--

That was XXX-XX-XXXX ? 

Alright and like I said, that’s what they use to pull your medical history report over the last 5 to 10 years to ensure you're going to be healthy enough to be approved, and that's also how they verify that you are a veteran to apply those veteran discounts.

TEXT CODE

Okay and what they’ll do here in a second, they’re gonna send a text over to your phone directly from the carrier just to verify we're going through this together and neither one of us is trying to apply for insurance on our own.

IF AMERICO, ETHOS - Alright, it’ll be a 6 digit code and whenever you receive that just read it back to me.

IF AETNA (It’s at the end only) - Alright, I’ll let you know when they send that to you, it’ll be in a little bit.

IF MOO, SIWL, TRANS - When you receive it’ll have a link on there, go ahead and click it and it should bring up a Pop-Up blocker  if you're on a cell and just hit CLOSE. Once you do that it’ll have you sign in with your PIN# which is just the last 4 of your Social. 

-Let me know once you sign in. 

--Wait for Response--

-Okay perfect, now just scroll down and click the little yellow box and you should be good to go.

(CHECK YOUR EMAIL FOR CONFIRMATION)

BENEFICIARY

Now Mr. _____ (last name) if something were to happen to you, who was going to be the person taking care of all of this for you, your beneficiary?

(Get the beneficiaries full legal name, their relationship to your client and their birthday and phone number (phone number isn't necessary but get it if you can))

BANKING

Now just to confirm we’re applying for the he ____K in whole life coverage for $_____a month, correct? 

--Wait for Response--

Okay perfect, now, most veterans have it start on the day they get paid, usually the first or third of the month or one of the Wednesdays. But we can set it on a specific day that’s gonna fit best for you, what day did you have in mind?

--Wait for Response--

Okay so have it go effective on Month/Day? —-Got it and the (day) is going to be fine every month going forward as well?

--Wait for Response--

Alright and who do you do your banking with? —- They partner with most major institutions and credit unions.

--Wait for Response-- (SAYS BANK NAME)

Okay, and did you open that up in _____(STATE)?

Gotcha, let me make sure the carrier partners with them here, if they do it’ll pull the info here for us.

(SEARCH BANK NAME + ROUTING NUMBER + STATE PERSON IS IN ON GOOGLE)

EX. = Chase bank routing number Florida

Okay good, it does look like they do partner with ______ (BANK NAME) and it pulls their routing number for us here as XXXXXXXXXX (READ THE NUMBER DON’T PAUSE)

Go ahead and grab something to verify that with, whenever you’re ready I’ll read that back to ya.

Alright, perfect,  AND THE ACCOUNT?

That was,  XXXXXXXXXX ? (READ IT BACK)

Got it, it should validate everything here, bare with me.

FINAL TEXT CODE

IF AMERICO - Alright, now in a second here they’re gonna send you one more text just verifying that we’re completing this application together. It’s gonna be another 6 digit code just like the first one and whenever you receive that, just read it back to me.

IF AETNA - Alright, now in a second here they’re gonna send you that 6 digit code just verifying we’re completing this application together and whenever you receive that just read it back to me.

IF MOO, SIWL, TRANS - And then again here in a second it’ll send you another text verifying we're completing this application together and just like the first, you’ll close the pop-up and sign in with the last 4 of your Social again. Let me know when you get that.

--Wait for Response--

-Alright now once you sign in, on this one you’ll scroll down and it’ll ask you if you want to sign with your finger, you can either scribble something on there or just select NO then click the yellow box that appears, and we should be good to go.

--CHECK YOUR EMAIL FOR CONFIRMATION--

Okay perfect, now I’m just going to finish up this application here and submit it over to the carrier and they'll generate a decision for us.

They're going to give us one of three decisions:

they'll either give you an instant approval, 

an instant decline, 

or they're going to send your application to underwriting which just means they’re gonna assign a human underwriter to look everything over on your medical record and application and make sure you're able to be approved.

FINISH UP APPLICATION + SUBMIT

Now while we’re waiting for them to generate a decision I'm going to shoot you a quick text just with my first and last name from my cell phone. I want you to save my number okay? (text the client “first name, last name - life insurance”)

--Wait for Response--

--IF APPROVED -- Alright I just submitted the application, and I have some good news and some bad news for you… The bad news is you're gonna be STUCK WITH ME FOR LIFE because I GOT YOU APPROVEDDDD!!! Congratulations!

--IF DECLINED OR UNDERWRITING -- Okay so it looks like the application got sent to underwriting. Which, like I said, just means they’re gonna assign a human underwriter to look everything over on your medical records and come to a decision which usually takes about 24- 48hrs.

--Wait for Response--

I want you to make sure you save my number, like I said earlier I will be your agent for life if you want to make any adjustments, get more coverage, or if you have any questions I want you to call me. And make sure you call me when you get that policy packet okay?

--IF THEY HAD 401K, 403b, SAVINGS ETC-- READ QUESTIONS BELOW

--IF THEY DIDN’T THEN CONTINUE TO NEXT PAGE FOR SOLIDIFYING SALE--

ANNUITY QUESTIONS FOR APPOINTMENT WITH JOHN GAVIN

Okay so I know you said you had a (401k, 403b, IRA, Savings) roughly how much do you have in there? 

--Wait for Response--

Okay and of that (SUM) how much of that are you willing to lose?

--Wait for Response--

Okay so if I showed you a way to protect that money guaranteed while still growing cash value and even receiving a cash bonus of 15-20% I'm sure you'd be interested correct?

--Wait for Response--

There’s a lot of new retirement products that are showing our clients how to take advantage of the markets gains without the ability to lose any of it. Now I'm more of a pro with the Life Insurance side of things but I have a colleague named John Gavin who's been protecting retirement for 15 years. When would you be available next week to schedule a meeting to see what protecting your money looks like Ill need to make sure John Is available as well?

[REFERRAL]

Now Mr. _____ (last name) who else do you know that would benefit from having something like this in place

--Wait for Response--

(whoever the client says, ask for their full name, phone number, their relationship to your client and their birthday. If the client says no one ask if their beneficiary, their spouse, and their kids have coverage)

--Wait for Response--

And before I let you go did you have any questions for me? 

--Wait for Response--

Awesome and…. (READ QUESTIONS BELOW)

[SOLIDIFYING SALE AFTER APP]

!!MUST DO!!

On a scale of 1-10 how did I do for you today?

Do you feel good about what we were able to accomplish and put in place for you here today?

--Policy Summary text explanation-- --ONLY IF APPROVED--

And what I'll do for you here also Mr. _____ (last name). I'm going to text you over a quick policy summary with your policy number and everything so you have it on your phone while you wait for it in the mail.

--MAKE THEM SAVE YOUR CELL#--

Alright, well I'm glad I was able to help you get this taken care of today Mr. _____ (last name). I will personally put you on the do not call list. You may still receive a few calls just let them know it's taken care of, this will be in place for you for a long time so don’t let anyone come in and mess up what we put in place today okay? hahaha

Have a blessed rest of the day and be sure to save my contact in your phone.

--Wait for Response--

Alright bye, bye. 

[SEND SALE IN TELEGRAM SALES CHAT AND MARK IT DOWN ON YOUR SALES SHEET]