Live Transfers

Intro

--Wait for Response--

Hi, [Client Name]! This is [Agent Name]. I’m the licensed insurance professional who was assigned to help you today with your request.


I see you came through to me directly, so that means you’re in the right place and I’ll be the one guiding you through this. Does that sound good?

(pause for yes – sets a cooperative tone)

Engagement & Discovery:

Now, before I jump in, let me ask: Have you been looking around for life insurance for a while, or is this your first time checking things out?”

(This gives you insight into urgency and buying temperature.)

Got it, thank you for sharing. And if something were to happen to you—God forbid—who is the person you’d want this money to go to, to make sure they’re taken care of?

(Prospect usually names spouse, child, parent—now they’re emotionally invested.)

--Wait for Response--

Education & Credibility:

Perfect. Now let me clear up something that confuses a lot of people. There’s actually a big difference between just getting a quote for life insurance and actually getting qualified for life insurance. Have you ever heard that before?

(Regardless of their answer, respond positively)

Exactly! A quote just shows you a number, but qualification is about whether the insurance company will actually approve you for that number. And that’s where I come in. You’re in luck because I’m licensed in your state and I work with over 20 top-rated carriers. So I do all the shopping around for you. My job is to find something that you qualify for and that’s affordable.

If I show you something that doesn’t fit your budget, I haven’t done my job very well—would you agree?

(light laugh here to build trust and rapport)

--Contact Info--

Perfect, so before we dive into the qualification process, let me make sure I’ve got your best contact details so you always know who you’re dealing with.

Could you confirm the best phone number for you?

And are you able to receive text messages at this number? I’ll be sending over my credentials so you know exactly who you’re working with.

What’s the best email address for you? That way you’ll also receive any documents when/if they’re issued.

(Repeat back their phone, email, and confirm texting works.)

Process & Next Steps:

Perfect, So here’s how this works. First, I’m going to send you all my information so you know exactly who you’re working with. That way, you know you’re in safe hands

Then we’ll go over some options and pricing together. I’ll need to ask you a few personal but simple questions—things like health, date of birth, and lifestyle—to match you with the right program. By the end of this call, the goal is to find you coverage and submit the application so we can get you officially qualified. The approval process usually takes about a week, sometimes faster, and I’ll personally keep you updated each step of the way.

--Trial Close--

Now, let me ask—aside from making sure the coverage is affordable, is there any reason we couldn’t go ahead and complete this process right now while we’re on the phone?

(If “No”) → Move directly into application flow.
(If “Yes”) → Handle objection, offer to reschedule and lock down appointment with urgency.)

[DISCOVERY QUESTIONS]

Perfect. What’s your date of birth? — so I can show you the most accurate and affordable options

Got it, —have you ever thought about whether you’d prefer to be buried or cremated when that day comes?

--Wait for Response--

Okay, and do you know how much that typically costs nowadays here in your state?

Cremation: Depending on the service, urn, and memorial, anywhere from $3,000–$7,000.

Burial: Depending on the service and casket, anywhere from $10,000–$15,000.

“Do you or [beneficiary’s name] already have that money set aside to cover those costs?

--Wait for Response--

Gotcha, no worries—I don’t think most people do nowadays. That’s exactly why people set something like this up.”

“Other than life insurance, do you have anything else that would pay your family if something unexpected happened to you? Things like a 401k, IRA, stocks, bonds, or savings?

If YES → circle back later for annuity conversation.

If NO → sound empathetic: Got it… nothing at all? Was it more about affordability in the past, or was it that you weren’t sure if you’d qualify? (90% say affordability)

Understood—that’s exactly why these programs exist. They’re designed for everyday people who want protection that’s affordable and realistic for their situation.

So are you currently working, or retired?

--IF RETIRED-- - Okay, got it. And do you receive Social Security or any other retirement income like a pension?

--Wait for Response--

And on a monthly basis, about how much would you say you bring in between all sources of income?

--Wait for Response--

Alright, and after you pay your bills, food, and living expenses, how much on average would you say you’re usually left with at the end of the month?

--Wait for Response--

[MEDICAL QUESTIONS] - Open “Toolkits” NOW


Okay, now just a few quick health questions…

  • Are you a smoker at all?

  • Any history of heart attacks, strokes, or cancer?

  • Any diagnosis of diabetes?

    • If yes → Do you take insulin or metformin?

    • “Do you have any neuropathy?

  • Any kidney or liver issues?

  • Any diagnosed anxiety, depression, or PTSD?

  • Any respiratory issues such as asthma, bronchitis, or COPD?

  • Are you currently prescribed any medications, even if you don’t take them regularly?

    • If YES → Okay, and what are you taking those for?

    • If NO → lightheartedly “Wow, you’re healthy as an ox, Mr. [Last Name]. Most people I talk to have a whole laundry list of medications!

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)

  • If Burial: Got it. Most people looking to cover a burial usually set up somewhere between $10,000 and $20,000 worth of coverage. Does that sound about right for you?

  • If Cremation: Got it. Most people looking to cover cremation usually set up between $5,000 and $10,000 worth of coverage. Does that sound about right for you

[QUOTES & PRESENTATION]

--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--

Alright, so I’m taking a look here for you. Go ahead and grab a pen and paper. The company offering you the best rate here is [Carrier Name]. They’re one of the top carriers I work with, and I recommend them because they consistently offer the best coverage at the most affordable rates.

Go ahead and write this down:

  • $20,000 coverage

  • $15,000 coverage

  • $10,000 coverage

Did you get that?

--Wait for Response--

Perfect. Now these are whole life insurance options—that means they never expire. Even if you lived 200 more years, your family would still be able to claim it. They also come with living benefits, so if you were ever diagnosed with a critical or terminal illness, you could access up to 70% of the policy while you’re still alive. And when the benefit is paid, your beneficiary receives it tax-free.

Does all that make sense?
(pause for response)

Great. So for $20,000 of coverage, your payment would be $.
For $15,000, it would be $.
And for $10,000, it would be $____.

Now, would you like to see something higher, lower, or do one of those feel like a good fit for you?

(If they want adjustments, provide them. If they say “no, these work”:)


Perfect. Out of those three, if they approved you, which one feels most comfortable for you right now?

--Wait for Response--

[APPLICATION PROCESS EXPLAINED]

Alright, so here’s how this works: it only takes about 10–15 minutes. I’ll put down your basic info—your legal name, address, phone, email—then we’ll go through some health questions, just like we talked about earlier, and verify your identity through your Social. That’s how the insurance company checks your prescription history and health records over the past 5–10 years.

Once that’s done, we’ll list your beneficiary, and then set up how you want to pay—most people pick a date that lines up with when they receive their income. The nice part is you don’t have to pay today if you don’t want to—we can choose the start date that’s most comfortable for you.

Does that sound good?

--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 people 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.


[CLOSING THE APPLICATION]

--CHECK YOUR EMAIL FOR CONFIRMATION--

Once we finish here, the company will give us one of three decisions:

  • An instant approval,

  • An instant decline, or

  • They’ll send your application to an underwriter for review.

If you’re approved, you’ll receive your policy packet in the mail within 7–10 business days. I’ll be your agent for life, so if you ever need to make changes, add more coverage, or just have questions, I’ll be here for you.

--IF APPROVED -- have fun with it
Now, I’ve got some good news and some bad news for you… The bad news is you’re stuck with me for life! The good news is—you’re approved! Congratulations!

--IF DECLINED OR UNDERWRITING --
Looks like they’ll need a human underwriter to take a closer look. That usually takes 24–48 hours. Either way, I’ll stay in touch and keep you updated.

[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--

Did you have any questions for me? 

--Wait for Response--

Awesome and…. (READ QUESTIONS BELOW)

[SOLIDIFYING SALE AFTER APP]

!!MUST DO!!

Before I let you go, can I ask—on a scale of 1–10, how did I do for you today?
(pause)

Do you feel good about what we were able to accomplish and put in place today?
(pause)

--ONLY IF APPROVED-- Perfect. I’m also going to text you a quick policy summary with your policy number so you have it handy on your phone. Please save my number—you may still get some calls, but just let them know you already have this taken care of. This policy will be here for the long haul, so don’t let anyone mess with what we put in place today.

Sound good?

Alright, I’m so glad we were able to take care of this for you today, Mr./Ms. [Last Name]. Have a blessed rest of your day—and remember to save my number!

--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.

--Wait for Response--

Alright bye, bye. 

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



Common Objections

“My kids can pay for my burial expenses"


That’s good to know you’ve raised kids who would step up for you. That says a lot about your relationship and how you’ve taken care of them. Most of the parents I work with feel the same way — they know their kids could pay for it… they just don’t want them to have to.

If something happened tomorrow, your kids might be able to come up with $20,000, but do you want them to be figuring that out while they’re grieving… or would you rather they could just focus on remembering you and taking care of each other?

That’s why most parents opt to lock this in while it’s affordable and guaranteed — so their family never has to choose between paying bills and paying their respects. We can get this taken care of in about 10 minutes so it’s off your shoulders for good.

“I already have life insurance.”

That’s actually great to hear, because it means you already see the value in protecting your family. A lot of the people I help already have some coverage, but they let me do a quick review because:

Rates may have gone down since you got your policy.

You might be eligible for better coverage today.

Or we can make sure there aren’t any gaps in your current plan.

Would it make sense for me to do a quick side-by-side comparison for you? If your current coverage is the best option, I’ll tell you to keep it. But if I can save you money or increase your protection, that would be worth looking at, right?

"I just wanted to look into it, I’m not sure I need it right now"


Totally understand — most people I help start out just looking into it. That’s actually the best time to get the facts before you make a decision. Out of curiosity, if something happened tomorrow, who would be responsible for covering your final expenses?

How would that affect them financially?

So let’s just see what you qualify for today — that way you have the information and the option. If it’s not a fit, no harm done. But at least you’ll know you locked in your best chance while you’re still eligible.

"I need to talk to my wife/husband before I can say yes"

I completely understand — I’d never make an important decision without talking to my spouse either. Just so I’m clear, is your spouse usually on the same page with you about these things, or are they the one who usually needs a little convincing?

They can Decide:

Makes sense. Just so you know, the rates are based on your age and health today — if we wait, they could be higher or you might not qualify at all. Why don’t we go ahead and see what you qualify for, and if your spouse has questions later, I can answer them directly. That way you’re not losing your eligibility while you wait.

They Decide Together:

Here’s what I can do — we can get your spouse on the line with us now so you both hear the same information. That way they can ask any questions and you can decide together. Are they available?

Not Available:

No problem. Let’s set a specific time for all three of us to talk so I can answer questions for both of you at once. That way you don’t have to relay anything and nothing gets lost in translation.

“I need to think about it.”

Totally fair, [Name]. Most people I speak with don’t make financial decisions lightly—and that’s a good thing. Let me ask you this though: usually when people say they want to ‘think about it,’ it’s because they’re unsure about one of two things. It’s either the price, or whether this plan is really the right fit for them. Which of those do you feel applies more to you?”

(They’ll usually pick one. Now you know the real objection and can address it directly.)

“I don’t have the money right now.”

I completely understand, [Name]. And to be honest, affordability is the number one thing I focus on. Here’s what I always tell people: something is always better than nothing. Even a smaller policy can make a world of difference for your family if something unexpected happens.

So instead of looking at the perfect coverage, let’s start with a plan that’s comfortable for your budget today. We can always adjust it in the future when things improve. How does that sound?

Can you just send me the info?”

Absolutely—I can send you all my credentials so you know exactly who you’re working with. But when it comes to the actual insurance options, companies don’t just hand out generic info the way car insurance does. We have to go through the qualification questions together to see what you actually qualify for, otherwise the numbers would be meaningless.

That’s why it makes sense to take just a few minutes now—so by the time I do send you information, it’s personalized and real, not just a guess. That way you’re not wasting your time comparing numbers that wouldn’t even apply to you. Fair enough?

“I’m not interested.” (cold resistance)

I hear you, [Name]. Just so I don’t waste your time—when you say you’re not interested, is it because you already have a plan you’re comfortable with, or because you don’t see life insurance as important right now?

(This forces them to clarify. If they already have coverage → go to objection #4. If they don’t see the need → re-anchor to their beneficiary.)

“Got it. Well, earlier you mentioned that if something happened, you’d want [beneficiary’s name] to be taken care of. That’s really what this is about. My job is to make sure they’re protected in the most affordable way possible. Would you be open to just seeing what that looks like before deciding?

-

BEEN LOOKING/GETTING CALLS ALL THE TIME: so it sounds like you have been interested in getting a policy in place but you have been overwhelmed with all of the people reaching out, is that right?

That’s a valid concern, its understandable that you are receiving multiple calls as several agents may have your information. The goal is to provide helpful information to you so you can make the best decision.

2 YEAR WAITING PERIOD: The waiting period may seem concerning, especially if there are existing health conditions. It sounds like you may be concerned about what may be the outcome if something were to happen to you during that period of time is that right?

Those who struggle to qualify for other policies due to health conditions may still get coverage with guaranteed issue policies that have a waiting period. In regard to your concerns, in most cases accidental death coverage can still cover the full death benefit during the waiting period, if death occurs outside of an accident most policies will refund the premiums paid often with interest, and once the waiting period is over you will have long term financial security for (beneficiary name). Rates increase with age and if that waiting period is concerning to you now, it would be better to secure coverage now rather than waiting until something else happens god forbid.

-

Social Rebuttal:

I understand completely — you’ve got to be careful with your Social these days. A lot of the folks I help felt the same way at first. The insurance company uses your Social to verify your identity, confirm your eligibility, and match your records with the prescription and medical database. This is how they approve you without making you go to the doctor or do a physical. Without it, they can’t process the application. I’m a state-licensed agent, so everything I do is regulated and recorded. I never store your Social — it goes directly to the insurance company through a secure, encrypted system. This is the exact same process they’d use if you walked into a local office to apply in person. Once the policy is issued, you’ll get your policy number and welcome packet in the mail. Let’s go ahead and finish the application so you can lock in your coverage while you’re still eligible — it only takes another couple minutes.

-

-

"I don't want to give my routing an account number"

I completely understand — these days you can’t be too careful with your information. A lot of people I help felt the exact same way before they saw how the process works.

The insurance company needs your routing and account number to set up the monthly premiums. It’s not for me personally — it’s the same as if you set up a utility bill or Social Security deposit. The payments are handled through the Federal ACH system, which is the most secure payment transfer in the country.

Also, I’m a state-licensed agent — everything I do is recorded and regulated by the Department of Insurance. I couldn’t keep my license for a single day if I mishandled anyone’s information.

Here’s what we can do — let’s complete your application so the company can give you your approval and lock in your rate. They won’t draft anything until the policy is issued, and you’ll have your welcome packet in hand first. If for any reason you change your mind in that time, you’re fully protected by the free look period

-

-

--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?

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