HANDLING OBJECTIONS & CLOSING SKILL MODEL SCRIPT – CAMILLE MULACH VERSION

SKILL MODEL DETAILS SCRIPT

STEP Advisor (A); Customer (C)

Use A: So Tita Camille, with this program – Wealth Secure, you are looking at a
Appropriate possible additional savings of about P830,000 based on an 8% fund
Close growth rate by setting aside P70,000 every year from today until
you’re finally ready to retire or 10 years from now. Would you want to
start doing this today?

C: Parang hindi pa ko ready to commit on this.

A: I understand Tita. Pero Tita, may I know why?

C: Kasi parang ang tagal ko siya babayaran.

A: I understand. Siyempre yung mga ganitong bagay lalo na, magshe-shell

out ka ng money na pinaghirapan mo, dapat talaga pag isipan. Pero
Tita, naalala niyo ba ‘yung sinabi niyo sa’kin kanina, na isa sa mga
malalaking worry niyo is yung kawalan ng kasiguraduhan sa retirement
niyo kung wala kang maitatabi para sa sarili mo?
C: Oo.

A: Itong option na ‘to Tita is a step you can take para mabawasan yung
feeling mo ng kawalan ng kasiguraduhan sa future mo, kasi you’re
doing something today para mangyari ‘yung gusto mong mangyari 10
years from now. Are you sure this is not something you’d want to
commit yourself to do?

C: Hay naku. Alam na alam mo talaga kung paano ako kakausapin.

A: Syempre naman Tita. I also just want to make sure that you get to take
care of yourself too, not just your business. So tuloy na po tayo?

C: Sige sige.

A: Let me just share my screen para we can complete the application

form together… (Fast forward to Step 2)

Handling Objections & Closing Skill Model Script: Camille Mulach Version Page 1 of 4
 SKILL MODEL DETAILS SCRIPT
STEP Advisor (A); Customer (C)

Complete  Completed application form A: Recap ko lang quickly what you are getting today. What you decided
Sales via AUS & other New Business to purchase today is a variable life insurance plan. Ibig sabihin, this
Paperwork Requirements really has the ability to build your retirement fund while protecting
your income too, habang binubuo o siya, which is, depende sa
 Agree with customer the VIBE performance nung chosen fund mo - in this case, Balanced Fund.
option he wish to take to
obtain the signature C: Yes. I understand.

 Consent form (if needed) A: Discuss ko lang din sa’yo Tita ‘yung ibang charges on the plan.

 For Multiple Pay Plans
(optional)
o ADA Form
o IL ADA-Direct Credit Form
o ACO Form
 Proof of Payment
 Screenshot of interview
 Screenshot of photo of the
client holding his ID
 Declaration that you saw the
original copy of the ID
Mayroon siyang acquisition and administrative charges na ibabawas
muna sa premium mo, tapos ‘yung matitira, parang sukli, ‘yun ‘yung ii-
invest. Pero itong charges na ito will only happen in the first 3 years
nung policy. So, sa first year, medyo mataas, 85% ng premium mo,
maa-allocate muna sa charges na ‘to. Pero sa mga susunod na year,
bababa na siya. Like sa second year, 51% na lang, tapos sa third year,
36% na lang. ‘Yung fees kasi na ito is kailangan to set up your policy.
Either way, it is still programmed naman na protektahan ang income
mo if you’re suddenly taken out of the picture. Is this okay with you?
C: Yes.
A: Okay. That’s good. Here kasi siyempre in InLife, we really value
transparency kaya dini-discuss ko to sa’yo. Also, every month, may
mortality charge na mababawas sa investment mo. Essentially, ito
‘yung charges na pang-maintain ng life insurance coverage mo.

C: Ah okay.

A: So far, I have explained everything you need to know, including the

charges and other critical items about the plan. Do you have any
questions at this point?

C: Wala naman.

A: I have these documents with me now, papadalan kita ng link doon sa

email address na binigay mo sa’kin kanina. May mare-receive ka rin na

Handling Objections & Closing Skill Model Script: Camille Mulach Version Page 2 of 4
 SKILL MODEL DETAILS SCRIPT
STEP Advisor (A); Customer (C)

text message containing the link you need to access para mapirmahan
mo ‘yung application. Click mo ‘yung link na ‘yun tapos mapupunta ka
na doon sa site. If maka-encounter ka ng problem, message mo lang
ako. I can text you my number right after natin mag-usap. Okay?

C: Sige. I will. Or patulong ako kay Chino kung maligaw ako.

A: Ah sige po. Part of the thrust of InLife is to make things convenient for
our clients din. That’s why you have the option to actually pay this
online, para hindi mo na kailangan lumabas. Are you comfortable with
this option?

C: Yes. Better ‘yun.

A: Okay. You will receive a notification about the payment both sa email
and sa SMS. Click mo lang ‘yung link na ipapadala tapos you will be
asked to provide ‘yung card information na gagamitin to pay the
premium.
C: Okay. Will do.

Set  Underwriting A: So, isa-submit ko na itong application niyo, Tita, and then our
Expectations underwriting team, ‘yung papadalhan ko nung documents, will be
& Discuss  Policy Issue & Delivery reviewing these. If everything is in order, your plan should be issued in
Next Steps 2-3 business days. In case my additional information na kakailanganin, I
 Welcome Call
will contact you. Okay lang po ba?
 Next Visit
C: Yes naman.

A: ‘Yung contract niyo po will be available via the Customer Portal.

Parehas din po ‘to nung bank portals na ginagamit niyo to manage
your bank accounts. Ang difference lang is that, para siya sa insurance
niyo with InLife.
C: Ah okay. Good.

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 SKILL MODEL DETAILS SCRIPT
STEP Advisor (A); Customer (C)

A: Also, InLife would also want to make sure that I was able to explain
everything you need to know about the plan, and that you also have a
full understanding of it. So, expect that you should also be receiving a
call from our Customer Service team to check on this. When you get
the notification na approved na ‘yung policy niyo and the contract is
already in your Customer Portal account, okay lang po ba kung mag-
meet tayo ulit, kahit virtually, para we can go through it together?

C: Sige please.

Ask for  Ask for feedback and areas of A: Tita, how did you find our kwentuhan naman so far?
Referral & interest
Thank C: Okay naman. I’m glad I agreed to talk to you about this.
 Referrals from your client’s
family, friends and colleagues A: That’s good to hear. I’m also glad we got to have this conversation.
Would you happen to know anyone who might also need help for their
 Endorsement is key future savings?

 Thank the client C: Ay oo.

A: Who do you have in mind?

C: Kausapin mo nga din si Chino at si Chinky.

A: Sige po. Tawagan ko na rin sila. Sabihin ko po na kayo nagpa-contact

sa’kin sa kanila, okay lang po ba?
C: Oo naman.

A: Alright. Tita Camille, thank you very much for meeting me today and
I’m glad to have the opportunity to do this for you. Sabihan niyo lang
po ako kung may additional questions kayo.

C: I will. Thank you.

A: Ingat and thank you again!

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