PREMIERS PRODUCERS GROUP INSURANCE ADVISORS

Outbound Calls
Hi (Client’s First Name)?- It’s (Your Name), from over here at Divine
Benefits and (Client’s First Name), I’m calling you back about the NEW
Statewide Final Expense Plans, and I noticed we haven’t gotten you
qualified yet, (Client’s First Name), are you still a resident of (State of
Client)?
➢ (If “NO”) Okay, no problem, which state are you in now?
Inbound Calls
Hi (Name) - It’s (Name), from over here at Divine Benefits (Name),
thank you for calling me back. I reached out to you about the New
Statewide Final Expense Plans, And I noticed that we haven't gotten you
qualified the last time we spoke. (Client Name), you are still a resident
of (state) right?
➢ (If “NO”) Okay, no problem, which state are you in now?

For quality and training purposes, the remainder of this call will be
recorded, and to see what final expense programs you may be eligible
for I need your age, how young are you? (Pause for response) (Max age
is 85) Build Rapport: Give Praise/Show Empathy to your customer.
(E.g., You sound great for your age, what is your secret?)

Now (Name), I am going to ask you a few simple (Medical Questions)

to determine the level of coverage you may qualify for. (No pause,
PIVOT to first question)
 MEDICAL
1. Are you currently hospitalized, confined to a bed or wheelchair, in a
nursing facility or receiving Hospice or Home Health Care?
a. (If “YES” to Bed or Wheelchair) Can you use a cane or walker
if you needed to? ➢ (If “YES” move to next question)
➢ (If “NO”) In case of an emergency, could you take a
step or two with someone’s help? (If “YES” move to next
question, (if “NO” DNQ)
b. (If “YES” to Home Health Care) Does a nurse come to your
house on a regular basis to check your vitals or assist you
with any daily living activities. (If “YES” DNQ, if “NO”
move on to next question. Cooking and cleaning are okay)
2. Are you currently using any oxygen equipment to assist in breathing?
a. (If “YES” to Oxygen) Is that an oxygen tank or is it a C-PAP or
Nebulizer? (If cpap or neb) is there an oxygen machine or
tank attached to that? (If “NO” move to next question, if
“YES” DNQ).
3. Do you currently have any form of cancer, or have you ever had any
amputations?
a. (If “YES” to Amputation) Was your amputation caused by an
accident, or due to a medical condition? (If “MEDICAL”
DNQ, if “ACCIDENT” moves on to next question).
4. Have you ever been medically advised to have an organ transplant,
kidney dialysis or been diagnosed as having liver failure, or respiratory
failure? (Answer must be No)
5. Have you ever been diagnosed with Congestive Heart Failure which is
a chronic condition in which there is fluid buildup around your heart? (If
Yes), How are they treating you? (Stents Heart attack are okay if doctor
has not said CHF) Did you doctor use the words << health condition>>
6. Have you ever been diagnosed as having Alzheimer’s, dementia,
mental incapacity, Lou Gehrig’s disease (ALS), AIDS or HIV or any
terminal illness or disease?

(Client’s First Name), I’ll need your height, how tall are you? (Pause for
response) Now I don’t need an EXACT weight, but do you weigh
between:
 NEED
Now (Name), These final expense programs are approved by the
state of (State) to help folks protect their family from the rising cost of
funeral expenses. These plans can go as high as FIFTY THOUSAND
DOLLARS and are meant for individuals who are living on a fixed
income.(Name), now that I know a little bit about your health, I’ll be able
to help you with the exact cost and level of benefits available in (State).I
want you to start thinking about what premium would be comfortable for
you, that way we can help you find something affordable to protect your
family.
Oh, and speaking of family, do you have any children?
Have they blessed you with any grand kids?
Do you get to see them much?

BANKING
Now (Customer Name), these special final expense plans are for
individuals who are usually living on a fixed or limited income each
month, (Customer Name), we can only help those who do their finances
at a bank or credit union.
Now, (Customer Name) I don’t need any of your personal information, I
just need a simple yes or no, do you currently have a checking or savings
account from a bank or credit union? - (Get agreement and move to YES
or NO response)
a. (If yes) Ok, great. Now (Customer Name), is the bank at a physical
location that you can walk in to, correct?
b. (If No) DNQ,

Ok, thank you for sharing that with me (Customer Name). I am

going to get all this information ready for you so we can generate that
quote we talked about, my co-worker, who’s a state licensed field
underwriter, is getting on the line with us and I will introduce you so you
can find out about the plans in your area.
(Make small talk until an agent interrupts and DO NOT LET THERE BE
ANY SILENCE)

TRANSFER
Hi (Field under-writer) It’s (Name), pre-qualifier (number)
I have (Client's name) on the phone, from the great state of (State)
and He/She is interested in learning more about our final expense life
insurance plans. (Client’s name), (Underwriter’s name) is one of the best
we got and (Underwriter’s name) is going to walk you
through this step by step.
You both have a great day!

***Do not send people over age 85 ***

Thank you for sharing that with me! I am going to get a specialist on the
phone who helps individuals that have (DNQ Reason). You’re going to
hear a beep but that’s just me patching them in. They are going to be
able to tell you the level of coverage with a free quote for you to decide
if you want to protect your family. Here comes a beep!