Final Expense Lead Script

Hello (Client Name), I’m (Agent Name) getting back to you regarding the request you sent us
through social media for information regarding the ​State Regulated Life Insurance Program for
burial and final expense​. The form asked for the year you graduated and you said (Year they
graduated).

-No Pause-

The purpose of the call was just to confirm some of the information you gave us, make sure I’m
reading it right, so I can prepare. You listed your date of birth as (Client’s DOB), is that correct?
Great! You listed that you’re at (Client’s Address), is that correct? Excellent! I don’t see that you
listed it, but maybe I missed it, are you a smoker or a non-smoker? Okay great.

Let me ask you this, when you took the time to fill out that form on (Facebook/Instagram/etc),
what was your primary focus, was it just to make sure you didn’t burden your family with those
expenses or burial and final expense, or were you looking to leave something extra to a spouse
or adult children or someone? Okay perfect, that’s why 98% of my clients fill these out.

Well there’s about a dozen options you can qualify for (Client Name), and there all
non-medical, no blood, no urine, no needles I promise. They just make me sit down with you
for 15-20 min to make sure #1) that you are who you say you are, that nobody is trying to get
insurance in your name, and #2) to make sure you’re not hospitalized or bedridden or
something like that. Now they have me booked solid in your area the next couple days, but I
can still squeeze you in between appointments since we’ll only be 15-20 min. I have a (time),
and a (time) available, which works better for you? Great!
Do you have a pen and paper, I want you to write some info down... Write down my name, it’s
(Your First Name), write down our appointment time, it’s (Appointment date and time), and this
is regarding your request for life insurance for burial and final expense.

Now I’ll be coming from a ways away, and if you weren’t there, it would really throw a monkey
wrench in my schedule. Now I understand serious emergencies happen, but barring an
emergency, is there any reason you wouldn’t be there at (Appointment date and time). Okay
great, see you then!
Common Objections

“I don’t remember sending the form”

Response: Read off info from the form, remind them it was something they received in the
mail, filled out, and mailed back. Let them know you have their signature here and it’s ok if they
don’t remember, some people don’t, explain to them what mortgage protection or final
expense insurance is then continue with the script.

“Now is not a good time”

Response: Not a problem. What time do you and your spouse generally get off work? Okay, I
have Matt Smith a field underwritten in your area Monday at 6:00 to get you this information
you requested. It takes 10-15 minutes to get you this information. Does that sound fair to you?

“Already took care of it”

Response: “Great! I’m assuming you like most clients you filled out multiple forms to get the
best offer correct? Okay, our program is different because you receive Premier rates without
an physical exam. We are the only one with access to this program. Matt Smith is a field
underwritten in your area on Monday and it will take him 10 minutes to improve your
coverage. Does 6:00 work for 10 minutes on Monday? Ok, please grab a pen and write down
Matt Smith mortgage protection appointment for Monday at 6:00.

“I’m not interested.”

Response: “Not interested in being obligated is actually common so I need to make this
perfectly clear; you are not under any obligation to enroll in coverage and there is no cost for
this service. At this point we are fulfilling your request to determine what you are eligible for,
your benefits, and your exact rates. What you do with that information is completely up to you.
John, I have you at age 68 and a non-smoker, is that correct?”

If they still push back...​ John it says here you’re married, when you die instead of having the
home paid off for her she’ll be stuck covering the entire mortgage payment. Is that something
she’ll be able to afford without your income? In most situations, the surviving spouse can not
afford the mortgage and all the monthly bills and ends up losing the home. The protection is to
make sure that doesn’t happen. Look John, I’m not here to pressure you or sale you, that’s not
how this works but I’ve seen and heard of too many situations where a wife or worse, single
mother is in a situation where she’s lost her home, no additional income, and in severe
financial
hardship. I don’t even know if you’re going to qualify for this or not so let’s at least see if this is
even an option for you, you can review your rates, and if it makes sense great. If not, at least
you made the effort to consider it. I have Matt Smith out in your area on Monday at 6:00 pm
does that work to get you this information for 10-15 minutes? Ok, great. Please grab a pen and
write down Monday at 6:00 for mortgage protection information.

“I just want the price.”

Response: “Great, that’s the purpose of my call.” This is a non-medical death benefit that
requires us to verify your health which we can’t do over the phone. What time do you and your
spouse get home from work on Monday? Ok, I have Matt Smith who is a field underwriting in
your area on Monday. It takes 15 minutes to get you this information