TELESALE SCRIPT ONE

STEP ONE
Hey “Clients Name” how are you? Wait for a response

Great! This is “your name.” I believe you had requested that someone should reach out to you several days
ago regarding life insurance based on the video you watched on “Instagram” (or whatever platform they
indicated in the form), so I was just following up to see how I can be of assistance.

Wait for their response. Usually, they will tell you what they are looking for.

Great! Do you currently have any type of life insurance? (If they answer yes, ask if they looking to replace it
or add to what they currently have?

What would you say is the primary reason for getting this policy, is it mainly for the cash value
accumulation, so you can have something to use while you’re still alive or primarily to leave something
behind for your loved ones?

*If the purpose is for cash value- Ask if it’s for long term investment, retirement supplement, home
purchase etc. The main reason for this question is to know the pain point of the client

*If for death benefit- Ask if they have children, if yes now many. Ask if they have a spouse/partner.
What would happen if they did not have life insurance in place, what kind of impact would that
make on their family if they were no longer around.

Note: After learning about their primary reason(s), repeat it back to them

“Okay, just so I am clear, the main reason for the policy is……., Is that correct? Okay great!”

STEP TWO
FINANCIAL QUESTIONS:

Are you currently employed?

If yes, what is your annual income?

What is your estimated monthly expense? (This would allow you to know how much disposable income
they have that can be allocated towards life insurance)

Do you have any outstanding debt? If yes, what is the estimated debt?

Do you currently have any savings? If yes, how much? (This would allow you to know how much they could
potentially put towards a cash value policy)
Okay great! From a medical standpoint how would you rate yourself on a scale of 1 -10, with 10 being
great?

Okay, let me ask more specific questions, and depending on your response, I’ll be able to pull up some
options to see which company will offer you the best value based on your health status. At that point we’ll
be able to put together a price and see if we can get you approved for coverage. Does that make sense?

STEP THREE
(Note: The response to these questions should give you an idea on what company to write the policy
with)

1. In the last 5 years have you had any of these: Heart Attack, Cancer, Alzheimer’s/Dementia,
Congestive Heart Failure, Kidney Failure, Organ Removal?
2. Are you currently able to perform daily activities such as bathing, toileting or dressing? Do you use
a walker or wheelchair?
3. In the last 2 years have you been prescribed, treated or diagnosed with Cancer, Tumor, HIV AIDS,
ARC, Kidney or Lung Disease?
4. Have you ever had any disorders of the kidney, heart, lung, brain, liver or circulatory system?
5. In the last 3 years have you been diagnosed with or treated for any of the following, leukemia,
sickle cell, anemia, brain disorder, aneurysm, diabetic coma, amputations due to any disease,
cirrhosis of the liver, multiple sclerosis, chronic respiratory disease, tuberculosis, chronic
pneumonia and hepatitis?
6. In the last 2 years any stents, pacemaker, defibrillator, valve replacement, stroke, TIA, or paralysis?
7. Are you currently taking any medications?
8. Have you consumed any tobacco or nicotine products in the last 12 months?
9. What is your height / weight?

STEP 4

Okay great! Now, based on your response to the questions, it looks like “blank company” would be the best
option for you. They are one of the most reputable companies out there that offers “The type of insurance
they are looking for” (Term, IUL, Whole Life etc.). They have been around for “blank years” and are rated
“A+).

Now, considering what you want to accomplish with this policy, your age and health status this type of
policy could range from “Blank amount – Blank amount.” Do you have an amount in mind within this
range?”

Wait until they provide you with an amount before you run a quote.

Okay. I am going to run a quote to see what we can get you in death benefit and a rough estimate of what
your cash value growth would like over time. (Cash value should only be discussed with prospects getting
IUL and Whole Life)
Note: At this point you will run an illustration and go over the benefits with them emphasizing on how it
will help them meet the goals they mentioned earlier. After reviewing the illustration, proceed to close
the application.

STEP 5

CLOSING SCRIPT
Let me walk you through what the next steps is going to look like. Like I said before, unfortunately, I don’t
make the final decision. The insurance company does that. We still have to submit your application to see if
you can even qualify for this, but if you are able to qualify, the “blank” amount is good for you right? Ok, I’ll
try my best to get you approved. Let me go ahead and pull up the application. The process will takes about
15-30 minutes. How does your name appear on your license? (use this question as a lead to start gathering
their personal data for the application)