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Most agents fail not because the script is wrong but because their mindset is wrong. They dial with anxiety. They need the sale. They apologize for calling. Clients feel all of it — and it makes them run.
Your job is not to sell insurance. Your job is to find out whether this person needs coverage and help them get it if they do.
You are not a salesperson. You are a licensed medical underwriter assigned to their file. You are doing them a favor by calling.
The agent who needs the sale loses the sale. The agent who genuinely doesn't care whether this particular person buys — because they know the next call is coming — is the one who closes.
This is not optional reading. These numbers are the mechanical foundation of everything else.
Three back to back, every time, no exceptions. Most agents give up after one dial. The prospect who doesn't answer the first time almost always answers the third.
If you can't help a man who needs coverage — the financial burden falls on his wife. She will destroy her credit. She will pass the hat at the church. She will take out a loan to bury her husband.
If that happens and you had the chance to help him — that is on you. Caring enough to push past resistance is not manipulation. It is the job.
Before your first dial of the day, say this out loud: "I am a licensed professional calling to help veterans access coverage they've already requested. My job is to find out who needs help and help them. The sale is the result of doing my job well — not the goal."
Do this until it feels true, not performative.
Every word of this opener is load-bearing. Do not improvise until you can deliver this perfectly.
Get them talking first. Two words from them before you say anything else creates micro-investment in the call.
"Now I know it's been a little while since you filled that out — I just wanted to make sure we get this handled before the request expires."
Establishes you as a professional with a file — not a cold caller. "The request YOU filled out" puts them in the role of someone who initiated this. The final question separates burial coverage from legacy planning — that answer becomes ammunition in the close.
These eight objections cover 95% of what you'll face in the first 90 seconds. Every handle either agrees immediately, reframes, or redirects. None of them argue.
CLIENT: "Can you call me back later?"Agreeing kills resistance immediately. The follow-up question forces an answer that reveals a need or opens a new conversation.
Treat existing coverage as good news — never compete with it. The Social Security discount question is a pattern interrupt that makes them curious.
Have a partner hit you with each of the 8 objections randomly, no warning. Respond without looking at the script. Do this daily for the first two weeks. Goal: zero hesitation.
New agents rush this section because they want to get to the numbers. That is the single biggest mistake in this business.
The build is where you collect everything you need to close. Every answer the client gives you here is a line you'll use later. If you skip it, you're quoting numbers to a stranger. If you do it right, you're confirming coverage for someone who's already told you why they need it.
Write down their exact words. Play them back in the close. "You told me earlier it would be tough on Linda" — that's what closes.
These questions do three things simultaneously: gather underwriting info, build emotional investment, and give you the close. Work through them naturally — this is a conversation, not a checklist.
Affordability → "As long as this is something affordable and takes care of [their why] — is there any reason you wouldn't want this in place?"
Not gotten to it → "The best time to plant a tree is 20 years ago. The second best time is today — wouldn't you agree?"
Get their name. Confirm the relationship. If a spouse: "How long have you two been together?" and "Would it be better to have them on the call, or do you handle everything for the family?"
"Who was it? How long ago was the funeral? Did they get cremated or buried? How much did it cost? How did you end up paying for it?" These are not intrusive questions — they are the most powerful close-setup you have.
The GoFundMe question is the most powerful question in this script. It creates a specific, vivid mental image of what happens if they do nothing. Ask it and then stop talking.
This question is not rhetorical. Wait for the answer. Write it down. Whatever they say — "my dad never had anything in place," "I watched my mom struggle," "I don't want my kids to worry" — that is your close.
Run full build section roleplay with a partner playing a veteran who lost a family member recently. The partner answers every question with real emotional detail. Practice writing down exact phrases and using them verbatim in the close. Run this twice weekly — once as agent, once as client.
The naming system is intentional. Present low to high. Pause after each. Do not rush.
Let the number land. Do not fill the silence.
Let the silence work.
"Most families choose" is social proof. After the power question — stop talking. Whoever speaks first loses.
Never argue with "I need to talk to my spouse." Agree, validate, then use it as a bridge back to which option.
"Sir, if your wife tells you she doesn't want you to get coverage for the funeral expense — are you telling me you won't do it?" Use sparingly. Pattern interrupt only.
Run the full presentation from benefit walkthrough through the bronze close with a partner. Practice the pauses — actually stop talking after each option is quoted. Goal: close on the bronze option within 3 minutes of the first objection.
The moment they agree to move forward, the energy of the call shifts. Move with purpose. Any hesitation here signals uncertainty and reopens the decision.
"Go ahead and confirm the first five of your social and I can validate the full social for you. We do have the last four on file — it's just for your security." Or send a photo of the application screen showing their name and carrier.
Always have the debit card fallback ready. Never let a missing checkbook end the application.
If spouse: "How long have you been married? Any grandkids?" If child: "Do you see them often? What do you all like to do together?" These re-anchor the emotional why right before the close.
Send within five minutes of hanging up. Every minute you wait increases the chance of buyer's remorse.
Hey [Client Name],
It was my pleasure to help you and your family today. Save this number as my personal cell. Let me know once you receive your policy in the mail and make sure to write my name and number on the front of it.
Also — they'll pay you $50–$75 per referral you send our way this week. Run it up, it's free money!
Coverage Amount: [insert]
Monthly Premium: [insert]
Recurring Date: [insert]
Beneficiary: [insert]
Please call me if you ever need anything at all. God bless!
Add before hanging up: "When your [wife/family] asks about it — just show them the policy when it arrives. Everything is written out clearly and my number is on it if they have any questions."
This prevents the most common chargeback: the client can't explain what they bought to a skeptical spouse.
This script covers two distinct product lines. Know which one you're selling before you dial.
Ages 25–65. Wider variation in client situation. Requires broader fact-finding — income, dependents, debts, long-term planning. Larger face amounts, multiple carrier options, more complex underwriting.
Ages 50–85. Smaller whole life policies ($5,000–$25,000) focused on covering burial costs. Solving a single, defined problem. Most objections are price-based, not concept-based.
Final expense clients are often on fixed incomes. Budget sensitivity is higher. The bronze close and payment conversation require more patience and empathy here than in general life.
You are not a salesperson. You are a licensed professional assigned to their file. You are doing them a favor by calling.
The agent who needs the sale loses the sale. The agent who genuinely doesn't care whether this particular person buys — because they know the next call is coming — is the one who closes.
If you can't help a family that needs coverage — the financial burden falls on the people they love. A spouse destroys her credit. A daughter passes the hat at the church. A son takes out a personal loan for burial costs he never planned for.
If that happens and you had the chance to help — that is on you.
Before your first dial: "I am a licensed professional calling to help people access coverage they've already requested. My job is to find out who needs help and help them. The sale is the result of doing my job well — not the goal." Do this until it feels true, not performative.
Get them talking first. Two words from them creates micro-investment in the call.
"Now I know it's been a little while since you filled that out — I just wanted to make sure we get this handled for you before the request expires."
This immediately separates final expense clients from general life clients — and that answer shapes everything that follows. Do not skip it.
Also ask: "Is that through work or a private policy?" Group coverage through an employer disappears the moment they retire or change jobs — that's your opening.
Matter-of-fact, not defensive. Do not over-explain the lead source. One clear sentence and move on.
Have a partner hit you with each of the 8 objections randomly, no warning. Respond without looking at the script. Daily for the first two weeks. Goal: zero hesitation.
The build is where you collect everything you need to close. Every answer the client gives you here is a line you'll use later. If you skip it, you're quoting numbers to a stranger. If you do it right, you're confirming coverage for someone who's already told you why they need it.
Write down their exact words. Play them back in the close. "You told me earlier it would be tough on Linda" — that's what closes.
Also ask about dependents — children, ages, anyone financially relying on their income. "What does your household income look like right now — are you the primary earner?" and "Do you have any outstanding debts — mortgage, car payments, anything your family would still be on the hook for?"
The GoFundMe question is the most powerful question in this script. Creates a specific, vivid mental image of what happens if they do nothing. Ask it and then stop talking.
Wait for the answer. Write it down. Whatever they say — that is your close. You will use their exact words in the final presentation.
Most carriers offering graded or guaranteed issue policies will accept clients with significant health conditions. Know your carrier matrix before the call so you're never stuck without a product.
Adjust the permanent coverage point: "This term policy locks in your rate for [10/20/30] years, which covers your family through the highest-need period of your life — mortgage, kids, income replacement."
Do not fill the silence.
Let the silence work.
"Most families choose" is social proof. After the power question — stop talking. Whoever speaks first loses.
Run the full presentation from benefit walkthrough through the bronze close with a partner. Practice the pauses — actually stop talking after each option is quoted. Goal: close on the essential option within 3 minutes of the first objection.
"Go ahead and confirm the first five of your social and I can validate the rest for you. We do have the last four on file — it's just for your security." Or send a photo of the application screen showing their name and carrier.
Hey [Client Name],
It was my pleasure to help you and your family today. Save this number as my personal cell. Let me know once you receive your policy in the mail and make sure to write my name and number on the front of it.
Also — they'll pay you $50–$75 per referral you send my way this week. It's free money!
Coverage Amount: [insert]
Monthly Premium: [insert]
Recurring Date: [insert]
Beneficiary: [insert]
Please call me if you ever need anything at all.
Add before hanging up: "When your [spouse/family] asks about it — just show them the policy when it arrives. Everything is written out clearly and my number is on it if they have any questions."
This prevents the most common chargeback: the client can't explain what they bought to a skeptical spouse.
Run a complete call from opener through post-close text with a partner. Target: 35 to 50 minutes for a full close. Record it. Listen back for: pace in the build section, silence after option presentation, and natural delivery on tie-downs. One recorded full-call review per week is worth more than an hour of reading this document.
Word-for-word scripts, objection drills, and call psychology for both product lines. Choose a brand, then a module, then click any card to expand it.
The mental game that determines everything before you dial.
Most agents fail not because the script is wrong but because their mindset is wrong. They dial with anxiety. They need the sale. They apologize for calling. Clients feel all of it and it makes them run.
Your job is not to sell insurance. Your job is to find out whether this person needs coverage and to help them get it if they do. The agent who needs the sale loses the sale.
If you can't help a man who needs coverage — the financial burden falls on his wife. She will destroy her credit. She will pass the hat at the church. She will take out a loan to bury her husband.
If that happens and you had the chance to help him — that is on you. Caring enough to push past resistance is not manipulation. It is the job.
Before your first dial of the day, say this out loud: "I am a licensed professional calling to help veterans access coverage they've already requested. My job is to find out who needs help and help them. The sale is the result of doing my job well — not the goal." Do this until it feels true, not performative.
Staying on the phone — the only goal of the first 90 seconds.
Hey [Client Name], can you hear me okay?
This is [Your Name] — I'm the underwriter assigned to the veteran benefits request you filled out.
I have you listed as a veteran in [State], correct? And I've got your age as [Age] — is that still accurate?
I can, but usually when I do that people get busy and we miss each other again. It'll honestly take 60 seconds — let me just make sure this even makes sense for you first.
Oh no worries — just to update the file and take you off the list, do you already have your funeral expenses taken care of, or not yet?
Perfect, that actually makes my job a whole lot easier. Did you get that in place recently in the last 5 years, or have you had it for a while? Just to make sure your Social Security discount has been applied. How much are you covered for? Roughly how much is your monthly premium?
Perfect — that's exactly what I'm trying to do. I'm the manager here trying to close out your file. I'm sure you've been getting a ton of calls, haven't you? So just to close things out — what was the main concern here? Have you been having trouble finding the right price, or is it more the coverage?
No worries — it does take us a few weeks to get to your file and I'm just the medical underwriter assigned to it today. You put your date of birth as [DOB], correct? Now most people's main concern when they fill this out is making sure their final expense doesn't fall as a burden on their loved ones. Do you currently have anything in place?
I completely understand — but it doesn't look like anyone has contacted you from our office. It must have been a telemarketer from somewhere else.
[Client Name], perfect — we're really backed up too. I'll make this quick for you. You put your date of birth as [DOB], correct?
You submitted a request for information on veteran coverage — that's how your file came to us. I'm just the underwriter assigned to follow up and make sure we get this handled for you.
Have a partner hit you with each of the 8 objections randomly, no warning. You have to respond without looking at the script. Do this daily for the first two weeks until every handle is automatic. The goal is zero hesitation — hesitation signals uncertainty and uncertainty kills calls.
Where the sale is won — before you ever quote a number.
Just so you know who you're speaking with — my name is [Full Name] and I'm a licensed underwriter here in [State]. That means I work with all 42 A-rated carriers, and my job is simply to find you the right amount of coverage at a comfortable monthly payment. Some carriers you might recognize are Mutual of Omaha, Transamerica, and Aetna.
I'm going to text you my business card right now so you have my information. Is this a good number to receive texts on? On that card you'll see my NPN Number, which you can use to verify I'm licensed in [State] on the Department of Insurance website.
1. Is this your first time looking, or have you been searching around for a while?
2. What's been holding you back from putting something like this in place in the past — is it affordability, eligibility, or have you just not gotten to it yet?
3. God forbid — when you pass away, who will be the beneficiary responsible for picking up all the pieces?
4. Is [beneficiary] in a good financial position to cover a funeral expense — or is that why you were looking into this?
5. If you passed away yesterday — what would that look like for [beneficiary]? Would they have savings set aside, or would it be pretty difficult financially?
6. Have you recently had a loved one pass away?
7. Have you thought about whether you wanted to be buried or cremated?
Do you know what that costs nowadays? Cremation — depending on the service, urn, and memorial — runs $5,000 to $10,000. Burial is $10,000 to $15,000 depending on the arrangements.
You know, I like talking with people like you — who are actually selfless enough to make sure everything is taken care of for their loved ones instead of just doing the bare minimum.
So [Client Name], here's how this works — it's a simple process. I'm going to go over a few questions on your health as part of the MIB report — that's the Medical Information Bureau. From there, we'll look at a few plans that take care of your goals and fit within your budget.
I don't work for the insurance companies — I work for you. These companies look at the past 10 years of medical history, so the more honest you are with me, the better job I can do.
Any heart attacks, heart failure, strokes, TIA, or stents in the last 5 years? Any cancer? What kind, and how long in remission? Any diabetes? Metformin or insulin? Any COPD or breathing complications? Any anxiety or depression? Any kidney or liver problems? Any autoimmune diseases? A rough height and weight?
Run full build section roleplay with a partner playing a veteran who lost a family member recently. The partner should answer every question with real emotional detail. Practice writing down exact phrases and using them verbatim in the close. Run this twice weekly — once as agent, once as client.
Presenting options, handling resistance, and locking in the decision.
Based on what you told me, the system built three coverage options for you. Go ahead and write these down.
FULL MILITARY FAMILY COVERAGE — $[coverage] for $[premium]/month. [PAUSE]
STANDARD FAMILY PROTECTION — This is actually the one most families choose. $[coverage] for $[premium]/month. [PAUSE]
ESSENTIAL COVERAGE — Handles basic funeral expenses. $[coverage] for $[premium]/month.
I completely understand. Just so I have the right information for when we speak next — when you think about it, is it about which option to go with, or whether to get the coverage at all? Correct me if I'm wrong — you did say it would be tough on [beneficiary] to cover that expense alone, correct? So it really sounds like it's more about which option to go with.
Of course — she's the beneficiary and we don't want to keep it a secret from her. When you do talk to her, is it about which option to go with, or whether to get coverage at all? [Use same tie-down sequence, then proceed to bronze close.]
Do you mind if I make a professional recommendation? What most veterans do in this situation is start with the lowest of the three options as a comfortable starting point — so we can accomplish three things.
First: we lock in today's rate while you're still as young and healthy as you're going to be.
Second: we secure the approval and get the policy shipped out in 7 to 12 business days.
Third: at least you'll have SOMETHING in place in the short term — so [beneficiary] isn't left with that entire burden god forbid something happens. Does that make sense?
Run the full presentation from benefit walkthrough through the bronze close with a partner. Practice the pauses — actually stop talking after each option is quoted. Your goal: close on the bronze option within 3 minutes of the first objection.
Where deals fall apart for new agents — and how to make sure they don't.
Perfect. Now we'll send in a request for coverage and hope to get the approval. Keep in mind they don't approve everyone — but I will do my best to get you the coverage. Does that make sense?
Are you familiar with HIPAA laws? Everything said and done on this call is kept completely secure and confidential — just like a doctor or lawyer relationship. Can I get a firm "yes" that I went over this with you?
Spelling of name · Height and weight · Phone · Email · Mailing address · State of birth · MIB social security confirmation
I completely understand. The only reason they ask for it is that's how they verify your health status. And most importantly, that's the only thing on your death certificate when you pass for them to pay out your loved ones. So go ahead with your social when you're ready.
No worries — go ahead and confirm the first five of your social and I can validate the full social for you. We do have the last four on file. [If still resistant: send a photo of the application screen showing their name and carrier.]
I completely understand. Quick question — have you ever given or received a check from anyone in your lifetime? At the bottom of every check you'll see the bank's routing and account number. The only thing I can do with that information is deposit money into your account. And I promise you I'm not that nice. [laugh] So go ahead and confirm the account number.
No worries — we can add the debit card on file for now and update it later.
Alright — before we close everything out, a quick recap. Go ahead and write this down as we go.
1. Which carrier did we get you pre-approved with today? 2. What type of policy did we apply for? 3. How much coverage? 4. Monthly premium? 5. Effective date? 6. And most importantly — who's your favorite insurance agent? [laugh]
Appreciate you for trusting me with this and allowing me to serve you and your family. Talk soon and God bless.
Run a complete call from opener through post-close text with a partner. Target time: 35 to 50 minutes for a full-close call. Record it. Listen back for pace, silence after option presentation, and natural delivery on tie-downs.
The mental game that determines everything before you dial.
| Product | Who You're Calling | What You're Solving | Face Amount |
|---|---|---|---|
| General Life Insurance | Ages 25–65. Parents, business owners, earners without coverage. | Income replacement, mortgage protection, family & key-man. Wider variation. | $100K–$1M+ |
| Final Expense | Ages 50–85. Fixed income. Single defined problem. | Covering burial costs and relieving financial burden at death. Price-sensitive. | $5,000–$25,000 |
Most agents fail not because the script is wrong but because their mindset is wrong. They dial with anxiety. They need the sale. They apologize for calling. Clients feel all of it — and it makes them run.
Your job is not to sell insurance. Your job is to find out whether this person needs coverage and to help them get it if they do.
If you can't help a family that needs coverage — the financial burden falls on the people they love. A spouse destroys her credit. A daughter passes the hat at the church. A son takes out a personal loan to cover burial costs he never planned for.
If that happens and you had the chance to help — that is on you. Caring enough to push past resistance is not manipulation. It is the job.
"I am a licensed professional calling to help people access coverage they've already requested. My job is to find out who needs help and help them. The sale is the result of doing my job well — not the goal." Say this before your first dial every day until it feels true, not performative.
Staying on the phone — the only goal of the first 90 seconds.
Hey [Client Name], can you hear me okay?
This is [Your Name] — I'm the licensed representative assigned to the life insurance inquiry you submitted.
I have you listed here in [State], correct? And I've got your age as [Age] — is that still accurate?
I can, but usually when I do that people get busy and we miss each other again. It'll honestly take 60 seconds — let me just make sure this even makes sense for you first.
Oh no worries — just to update the file and take you off the list, do you already have your final expenses taken care of, or not yet?
Perfect, that actually makes my job a whole lot easier. Did you get that put in place recently — in the last 5 years — or have you had it for a while? How much are you covered for? And roughly how much is the monthly premium?
Perfect — that's exactly what I'm trying to do. I'm the representative here trying to close out your file. I'm sure you've been getting a ton of calls, haven't you? So just to close things out — what was the main concern here? Have you been having trouble finding the right price, or was it more about the coverage amount?
No worries — it does take us a few weeks to get to every file and I'm just the representative assigned to yours today. You put your date of birth as [DOB], correct? Most people's main concern when they fill something like this out is making sure their family isn't left with an unexpected financial burden. Do you currently have anything in place?
I completely understand — but it doesn't look like anyone has contacted you from our office. It must have been someone else. [Immediately transition back to the script.]
[Client Name], perfect — we're really backed up too. I'll make this quick for you. You put your date of birth as [DOB], correct?
You submitted a request for information on life insurance coverage — that's how your file came to us. I'm just the representative assigned to follow up and make sure we get this handled for you.
Have a partner hit you with each objection randomly, no warning. Respond without looking at the script. Do this daily for the first two weeks until every handle is automatic. Zero hesitation is the goal.
Where the sale is won — before you ever quote a number.
Just so you know who you're speaking with — my name is [Full Name] and I'm a licensed life insurance representative here in [State]. That means I work with multiple A-rated carriers and my job is simply to find you the right amount of coverage at a payment that's comfortable. Some carriers you might recognize include Mutual of Omaha, Transamerica, Aetna, and Americo.
I'm going to text you my business card right now. Is this a good number to receive texts on? On that card you'll see my NPN Number — you can use it to verify I'm licensed in [State] on the Department of Insurance website.
1. Is this your first time looking into coverage, or have you been searching around for a while?
2. What's been holding you back from putting something like this in place — is it affordability, not knowing where to start, or have you just not gotten around to it yet?
3. God forbid — if something happened to you, who would be responsible for picking up all the pieces?
4. Is [beneficiary] in a good financial position to handle things if something happened — or is that part of why you were looking into this?
5. If you passed away yesterday — what would that look like for [beneficiary]? Would they have savings set aside, or would it be pretty difficult financially?
6. Have you recently had a loved one pass away?
7. Have you thought about whether you wanted to be buried or cremated?
Do you know what that costs nowadays? Cremation — depending on the service, urn, and memorial — runs $5,000 to $10,000. Burial is $10,000 to $15,000 depending on the arrangements. And that doesn't include headstones, programs, catering, or travel for family.
You know, I appreciate talking with people like you — who are actually thinking about this instead of just leaving it for their family to figure out. A lot of people don't even want to have this conversation.
So [Client Name], here's how this works — I'm going to go over a few questions on your health as part of the MIB report. From there, we'll look at a few options that take care of your goals and fit within your budget. I don't work for the insurance companies — I work for you. The more honest you are with me, the better job I can do.
Any heart attacks, heart failure, strokes, TIA, or stents in the last 2 years? Any cancer? What kind, and how long in remission? Any diabetes? Metformin or insulin? Any COPD or breathing complications? Any anxiety or depression? Any kidney or liver problems? Any autoimmune diseases or mental health conditions? A rough height and weight?
Run the full build section with a partner playing a client who recently lost a family member. Practice writing down exact phrases and using them verbatim in the close. Run twice weekly — once as agent, once as client.
Presenting options, handling resistance, and locking in the decision.
Based on everything you've told me, I've put together three coverage options. Go ahead and write these down.
COMPREHENSIVE FAMILY PROTECTION — Makes sure the entire expense is covered and leaves money behind. $[coverage] for $[premium]/month. [PAUSE]
STANDARD FAMILY PROTECTION — This is the option most families choose. $[coverage] for $[premium]/month. [PAUSE]
ESSENTIAL COVERAGE — Handles core expenses without additional funds left behind. $[coverage] for $[premium]/month.
I completely understand. Just so I have the right information — when you think about it, is it about which option to go with, or whether to get the coverage at all? Correct me if I'm wrong — you did say it would be tough on [beneficiary] to cover that expense alone, correct? So it really sounds like it's more about which option to go with.
Of course — they're the beneficiary and we don't want to keep it a secret from them. When you talk to them, is it about which option to go with, or whether to get coverage at all? [Use same tie-down sequence, then proceed to bronze close.]
I completely understand — and that's actually exactly what I want to address. That's why I want to start with the essential option — so we can get something in place at the most comfortable payment possible. Can I make a professional recommendation?
Do you mind if I make a professional recommendation? What most people do in this situation is start with the lowest of the three options as a comfortable starting point — so we can accomplish three things.
First: we lock in today's rate while you're still as young and healthy as you're going to be.
Second: we secure the approval and get the policy shipped out in 7 to 12 business days.
Third: at least you'll have SOMETHING in place — so [beneficiary] isn't left with that entire burden if something unexpected happens. Does that make sense?
Run the full presentation from benefit walkthrough through the bronze close with a partner. Practice the pauses. Your goal: close on the essential option within 3 minutes of the first objection.
Where deals fall apart for new agents — and how to make sure they don't.
Perfect. Now we'll send in a request for coverage and hope to get the approval. Keep in mind they don't approve everyone — but I will do my best to get you the coverage. Does that make sense?
Are you familiar with HIPAA laws? Everything said and done on this call is kept completely secure and confidential — just like a doctor or attorney relationship. Can I get a firm "yes" that I went over this with you?
Spelling of name · Height and weight · Phone · Email · Mailing address · State of birth · MIB social security confirmation
I completely understand. The reason they ask for it is that's how they verify your health status. And most importantly, that's the only thing on your death certificate when you pass that allows them to pay out to your loved ones. So go ahead with your social when you're ready.
No worries — go ahead and confirm the first five of your social and I can validate the rest for you. We do have the last four on file. [If still resistant: send a photo of the application screen showing their name and carrier.]
I completely understand. Quick question — have you ever given or received a check from anyone in your lifetime? At the bottom of every check you'll see the bank's routing and account number — that's how checks work. The only thing anyone can do with routing and account information is deposit money into your account. And I promise you I'm not that generous. [laugh]
No worries — we can add a debit card on file for now and update it to bank draft later.
Alright — before we close everything out, a quick recap. Go ahead and write this down as we go.
1. Which carrier did we get you pre-approved with today? 2. What type of policy did we apply for? 3. How much coverage? 4. Monthly premium? 5. Effective date? 6. And most importantly — who's your favorite insurance representative? [laugh]
I really appreciate you trusting me with this and allowing me to help protect your family. Talk soon.
Run a complete call from opener through post-close text with a partner. Target: 35 to 50 minutes for a full close. Record it. Listen back for pace, silence after option presentation, and natural delivery on tie-downs.
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