To buy our Legacy Financial leads, agents must be
licensed in at least
10 U.S. states from our available list below.
To buy our Legacy Financial leads, agents must be licensed in at least 10 U.S. states from our available list below.
Too many agents are thrown into this business with zero real training. At LifeJacket we show you what high-level sales actually looks like. This page breaks down real calls, real psychology, and real results. Watch how top agents like Ben close deals — then steal their techniques and make them your own.
Optional — listen through this call to hear Ben’s delivery, pacing, and tone.
Line:
“Hey, my name is Ben. We missed your call earlier… I think I have your file pulled up…”
What He Did:
Right off the bat, Ben avoids sounding like a stranger or random salesperson. By saying “I think I have your file,” he builds perceived authority. It sounds like he already knows who she is and what she needs, which makes the prospect more likely to engage instead of hang up.
Context:
This is the very start of the call. The prospect probably wasn’t expecting a return call. This intro helps it feel like a continuation of a process rather than a cold call.
Line:
“When you call around or fill out a bunch of forms… you’re going to end up with a bunch of phone calls. We don’t sell your info, by the way… Really, you just want to find someone you trust and want to work with. Everyone kind of has access to the same stuff.”
What He Did:
This is one of Ben’s strongest moves. Instead of pretending he has “the best product,” he disarms the buyer by admitting most agents have similar tools. He reframes the sale around trust and relationship. This is extremely persuasive, especially to buyers who feel overwhelmed by lead spam.
Context:
Came when the prospect was a little hesitant. She was likely tired of getting calls. Ben used this moment to separate himself from “the noise” and let her relax into a relationship-based pitch.
Line:
“Do you want coverage on your dad… so the money would be left to you?”
What He Did:
This wasn’t pushed hard. Ben just asked it like a casual thought: “Hey, do you want to take care of your dad too?” It was a masterclass in low-pressure upselling — making it feel like helping, not selling.
Context:
She had just mentioned her dad in passing. Ben used that moment to introduce the idea of insuring him. It expanded the policy scope naturally and emotionally.
Line (paraphrased):
“I do too… When I go back to Ohio, I wake up in the middle of the night wheezing…”
What He Did:
Rather than just ask dry yes/no health questions, Ben builds rapport by sharing something personal. It’s vulnerability. It’s real. This makes the conversation feel human — not clinical.
Context:
This was during the health screener. The prospect had just said she had asthma. Ben met her there instead of moving on coldly, which softened her and kept the trust going.
Line:
“These policies go up in value 7–10% per year… You have cash value you can use while you’re alive, and a death benefit that pays out…”
What He Did:
Ben isn’t reading from a brochure. He’s telling a story about why these policies matter — how they work for you while you’re alive, not just after death. This helps the buyer think in terms of value, not just cost.
Context:
This came during quote explanation. The prospect was still unsure. Ben layered in education to strengthen her confidence that it wasn’t a waste of money.
Line:
“You can start at 50k… then later bump it up… and the approval is good for 30 days.”
What He Did:
By giving her a floor (start low) and a ceiling (upgrade later), Ben gives her psychological freedom. She’s not committing to the most expensive plan — she’s just getting her foot in the door. That massively reduces friction.
Context:
Used when she asked about price. He sensed hesitation and gave her a way to say yes without fear.
Line:
“Do you want to use checking or savings? If you don’t have the info, grab it. I’ll read it back to you…”
What He Did:
By keeping his tone calm and collaborative, Ben removes all the pressure. He treats payment info like it’s normal and gives the client space — not a hard close. That tone is key.
Context:
This happened after all concerns were handled and the buyer was nodding along. He didn’t rush it.
Line:
“You’ll get a business card, website, my direct line. If you or your dad ever need anything, I’m here to walk through it…”
What He Did:
Ben closes the call with warmth and long-term care. He makes it feel like the beginning of a relationship — not a transaction. This soft landing increases trust, reduces refund risk, and opens the door for referrals.
Context:
This is how he wraps up every call — with a vibe that says, “I’ve got you.”
Hey is this ______?
(Client response)
Great, this is ______, with Legacy Financial, how’s it going?
(Client response)
Yeah, you wanted us to give you a call with your info/quotes, looks like it was on facebook at (refer to time on lead) and this is your email right (say email listed)? Ok great, well this takes 2 minutes, just need to figure out what you want and get you some info, you put down, (refer to info on lead ex. 500k, 30 year term) is this correct?
(Client response)
Alright, so have you gotten life insurance before/been through the process?
(Client response)
Great before I get your prices, do you know what Legacy Financial does for you?
(Client response)
(Company Story) These days everyone is trying to price shop on their own, which is dangerous…There’s too many different types of insurance policies for people to shop alone and most agents out there are fairly new. Our agents are all experienced and trained to help you figure out how much coverage and what type of policy will protect you and your family best. Then we shop it with ALL of the top carriers to find the best rate, then help you get approved. After approval you have 30 days to review and adjust your policy with our help, sound good?
(Client response)
Do you know the different kinds of life insurance (Term/WL)?
(Client response- if no, then explain)
Which one sounds right for you?
(Client response)
Great, now I just need to ask a few health questions and we can see which company will give you the best rate!
Health Questions- If client says yes to any of the below- make sure to ask about medications, when they were diagnosed with it, and any other relative information.
Now, let’s say you don’t come home tomorrow… will your family members be able to handle the expenses?
(Client response)
Oh no! Ok just to make sure is _________ your email? Yes? Weird…
And you live in ______? Again weird…
Were you looking at getting quotes on life insurance you just don’t want to buy any? Yes? Ah i see…that’s exactly what we do, i’m actually an underwriter not a sales person so worries…*proceed with health questions then get upline on the phone*
Oh no problem, that makes my job easier!…Either way since we got the request I just need to make sure you got your info then we can take you off the list. So real quick…
-Is this coverage you got since (mention time you got the lead)? No? Oh so you’ve had a policy…were you only looking to make sure you had a good rate? Yes? Perfect…that’s what we’re here for, and I’m just an underwriter so no ones going to try and sell you anything.
*proceed with health questions then get upline on the phone*
No problem..did I catch you at work? Driving? My apologies, give me about 10 seconds and we can find you a better time.
Ok great and I have my schedule up, our initial call usually only takes a few minutes then we can get you your quotes and options. (make sure whatever time they choose is really going to work for them).
No problem..would you be more comfortable with your spouse? My apologies, give me 10 seconds and we can find you a better time.
Ok great and I have my schedule up, our initial call usually only takes a few minutes then we can get you your quotes and options. (make sure whatever time they choose is really going to work for them).
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