Notes

Closer Name: - Abdullah Jr.
Customer Name: - Margaret F Hein

Transcript: -
INTRO

thank you so much for staying on the line. This is Isaac and who do I have the pleasure of speaking with today?

Alright, good evening.
My name is Isaac and I'm the product specialist here.
I will be more than happy to assist you for the final expense quotes if you come up with any questions or any concerns, feel free to ask me.
By the way, how's your day going so far?

REPORT BUILDING POINT:-

Today is another beautiful day to be alive and actually far better than yesterday, right?
We all are blessed to be alive and we should be thankful because we all are above the grounds, right?

Yeah, I was actually you know waiting for this day for the whole month today is my daughter's birthday and she just turned four.
So I'm really excited to go home.

Now, just to pull out the rates from your local area.
I didn't get your zip code.
May I have your zip code, please?
.
And you're living in State of Wisconsin?

Now, just to let you know, we are appointed with an independent insurance brokerage that is contracted with 40 different insurance companies and we are working in 49 different states at the same time.
Helping about 5000 families every year for their whole life insurance.So before going into the information part, I would just like to go ahead and explain how this policy works for you, how this plan can actually benefit you and your beautiful family members.
Ok?
So this is a new final expense policy, ma'am that is designed to cover 100% cost of your burial funeral cremation or any other debts or obligations that you may leave behind.
God forbid.
If something happens to you tonight, tomorrow or the day after tomorrow, you'll be covered, which means that you don't have to wait for two years.
If you make your first payment, you passed away the next day, you'll be covered from the first day.
Ok.
Now, since we are specialized in end of life planning, like burials, funerals, cremations or retirement plans.
We are working with 40 different top A rated insurance companies like Mutual of Omaha AIG, prosperity, liberty, bankers, Royal Neighbors, Lincoln Heritage.
I'm sure you heard these names right.

So I'm gonna go ahead and check all these companies for you just like as you go to these companies, one by one and ask them about their quotes and benefits.
I'll be doing all that shopping for you today at this one phone call and I'll compose a plan for you that you will not only like but it will also fit in your budget.
Ok?
Sounds good so far?

Emphasize this point

Now the best part is that ma'am, all these policies will be whole life in nature that will never expire on you.
The price will never go up and coverage amount will never come down on you regardless of your age and health conditions.
Also these plans not only have death benefits, but they also have living benefits, ma'am such as a benefit called accelerated death benefit, which means that ma'am, let's say you were diagnosed with any kind of terminal illness or an expectancy of that prescribed by a doctor within 90 days.
You can withdraw up to 75% of the face value of your policy within your life.
3:55And you can use that to pay your medical bills or to take care of an event of emergency you can even use that money to pay for your funeral before you passed away.
Ok?
I will promise you for three things.
Number one, I'll make sure that you get a policy today within your affordability.
Number two, there will be no physical exams, no blood testing at all.
Number three, there will be no one coming to your doorstep to discuss anything.I will do everything on this phone call and by the end of this call, I will either hand you over your policy number or I will close your file permanently and let you go for the rest of your life.
Ok.
KEEPING THE CUSTOMER LIVE, DISCOUNTS
The First discounts are for the nonsmoker are you a smoker or a nonsmoker?
Another Point for Report building: if the customer is a nonsmoker, That’s why sound way younger than your age you don’t sound that old is that your secret behind your young voice?
The 2nd discounts are for the people who are living on a fixed income like Social security or disability. Are you living on any kind of fixed income right now? Or are you employed

IF YES
So the idea of this policy ma'am is to take this burden away not to put any kind of burden on your shoulders.
Even if you like the policy you're not supposed to pay today this week or this month, we'll set it up for the next month for you.

Ok.

Do you get paid on the 1st of the month, the 3rd of the month or the 3rd or 4th Wednesday of the month?
Ok.
And the 3rd discounts would be the residential discounts in which state are you living in?
IF Any state ask the customer were you born in the same state?
Yes.
Oh wow.
Another Report Building Point
Have you given your heart to Wisconsin's or Wisconsin's loves you, ma'am?

Because you know I was born and raised in ANY STATE’S CITY Jersey City, New Jersey.
6:07It's been seven years that I moved to Wisconsin with my whole family.
6:10So if you don't mind me asking in which city of Wisconsin are you living in?

Search for Customer state and tell them about the any city of the state that you are living in
6:18Ok, I'm in Green Bay.
6:30Whenever you visit Green Bay next time, you're more than welcome to visit my house and you're more than welcome for a dinner party at my house at any time.

You know we're actually expecting a baby boy and the due that is the next Thursday.
So being as a dad, I'm so excited and I just need your prayers.
I hope you can pray for us.
Can you do that?
Oh yeah thank you, appreciate that appreciate that and I promise you that you got our prayers as well.
I'll pray for you and I'm gonna ask my wife to pray for you as well.

BANK NAME THIS SENTENCE NEED TO FLUENT AND DELIVERED WITH CONFIDENCE

Now the last discounts would be the banking discounts for you as I mentioned you that We are working with 25 companies,
They all are in this insurance business for over 100 years.
Ok, that's why they're affiliated with 55 banks across the nation.
So if you're doing your banking with any of the banks that I have in my list, you may be qualified for the banking discounts as well to make sure you qualify for the banking discounts.
Who do you do your banking with?
What's the name of the bank?
We do a lot of banking with P N C based on these answers.
Congratulations.
You have been qualified to get up to 35% discounts on the policy for the rest of your life.
So congratulations on that.

Time to get little Info about what they need from the policy

Now moving forward ma'am I talk to a lot of people every day about this final expense policy.
They get this coverage for either burial or for cremation or if those two things are covered already, they get it to leave something over for their loved one as a gift oflove so that they can take care of any extra bills.
They get a face value, let's say 10 to 15,000 or more in some cases so that they can cover everything.
So tell me if you get this coverage, if you choose to take this coverage, what exactly do you want it to do for you?

DEPEND OF THE ANSWER
I'll keep in my mind and I just want to let you know one thing that the policy that will get you know it will cover you for the whole life and your family will get the coverage within 24 to 48 hours of notification.
They don't take even one day more.
Ok, so you you wouldn't have not to be worried about that.
Ok?
Before You ask the medical questions

Now we both are on the same team.
My job is to make sure that I qualify you for the best options based on your age and your health conditions.
Ok.
So there will be no medical examinations, no blood testing, no nurse will be come out to your house.
I'll simply ask you like three medical questions and based on these answers, I would be able to choose the best carrier.
So please don't take anything offensive.
Okay?

MEDICAL QUESTIONS
The first thing that I would like to ask you, have you ever been diagnosed or being treated for cancer?
Congestive heart failure, heart attack, stroke, stent placement or pacemaker?

IF YES ASK FOR THE TIME FRAME, YEAR AND MONTH AND PUT THAT IN THE QUOTER

Have you ever been diagnosed or being treated for seizures?
Multiple sclerosis, Parkinson's disease, hepatitis C or diabetes.

IF YES ASK FOR THE TIME FRAME, YEAR AND MONTH AND PUT THAT IN THE QUOTER

And are there any pending diagnostic tests or any pending surgeries that you're waiting for?

Have ever had any organ transplant or even went through kidney dialysis?

Have you ever been diagnosed or treated with dementia, Alzheimer or mental incapacity?

Have you ever been diagnosed or treated with COPD, or any respiratory disorder?


UNDERWRITING POINTS

MAKE SURE TO PUT YEAR AND MONTH OF ANY DIGNOSIS CORRECTLY

IF CUSTOMER HAS BIPOLAR OR ANY MENTAL ILLNESS BEST CARRIERS
PROSPERITY GRADED/ AETNA LEVEL IF CELL PHONE
IF LANDLINE THAN PROSPERITY GRADED
IF CUSTOMER HAS BEEN DIGNOSED WITH CHF, STROKE IN THE LAST YEAR, PACEMAKER LAST YEAR OR ANY DIGNOSIS RELATED TO HEART WITHIN LAST YEAR

PROSPERITY MODIFED/AIG

IF CUSTOMER HAD ANY DIGNOSES RELATED TO HEART OTHER THAN CHF, MORE THAN 2 YEARS AGO CHANCES ARE LEVEL CARRIERS

IF CUSTOMER IS ON WHEELCHAIR NOT BECAUSE OF CHRONIC ILLNESS BECAUSE OF ACCIDENT IT CAN GO LEVEL IF BECAUSE OF CHRONIC ILLNESS AIG

IF CUSTOMER HAS DIABETES AND NEUROPATHY NOT TAKING INSULINES
RNA STANDARD

IF CUSTOMER HAS DIABETES AND NEUROPATHY AND TAKING INSULINES



MINOR HEALTH CONDITIONS CAN GO LEVEL IE HBP, CHOLESTROL, DIABETES IF NOT NEUROPATHY

IF COPD WITH OXYGEN
AIG

IF COPD WITHOUT OXYGEN
AETNA STANDARD/ PROSPERITY GRADED/ RNA STANDARD



And how many medications all together you have been prescribed by your doctor at the moment?

How You can Take Medications to keep the customer live
For right now, I have qualified you for a 35% discount.
It can, I can even get you more than 40% close to 50%.
And I really want you to get all the discounts which are available in your local area so that you could save your money.
Ok.?
But for that, I will need your help.
If you can only name those medications that you have been prescribed to take, that would be a lot helpful and I'm sorry for the inconvenience.

TAKE ALL THE MEDICATIONS PUT THEM IN THE QUOTER AND RECHECK EVERYTHING THAT YOU PUTTED AND GENERATE THE RESULTS






And this is your cell phone or is this your landline cell phone?
Ok.
Cell phone and you can receive text message on your phone if the insurance company sends you a text.
NOW I will go ahead and explain how this policy works for you and the name of the company that we'll go with and then I'll get you the numbers.
Ok?
Benefits

If day one coverage/level

Now I just want to let you know, congratulations.
You have been qualified for a golden day one coverage.
Do you know what the day one coverage means?
You don't have to wait for two years of waiting period.
It will be a day one which means that whenever you make your first payment and you passed away even on the same day God forbid you'll be covered from the first day.
So you don't have to wait for any waiting period.
That's what it means.
Ok?

Also, it will be a whole life.
Once you get it, it will never expire.
Even if you turn 80 or 100 the policy still covers you and the premium stays the same.
The premium never goes up on you.
Ok?


The policy it comes with cash value, ma'am, which means that if you get stuck in any kind of financial problems, let's say if you want to fix your car something around your house, if you need money to do anything, you can pull out cash value from your insurance
That's going to be extra money at the top of your policy because this policy will be working for you as a savings account.
ok?

Your policy, it also comes with standard accelerated just like I've explained you.
If you ever get pronounced terminally ill, you can take up to 75% of the face value from your insurance
So that will allow you to arrange everything while you're still alive or you can use that money to go for a vacation if you go for a vacation, don't forget about me.
It's been a long time that I went for a vacation.
Ok.

And your policy it also comes with Accidental Rider which means that if you get you know, if you passed away in a case of any accidental death accidental means like a car wreck.
That's not because of your age or health, right?
So in this case, your coverage amount would be double.
Let's say if you have 15,000, your family will be getting 30,000.
If you have 20,000, your family will be getting 40,000.
Ok.

Before you pitch the Price MUST

Now whole life is just a leak to ROOF.

The more we delay, the more expensive it can get because the rates go up if you get older and if you get any sort of health conditions, it can affect the policy, right?
So today I will get you approved for the policy.
Once I get you approved for the policy, you're going to get your policy number right now on the same call.
Now, once you get your policy number, you don't have to be worried about making the payments today or this month.
It's will be the next month after you get paid.
So in between or after if you get hospitalized or diagnosed with any other health conditions
You don't have to be worried about your premiums going up.
Once I get you approved, your premiums can never go up on you.
Ok.
And once you get approved only, then the insurance company will mail you the policy documents as well.
You can go over the policy documents, show it to your family, discuss with your family.
Let's say if anyone asks you that you should have gone for higher coverage or you should have gone for a lower coverage.
You can also increase or decrease your coverage at any time
That’s there will be no payments today it will be the next month after you get paid.
OK

Now I have designed three different plans options.
We can go up or down as per you need any requirement after doing the comparison with 25 to 40 different companies and these are the cheapest prices because we want to be covered from the first day.
We don't want a policy that gets into effect after two years.
Right.
We want to get something that covers us immediately. RIGHT?
Exactly.

NEED TO PITCH PRICES BIT SLOWLY, DON’T GIVE THEM MORE THAN A MINUTE AFTER PRICES

So, first of all, if you look at the $15,000 the 15,000 doubles to $30,000 and we just need to set aside $64.07 a month.
If you look at the 16,000, the 16,000 doubles to $32,000.
And we just need to set aside $67.98 a month.

And if you look at the 20,000, the 20,000 will be doubled to $40,000 and we just need to set aside $90.69 a month.

Ok, Now definitely there will be no payments today and you can always make changes.
But what do you think if you want to leave something better than nothing?
Which one of these three options you would like to leave behind for your FAMILY?
15,000, 16,000 or the 20,000?

How to keep the customer live

So I'll go ahead and create your profile for the 20,000 and I will be given your policy number right on the same call
There's a good chance Miss Margaret, that I may be able to get you more discounts for that.
I'm gonna need your help.
Ok?
There is a still a chance that I can get you more discounts.

1st Fill name
How do you spell your first and last name and what is your middle initial the legal name that you write on the legal documents?

2nd if something happens to you who will be the beneficiary of the policy?
Take first and last name

3rd Where would you like to receive your policy What’s your physical address?
After getting the address ask them
Is this the address where you receive the mails or do you have POBOX there?
IF YES
Take pobox

4th I’m afraid to ask this question but I have to do my job how much do you weight and how tall are you on a Good Day?

5th Give your info to the customer
Give your name, extension id, office number
Now I’m about to go ahead and submit your application get you approved by the insurance company 2 things here that I would like to let you know number one
HIPAA disc
All of your personal and health related iformation collected on this call and all completely confidential and protected under the protection act of hipaa laws which means that wihout you written authorization we can’t disclose your information because of the HIPAA laws do you understand that?
TAKE THEIR ACKNOWLEDGMENT
Also there will be no medical examination no blodd testing no nurse will be sent to you home the insurance company will check your medical history online through the medical information burro based on your SOCIAL they will qualify you for the right away okay?

Now I will verify all the information to make sure everything is correct if I got anything wrong here please correct me okay?

Verify all of the information except medical conditions and medication
And ask them is that how you write your name on the legal documents is that the way it’s written on your social security card like JOHN E SMITH right?
When they are about to say yes ask them right away
FOR THE MEDICAL HISTORY WHAT’S YOUR SOCIAL THAT GOES ON YOUR POLICY?
If they say NO
Rebut
I do understand that but as you know that they have to check your medical history because you know that you are in perfect health condition and I know that too but they don’t know so they need to check your Medical History through the MIB based on your social so what’s your social that goes on your policy?

6th Take doctor’s name

7th Now, I will do a small favor for you this is only for you just because of your professional behavior okay?
Since you are living on Social security I will qualify you for the social security billings which means that I will not setup your draft today or this month I will set it up the next month for you because you get paid on the 1st of the month right?
So, what I will do you I will set it up for the 1st of the next month and after that it will be the 1st of every month it is called Social security billings which means that lets say if the 1st falls on the weekend or any federal holiday if you don’t get paid on the 1st you don’t have to be worried about any kind of overdrafts or any kind or late fee coming out of your account your policy takes the premium once your social hits your account so that saves you from the overdraft and the policy will not lapse on you okay?
Now the easiest way is to set this up is either with checking account or the savings account
IF You have taken the name on the bank on the discounts part
So you mentioned me you do your banking with PNC right?
SEARCH PNC BANK – CUSTOMER STATE ROUTING NUMBER EXAMPLE
PNC BANK CA ROUTING NUMBER
We do a lot of banking the PNC bank that’s why I have the routing number in my system because of the quality purposes, We are not allowed to read the full routing number I will read the first 5 numbers you have to correct me if I’m wrong and verify the last 4 numbers let me know once you ready?
When the customer is ready
Read them the first 5 number and ask them to verify the last 4 of the routing numbers when they are almost done with the routing number Right away ask them
And what’s the account number?


OR
Now the easiest way is to set this up is either with a checking account or a savings account IF You have taken the name on the bank on the discounts part
So you mentioned me you do your banking with PNC right?
So what I’m gonna do here is that we’re gonna set this up with your PNC account so if anything happens to you God forbid the insurance company can pay the benefit amount of the policy into your account that would be available to your beneficiary and there would be records of the premiums aswell ok?

If they say NO
Rebut
I do understand that but as you know that they are going to transfer the benefit amount of the policy into your account because this policy would be in your name I already have the routing number and I just need to confirm the account number because it would be a direct deposit that’s why for a direct deposit routing and account are required, if I wanted to take out any money I would’ve asked you for your debit or credit card, but I’m just asking for the routing and account number which are present in your checkbook that means it’s always safe.

SEARCH PNC BANK – CUSTOMER STATE ROUTING NUMBER EXAMPLE
PNC BANK CA ROUTING NUMBER
So as I mentioned we do a lot of banking the PNC bank that’s why I have the routing number in my system because of the quality purposes, We are not allowed to read the full routing number I will read the first 5 numbers you have to correct me if I’m wrong and verify the last 4 numbers let me know once you ready?
When the customer is ready
Read them the first 5 number and ask them to verify the last 4 of the routing numbers when they are almost done with the routing number Right away ask them
And what’s the account number?