A sales pitch using a firefighter and teacher couple to show how emotionally framed questions about life insurance work better than logic. Dan makes $8,000 a month, Cindy makes $4,000, they have no coverage or assets, and the speaker walks through questions like "who pays the mortgage if you die" to shift prospects from thinking to feeling.
Find out from a few situation questions before that. They have no life insurance policies and they have zero assets, so they have nothing to pay when one of the spouses dies. And let's say that Dan is a firefighter. In this example, let's say Dan makes eight grand a month, and his wife's name's Cindy and she's a school teacher. They don't get paid very much. They should get paid way more. Let's say your teacher salary is four grand. So a household income of 12 grand a month. And you've already found this out. All right, so you're talking to Dan. And then. Okay, so Dan, walk me back here. Let's say that you pass. Now hear my tonality. Let's say that you pass away, know, God forbid, three days from now, because you know, none of us know the exact time or hour, right? And let's say that you passed away. Who would be the one that would have to pay for all the expenses? Who would be the one that has to pay for the mortgage, the funeral expenses? Go has to meet the funeral director to plan out the ceremony, the right coffin? Who's going to be the one that has to pay the car payments, the credit cards, put the kids through school? Like, who would be the one responsible for paying all of that? Now, what does that question do? What goes on in Dan's mind when I asked him that question? What is he visually seeing? He's seen his spouse do what? Go meet the funeral director. She's all emotional. She's overspending. She doesn't have the money to do all this stuff. Do you see how we're getting them in, what, their emotional state, not their logic state. We know they're not going to make a decision in the logic state.
