BEST Life Insurance Sales Training On YouTube [Live Call Review]

All right, what is going on? Ladies and gentlemen, in this video, I'm going to be reviewing a live final expense. Teleso called. One of the agents inside of our coaching program sent us. Going to be breaking it down and kind of giving this agent some feedback to help him get better. Now let's go ahead and dive right into it. And before I start breaking down this call, I just want to give you guys a quick disclaimer.

Any feedback that I give, though it may sound harsh, I always, it's always coming from the best place as far as helping this person get better. So just wanted to throw that out there. It's all coming from the right place. So let's go ahead and dive right into the call here. And I'm going to play it on 1.25x speed.

Hey, Susan. Yeah, hey, this is Frank. I. I got your request here for. It looks like you're looking for life insurance with no two year. Wait, you responded to our form online?

Yeah.

All right, so first problem, right in the call intro. Let me show you guys what the script looks like. I'm going to kind of bounce back and forth between the script and the call because honestly, like, the biggest, the, the biggest problem overall, I'm going to kind of spoil this for you guys. It just fundamentally comes down to literally just following a script that works, right? A lot of people just free ball all the time and then they don't make sales. And then they ask me and I'm like, hey, are you using the script? And the answer is yes. But then I listen to a call and it's always no. Right? No shade to anybody that sends me a call. I'm just telling you the way that it is because I want you guys to get better. Right? So the way the script goes, he actually has the intro for the most part down. But there's a few things that I would tweak here. Okay. Hey, Susan, right? This is perfect, right? Hooks her in. She's a little like, okay, what the hell's going on, Susan? It's just, it's just. Frank, I have a request you sent us here about life insurance plans with no two year waiting period. How's it going? Right? You want this to be a little snappier. Now the problem with this intro is like, let me share back this tab. I'm gonna play it here when you guys listen to this.

Frank, I, I got your request here for.

There's already like, we got a long pause here. And luckily this lady was interested, like very interested. Right. But most People are going to hang up on you at that point. You have this has to be quick, snappy and you need to sound energetic. Right. Listen to the difference. I'm going to do like a run through with like high energy and then I'm going to show you the call again. We can kind of compare and you'll see what this agent can approve. Right. Hey, Susan. Susan. It's just Tim. I have a request you sent us here about life insurance plans with no two year waiting period. How's it going? Right. I'm reading from the script, so all I have to focus on is my tonality, not thinking about what to say right now. Let's go back and listen to this.

Hey, this is Frank. I, I got your request here for. It looks like you're looking for life insurance with no two year. Wait, you responded to our form online.

Yeah.

So there's no question at the end of this, meaning now she can take full control and like there's nothing. There's no question. There's, there's just like, it's just a statement. Right. You always want to end each statement with a question to maintain control. So that's the first thing. Luckily in this call, this lady's like ridiculously interested. So that didn't actually cause a problem. But let's continue. Right. That's something that I would improve for sure because that's going to be a big, big needle mover in terms of actually keeping people on the phone with the majority of calls.

Yeah.

This morning. Good, good. Tell me a little bit about is this the first time you're looking for life insurance or have you been looking for a while?

Okay. So again, this is a lot of this advice is just going to come back down to following the script. Okay, got it. And were you looking for yourself or a loved one? That's basically the next line we want to go to. And the reason we, we ask that is because this lady might be married and we have no idea and she actually needs insurance for her and her husband. Right. Were you looking for yourself or for you in a loved one? Right. We just go straight into. Have you, is this the first time you're looking into it or have you been looking for a while? Which is the next question. But we're skipping out on this question. That's going to give us an opportunity for an upsell, which is not ideal. Right. Then now we go into step two, which is discovery. Right. I'm going to switch back here. So this is like we're kind of loosely following the Script to some extent, but we want to, especially in the intro and discovery, we want to pretty much follow it like word for word.

I've been looking for a while.

Okay. And are you looking something for final expenses, burial, or to leave money behind?

Okay, so here, this is kind of the correct question, but we want to frame it in a little bit of a different way because like this, the way it's being asked here is very surface level. Right. So I want to attach an emotion to it instead of like, were you looking for blank, blank and blank? Because now it's a very surface level conversation. There's not really any emotion involved. Well, the reason we scripted this way. Okay. Yeah. What were, what was it that you were concerned about? Was it just, you know, leaving money behind for family or covering funeral expenses? You see, I'm kind of like leaving that open so that she can fill it in. It's not like the way that you're. The way it's written is that it's an either or question, like are you leaving money behind for family or covering funeral expenses? But you want to, your tonality wants to leave it open so that they can tell you why they're looking. Because this is just a suggestion. It's not actually A, A or B type of question. Right. Hopefully that makes sense.

So again, adding in the word concerned, what was it that you were concerned about? Was it just, you know, leaving money behind for family or covering funeral expenses? Now I'm leaving it open for her to answer. Right. So we're going to go back to the call recording.

So she says mainly for burial.

Okay.

And.

And what is your okay?

So I'm going to just tell you guys, this is where everything goes south right up until here. We're relatively following the script, but at this point things start to get completely off track. And I'll show you guys why and the problems with what we're going into here.

Would you answer a couple questions so we can kind of pull up a policy? What are you looking for as amount wise?

Okay, so we never want to ask somebody what they're looking for amount wise. Right. First of all, I mean, this is totally besides the point because we never asked this question in the first place. But amount wise, does that mean budget or does that mean the amount of coverage?

Clearly she didn't know because in this situation the agent was actually asking how much coverage she was looking for or. Yeah, but she said, she just says depends on the price. Right. And then we go, do you have a budget to stay within? Right. I'll play you guesses.

Depends on the price.

Depends on the price, obviously.

Okay. And do you have a budget you want to stay within?

Never want to ask that question, especially the beginning of the call. That is a nightmare of a question because it doesn't help us at all. It only pigeonholes us and makes our situation awful.

Yeah, I don't want to go over $60 or so if I don't have to.

Okay, so she doesn't want to go over $60 or so if she doesn't have to. Here's the thing. If you lead with price instead of building the value and leading with value, you're always going to get this type of situation right. If I go to the, you know, if I go to a restaurant and they're like, how much do you want to spend? They, I don't want to spend more than 10 bucks. But if they showed me the menu and it's like this juicy ribeye steak with like, you know, chimichurri sauce and, you know, yuka fries and all this crazy. And it's like a, you know, medium rare steak and it's, you know, you can see like the fat dripping off of the side. Just looks incredible. I'll pay $25 for the steak. But I went in there, I didn't want to spend more than 10 bucks. But now you have to hook them with the value and then anchor the price. You don't want to set the price and then figure out how much they, they want from there. Which, if we return to the script here, what's the. Literally, I'm telling you guys, I'm going to include the link to the script down below in the description. If you're watching this on YouTube so you guys can get a version of this. The exact version that I'm going over here is only available for people in like our coaching program, which is also how this particular agent is able to get his call review buttons. But besides the point, if you just read a solid script, especially this one, because it's literally structured for you guys to ask the right questions instead of the wrong ones. Again, what were you concerned about? Okay, do you have any life insurance in place currently in the event something were to happen to you? Because now we need to find out if we're going to replace a policy or if we're going to add to. Okay, got it. And just so we know exactly how much insurance to look for, were you wanting to do a traditional burial or a cremation? Right. In this script, we're anchoring the value okay. Are you familiar with, like, the cost of a burial? You know, let's say this lady's in Texas. Are you familiar with, like, the cost of a burial there in Texas?

She's going to tell you what she is imagining she needs to set aside and how much of a. How much insurance she needs for her particular policy. Let's say she says 15,000. Yep, exactly. I'm seeing most of my clients pay, you know, like, on an average, about $15,000 for the burial. But besides the burial, was there anything else you were looking to cover, like paying off debt or maybe leaving money behind for the family? So I'm building all this value, I'm getting all this inventory as far as what she wants to cover. So I'm not even talking about the price because the price does not matter, as you'll see later in this call. Right. I'm building all this value. What do you want to protect? Who are we protecting? Right. Have you ever been declined for life insurance? Okay. And it looks like you listed your beneficiary as, you know, your son or whatever her son's name is. Awesome. Awesome. Now the other thing, too, right? See in the discovery, how much I'm. First of all, how much value I'm building, but also how many more questions I'm asking. Because in the correct way to do this sale, I want to find out their why. Right? Fundamentally, the. The goal of the call is to find out what is their why, what is the pain point, and then present a solution to solve that pain point. Anchor them to that solution, and then present your price. That's it. Right.

In this particular call, this lady is, like, so interested. As you'll see later on in the call, the only thing that we know as far as why she wants to.

Buy is this mainly for burial.

Like, that's it. Like, that is all we know. Yeah, she just wants us for a burial. Like, who cares? That is the most surface level answer we could possibly have. Nobody is buying because they just mainly want to cover it for a burial they're not buying because of that. We don't know who the beneficiary is. We don't know why she's concerned about it. And if we return back to the script when we get these answers, we're digging deeper to find the pain point. Right. Your goal is to find the why. Fundamentally, in this call, we do not know her why because we. It's not because she wouldn't tell us. It's literally just because we didn't ask the questions because we weren't following the script.

So, yeah, that's kind of the biggest things here in the beginning. And what you'll see is this lady starts to lose interest throughout the call because it's so surface level. Right. That's what you're going to see as we get later on into it. But it all, like, the whole problem here is just because we're not following the script and we don't ask the right questions. Right. And the thing is too, like, when they give us these answers when we go through a discovery, you need to dig deeper.

Right.

Because they're going to leave you clues, they're going to tell you things. So let's go back to this call and I'll show you what I would have done differently here other than just following the script. Right. And you're looking for something for final expenses. Burial or to leave money behind? Mainly for burial. Okay, awesome. And you know, out there in Texas, I guess, what are you typically seeing as, like, the cost of a burial? What are you usually seeing people paying there? She's going to tell you what she thinks a burial cost. Awesome. That's about what I'm seeing as well. Right. And then we're going to ask him more, you know, a few more questions, you know, kind of date finding more info like, you know, have you ever been declined? All that kind of stuff. Right. But we also want to see, hey, is there anything else you want to leave money behind for? Right. Anything else you want to leave money behind for? And then we need to figure out who she's leaving this money behind and who she doesn't want to pay for the burial. And, and then what happens if that person has to pay for the burial? And not only is this going to give us her why, but it's also going to build rapport and build trust. Right. So, you know, in this example, mainly for burial. Okay, awesome. That makes perfect sense. What are you typically seeing as, like a cost of a burial in your area? It's about $15,000. Yep, that's exactly what I'm seeing as well. That's pretty, pretty standard for Texas. Besides just covering the 15,000 for the burial, was there anything else that you were looking to cover, like paying off debt or maybe leaving money behind to somebody? No. Awesome. So just $15,000 for the burial. And it looks like you listed your beneficiary as, you know, Jim, your son. Is that right? Yes, that's right. Got it. Okay, that makes sense. So to me, it just sounds like your whole goal is you just want to make sure. That Jim doesn't have to worry about paying $15,000 for the burial. Is that right? Yes, that's right. Okay, perfect. And this is not technically on the script, but this is a great follow up question to ask there. Okay, yeah, Susan, that makes perfect sense. And I guess just, you know, worst case scenario, in the event that we weren't able to get you approved for something here, how would Jim go about paying for the funeral right now? How would he come up with that $15,000 and then just listen, do you guys see how much more value, how much more need we're building when we go about it that way? It's like not even comparable to her just saying mainly for burial and, and then us asking if we can ask her a couple questions and then asking how much she's looking for.

So then we go into her health, her birthday, all this stuff. I'm not going to go through that just for, you know, Susan's protection basically, but I'm going to skip through that. But I will tell you guys, and also for, for the agent who's called, this is the problem we ran into here is simply that.

We'Re just not getting through the health questions fast enough. Like the lady starts to disengage because we don't really know what we're doing here. So there was like a misspelling with a particular medication. What I recommend doing.

Whenever, like you don't know how to spell a medication is just start typing it into Google as you hear it or as you can imagine it and they'll usually come up with like the spell check for you. That would, that would have saved you like two or three minutes on this call. Like going back and forth with her on that. So me stop sharing my screen for one second and I'm actually just going to scroll through here and look at the transcript. So any medications don't have any problems, blah, blah, blah, blah. What's the medication name of the medication? Boom, boom, boom. Right at this point we're trying to like come up with a spelling she doesn't know.

So and so forth. This just kind of takes a little bit too long, right? So that would be my biggest thing, is just making sure they stay engaged and not like not taking so long to get through that. And we don't want to like there's a lot of silence here too. We don't want to have silence there because now she starts to get worried. She starts to wonder if you actually know what you're doing. She starts to wonder, you know, oh, now all of a sudden, oh, wait, I have things to do that maybe I shouldn't be doing this right now. Like, so many questions come up when there's silence. So we want to keep her engaged, keep her talking through there. And then also, like, again, I think there was some medication. It's like, you know, Simvastatin. I can literally just Google whatever I hear it as. And then, boom, now I know what it is and I can put it in.

Also, the other thing, too.

When you're going through the health questions, like, first of all, fundamentally, all of these problems can be solved if you read the script.

There's no setting of expectations. There's no any of this. Right. All of this is skipped. But just ask these health questions instead of just free balling it because otherwise things will slip through the cracks.

So from there, I'm going to go back into the call and let's just play it from here.

Well, good. Good thing with us is you reached actually we're a broker, so we actually shop around with all the top carriers, so we're not going to be stuck with just one carrier.

So most, most normal people don't really know what a carrier is. We're using a lot of insurance speak here. I would say Company, personally, just because, like, when people start getting confused and they hear words they don't understand, they start to disengage. That's what, that's what I've realized.

So we have like three or four seconds of silence there. Again, this comes back to what I was saying before. Like, we want to eliminate the silence.

It looks like a couple carriers that I have, they're in the 60. Actual. Actual $65 range. I could go down, but you're looking at company.

So we're. Again, we're all price here. We're all price. This lady doesn't even care about the price. We. The only reason we have 60 is because we asked her what budget she wants to be within, which is not at all what we want to do. Right?

Not at all what we want to do. So I'm going to play this and then we'll just compare it with the.

Script we have called Core Bridge financial. They're. It's $13,000, $962, and.

That'S a final expense. And Lafayette Life, which is 13,800, so it's like $100 less. Same price.

Okay.

Do you think this lady has any idea what any of this means or is retaining any of these numbers?

No. Whenever we give someone numbers, they have to write it down. So, like, there's a lot of things that we could be doing better here. And just side note, if I'm coming across harsh, I'm just doing this to help you get better. So just take that into account. Right. If you implement these things, like, you're getting people that are very interested, like, you are going to immediately, right? This is for the agent watching this immediately skyrocket your production if you just implement these things. I give you. So just wanted to throw that in there because I know this can probably come out. Come across as harsh, but no one's gonna remember these numbers if they're not writing it down. Right? So I'll touch on some of the things that are. We could be doing better here in just a second.

Price.

What would it be for, like, $20,000 coverage?

Okay, so this lady is completely taking control.

This is just proof of what I was saying earlier, that she never even cared about price.

20,000. Let me go there.

I think you're looking at about $80 a month. Give me a second.

Okay.

And of course, we put in the application, we check and see, you know, they'll do their due diligence. They may come back and say, you know, if it's 85, they may come back, say, well, it's 91, based on your medication or whatever. Actual Core Bridge is 91.

Now we're adding. There's so much going on here.

So for 20 grand, 20,000. It's 9,000, 172.

Okay.

It would take like 10 minutes. Put an app in and see if it goes through. You probably wouldn't hear back.

Okay, does.

There's a lot of things I'm having trouble with, like getting through this and not pausing and doing. Because there's so many things that we could be doing better here. But just like, first of all, like, we're trying to get her to do an application, not scare her away from doing an application. Like, first things first. So we're saying, like, you're looking at this price, but once we do it in, they're going to do their due diligence, and it might be even more expensive. Not to mention it's, you know, it'd only take minute, 10 minutes, but you won't even hear back until maybe later this afternoon or no later than Monday. And then they don't pull the payment out until they actually process it. It's like, what? I don't even know what to focus on there as this prospect, but there's so many things coming at me. Like, there's so much to think about. There's so much to think about that like.

I'm not making a decision. Not only that, but like we're supposed to be.

To get her to do the application. Like she's going to buy insurance. Like super simple. You just have to present it the right way. But like for her to do this application, we want to make it seem quick, easy, simple. That's it. Quick, easy, simple. She wants insurance. Just don't make the buying process a headache. All of these things are headaches with the buying process that we're telling her when she would be open to doing it. We're like basically anti selling her. On doing an application, they don't pull.

The payment out until they actually process it. And you say, yes, I won't have.

The money till next month anyways.

Okay, that'll work.

Can I do this later? Because I have to be somewhere by 12 o'.

Clock.

Yeah, definitely. Let me just. When would be a good time for us to actually reconnect? Is it more so just because the money or is it more?

No, no, no.

Okay.

No, I have to be somewhere.

I really do.

Oh, okay. When would be a good time for us to reconnect?

Why don't we do it Monday? Monday, Monday afternoon?

That will work. I will put that on my calendar. I'll put the prices and everything in my calendar as well so I know exactly what we're looking for.

Okay, So I think that's all we need to hear. Let me go back to the script and let me just show you guys how this is actually supposed to go. Okay, so the ball was dropped in the beginning, right? The ball was dropped during health questions. And the ball was dropped probably most of all during quotes because we still had her until we got here. It just like totally blew up. Right? But there's like, it's hard to pinpoint one specific thing with this call, right? Because most agents would jump off of this call, right? Not saying that the agent who sent me this is saying this. But what most agents do, and this is why call recordings and listening to them is so freaking valuable.

Is they jump off the call and they're like, God, that lady is just tough prospect, man. Right? Like they would say something like that or like, I don't know why she didn't buy or you know, you know, these. All these prospects are just broke. They never have the money. That's what they would say, right? Since you guys are watching this video, you obviously know that is not the case. That is not the reason this lady didn't buy. It started in the very beginning, not just with the intro, because that was. That was okay, but where we asked her how much insurance she wanted before even building the need. And then we asked her what her budget is. So now we're trying to quote to her budget, and we're giving her, like, random numbers, like $13,932, which don't even make sense. Right. This is the direction we want to go. Follow the script and you'll be in the right spot. But I'm just going to go through this part on quotes. Okay. Okay, Susan, so, yeah, based off of what you're telling me, it seems like you might qualify for one of the programs here in the area. I'm going to get a couple of quotes pulled up for you real quick. Just give me one second. And while I'm doing that, are you familiar with, like, the different types of life insurance, like term and whole life? Now I'm doing this. I'm pulling up the quotes now for this lady in particular. She wants a burial. This is why we also ask.

What they see, what they've seen in terms of prices for burial and if they want to cover anything else. So I know how much money to pull up. I based it off of what their need is, not what they can quote, unquote, affordable. Right. So I would probably do 15,000, 20,000, 25,000 for this lady. Right. And while I'm pulling this up, I'm explaining term versus whole life to clear up anything. You know, basically make sure any objections are blocked. All of that. Right. And then, you know, basically explaining term versus whole life. I'm not going to go through all this, and then I'm going to give a brief explanation of the carrier that I'm picking for her. I'm not picking it for her based off of the price. I'm picking it for her. Right. I'm picking one carrier. I'm not giving her multiple carrier options, like, do you want to do Core Bridge or Lafayette Life or whatever? I'm picking the carrier based off of the best one that she's going to qualify for. Now, let's say that carrier is going to be sbli. So now I'm going to open up the carrier selling points for sbli, and I'm going to go through the company. Right, perfect. So the quotes I'm getting pulled up here for you are for a company called sbli. Have you heard of them? No, I haven't heard from. Yeah, yeah. So sbli, they're a mutual company, kind of like Mutual of Omaha, if you've ever heard of them. Yeah, I have. Exactly. Yeah. And this company, you know, has some of the lowest rates around. Blah, blah, blah, blah. I'm building all of the value with the company. I'm not just saying. Yeah. So it looks like we got some quotes from SBLI and Mutual and Royal Neighbors. This one's like, blah, blah, and this one's blah, blah. I'm building the value with the company that I'm going to pick for her. I'm not letting her pick the company.

Okay, so the reason we're picking SBLI is because based off of the health conditions that you told me, with the high cholesterol and the high blood pressure, SBLI is going to offer you the most amount of coverage for the lowest amount each month. And there's no waiting period as long as you can get approved. I'm building all the suspense, all the value on as long as we can get you approved. Do you see why we're going with this option? Yes. If they don't see why, I'm going to get an objection. So I need to make sure we're on the same page. Boom. Okay, I've got these quotes ready for you. Do you want to grab a pen and paper for me? This is so freaking important. If you don't make them write it down, you are never going to close anybody ever in the history of the world. If they don't write it down, they don't retain it. They need to write it down. Make sure they grab a pen and paper. If they don't grab a pen and paper, wait for them to. Right. Okay. So, Susan, I wanted to give you a range of options here so we could figure out which one makes the most sense for you. And just let me know when you're ready. Okay, I'm ready. Okay. So the insurance company came back with three different offers for you. They came back with the 15,000, the 20,000, and the 25,000. Let me know when you got it down. I'm not giving them the price here. I'm just giving them the coverage amounts. Only the coverage amounts because I don't want to get a price. Objection. Until I've already explained how the program works.

Only give them the coverage amounts. 15,000, 20,000, 25,000, or whatever it is for your client. Let me know when you got it done. If it's day one. I'm saying this. If it's two year. Wait, I'm saying this. This lady is probably going to be day one. So, Susan, basically, the way this program works is it covers you from day one. So God forbid you pass away the day after you make your first payment. There's no waiting period. It doesn't terminate or expire. There's no rate hikes, nothing. It just stays the same. Right. If you made your first payment on a Tuesday and you pass away on a Wednesday, your family gets the full check for whatever amount you select. Not a portion, not a fraction, not a refund. They get all of it. Does that make sense? Yes, that makes sense. Perfect. It also never expires. And the plan will never reduce or go up at any time. It always stays the same. What questions do you have for me on this plan or how it works?

They have questions. Answer them. They don't go to the next part. Okay, perfect. Now, notice I've never. I haven't given the prices at this point because the price doesn't matter. Now, it looks like these prices just came back for us here. Now, these prices never go up or down. As long as you make the small payment, they give your family the big payout. Okay. Okay, cool. Now then, I'm giving the prices. Highest amount came back at blank. Middle amount came back at blank. Lowest amount came back at blank. Okay. Now, we can always go up or down if we want, but based off of these three options we covered here for you, which do you think would be the best fit for you and your family? Then they're picking the option. Okay, Susan. And what made you pick that one? She's now selling herself on the option she just picked. Perfect. Now, in the event that you were able to get approved, would you want to go ahead and get this set up for today? Most people that are on a fixed income come are going to say no. Like this lady. Oh, I won't have the money till next month. Oh, yeah, Perfect. No worries. Yeah, most of my clients either get paid on, like, the first or the third. Which one is it for you? I get paid on the third. Awesome. Yeah. So we could just set it up for the third if you get approved. Give me one second while I get logged in here. I'm not asking if she wants to do it. I'm just doing it and then it's done. She wants to do it. That's why she's scheduling out an appointment for Monday. But I promise you, she's probably not going to show up for that because there was no value built here and she was just confused. Right.

So I'd probably call her back. I mean, call her back on Monday for sure. Follow up with this one, right? But like, the likelihood she shows up on Monday because of the lack of value we built honestly is pretty low. But she is going to buy insurance. So takeaways from this, right? Biggest things that I would say for those of you that are watching this, either on YouTube or inside of the training in our program.

Is just follow the damn script. Right? Follow the script. The script is structured in a way that is proven to work and is structured that way for a reason. Don't skip over the discovery, don't skip steps.

Make sure that you're bringing energy and tonality because you want to sound like a professional. You want to sound like you have everything handled and that you're like, you know exactly what you're doing. And then when you present prices, you have to build the value first and they have to write the price down. Right? But fundamentally, the sale is not based on price. Even though these people are on a fixed income, oftentimes the sale is not based on price, it's based off of value. And then they figure out what they can afford based off of the value that they want. And the way you build the value is in discovery, figuring out what the burial is going to cost, what other expenses they want to pay, and basically linking that to an emotion of protecting their beneficiary. So hopefully this call was valuable. If you guys got value from this and you're watching on YouTube, subscribe, hit the like button. And if you want more trainings like this, comment down below and click the link down below to apply to join the same coaching program so that I will be able to review your calls as well. Take care, ladies and gentlemen, and I'll see you soon. Bye.