Life Insurance LIVE Call Review [Training For New Agents]

All right, what is going on? Ladies and gentlemen, in this video, I'm going to be breaking down a live call recording that one of the agents inside of our program sent us. So without any further ado, let's go ahead and dive right in here. So basically, the format of how this is going to work is I'm going to listen to the call and then I'm going to pause it and kind of provide analysis as needed. We're going to skip over any health info or any of her private info just, you know, for legal reasons. So, yeah, let's go ahead and dive in.

Hello?

Hey, Denise, who's calling? This is Frank. I have a request you sent here about life insurance. How's it going?

Okay, good.

Hey, I'm calling to see if we could even help you. Was this the first time you were looking for life insurance?

No.

Oh, okay. What were you concerned about? Leaving money behind or family covering family expenses? Both. Both. Okay. Okay. And do you have any life insurance in place currently in the event something were to happen to you?

No.

No.

Okay, good.

All right, Denise, just so we know exactly how much insurance to look at, did you want to do a traditional burial or cremation?

Traditional.

Traditional.

Okay, got it. And it looks like your. Let me see if I have it down here. I don't have who your beneficiary is. Who would your beneficiary be?

My daughter.

Okay.

All right, that makes sense. So it sounds like.

You want to make sure that your daughter doesn't have to worry about paying any kind of.

Yeah.

Or anything. Is that right?

Yes.

Okay.

All right, so let's pause it right there. All right, So I just pulled up the script here in the second. Second window, I guess you could say. And basically the agent, Frank, did a fantastic job of running through the script. Right. He was asking all the right questions. The only thing I missed in the beginning was just life insurance plants of the two year waiting period. That tends to jog people's memory a little better. But I mean, that's semantics at the end of the day. But the rest of it was really good. Good tonality. The intro sounded great, so props to you, Frank. If you're watching this, the other thing. The only thing that I. I noticed that I would want to dive a little deeper on is basically these questions, Right. Because we. The script is basically segmented into nine different parts, Right. The first part is the call intro, which is basically just, you know, intro in the call. The goal of that is to make sure they don't hang up and Then we're going into discovery. Right. So at this point we're basically kind of like digging deeper to ask them questions that are going to give us more information so we have a better chance of closing the sale. Right. So the way that you want to think about this is it's kind of like pulling threads on a T shirt, right? So if you ever bought like a cheap T shirt or whatever and the threads start coming loose, we're looking for loose threads in what they're saying. And then when we find a loose thread, we want to pull on it and see how deep it goes. Right. So for example, I'm going to go back here.

Was this the first time you were looking for life insurance?

Right. So we say, was this the first time you were looking for life insurance? No, that right there is a loose thread to me because of a couple reasons. One, it means that she either A, already has insurance or B, she's been shopping around recently a lot. Right. So, okay, was this your first time looking into life insurance? No. Okay, interesting. I guess. Have you been like looking around a lot recently then? Yeah, I have. Okay. And kind of fill me in. What stopped you from moving forward? I mean, obviously nobody likes to do this just for fun. What's kind of prevented you from like what, what have you seen in other policies that has caused you not to move forward? And now she's going to give us more information that's going to basically tell us how to close her. Right? So it's not the end of the world that we didn't ask that. Obviously it's not in the script. This is kind of like the extra layer of getting even better. But when you ask that question, what you're going to find is a lot more information that allows you to basically find info that you can close to deal with. Because if she's just been checking around a bunch and let's say she keeps getting declined, now we know that we need to pivot in a certain direction. She's just checking around a bunch, but she can't find the right price. Okay, now we know which direction we need to go in. So that's going to give us some, some good extra info that'll be super helpful. Right. Besides that, pretty solid here. The, the prospect is kind of giving us like one word answers. So maybe a little bit try to open her up a little bit more here, get her talking so we can get a little more info. Because a lot of the stuff is very surface level. However, it's not the end of the world. Right? So we go into what we do. We look at all the big companies, like future of Omaha, blah, blah, blah, blah. This is all great. Then we go into health questions, which I'm going to skip over. All right, So I just skimmed through the health questions. I noticed that not all of the health questions were asked right now. This is kind of annoying when you're going through it, but it's very important. It'll save you a lot of time. You want to ask all of these questions, right? Because the only questions that were asked was, I think it was, are you taking any medications which, like that is not extensive enough. You need to go through all of these questions that are on the script. You smoke tobacco or nicotine in the last 12 months? Have read cancer, heart attack or stroke, been hospitalized in the last 12 months. Do you need any. Blah, blah, blah. Do you have any kidney disease? Like all of these questions, there's not a single question that's here that doesn't need to be here. So we breeze through the health questions a little too quickly. We want to dive deep on this because all of these things are. These are like. We added these questions in here because we've lost deals in the past because of not asking these things, and they blow up and you get. They get declined and you waste so much time. So make sure to ask all of these questions, all of them. Right.

And then go from there. Right. You don't want to just. You, you cannot, cannot, cannot, like, skip out on this because it'll blow up on you. Maybe it doesn't blow up in this sale. I don't know yet because we haven't gotten there. But it will blow up in you at some point. So make sure to ask all of the health questions. Okay.

Let me slow this down. Back to one X. Let's go.

Those run in your area.

About.

12.5 to 15,000.

Okay.

All right. What I'm going to do is just.

Go around that because that's what I'm showing about the same. About 15,000.

Yes.

Oops. Bear with me. Type that in.

And as you.

All right, so as we're pulling up quotes, the way that we have it set in the script is at this point, you're going and just re explaining term versus whole life because otherwise you have this, like, awkward, like, silence period. So, yeah, I'm just gonna get a couple quotes pulled up for you real quick. Give me one second. And you know, Ms. Denise, are you familiar with the difference, different types of life insurance, like term and whole life. And then as I'M pulling this up. I'm explaining it to her, so I'm keeping her engaged. It's not this awkward pause that's super helpful. And then also, I mean, you're killing two birds with one stone. You get rid of the awkward pause and. And then the other piece, too, is that you are, you know, explaining term versus whole life and eliminating any objections that you could get at the end.

Been looking for.

So here we go. It looks like we get the question. I was referring to insurance.

What has it been?

What has stopped you from.

Moving forward on a policy?

Just ask that with more confidence. Right? Like, there's like three pauses there, and it doesn't really sound. Doesn't sound super confident.

Okay. Yeah. Bear with me one second. And while I'm typing this in, I guess you mentioned that you've been looking for insurance. What has it been that has maybe stopped you from moving forward on a policy? Just deliver it with a little more, like, certainty and confidence.

The price.

Because someone from Lincolnhurst came out talking to me yesterday, but they talking about $153 per month for, oh, my God.

This is a deal all day long. If this lady has gotten quotes from Lincoln Heritage, that's why she hasn't moved forward. So, I mean. Yeah, this is why. Like, this is exactly what I was saying. This is that info. Now that we know this, like, this is a done deal for sure. It's helpful to ask that a little bit earlier, but we still got the info, which is great.

$15,000.

Okay.

Yeah. I want to. I want to give her a little more than just okay. Oh, my gosh. That's. That's insane. Yeah. I mean, to be honest with you, I've seen some of some crazy prices out here with Lincoln Heritage.

I'm glad you called me because we're definitely going to be able to get you taken care of and get you something that's a lot more reasonable than that. Right. Instead of just okay. I want to make her feel really heard and I want to, like, almost exaggerate a little bit of like, that is so insane. Like, that price is ridiculous. And 153 for 15,000. Oh, my gosh. Yeah. Lincoln Heritage is one of the most expensive companies. I'm glad you called me.

And when you were looking for a policy, is it something like your.

Daughter? What would it look like if she. If you were to pass prematurely and she didn't have something in place, would she be able to cover it or would it be stressful?

Good question.

Well, I have five kids so it will be special, but I'm quite sure with my family, they can get it done. But I don't want to put the stress on them.

No, I totally understand that.

And what.

All right, so now we're going back into health questions. I'm honestly a little confused on what's going on here. The biggest key, right, guys, is like, just follow the syntax of the script. If you just follow this syntax, right? Like, when I say syntax, I mean the order in which the script goes. Script is going to be linked down below in the description if you're watching this on YouTube. But, like, don't over complicate this. Don't, like, try to get cute. Just follow the script as it is. Because here we're going quotes, and then we're going discovery while we're in quotes. And then we're also going back to medications, and now we're talking about, you know, breast cancer and all these different things.

Let's skip through this. Okay.

Okay, so we're going to go here.

Okay, so based on what you're telling me, it seems like you might qualify for one of our programs. I'm going to give you a few quotes real quick. And you said they gave you quotes over 150?

Yes, $153 for, I think, 15,000.

Okay, and are you. Are you aware of, like, the different types of.

So now we go through term and whole life.

Have you heard of Mutual of Omaha, Forest Corbridge? Okay, what was the company that they. That they quoted you from?

Lincoln Heritage.

Lincoln Heritage. All right.

So it looks like the company that we're pulling up right here based on the medication and the information you gave me.

All right, so I want to pause this right here. And everyone that's watching this, I want you guys to ask, how much are you going to quote here? Like, what. What is the amount that you're going to quote? I'm going to see if we can leave a little, like, bookmark here so we can go back there. How much would you quote in this situation? Right? Think about it.

For me, I'm not quoting 15,000. The only reason that we're getting 15,000 is just because that's what those other people said. But if we go back.

What were you concerned about? Leaving money behind or covering funeral expenses? She says both, both, both. So then we asked her, how much is the cost of a burial in your area? And she said 15,000. So why are we going to give her a quote for 15,000 when she also wants to leave money behind for family? Right? So what I would do in this situation is I'd probably go 15,000 is the lowest. So I'm going 15,000, 20,000 and then 25,000. Right. And that's just what I'm going to start with. I might even go higher, depending on what you want. But yeah, I mean, we don't want to just pull her up. A quote for 15,000. Let's see. Okay. Oops, let me go.

Okay.

Back where we are.

Cool.

Lincoln Heritage.

15,000 is what they. What was the last quote that they gave me? And that was $153 per month.

Okay. And it was there. What was based on the needs that you needed for to leave some money behind to take care.

That he gave me.

Exactly. The. The 15,000 has nothing to do with what she wants.

So based on that, though, what number were you looking at? Or did they just.

We don't want to ask this at all because they're going to say some crazy outlandish number. Never ask them how much they're looking at. Just total up their needs. Right. And this is why we want to dig deeper in the discovery. Okay, got it. And when you say you want to leave some money behind, what specifically is that money for?

Oh, I just want to leave money behind. Okay, got it. I mean, that makes sense, right? You just kind of want to leave some money behind, maybe help them out. But just so I know, like, how much to look at for you, what are we trying to help them out with? Is it, you know, maybe helping them pay off some bills? Is it, you know, car payment? What specifically are we looking to cover here? And then we can factor that in, because this guy just gave her. I mean, this guy's just like, not the agent that's doing the call, but the agent that gave her the quote is just like any other clown agent. He just goes, oh, 10, 15, 20, 10, 12, 15. Right. Like they have no idea what the hell they're doing. So this is why the lady said no. This is why she didn't buy from the Last guy. Is one. His price was too expensive and he just said 15,000. He didn't combine what she was looking for.

Tell you a price.

They just told me prices. He just told me prices to see which one would fit my budget. And I know 153 is too much for me to be paying.

Okay, so if he offered you more, I'm trying to figure out what is your.

We just. We just need to kill this whole situation here and just go. Just go into the prices because now it's just kind of getting awkward.

Just based off of what she said, I would quote 15, 20, 25 and then we can see how she reacts to the sticker price and then move from there. But, like, you're going to be able to beat. You're gonna be able to beat Lincoln Heritage on the price.

That's it. I guess, at that point, just for your needs.

Okay, well, I mean, I can pay like my daughter said, we. I mean, I can do under a hundred dollars or something, but I want to just make sure it's something beneficial.

No, so this is the same situation. We ran into it in a different call where we're trying to figure out what their budget is before just giving them the. The total coverage amount. Because this lady said 153 was too expensive for 15,000, but it might not be too expensive for 25. People buy on value, not on price switch. So, like, what we're doing here is just totally pigeonholing us. We just want to go. Go ahead and do the quotes. Right?

I totally agree.

Yeah.

And I'm showing here just what the company that they're recommending. I'm going to give you three quotes. So the company is called corebridge.

I would also want to dive deeper on the Honor Health profile because I don't know if we have to go AIG here.

Because if this other person with Lincoln Heritage was giving her 15k for 153, it's probably not a guaranteed issue policy. So I'm not entirely sure why we're going Corbridge here, unless she has like extra active cancer or something.

But it really just depends.

Give me just one second while I just get you those three. It's putting them out right now. So we got.

So again, this is like when we're pulling up these quotes, this is when we want to be going through and basically.

Explaining term versus hold.

Gotta love technology, right?

And then so, yeah, we're looking at almost a minute here pulling up quotes. We want to be explaining something as we're kind of going through this because now this lady's just getting antsy.

All right, so the three quotes that it. Spin it out for me is for Core Bridge. The first one is for 30,000.

All right, if I'm this lady, who the hell is corebridge? Why do I care? We need to build the value on corebridge. Right? Okay, perfect. So, Denise, the quotes I'm getting pulled up here for you are for a company called corebridge. Have you ever heard of them? No, I haven't. Okay, got it. And then I'm going to open up the carrier selling points. Yeah. So you know corebridge, aig, they're a great company. They're actually one of the largest insurance companies in the country. Blah, blah, blah, blah, blah, blah, blah, blah. She needs to be bought in on the company. We're just saying, hey, we're going to go with Core Bridge. Here are your quotes. Right. First problem here.

It'S a hundred and seventeen dollars.

Now we're also giving her prices right out of the gate. This is not what we want to do at all.

And. Yeah, exactly. She hasn't grabbed a pen and paper yet either. So we're just spitting numbers out at her. Right. We need to explain if it's gonna be day one or two years. Like, literally most of these problems can just be solved if you guys just follow the script. It's like so simple, but people just don't want to do it. Okay. Yeah. So I've got those. Got these quotes ready for you. Do you want to grab a pen and paper for me? Okay. Yeah. So I wanted to give you a range of options so we can figure out which one makes the most sense for you. Just let me know when you're ready. Okay. The insurance company came back with three different offers for you. The first one is for, you know, 30,000. Second one is for 25,000. The third one is for 20,000. Right. Boom, boom, boom, boom, boom, boom. Right. And we're going to have them write down the coverage amounts and then I'm going to explain how the coverage works. And then only then once they're on the same page with how the coverage works, then I'm going to go into the prices. We don't go coverage amount, price, coverage amount, price, coverage amount, price. Because now there's too much for them to think about and there's too many things for them to object on and they're just going to have to think about it. Which I'm guessing is probably what happens here.

What is a month?

The second one is $20,000 and it is $79 a month. 79.14.

And the third one is.

Yeah.

So we need to make $60.16 a different price and sounds like, based on traditional. Traditional.

So here we just want to be like once we give them the price and they have it down. Okay. And we can always go up or down if we want. But based on these three options, which do you think would be the best fit for you and your family? Let's see what he says here.

But cost the 15 is what you were thinking as well. Do you have a pen that you could grab just so I can actually.

So we're all. We're all over the place here.

Have you write down those prices. Because I know me, when I'm not writing things down, I tend to forget them.

Hold on. Okay, grab the pin. But it don't work.

Yeah, because he was just quoting. I mean, he's just writing down prices and I don't know, I wasn't really understanding all the I tell you that I'm on a fixed income and you know, I was seeing Social Security and you just pull up them type of prices.

Don't. So.

It'S the best insurance company and like.

Okay, you know, and technically it may be because that's the company he works for. We are brokers, so we want to.

Have all this explained before we even go. Go prices. Right. So now it looks like from the transcript we start to get back on track.

And so basically the way that the program works is that it covers you from day one. Meaning if you make your first payment on a Monday and Tuesday, you pass away. Well, Wednesday your family can actually get the check so that you could actually take care of things. Does that make sense?

Yes, that makes sense.

Yeah. Perfect. It also never expires, so the plan will never reduce or go up at any time. So it'll always stay the same. Okay, so what questions do you have?

What company is this with?

This company is corporate.

So this lady is just totally controlling the call here because we gave up all of our leverage and we gave her all the prices. So there's a lot of things that were done well in this call, but there's still definitely room for improvement. Let's just finish.

Okay.

And what questions do you have for me on how the plan works?

That sounds good. I'm going to talk with my daughter. This is a number that I can contact you back on.

All right.

Yeah, let me give you my local number too. You can contact me on this. When would be a good time for you. For me to follow back up with you?

But she's out of town, so she should be back tomorrow.

Okay. Yes, let me.

Alrighty. Alrighty. So where did this call go wrong? Well, it went wrong when we started presenting prices. Pretty much the reason this call went off track is we gave up all of our leverage. Right. The way that this is designed on the script is we give them all of the coverage amounts, we explain how the program works, we answer all of their questions to make sure we're on the same Page and then we give them the prices. Right. We never want to lose control of the sale, which is what happened at the end here. And then she just said, I need to talk to my daughter. Right. The other little piece we want to throw in here is constantly dropping things. Like, in the event that we were able to get you approved, this would be how the program works. Right. And this program would work like, blah, blah, blah, blah, blah, in the event we were able to get you approved. Does that make sense? Yes, that makes sense. Awesome. So the prices just came back for us here, Mr. Niece, let me know. I just want to make sure you get that pen and paper ready. Awesome. So these prices never go up or down. And as long as you make the small payment, they give your family the big payout. Okay. Okay, awesome. So the 30,000 just came back here at 150amonth. The 25,000 just came back at, you know, 100amonth. And the 20 or 15,000 came back at blank. Right. Let me know when you got that all down. I'm never, I'm never letting them talk or, you know, interject here because I've already answered all of their questions and all of their concerns before. I've given them the price. Once they have the price, they can just jump off of the phone, which is what she did. Right. Okay. And Denise, we can always go up or down if we want to here, but based on these three options we just covered, which one do you think would be the best fit for you and your family?

Probably the 25,000, but I'm probably going to have to talk to my daughter and then we would go into the post close. Objections, but let's say she doesn't say anything here. Okay, and what made you pick that one? Well, you know, I'm gonna, I'm gonna fixed income and Social Security and blah, blah, blah, blah, blah, blah, blah. Right. All right. Now, in the event that you were able to get you approved, would you want to go ahead and set this up for today? No, I'll need to talk to my daughter. Okay, yeah, no worries. Boom. Open this up.

Post close. I need to talk to, you know, wife, husband, daughter. Same deal. Right, right. Yeah, yeah, no, I totally understand. I guess. What specifically do you think your daughter might not like about the program?

Well, you know, she might just think it's. I don't know. She probably wouldn't not like anything. Okay. Yeah. Well, I mean, to be honest with you, all we're doing here, we just have to make sure that you get approved first. For this plan. I just have to submit a quick application, make sure that we can even get you approved, and then we can jump on with your daughter and kind of explain how everything works works as long as we have that approval. So give me one sec while I get logged in here. Let's see. And boom, boom, boom. And then start filling out the application. And that's pretty much it, right?

But it's all in the way that we frame it up until that point when we lose control, we lose control entirely of the sale. So those would be my biggest takeaways for this call. If you guys got value from this video, leave a like, hit the subscribe button for more content like this. And if you want to have your calls reviewed and get these videos sent sent to you, then click link down below to apply to join our program. See you guys soon. Take care.