Veterans Final Expense Script
Mindset: Speak from the heart. These are veterans and their families -- lead with empathy, earn their trust, and serve them the right coverage.
.... = Slight pause
Gold = Power question
Teal = Agent note only
Green = Call conditions / If-Then
1Introduction
Open
"Hey (client first name).... this is (Agent) with the Benefits Office.
I was just giving you a call in regards to the Life options for Veterans. I have your Date of Birth listed here as ___. Correct?
How are you doing today? That's great to hear....
Now, your main concern was just wanting to make sure that the funeral expense doesn't fall a burden on your loved ones, right?
Got it.... were you also looking to leave some extra money behind as well for your family or just have the funeral expense taken care of?"
I was just giving you a call in regards to the Life options for Veterans. I have your Date of Birth listed here as ___. Correct?
How are you doing today? That's great to hear....
Now, your main concern was just wanting to make sure that the funeral expense doesn't fall a burden on your loved ones, right?
Got it.... were you also looking to leave some extra money behind as well for your family or just have the funeral expense taken care of?"
Agent: If they have both goals, go to Americo for a replacement.
2Dig Into Why
"Now god forbid.... if you were to pass away today who would be the beneficiary responsible for paying for the funeral expenses.... and picking up all the pieces tomorrow?
What is their name.... spell that out for me.
Have you thought about whether you were to be buried or cremated?
Okay and do you have any life insurance or a large savings (beneficiary name) can use to cover the funeral costs?"
What is their name.... spell that out for me.
Have you thought about whether you were to be buried or cremated?
Okay and do you have any life insurance or a large savings (beneficiary name) can use to cover the funeral costs?"
If NO Coverage
"Got it.... so you just want to make sure (beneficiary name) doesn't have to go into any debt or any financial burden, correct??? Yeah, I don't think most families can afford it nowadays.... that's why most veterans are looking to get this covered.
Do you know how much that costs nowadays???
It looks in the state of (state name).... an average --
Cremation costs: $5,000 to $7,000 depending on the celebration and urn.
Burial costs: $10,000 to $15,000 depending on the fanciness of the service and the opening and closing.
Granted you are buried in a national cemetery where the VA covers the plot and headstone.... was that what you were planning on?
[If NOT a national cemetery -- $15,000 to $20,000]
After this -- SKIP to Client Suitability Sheet below."
Do you know how much that costs nowadays???
It looks in the state of (state name).... an average --
Cremation costs: $5,000 to $7,000 depending on the celebration and urn.
Burial costs: $10,000 to $15,000 depending on the fanciness of the service and the opening and closing.
Granted you are buried in a national cemetery where the VA covers the plot and headstone.... was that what you were planning on?
[If NOT a national cemetery -- $15,000 to $20,000]
After this -- SKIP to Client Suitability Sheet below."
If They HAVE Coverage
"Perfect.... I'm glad you have something that can help out. Now how much do you have in place already to help (beneficiary name)???"
If NOT enough for funeral costs: "Got it.... do you know how much a funeral can cost nowadays?!
It looks in the state of (state name).... an average --
Cremation costs: $5,000 to $7,000 depending on the celebration and urn.
Burial costs: $10,000 to $15,000 depending on the fanciness of the service and the opening and closing.
Granted you are buried in a national cemetery where the VA covers the plot and headstone.... was that what you were planning on?"
[If NOT a national cemetery -- $15,000 to $20,000]
"So you were looking to get additional coverage to fill the gap so (beneficiary name) isn't left with any debt.... correct?" SKIP to Client Suitability Sheet below.
It looks in the state of (state name).... an average --
Cremation costs: $5,000 to $7,000 depending on the celebration and urn.
Burial costs: $10,000 to $15,000 depending on the fanciness of the service and the opening and closing.
Granted you are buried in a national cemetery where the VA covers the plot and headstone.... was that what you were planning on?"
[If NOT a national cemetery -- $15,000 to $20,000]
"So you were looking to get additional coverage to fill the gap so (beneficiary name) isn't left with any debt.... correct?" SKIP to Client Suitability Sheet below.
If DO have enough: "Perfect.... you were just looking to get this in place to cover the funeral so (beneficiary name) can use that money to help them get by instead of using it to cover the funeral, correct?
Push Back: God forbid if you were to pass away today.... what would it look like for (beneficiary name) without your income?"
Push Back: God forbid if you were to pass away today.... what would it look like for (beneficiary name) without your income?"
3Client Suitability Sheet
"So my job's simple.... what we'll do is spend a minute on your financial situation just to make sure we can find an affordable option for ya.
Then about 2 minutes on your medical history to make sure we can get you approved through one of the 26 A-rated carriers."
Then about 2 minutes on your medical history to make sure we can get you approved through one of the 26 A-rated carriers."
Financial Questions -- Flow Through These Conversationally
Now are you currently working, retired, or disabled?
IF retired: "I can't wait to say that one day! Is every day like a Saturday now?" | IF disabled: "God bless your heart! We'll go ahead and add that disability discount."
Alright.... what's your total monthly income? Just a ballpark is fine.
Keep it light -- "No judgment, just need a ballpark for the system."
ALWAYS ASK: Now at the end of the month once you pay all your bills, utilities, and all the fun things you like to do.... how much would you say you are typically left with?
Little to no income left ($200 or under): "I completely understand, so that being said.... plans start at $40 to $50 a month. Is that something you could work into your budget every month?"
Push back: "I understand.... $40 to $50 a month might be tight on your budget, but how do you expect (beneficiary's name) to afford that entire funeral expense? I'm sure you wouldn't want to be remembered as a burden.... am I right?"
Income objection "Why do you need to know that?": "By law I'm not allowed to show you options for more than 10% of your income. Now what would you say you bring in per month, just a ballpark?"
Push back: "I understand.... $40 to $50 a month might be tight on your budget, but how do you expect (beneficiary's name) to afford that entire funeral expense? I'm sure you wouldn't want to be remembered as a burden.... am I right?"
Income objection "Why do you need to know that?": "By law I'm not allowed to show you options for more than 10% of your income. Now what would you say you bring in per month, just a ballpark?"
"Now.... (Name) if you were to pass away, what would the situation look like for (beneficiary)?
I'm assuming it would be pretty tough right? [Dig into their personal situation]"
I'm assuming it would be pretty tough right? [Dig into their personal situation]"
"So if I were able to find something comfortable and affordable that would avoid that situation and make sure the final expense doesn't fall a burden on the family....
that would be important to you, correct?"
that would be important to you, correct?"
Discounts and Banking
There are two discounts you may qualify for. First -- are you a smoker or non-smoker? Just be honest with me (chuckle)
If smoker: "Do you plan on quitting anytime soon over the next couple of years? If YES: Perfect, then we will be able to save you some money there!" | Non-smoker: "We will definitely be able to save you some money there!"
Do you bank locally or do you use a digital bank like Chime or Cash App, or one of the bigger banks like Wells Fargo, Chase, or a Credit Union?
"And you opened that in the state of (client's state), correct? The reason we ask is because most carriers only accept direct deposit as their payment type so we'll be able to help you there."
Note the name of the financial institution for banking section later.
Health Questions -- Note Year for Any Yes Answers
▶ FILL IN PRINTED CLIENT SUITABILITY SHEET NOW
Now a little bit on your health.... for all of your medical needs do you go to the VA or a civilian doctor? Are all of your prescriptions through the VA or civilian?
Any heart attacks, heart failure, strokes, TIA, or stents in the last 5 years? If yes: any blood thinners (Plavix, warfarin) or heart meds (Nitrostat, nitroglycerin, Eliquis)?
Any cancer in the last 5 years? What kind? How long in remission -- that means cancer free?
Any diabetes? If yes: on metformin or insulin?
Any neuropathy? If yes: taking gabapentin?
Any breathing complications or COPD? If yes: taking oxygen or inhaler?
Any kidney or liver problems? If yes to kidney: any kidney failure, disorder, or dialysis?
Any anxiety or depression? If yes: taking Xanax?
Are we on any prescription medications for anything aside from what we went over?
Then one last thing.... a rough height and weight for you?
"Alrighty.... so just gonna put you on a brief 2 to 5 minute hold and get these options pulled up for you. Any questions for me before I do so? Perfect."
4Before Presenting Numbers + Benefits
Agent -- Prep While on Hold: You should be on the FEX Quote Tool putting in the age, gender, and coverage amount and preparing your Bronze, Silver, Gold options. Search their address on truepeoplesearch.com by phone number to build credibility before presenting.
Before Presenting Numbers
"Now before we go over the packages I'm going to explain how the process works okay.... so it's not like going to your local grocery store.... where you just see it, like it, buy it.
With this kind of thing we have to get approved for it. The carriers will look at what's called the Medical Information Bureau -- the MIB report. It's a collection of your medical records, hospitalizations, prescriptions over the last few years.
It's not up to me or the VA to approve you.... it's up to the carriers. Which is why we spent a little bit of time on your health. Does that make sense?"
With this kind of thing we have to get approved for it. The carriers will look at what's called the Medical Information Bureau -- the MIB report. It's a collection of your medical records, hospitalizations, prescriptions over the last few years.
It's not up to me or the VA to approve you.... it's up to the carriers. Which is why we spent a little bit of time on your health. Does that make sense?"
Send Credentials
"Now do you receive text messages on this phone? Got it.... there's a new protocol here in the state. By law.... I have to send over a copy of my Department of Insurance License so that you have it for your records. Can I trust you with that information?
[SEND ID CARD]
Are you able to pull up my ID card? I apologize in advance for the ugly picture....
On the left you should see my NPN number which is just a government ID number.... under that my name and contact info.... so you can always reach me."
[SEND ID CARD]
Are you able to pull up my ID card? I apologize in advance for the ugly picture....
On the left you should see my NPN number which is just a government ID number.... under that my name and contact info.... so you can always reach me."
Write Down Benefits
"Now go ahead and grab a pen and paper....
I'm gonna give you some information about the benefits that come with this type of plan.
1. Write down Immediate Coverage: That means as soon as you make your first premium your loved ones will be covered day 1.... there's no 2-year waiting period like most carriers!
2. Write down Locked In: Premium never increases and coverage never decreases!
3. Write down Tax-Free: This one's my favorite because your loved ones don't have to pay any taxes on the money they receive. It's really the only thing that's tax free nowadays.... am I right? (chuckle)
4. Write down Living Benefit: This one is important -- if you get a terminal illness and the doctor tells you that you have 12 to 24 months to live.... you'll have access to 50% of the benefit tax-free while you're still living!
5. Write down Double Accidental Payout: If your cause of death is choking, drowning, slipping, falling, or dying in a car accident.... your coverage would double. It's something included in your policy as well.
6. Lastly, write down Permanent Coverage: This coverage will never expire on you.... it is a whole life policy."
I'm gonna give you some information about the benefits that come with this type of plan.
1. Write down Immediate Coverage: That means as soon as you make your first premium your loved ones will be covered day 1.... there's no 2-year waiting period like most carriers!
2. Write down Locked In: Premium never increases and coverage never decreases!
3. Write down Tax-Free: This one's my favorite because your loved ones don't have to pay any taxes on the money they receive. It's really the only thing that's tax free nowadays.... am I right? (chuckle)
4. Write down Living Benefit: This one is important -- if you get a terminal illness and the doctor tells you that you have 12 to 24 months to live.... you'll have access to 50% of the benefit tax-free while you're still living!
5. Write down Double Accidental Payout: If your cause of death is choking, drowning, slipping, falling, or dying in a car accident.... your coverage would double. It's something included in your policy as well.
6. Lastly, write down Permanent Coverage: This coverage will never expire on you.... it is a whole life policy."
"I just want to preface that once we get approved here, I am assigned to you for life. So what does that mean?
Simply just means that our job is to make sure that your family is always in the best financial situation possible. So after we get approved, we have what is called annual reviews. Which means that in a year from now we will check in with you and the family.
At that point we will ask.... 'Hey (client's name), how is everything going with the family.' If you are at that moment saying 'Yeah (your name), everything is going great financially and we want to upgrade the coverage' -- then yes, we can do that.
But if you are saying 'Hey (your name), we aren't doing the best financially and we want to lower the coverage' -- then no worries, we can do that as well.
Again, our job is to make sure that no matter what you are in the best financial position possible. So just understand that before going through these options here. Does that make sense? Ok, perfect."
Simply just means that our job is to make sure that your family is always in the best financial situation possible. So after we get approved, we have what is called annual reviews. Which means that in a year from now we will check in with you and the family.
At that point we will ask.... 'Hey (client's name), how is everything going with the family.' If you are at that moment saying 'Yeah (your name), everything is going great financially and we want to upgrade the coverage' -- then yes, we can do that.
But if you are saying 'Hey (your name), we aren't doing the best financially and we want to lower the coverage' -- then no worries, we can do that as well.
Again, our job is to make sure that no matter what you are in the best financial position possible. So just understand that before going through these options here. Does that make sense? Ok, perfect."
5Quote Bronze / Silver / Gold
"Based on what you've told me.... the system has built 3 packages of coverage and you can decide on which option makes the most sense. Now write down BRONZE, SILVER, and GOLD....
The BRONZE option will cover a full funeral expense and make sure (beneficiary's name) won't have to come out of pocket for your funeral.... that will be (Coverage Amount) and that's just _____ bucks a month.
The SILVER option will leave a little bit extra behind to cover any leftover bills.... help with inflation.... or even leave a few extra thousand behind for (beneficiary's name).... and that will be (Coverage Amount) and that's just _____ bucks a month.
The GOLD option is going to make sure (beneficiary's name) is in really good hands.... and doesn't really have anything to worry about.... and that will be (Coverage Amount) for _____ bucks a month."
The BRONZE option will cover a full funeral expense and make sure (beneficiary's name) won't have to come out of pocket for your funeral.... that will be (Coverage Amount) and that's just _____ bucks a month.
The SILVER option will leave a little bit extra behind to cover any leftover bills.... help with inflation.... or even leave a few extra thousand behind for (beneficiary's name).... and that will be (Coverage Amount) and that's just _____ bucks a month.
The GOLD option is going to make sure (beneficiary's name) is in really good hands.... and doesn't really have anything to worry about.... and that will be (Coverage Amount) for _____ bucks a month."
Golden Question: "Ok perfect.... now that we have those written down.... which one of those options would make the most sense financially for the family.... God willing we can get you approved?"
6Start Application + Health Fillers + Beneficiary
"Alright.... now we'll go ahead and send in a request for coverage -- it is something you do actually have to qualify for.
So once we go to submit a request for coverage there's 3 pieces of information required on the application just like any other insurance application.
1. First is your driver's license just to confirm your identity.... do you have that on hand? Awesome.
2. Secondly, your social. That's how they're going to check your prescriptions and medical history.... that being the main factor on if you're approved or declined.
3. Thirdly either a bank statement or a voided check to confirm there is no prior insurance fraud, money laundering, or anything else illegally linked to your account.... and well of course that's how you're going to be paying for the policy.
Does that all make sense? Great."
So once we go to submit a request for coverage there's 3 pieces of information required on the application just like any other insurance application.
1. First is your driver's license just to confirm your identity.... do you have that on hand? Awesome.
2. Secondly, your social. That's how they're going to check your prescriptions and medical history.... that being the main factor on if you're approved or declined.
3. Thirdly either a bank statement or a voided check to confirm there is no prior insurance fraud, money laundering, or anything else illegally linked to your account.... and well of course that's how you're going to be paying for the policy.
Does that all make sense? Great."
▶ HEAD OVER TO CARRIER E-APP NOW
Open the carrier application portal and begin entering the client's information. Do not wait until after the call. Start the eApp immediately while you still have them on the line.
Open the carrier application portal and begin entering the client's information. Do not wait until after the call. Start the eApp immediately while you still have them on the line.
First Page of Application
Confirm spelling first and last name
Confirm date of birth and height/weight
Phone number on file -- "Alright, we'll text you over a policy summary afterwards just so you have something in the meanwhile."
What's a good email for you?
Mailing address -- house or apartment? "This is where we will be mailing out a policy packet with all of your policy details -- something you will want to keep in a safe place."
State born in? City? -- "Obviously you are a US Citizen!" -- Then Social: "Go ahead with your Social." [Make them repeat it twice]
SSN Pushback 1: "It's just for the application." | PB2: "That's just how they go over your medical history and make sure you don't weigh 500 pounds or are tied to a hospital bed. Does that make sense? Now go ahead with the social." | PB3: "Most importantly that's the ONLY thing on your death certificate when you die for them to pay out your loved ones. Does that make sense? Now go ahead." | Last resort: Send pic of app with their name and carrier showing.
Health Filler Questions -- Keep It Light, About 5 Minutes
"Okay now.... I'm just going to confirm a few more medical questions for the sake of the application. I know I've already bored you enough. (chuckle)"
Do you use anything to help you walk around the house? Such as a cane, wheelchair, or scooter?
Any oxygen equipment to help you breathe?
Any help with daily activities -- like eating, bathing, toileting, or dressing?
Any COVID-19 in the last 90 days?
Any alcohol or drug abuse in your past?
Any Alzheimer's or Dementia?
Any AIDS or HIV? Any hepatitis? Any brain tumor or brain aneurysm?
Lastly.... do you plan on doing any dangerous activities in the next two years like bungee jumping, skydiving, or rock climbing?
Beneficiary Section -- Agent Only: Confirm beneficiary from earlier. Confirm spelling of name, relationship, and date of birth. Confirm the % of death benefit they will receive. If spouse, ask if they want to put a back-up or contingent beneficiary.
SPOUSE: "How long have you been married for??? Any tips for me??? Any grandkids???"
CHILD: "Awesome, do you see them often??? What do you all like to do when you spend time together??? Any grandkids for you???"
SPOUSE: "How long have you been married for??? Any tips for me??? Any grandkids???"
CHILD: "Awesome, do you see them often??? What do you all like to do when you spend time together??? Any grandkids for you???"
Golden Question: "Got it.... if you don't mind me asking (sir/ma'am).... what really got you thinking into getting something like this in place for (beneficiary's name)?" [LET THEM TALK]
7Banking + Lock Down the Close
Banking Word Track
"Hey (client name).... the next part here is the state's anti-money laundering verification portion.... most veterans like for their policy to start when they receive their benefits.... what day is that for you?"
Agent: 1st, 3rd of the month, or 2nd/3rd/4th Wednesday are the ONLY payment dates you should set.
Is your name spelled the same way with (bank name)? Or do you use a middle initial or name?
"Alright, it looks like we are partnered with them.... 9 out of 10 times the routing number that automates is correct. Go ahead and grab a checkbook to confirm it. It should start with.... (first 3 numbers)."
Read it off to them. "And the account number?" Make them repeat it twice. "And is this a checking or savings account? Perfect, give me one moment while the system verifies that information is linked to your name -- for your safety and the safety of others."
No checkbook Q1: "Do you get your statements via mail or email? My spouse usually leaves that on the kitchen table -- where do you leave yours? Go ahead and grab that." | Q2: "Obviously you have the mobile app on your phone, correct?" | CHECKMATE (no checkbook, no statement, no app): "No worries, I'll do you a favor. We'll just add the debit card on file for now and update it later. Is it a Visa or Mastercard? Is your name spelled the same on that card? Go ahead with the card number -- then expiration -- then CVV." Make them repeat it twice. Pivot to AIG SIWL.
Lock Down the Close
"So (client name).... everything is fully submitted at this point. A couple things to recap -- the coverage we applied for was for $XXX and the name of the insurance carrier is XXX. Perfect.... now look out for that policy in the mail -- typically it takes 10 to 12 business days.
Also, this number we are talking on.... this is my direct line. It's the same number my mom calls me on. Anything you ever need in regards to this coverage.... I'm always the first person you can reach out to. I'm just a phone call or text away.
Lastly.... this is important. We always contact the department of insurance in the state and let them know that we have completed the request and submitted an application. The reason we do that is because it should remove you from any kind of lists of solicitations about this coverage. No one will ever contact you about this coverage other than myself or the carrier asking for any personal information.
But with the internet these days you will still probably get some calls.... but none will be anything in regard to what we did. So if they say they're my manager, it's incomplete, due for review.... it's just a line of crap from some telemarketer trying to pull a fast one on you. Just give us a call so we can report them. We know this coverage is important for you and I don't want to see some random person mess up the coverage for your family."
Also, this number we are talking on.... this is my direct line. It's the same number my mom calls me on. Anything you ever need in regards to this coverage.... I'm always the first person you can reach out to. I'm just a phone call or text away.
Lastly.... this is important. We always contact the department of insurance in the state and let them know that we have completed the request and submitted an application. The reason we do that is because it should remove you from any kind of lists of solicitations about this coverage. No one will ever contact you about this coverage other than myself or the carrier asking for any personal information.
But with the internet these days you will still probably get some calls.... but none will be anything in regard to what we did. So if they say they're my manager, it's incomplete, due for review.... it's just a line of crap from some telemarketer trying to pull a fast one on you. Just give us a call so we can report them. We know this coverage is important for you and I don't want to see some random person mess up the coverage for your family."
Referrals and Close
"I'll be sending you a quick text so you can save my number -- my digital card will be in there too if you'd like to save or share it. The great news is your friends and family may qualify for the same benefits!
Can you think of one or two people who might benefit from a quick chat about their coverage options.... just have them mention your name if they reach out.
Before I go, are there any questions I didn't answer? Lastly.... was I of service to you and your loved ones? I truly appreciate the chance to serve you. Have a blessed day!"
Can you think of one or two people who might benefit from a quick chat about their coverage options.... just have them mention your name if they reach out.
Before I go, are there any questions I didn't answer? Lastly.... was I of service to you and your loved ones? I truly appreciate the chance to serve you. Have a blessed day!"
After close -- Text Client: "Hey (Client Name), save this number in your phone. Here's some basic information about your coverage -- your full policy packet will arrive in the mail within 10-14 business days. Feel free to call me anytime with questions. If you know anyone that could benefit from our services please feel free to share my number or digital card. Referrals are much appreciated! God bless. [Your Name] | Carrier: [ ] | Policy #: [ ] | Coverage: $[ ] | Effective Date: [ ] | Premium: $[ ]"
Mortgage Protection Script
Mindset: Speak slowly and loudly. 110% volume at 70% speed. Cool, calm, confident, collected. You are the doctor -- they are the patient. Always go for the one-call close.
.... = Slight pause
Gold = Power question
Teal = Agent note only
Green = Call conditions / If-Then
1Introduction
Opening Line
"(Client's name)? [wait for the client to respond] Hey, it's (Agent). I manage the brokerage that handles all of the mortgage insurance files for (State).
The file associated with your property on (street name) just got flagged as incomplete.... did you receive your policy packet in the mail?"
The file associated with your property on (street name) just got flagged as incomplete.... did you receive your policy packet in the mail?"
If No to Receiving Policy Packet
"So you probably remember we had sent you the stuff in the mail a while back, regarding the Liability Coverage for the mortgage. This would be the coverage that pays off your home if you get sick, disabled, or pass away.
Now one of my underwriters should have reached out to you already, they should have helped you out with this, but I am not seeing any notes here on your file....
I'm just the manager here, reaching out to see if you remember what happened with the Liability Coverage?"
Now one of my underwriters should have reached out to you already, they should have helped you out with this, but I am not seeing any notes here on your file....
I'm just the manager here, reaching out to see if you remember what happened with the Liability Coverage?"
If no one helped them: "Is it just you in the home or is there a significant other or spouse there with you?
I just had a few minutes before my next call.... grab a pen and paper for me real quick. Should only take about 10 minutes or so to get this knocked out for you."
*If no -- book an appointment*
I just had a few minutes before my next call.... grab a pen and paper for me real quick. Should only take about 10 minutes or so to get this knocked out for you."
*If no -- book an appointment*
If Yes to Receiving Policy Packet -- Already Have a Policy: "Perfect. It looks like the address I have on file for the policy is (address)?
And looks like I have your date of birth here on the policy as (Date of Birth)?
Okay, perfect. I do apologize -- it looks like you were helped out by one of our junior underwriters.... they just didn't leave any notes here on your file.
Which one of our companies were you helped out with?
Mmm got it, and how much coverage did you put in place?
Gotcha. Well it looks like the reason it was flagged and they had me give you a call here is because you may qualify for a lower risk class and get a better rate on your coverage. There have been several rate reductions here in (state).
Grab a pen and paper and we'll get this knocked out in about 10 minutes or so."
And looks like I have your date of birth here on the policy as (Date of Birth)?
Okay, perfect. I do apologize -- it looks like you were helped out by one of our junior underwriters.... they just didn't leave any notes here on your file.
Which one of our companies were you helped out with?
Mmm got it, and how much coverage did you put in place?
Gotcha. Well it looks like the reason it was flagged and they had me give you a call here is because you may qualify for a lower risk class and get a better rate on your coverage. There have been several rate reductions here in (state).
Grab a pen and paper and we'll get this knocked out in about 10 minutes or so."
*If yes -- one call close it* | *If no -- book an appointment*
Need to Book an Appointment Instead? Click Here
Appointment Booking Script
"No worries, I typically run by appointment only anyways.... let me see when I can squeeze you in here on the calendar so we can go through it properly when you have a bit more time....
Are you generally more available in the morning or afternoon?"
Are you generally more available in the morning or afternoon?"
"Gotcha.... so looks like I can squeeze you in at __(time)__ or a little bit later at __(time)__. Which one of those works best for you?"
"Any reason you wouldn't be available to speak at that time?"
"Great, I've got you down for [Appointment Date] at [Time]. Any questions before I let you go?"
"Perfect.... looking forward to speaking and serving you and your family then, have a blessed rest of your day."
2Set the Frame
"Ok great.... is this your first time going through the mortgage protection process, or have you been through this process before?
It's pretty simple -- basically I'm going to spend 2 minutes asking you some health and financial questions. Based on that it's my job as the medical underwriter to run it through the carriers that offer mortgage protection in the state of (state).
The reason for that is to figure out some various options you'll qualify for. Then God willing we are able to figure something out that would make sense financially for you and your family.... I'll present those various options to you.
From there you just let me know what's comfortable and affordable, then we'll simply submit a request for coverage. Make sense? [wait for the client to respond] Great."
It's pretty simple -- basically I'm going to spend 2 minutes asking you some health and financial questions. Based on that it's my job as the medical underwriter to run it through the carriers that offer mortgage protection in the state of (state).
The reason for that is to figure out some various options you'll qualify for. Then God willing we are able to figure something out that would make sense financially for you and your family.... I'll present those various options to you.
From there you just let me know what's comfortable and affordable, then we'll simply submit a request for coverage. Make sense? [wait for the client to respond] Great."
Three Types of Home Insurance
"So when you go to buy a home there are 3 types of insurance on the home:
1. Private Mortgage Insurance (PMI) -- this is something the bank requires on their end if you put less than 20% down but does nothing for you or your family. Simply put in place to protect the bank.
2. Homeowners Insurance -- protects the physical property of the home in the event of a flood, fire, or any type of disaster. I'm sure we're familiar with that one.
3. Standard Liability Insurance / Mortgage Protection -- 3rd and most important type of coverage. This is the coverage that protects you and your family in the event you were to become sick, disabled, or pass away to ensure your family is able to stay in the home and it's taken care of.
Any questions on that? Perfect."
1. Private Mortgage Insurance (PMI) -- this is something the bank requires on their end if you put less than 20% down but does nothing for you or your family. Simply put in place to protect the bank.
2. Homeowners Insurance -- protects the physical property of the home in the event of a flood, fire, or any type of disaster. I'm sure we're familiar with that one.
3. Standard Liability Insurance / Mortgage Protection -- 3rd and most important type of coverage. This is the coverage that protects you and your family in the event you were to become sick, disabled, or pass away to ensure your family is able to stay in the home and it's taken care of.
Any questions on that? Perfect."
Application Requirements
"Mortgage protection isn't something you can just sign up for at any time like life insurance -- it is something you do actually have to qualify for.
So once we go to submit a request for coverage there are 3 pieces of information required on the application just like any other insurance application.
1. First is your driver's license just to confirm your identity and driving record -- do you have that on hand? [wait for the client to respond]
2. Secondly, your social. That's how they're going to check your prescriptions and medical history -- that being the main factor on if you're approved or declined.
3. Thirdly either a bank statement or a voided check to confirm there is no prior insurance fraud, money laundering, or anything else illegally linked to your account -- and well of course that's how you're going to be paying for the policy.
Does that all make sense? [wait for the client to respond] Great."
So once we go to submit a request for coverage there are 3 pieces of information required on the application just like any other insurance application.
1. First is your driver's license just to confirm your identity and driving record -- do you have that on hand? [wait for the client to respond]
2. Secondly, your social. That's how they're going to check your prescriptions and medical history -- that being the main factor on if you're approved or declined.
3. Thirdly either a bank statement or a voided check to confirm there is no prior insurance fraud, money laundering, or anything else illegally linked to your account -- and well of course that's how you're going to be paying for the policy.
Does that all make sense? [wait for the client to respond] Great."
3Financial Inventory + Build the Why
New Agents -- Once the client worksheet is filled out, unmute on Discord OR text your mentor and they will tell you what product to write and how to pitch it.
"Ok (client's name).... before we go any further I'm obviously here to help and serve you, as well as figure out some form of protection for this home -- because this house is your biggest asset and of course we want to do everything we can to ensure we protect and preserve it."
▶ FILL IN PRINTED CLIENT SUITABILITY SHEET NOW
Complete all financial inventory questions on the printed sheet before moving forward.
Complete all financial inventory questions on the printed sheet before moving forward.
"Now (Name).... if you were to pass away today, what would the situation look like for (beneficiary)?
I'm assuming it would be pretty tough right? [Dig into their personal situation]"
I'm assuming it would be pretty tough right? [Dig into their personal situation]"
"So if I were able to find something comfortable and affordable that would avoid that situation and make sure the mortgage is taken care of and doesn't fall a burden on the family....
That would be important to you, correct?"
That would be important to you, correct?"
Living Benefits (Only Use If Pitching Term / IUL)
"Now, I'm assuming you were looking for coverage on the living side as well? [phrased as a statement, not a question -- roll into the next portion WITHOUT pausing]
So God forbid any situation where you become sick, disabled, have cancer, heart attack, or any other sort of critical, terminal, or chronic illness or disability -- that your mortgage is taken care of in that aspect as well?"
So God forbid any situation where you become sick, disabled, have cancer, heart attack, or any other sort of critical, terminal, or chronic illness or disability -- that your mortgage is taken care of in that aspect as well?"
4⚠ Equity Protection -- 55+ or Unhealthy ONLY
IMPORTANT: Only pitch this if they are unhealthy and you're going the whole life / equity protection route. If the client is healthy and you're pitching term or IUL -- SKIP this section entirely.
"As I'm sure you're already aware (client's name).... if you wanted to cover the entire mortgage that would be close to another mortgage payment.... which don't worry, none of my clients do in your situation. What my clients do in your situation is put together an equity protection plan.
Has anyone walked you through how the equity protection process works?
Gotcha.... well basically it's a much more practical, much more affordable approach to protecting the mortgage. My goal with you and all of my clients is to solve the maximum amount of your needs with the least amount of insurance possible. Now this plan is different for every client and their situation.
And well really.... for your situation the most amount of insurance you would need (client's name) is around a year to 2 years of mortgage payments to allow (beneficiary) time to mourn, grieve, recover, figure out the financial situation, and move forward in a healthy manner. Does that make sense?"
Has anyone walked you through how the equity protection process works?
Gotcha.... well basically it's a much more practical, much more affordable approach to protecting the mortgage. My goal with you and all of my clients is to solve the maximum amount of your needs with the least amount of insurance possible. Now this plan is different for every client and their situation.
And well really.... for your situation the most amount of insurance you would need (client's name) is around a year to 2 years of mortgage payments to allow (beneficiary) time to mourn, grieve, recover, figure out the financial situation, and move forward in a healthy manner. Does that make sense?"
*If they plan on selling:*
"As well as get the house cleaned up, cleaned out, put on the market, and eventually sold. And what this policy allows for is to give (beneficiary) that grace period of time to get things figured out and get the home sold so he/she isn't forced to fire sale the home for $10k, $20k, $50k less than what it's fully worth because they couldn't afford to keep making the mortgage payments on top of their own bills. Does that make sense (client's name)?"
"As well as get the house cleaned up, cleaned out, put on the market, and eventually sold. And what this policy allows for is to give (beneficiary) that grace period of time to get things figured out and get the home sold so he/she isn't forced to fire sale the home for $10k, $20k, $50k less than what it's fully worth because they couldn't afford to keep making the mortgage payments on top of their own bills. Does that make sense (client's name)?"
*Only use this if they have equity in their home:*
"Perfect -- the main goal of this policy is to provide (beneficiary) enough time to get things figured out and move forward in a healthy manner as well as protect the (amount of equity) in your home! Does that make sense?
Perfect.... so we're going to be looking at 9 months, 1 year, and 18 months of mortgage payments."
"Perfect -- the main goal of this policy is to provide (beneficiary) enough time to get things figured out and move forward in a healthy manner as well as protect the (amount of equity) in your home! Does that make sense?
Perfect.... so we're going to be looking at 9 months, 1 year, and 18 months of mortgage payments."
5Present Options + Annual Review Pitch
"Now (name).... what I am going to do now is plug all this information into my software here which is going to go through all the carriers in the state of (state) and find us some options that would make the most sense for you. Ok?
I'm going to put you on a brief 2 to 5 minute hold here to go ahead and find those options. If you need to do anything in the meantime feel free to do so.... just keep the phone close in case any additional medical questions pop up.
Ok, perfect. Any questions before we do that?
Alright.... I'll put you on that hold.... if you need anything feel free to holler."
I'm going to put you on a brief 2 to 5 minute hold here to go ahead and find those options. If you need to do anything in the meantime feel free to do so.... just keep the phone close in case any additional medical questions pop up.
Ok, perfect. Any questions before we do that?
Alright.... I'll put you on that hold.... if you need anything feel free to holler."
*Put on hold until you find options*
"Ok perfect (name).... are you still with me?
So do you still have that pen and paper handy? Perfect.... I'm going to give you 3 options.... you let me know what option is comfortable and affordable for you and we'll go from there.
Now before that I want to preface that once we get approved here, I am assigned to you for life. So what does that mean?
That means that our job is to make sure that your family is always in the best financial situation possible. So after we get approved, we have what is called annual reviews. Which means that in a year from now we will check in with you and the family.
At that point we will ask 'Hey (client's name), how is everything going with the family.' If you are at that moment saying 'Yeah (your name), everything is going great financially and we want to upgrade the coverage' -- then yes, we can do that.
But if you are saying 'Hey (your name), we aren't doing the best financially and we want to lower the coverage' -- then perfect, we can do that as well.
Again, our job is to make sure that no matter what you are in the best financial position possible. So just understand that before going through these options here. Does that make sense? Ok, perfect."
So do you still have that pen and paper handy? Perfect.... I'm going to give you 3 options.... you let me know what option is comfortable and affordable for you and we'll go from there.
Now before that I want to preface that once we get approved here, I am assigned to you for life. So what does that mean?
That means that our job is to make sure that your family is always in the best financial situation possible. So after we get approved, we have what is called annual reviews. Which means that in a year from now we will check in with you and the family.
At that point we will ask 'Hey (client's name), how is everything going with the family.' If you are at that moment saying 'Yeah (your name), everything is going great financially and we want to upgrade the coverage' -- then yes, we can do that.
But if you are saying 'Hey (your name), we aren't doing the best financially and we want to lower the coverage' -- then perfect, we can do that as well.
Again, our job is to make sure that no matter what you are in the best financial position possible. So just understand that before going through these options here. Does that make sense? Ok, perfect."
*HAVE THEM WRITE DOWN OPTIONS*
"Based on what you've told me.... the system has built 3 packages of coverage and you can decide on which option makes the most sense. Now write down BRONZE, SILVER, and GOLD....
The BRONZE option covers 50% of your remaining mortgage balance.... so that gives (beneficiary's name) the financial runway to get back on their feet, figure things out, get the home on the market if needed, and move forward without being forced into any bad decisions.... that will be (Coverage Amount) and that's just _____ bucks a month.
The SILVER option covers 100% of your remaining mortgage balance.... so god forbid anything happened to you, (beneficiary's name) never has to worry about losing this home. The mortgage is completely taken care of.... that will be (Coverage Amount) and that's just _____ bucks a month.
The GOLD option covers 100% of your remaining mortgage balance plus one full year of income replacement.... so not only is the home fully protected, but (beneficiary's name) has an entire year to grieve, recover, and get back on their feet financially without touching a single bill.... that will be (Coverage Amount) and that's just _____ bucks a month."
The BRONZE option covers 50% of your remaining mortgage balance.... so that gives (beneficiary's name) the financial runway to get back on their feet, figure things out, get the home on the market if needed, and move forward without being forced into any bad decisions.... that will be (Coverage Amount) and that's just _____ bucks a month.
The SILVER option covers 100% of your remaining mortgage balance.... so god forbid anything happened to you, (beneficiary's name) never has to worry about losing this home. The mortgage is completely taken care of.... that will be (Coverage Amount) and that's just _____ bucks a month.
The GOLD option covers 100% of your remaining mortgage balance plus one full year of income replacement.... so not only is the home fully protected, but (beneficiary's name) has an entire year to grieve, recover, and get back on their feet financially without touching a single bill.... that will be (Coverage Amount) and that's just _____ bucks a month."
"Ok perfect.... now that we have those written down.... which one of those options would make the most sense financially for the family.... God willing we can get you approved?"
▶ HEAD OVER TO CARRIER E-APP NOW
Open the carrier application portal and begin entering the client's information. Do not wait. Start the eApp immediately while you still have them on the line.
Open the carrier application portal and begin entering the client's information. Do not wait. Start the eApp immediately while you still have them on the line.
"Ok.... I don't want to jump the gun just yet. Now we are going to go through the application here. Bear with me as I pull that up."
6Tie Down the Sale
Mindset: Tie downs at the end are huge -- PROVIDE VALUE IN YOURSELF.
"Appreciate your patience.... just wrapping up now (client's name). Do you still have that pen and paper handy?
Perfect.... just going to have you write down the details of your coverage that way there's no confusion."
Perfect.... just going to have you write down the details of your coverage that way there's no confusion."
Have Them Write Down
Name of the company
Premium per month and recurring bill date
Their benefits -- living benefits, cash value, permanent coverage, cash back, etc.
Your name and number -- make sure they also have your contact saved in their phone
Security code -- can be anything you want. Intended to prevent other agents from replacing your policy.
"Alright (client's name).... those are the details of your coverage. Make sure when you see (premium amount) that is a GOOD THING.... that means you were APPROVED and coverage IS IN FORCE.
Unlike a lot of life insurance policies where there is that two-year waiting period.... this is DAY 1 COVERAGE. What that means is once that first payment is made and something happens to you the next day.... this policy is paying out in full.
You're also going to be receiving the policy packet in the mail within the next 7 to 10 business days. If you don't get it within that time.... make sure to give me a call and we'll get another one mailed out to you.
Make sure (beneficiary) also has my contact because God forbid when something happens to you (client's name).... I'm the guy that's going to be putting my foot on the insurance company's throat to make sure your family is taken care of and paid out fast.
Lastly.... that security code I gave you -- make sure to keep that safe because if anyone calls you claiming to be me or from my office and they don't have that code.... hang up and block their number because they're trying to scam you or get information.
Any questions on anything we went over?
Sounds good.... I'll be calling you in a year to check in on you and explain your benefits. It was a pleasure helping and serving you (client's name). Give me a call or shoot me a text if you need anything else.... have a blessed day, and talk in a year."
Unlike a lot of life insurance policies where there is that two-year waiting period.... this is DAY 1 COVERAGE. What that means is once that first payment is made and something happens to you the next day.... this policy is paying out in full.
You're also going to be receiving the policy packet in the mail within the next 7 to 10 business days. If you don't get it within that time.... make sure to give me a call and we'll get another one mailed out to you.
Make sure (beneficiary) also has my contact because God forbid when something happens to you (client's name).... I'm the guy that's going to be putting my foot on the insurance company's throat to make sure your family is taken care of and paid out fast.
Lastly.... that security code I gave you -- make sure to keep that safe because if anyone calls you claiming to be me or from my office and they don't have that code.... hang up and block their number because they're trying to scam you or get information.
Any questions on anything we went over?
Sounds good.... I'll be calling you in a year to check in on you and explain your benefits. It was a pleasure helping and serving you (client's name). Give me a call or shoot me a text if you need anything else.... have a blessed day, and talk in a year."
IUL / Cash Value Life Script
Mindset: Be the educator, not the salesperson. The more they understand, the easier the close. Ask great questions, anchor to their goals, and let the product sell itself.
.... = Slight pause
Gold = Power question
Teal = Agent note only
Green = Call conditions / If-Then
1Introduction
"(Client's Name)? Hey (Client's Name).... it's (Agent). I'm calling because it looks like we have an open application under your name -- (Client's Full Name). You recently asked to get some information about cash value life insurance. Do you remember that?"
IF NO: "You might have seen our ad on our Facebook platform -- talking about life insurance and becoming your own bank, using cash value life insurance to start a business.... the same way Walt Disney did. Does that ring a bell?"
IF YES: "Ok, cool. Yes -- what made you submit a request? Anything specific you had in mind or just looking at some options? How can I help?" [Let the client respond]
2Discovery Questions
Ask ALL of These Before Providing a Quote
Anything specific that sparked your interest? Becoming your own bank or building wealth.... maybe starting a business?
Make them answer -- do not let them off with "just curious." This anchors the entire conversation. Dig until you get a real answer.
Did you have life insurance before.... or would this potentially be your first policy?
If they have existing coverage: flow into the existing insurance questions below.
Ok (Client's Name).... just so we can make sure we're on the same page -- what's the main reason for doing it this way instead of, say, putting money under the mattress or doing some sort of other fund? Is it the compounding interest.... maybe how you can be your own bank?
Let them explain in their own words. Whatever they say here -- use it later when you present the solution.
And where does the need for life insurance come into play? (soft tone) If you passed away next week -- God forbid -- who are you leaving behind? Do you have a spouse? Kids? Tell me a little bit about your situation.
This is where you find the emotional anchor. Listen carefully. Everything you pitch after this should come back to the people they just named.
Who would be the person handling everything?
"Got it.... and how old are they?" Note the beneficiary's name -- use it throughout the rest of the call.
As of now.... would they pay out of pocket, take a loan, or is that one of the reasons you wanted to set this life insurance up?
This reveals how aware they are of the financial gap. If they say "I don't know" -- that's your moment to educate.
Ok (Client's Name).... you've been looking into this for a while now -- so why do you want to take action on this now? Why is this important?
This is the urgency question. Whatever their answer -- validate it and tie it to the solution. If they hesitate, gently push: "Something had to make you fill out that form.... what was it?"
If They Already Have Insurance -- Ask These
Ok, great! How long have you had that life insurance policy?
"Got it.... and is that through work or something you own personally?"
Do you like the policy you have right now?
If yes -- "What do you like about it?" | If no -- perfect setup for the next question.
What's wrong with the policy you have in place right now? Why do you feel like it isn't enough?
Let them tell you the gap. Never assume -- let them say it out loud. That's the problem you're solving.
Just for my understanding -- are you looking to replace that policy or supplement it?
Critical distinction. Replacement means you're competing with their existing policy. Supplement means you're adding to it. Confirm before presenting.
3Emphasize the Problem + Present the IUL
"Ok (Client's Name).... so just so I can make sure we're on the same page -- you're looking at a cash value policy to make sure that: (list their specific solutions -- protect my family, make sure they don't lose the house, cover burial expenses, build cash value for retirement, start a business, etc.).
Is that pretty much what you were looking into?" [Let the client respond]
"Ok sweet! So it sounds like you're looking at a cash value life insurance policy. That would either be a Whole Life policy or an Indexed Universal Life -- IUL -- policy. Have you ever heard of those two?
Ok cool. So both of these policies are super similar. An IUL is a good fit for people with great health.... and if you can't qualify for an IUL, most people usually get a Whole Life instead. So what you need to know is both of these coverages..."
Is that pretty much what you were looking into?" [Let the client respond]
"Ok sweet! So it sounds like you're looking at a cash value life insurance policy. That would either be a Whole Life policy or an Indexed Universal Life -- IUL -- policy. Have you ever heard of those two?
Ok cool. So both of these policies are super similar. An IUL is a good fit for people with great health.... and if you can't qualify for an IUL, most people usually get a Whole Life instead. So what you need to know is both of these coverages..."
Cover Each of These Points
- It protects you for the rest of your life -- it never expires. Your rate is fixed, so you never have to worry about your monthly payment going up or losing your coverage as you age.
- Unlike car insurance or a cell phone payment, where you pay and never see that money again -- with an IUL you're stacking your payments and it builds compound interest.
- Over time, if you ever need to pull from it for any reason, it's totally available and tax-free. You can really do whatever you want with it. (Provide a specific example for their situation -- down payment on a house, paying for your daughter's college, etc.)
- The index follows the S&P 500 -- but it has a ground level of zero. If the stock market is ever going down, you NEVER lose any money. As soon as the market goes back up, you're gaining that compounding interest again.
- The money in the index always remains in the index building compounding interest. What you're actually doing is taking out a loan against the death benefit. So if you decided to take out a loan and not pay it back, your death benefit will decrease by the amount you borrowed. Does that make sense?
"Does that sound like what you were looking for?"
4Qualifying, Quoting + Premium Breakdown
IF YES -- Move to Submit
"Ok sweet! I really don't have much left for you. So what we can do is go ahead and submit a free application to get you approved. You won't be paying any application fees or broker fees.
The only thing you would potentially pay.... if we get you approved.... would be your policy's monthly payment. So what would be a comfortable monthly payment for you? And by the way.... there are no right answers. Some people put $1,000 a month, some people put $100 a month -- it's totally up to you. So where would you want to start?"
The only thing you would potentially pay.... if we get you approved.... would be your policy's monthly payment. So what would be a comfortable monthly payment for you? And by the way.... there are no right answers. Some people put $1,000 a month, some people put $100 a month -- it's totally up to you. So where would you want to start?"
"Ok (client's name).... I don't know for sure if we can get you approved yet -- but assuming I can get you approved I'm going to get a quote pulled up for you that way we know exactly how much coverage you can get.
So (client's name).... what's your date of birth? Alright.... and you're still living in (State)? Perfect.... and do you smoke or use any tobacco? [Ask remaining medical questions]
Ok awesome.... so it looks like we can get you approved for (coverage amount) for (premium) on a monthly basis.
Now (client's name).... the company I ran you through is (carrier name) -- have you ever heard of them before? Awesome (or "No worries") -- they've been around for over 100 years and known for having some of the best rates and cash value accumulation. They actually have an A+ rating on the Better Business Bureau as well.
The quote I pulled up for you is (amount of coverage) for ($ bucks a month) -- now (client's name).... is that a good spot to start, do you want to go up or down, or is that perfect?"
So (client's name).... what's your date of birth? Alright.... and you're still living in (State)? Perfect.... and do you smoke or use any tobacco? [Ask remaining medical questions]
Ok awesome.... so it looks like we can get you approved for (coverage amount) for (premium) on a monthly basis.
Now (client's name).... the company I ran you through is (carrier name) -- have you ever heard of them before? Awesome (or "No worries") -- they've been around for over 100 years and known for having some of the best rates and cash value accumulation. They actually have an A+ rating on the Better Business Bureau as well.
The quote I pulled up for you is (amount of coverage) for ($ bucks a month) -- now (client's name).... is that a good spot to start, do you want to go up or down, or is that perfect?"
Premium Split Breakdown
"Ok (client's name) -- so it is life insurance. Now the way this works is the monthly premium that you're paying is divided into two portions.
So let's take 50% of your monthly premium.... that goes towards the cost of the insurance. The other 50% of your premium goes into an index.... now that index follows the S&P 500.... are you familiar with the S&P 500?"
So let's take 50% of your monthly premium.... that goes towards the cost of the insurance. The other 50% of your premium goes into an index.... now that index follows the S&P 500.... are you familiar with the S&P 500?"
If yes: "Perfect.... so it works just like a 401K, except that it has a ground level of zero. And what I mean by that is IF the stock market is ever going down, you NEVER lose any money. As soon as the market goes back up, you're gaining that compounding interest again. Does that make sense?" [let client answer] "Ok perfect."
If no: "Are you familiar with a 401K? Perfect.... so it works just like a 401K, except that it has a ground level of zero. And what I mean by that is IF the stock market ever goes down, you never lose any money. As soon as the market goes back up, you're gaining that compounding interest again. Does that make sense?" [let client answer] "Ok perfect. Now the money in the index is what you have access to borrow. What I mean by that is the money in the index will always remain in the index building compounding interest. What you're actually doing is taking out a loan against the death benefit.... so if you decided to take out a loan and not pay it back then your death benefit will decrease the amount you borrowed and didn't pay back. Does that make sense?"
If no: "Are you familiar with a 401K? Perfect.... so it works just like a 401K, except that it has a ground level of zero. And what I mean by that is IF the stock market ever goes down, you never lose any money. As soon as the market goes back up, you're gaining that compounding interest again. Does that make sense?" [let client answer] "Ok perfect. Now the money in the index is what you have access to borrow. What I mean by that is the money in the index will always remain in the index building compounding interest. What you're actually doing is taking out a loan against the death benefit.... so if you decided to take out a loan and not pay it back then your death benefit will decrease the amount you borrowed and didn't pay back. Does that make sense?"
5Straight Into eApp + Lock Down the Close
Agent: After they approve the quote -- go straight into eApp. No waiting. No pausing. Pull up the application and start moving.
"Ok (client name).... I've got good news and bad news for you. What should I start with?
The bad news -- is that I'm your new life insurance agent. You'll have to hear my annoying voice here and there.
The good news is that you got approved! Congratulations.
Now.... a few final remarks before we hop off.
1. Make sure you lock in my name and my number. [text client your business card and name as you say that]
2. You will receive a physical copy of the policy in the next 3 to 6 weeks. You also have an electronic copy in your email right now.
3. Be on the lookout for the initial draft coming out on (date). Recurring payments are every Xth of the month.
4. Last thing.... if at any point of time you feel like this is too much or too little.... just give me a call and we'll take care of it.
Now before I let you go.... any other questions for me about anything? Well you have a blessed rest of your day!"
The bad news -- is that I'm your new life insurance agent. You'll have to hear my annoying voice here and there.
The good news is that you got approved! Congratulations.
Now.... a few final remarks before we hop off.
1. Make sure you lock in my name and my number. [text client your business card and name as you say that]
2. You will receive a physical copy of the policy in the next 3 to 6 weeks. You also have an electronic copy in your email right now.
3. Be on the lookout for the initial draft coming out on (date). Recurring payments are every Xth of the month.
4. Last thing.... if at any point of time you feel like this is too much or too little.... just give me a call and we'll take care of it.
Now before I let you go.... any other questions for me about anything? Well you have a blessed rest of your day!"
Fixed Indexed Annuity Script
Mindset: 2-Call Close System. Call 1 is discovery only -- do not pitch, just listen and qualify. Call 2 is the presentation and close. Patience and process win this sale.
.... = Slight pause
Gold = Power question
Teal = Agent note only
Green = Call conditions / If-Then
1Call 1 -- Opener
Opening Line
"Hi, is this [Client Name]? Hey [Client Name].... this is [Agent Name] with Tier 1 Financial -- how are you doing today?"
Genuine pause. Let them respond. Do not steamroll into the pitch.
Bridge to Purpose
"The reason for my call -- you had reached out about your retirement savings and looking at options to grow your money without the risk of losing it in the market. Is that right? Perfect. I just want to ask a few quick questions to see if what I do is even a fit. Cool?"
Get the yes. Micro-commitment before you ask anything personal.
2Call 1 -- Funds Discovery
Ask All Three -- Flow Conversationally
"So [Client Name].... help me understand your situation a little better -- what's the account or money you're thinking about? Is it a 401(k), IRA, pension rollover, CDs, savings -- what are we working with?"
Listen for source of funds. Repeat it back. Confirm.
"And roughly how much are we talking about? Ballpark is completely fine."
If they hesitate: "Even a range helps me make sure I'm showing you the right options."
"Got it. And what's that money doing for you right now -- do you know what it's earning or how it's been performing?"
If in the market: "Has it been up and down with everything, or is it in something more stable?"
3Call 1 -- Uncover the Pain
"What made you start looking into other options? Like what's going on that made you want to take a closer look at this?"
Most important question on the call. Shut up and let them talk. Key pain points to listen for: market volatility fear, nearing retirement, spouse's concern, lost money before, frustration with no growth. Whatever they say -- reflect it back.
"Has there been a point -- maybe 2008, 2020, or even recently -- where you watched that account drop and it made your stomach drop with it?"
If yes -- anchor that emotion. "And that's exactly what we're trying to make sure never happens again."
"Here's a question I ask everyone -- if you had to rank what matters more to you: making sure you absolutely cannot lose this money, or making sure it grows as fast as possible -- which wins?"
Most FIA prospects say protection, or 'both.' If they say pure growth above all else -- they may be a better fit for something else. Qualify here.
"Are you thinking about this money as something that'll eventually pay you a monthly income -- like a personal pension -- or more of a long-term nest egg you want growing in the background?"
Income = income rider conversation on Call 2. Growth only = focus on cap rates and index performance.
"When are you thinking you'd want to start drawing on this money? Are you retired now, or do you have a few years still?"
Under 5 years to retirement with this being ALL their money -- flag a suitability concern. Over 5 years -- ideal FIA candidate.
4Call 1 -- Position the Concept
Recap Their Situation First
"Okay.... so let me make sure I have this right -- you've got [Rollover Amount] in a [Source of Funds], it's [been in the market / sitting earning (Current Rate)], and what you really want is to make sure that money grows without having to worry about losing it every time the market has a bad quarter. Is that fair?"
Get confirmation before you introduce the product.
Introduce the FIA Concept
"So what I specialize in is something called a Fixed Indexed Annuity -- and before you tune out, I know 'annuity' has a bad reputation, but hear me out for 30 seconds because this is genuinely different from what most people think.
A Fixed Indexed Annuity is a contract with an insurance company. Your money is NOT in the stock market -- but your growth is linked to how the market performs. So when the market goes up, you capture a portion of those gains up to a cap. And when the market goes down? You earn zero. Not negative. Zero. Your principal is completely protected by a 0% floor. You simply cannot lose money."
A Fixed Indexed Annuity is a contract with an insurance company. Your money is NOT in the stock market -- but your growth is linked to how the market performs. So when the market goes up, you capture a portion of those gains up to a cap. And when the market goes down? You earn zero. Not negative. Zero. Your principal is completely protected by a 0% floor. You simply cannot lose money."
Watch for their reaction. If they say "what's the catch" -- perfect. Move to next block.
Handle the "What's the Catch" Moment
"Now you're probably thinking -- what's the catch, right? And it's a fair question. The trade-off is the cap rate. In exchange for the downside protection, there's a ceiling on how much you can earn in a given year. So you won't capture the full 25% the S&P had in 2023 -- but you also didn't lose 38% in 2008. For most people who are protecting retirement money, that trade-off is worth every penny."
5Call 1 -- Set the Close Appointment
"What I'd like to do is take your specific situation -- [Rollover Amount] from your [Source of Funds] -- and put together the actual numbers for you. Show you what the current cap rates look like, what your money could realistically grow to, and if income is on the table, what that guaranteed monthly number could be. Does that sound worth a second conversation?"
"Are you generally more available in the morning or afternoon? And would [day option 1] or [day option 2] work for you?"
Two options only. Never open-ended.
"Perfect, I've got you for [Appointment Date] at [Time]. One thing -- is [Client Name] the only person on this call, or will your spouse or partner be joining us? Because this affects both of you, and I'd love to have them there so nobody's out of the loop."
Getting both spouses on the close call is non-negotiable. Absent spouse is the #1 reason for stalls.
"Excellent. So I'll see you [Appointment Date]. I'm going to put together the numbers specifically for [Rollover Amount] -- cap rates, growth projections, and income scenarios -- and we'll walk through it together. Any questions before I let you go?"
6Call 2 -- Re-Engage and Education
Warm Opener
"Hey [Client Name].... it's [Agent Name] with Tier 1 Financial -- we spoke [X days] ago. How's everything going?"
Brief. Do not over-chit-chat. They're showing up for the numbers.
Re-Anchor to Their Pain
"Before I pull up the numbers.... I just want to make sure nothing's changed on your end. You had mentioned you had [Rollover Amount] in your [Source of Funds], and the main thing you wanted was to make sure that money keeps growing without the risk of watching it drop every time the market has a rough stretch. Still the goal?"
If anything changed -- new concern, spouse has questions, they talked to someone -- surface it NOW, before you present.
Set the Frame for Education
"Before I show you the specific product, I want to make sure we're on the same page about how these work -- because I think it makes the numbers make a lot more sense. Is that okay?"
Explain the Floor
"So the cornerstone of a Fixed Indexed Annuity is what's called the floor. Your floor is 0%. What that means in plain English is -- no matter what the stock market does, you cannot lose a single dollar of your principal. 2008, the market dropped 38%. Someone in an FIA that year earned zero. Not negative 38. Zero. Their account looked exactly the same on January 1st as it did the year before. That's the floor."
Let that land. Pause after "zero." Watch for their reaction.
Explain the Cap
"Now the other side of that is the cap. Because the insurance company is guaranteeing your downside, they put a ceiling on your upside. Right now the cap on this product is [Cap Rate]. So if the [Index] goes up 20% this year, you earn [Cap Rate]. If it goes up 8%, you earn 8%. The cap only matters when the market outperforms it -- and when it does, you still win. You just don't win as much as someone who was fully exposed to the risk."
The Trade-Off Summary
"So the way I describe it is this: you're giving up the ceiling in exchange for a bulletproof floor. For money you cannot afford to lose -- retirement money -- most people look at that trade and say 'that's exactly what I want.' Does that make sense?"
Get a yes before moving to the product presentation.
Income Rider -- Only If Client Expressed Income Need on Call 1
"Now there's one more piece that's relevant for you specifically, since you mentioned wanting this to become income eventually. This carrier offers what's called an income rider -- think of it as a separate account that grows at a guaranteed rate of [Roll-Up Rate] every single year, regardless of what the index does. That account is specifically used to calculate your guaranteed lifetime income. So even if the market flatlines for five years, your income base keeps growing. When you're ready to turn the income on, it pays you [Monthly Income] per month, guaranteed for life."
7Call 2 -- Present the Numbers
"Alright.... so here's what I put together for your situation. The product I want to walk you through is the [Product Name] through [Carrier]. [Carrier] has been around since [Year], they're A-rated, and this is one of the strongest FIA products in the market right now for someone in your position."
"This product is linked to the [Index]. The current cap rate is [Cap Rate]. That means in any year the index finishes positive, you can earn up to [Cap Rate]. In any year it finishes negative -- you earn zero. Principal protected. No losses."
"Now I always like to put this in perspective. Looking at the S&P 500 historically, it's been positive about 75% of years. So roughly 3 out of every 4 years, you'd be earning something -- up to your cap. The years it's down, you sit at zero. Over a 7 or 10-year period, this strategy has historically outperformed keeping money in CDs or money markets while completely eliminating the downside. You're not getting rich overnight, but you're not going backwards either."
Do NOT guarantee historical results. Frame as "historically" and "based on index performance." Stay compliant. Use carrier illustration software -- moderate and conservative scenarios only. Never best-case only.
"Let me show you what this could look like on [Rollover Amount]. In a moderate scenario -- assuming the index averages somewhere around [Conservative Credited Rate] per year net of the cap -- over [Term] years you're looking at roughly [Projected Value]. And remember -- that's with zero possibility of it going below [Rollover Amount]. Your starting point is your worst case."
If Income Rider -- Present the Income
"And if you turn the income on at [Retirement Age] -- based on the [Income Rider] growing your income base at [Roll-Up Rate] per year -- you'd be looking at [Monthly Income] per month for the rest of your life. That's [Annual Income] a year, guaranteed, no matter how long you live and regardless of what the market does."
8Call 2 -- Rollover Process + Trial Close + Application
Make the Rollover Simple
"Now -- the logistics of moving the money. I know 'rollover' sounds like a headache, but it's genuinely one of the most straightforward things we do. We initiate a direct transfer from your [Source of Funds] to [Carrier]. It goes account to account. You never touch the money.... so there's zero tax event, no penalties, no withholding. My team handles the paperwork end-to-end. Your job is just to get started."
"From application to funds transfer typically runs about 3 to 6 weeks depending on your current custodian. The second those funds arrive at [Carrier], your contract is in force and your floor kicks in immediately."
Trial Close
"Based on everything I've walked you through -- does this feel like something that makes sense for your situation?"
STOP TALKING. Let them respond. Silence is the close.
If Positive -- Move to Application
"Great. So the next step is straightforward -- we get the application submitted. It's a digital e-app, takes about 10 minutes, and I walk you through it. I'll need your full legal name, date of birth, Social Security number, and the name of your beneficiary. Do you have that handy?"
"And who would you want to name as your beneficiary -- the person this money goes to if something were to happen to you?"
Naming a beneficiary makes it concrete and personal. It is a natural closing step that confirms commitment.
Assumptive Close
"Let's go ahead and get the application in while we have all the numbers in front of us. I'll send the e-app link to your email right now -- what's the best address to send that to?"
Move forward. If they stop you, that is the next objection to address -- do not preemptively hesitate.
Post-Application Confirmation
"Perfect, [Client Name]. Application is submitted. Here's what happens from here -- [Carrier] will send a welcome packet, and my team will initiate the transfer from your [Source of Funds]. The whole process takes about [Timeline]. I'll be your point of contact throughout. My direct number is [Agent Number] -- anything at all, text or call me."
Referral Seed
"One last thing -- if you know anyone else who has retirement money that's just sitting somewhere not working for them, I'd love to help. That's exactly what we do."
Objections Master Sheet
All rebuttals word for word from your scripts. Tap a category to switch. Use alongside any script.
Key Terms -- Building Pain / Why:
- "Now correct me if I'm wrong (Name), but looking at the situation here...."
- "Would that be a fair assumption?"
- "Now would that help y'all out?"
1. "Where are you calling from?" / "Are you the VA?"
I manage the brokerage that handles all the veteran's final expense options.
Push Back "Who is that?": I'm an underwriter that helps go over your life options and eligibility.
2. "I already have funeral coverage in place!"
Perfect, glad you have that taken care of. So you were planning on leaving some extra money behind for the loved ones, correct?
Push Back "I already have that covered as well": Got it, so a lot of veterans are looking to utilize their veterans discount. Did you get that through us or a Private Carrier? Let me update that on our file.... How much are you currently covered for? Perfect, how long ago did you get that in place?
IF 5 years or MORE: Perfect, I'm glad you got that when you were a little bit younger. Were you planning on using that for a burial or cremation? [Spend their coverage: Overstate funeral costs + inflation, Mortgage/Debts/Credit Cards, Left Over Bills]
IF 5 years or LESS: Let me make sure your veterans discount was applied.... What do you pay on that each month? [See if you can beat quote]
IF You CAN Beat Price: CONTINUE WITH SCRIPT.. DON'T JUMP TO NUMBERS
IF You CAN'T Beat Price: Were you planning on using that for a burial or cremation? [Spend their coverage -- High funeral costs, left over bills, inflation]
IF 5 years or MORE: Perfect, I'm glad you got that when you were a little bit younger. Were you planning on using that for a burial or cremation? [Spend their coverage: Overstate funeral costs + inflation, Mortgage/Debts/Credit Cards, Left Over Bills]
IF 5 years or LESS: Let me make sure your veterans discount was applied.... What do you pay on that each month? [See if you can beat quote]
IF You CAN Beat Price: CONTINUE WITH SCRIPT.. DON'T JUMP TO NUMBERS
IF You CAN'T Beat Price: Were you planning on using that for a burial or cremation? [Spend their coverage -- High funeral costs, left over bills, inflation]
3. "Looking for benefits, disability, etc!"
Absolutely, I can point you in the right direction with that once we get done. Do you currently have anything in place to help cover your funeral god forbid you passed away today? Then go back to the script.
4. "You are the 10th person that has called me!"
I completely understand, but it doesn't look like anyone has contacted you for the Veterans Program.... Do you currently have anything in place to help cover your funeral god forbid you passed away today? Then go back to the script.
5. "I'm not interested!"
Did you know what this was about??? This is to cover your funeral expenses. Do you currently have anything in place to help cover your funeral god forbid you passed away today? Then go back to the script.
6. "I don't remember filling this out!"
No worries, it does take us about a few weeks to get to your file. You put your date of birth as ___ correct? Now, most people's main concern is to make sure that their final expense doesn't fall a burden on their loved ones or leave some extra money behind. Do you currently have anything in place? Then go back to the script.
7. "This is not a good time / I'm busy!"
I understand (client first name), however this is the only time slot we have available for you. But don't worry -- this will only take a few minutes. Then go back to the script.
8. "When I pass away the VA will take care of my burial."
Of course, if you are planning on being buried in a national cemetery, the plot and headstone is covered. However that still leaves behind $8,000 to $10,000 that the family has to cover. Did you have anything to cover the rest of those expenses? Then go back to the script.
1. "I need to think about it -- make sure it's affordable!"
Of course.... It is something that you need to go over.... Did you want to think about which option you should go with.... OR if you felt like you needed this at all?
Which Option: Do you mind if I make a recommendation for you.... Most veterans in your position start with bare minimum, make sure you can get the coverage and foot in the door and make sure [insert their need] is covered for [beneficiary's name]. And if later on you decide you want to go with the silver or gold option then we can always increase it for you. But the main thing today is to make sure you can get the coverage, and make sure [beneficiary's name] is covered. Does that make sense? [proceed to application]
Don't Need: Spin back on why. Did they have any insurance? Or any money saved up? If yes, is it enough? 10k isn't enough for burial -- most add 5k to factor in inflation. HARD CLOSE: Shove the why down their throat till they pick an option or hang up.
Don't Need: Spin back on why. Did they have any insurance? Or any money saved up? If yes, is it enough? 10k isn't enough for burial -- most add 5k to factor in inflation. HARD CLOSE: Shove the why down their throat till they pick an option or hang up.
2. "I need to talk to my wife about it!"
I completely understand.... I'm the same way I talk to my wife about everything.... She is the beneficiary of the plan, and she has to know what's going on. You can't keep this a secret that's for sure.... Do you need to talk to her about which one to go with.... or if you need this at all?
Which Option: Do you mind if I make a recommendation for you.... Most veterans in your position start with bare minimum. And later when you talk to the wife if you two decide to go with the silver or gold option then we can always increase it. But the main thing today is to make sure you can get the coverage. Does that make sense??? [proceed to application]
If approved you'll get everything in the mail in the next 7-10 days and you have a physical copy to show her. But as of right now there's not really much for you to talk to her about. Does that make sense???
Push Back 2: [client name], we can both agree that accidents can occur at any time, correct? Now if something happened to you while driving on the way home tomorrow.... and you had put this protection in place for your wife. Do you think that you would have regretted getting [beneficiary's name] covered??? On the worst day of [beneficiary's name] life would you rather have her receive a check or have to write a check???
If approved you'll get everything in the mail in the next 7-10 days and you have a physical copy to show her. But as of right now there's not really much for you to talk to her about. Does that make sense???
Push Back 2: [client name], we can both agree that accidents can occur at any time, correct? Now if something happened to you while driving on the way home tomorrow.... and you had put this protection in place for your wife. Do you think that you would have regretted getting [beneficiary's name] covered??? On the worst day of [beneficiary's name] life would you rather have her receive a check or have to write a check???
3. "I'm just shopping around today!"
I completely understand, I'm the same exact way, I want to make sure I'm not paying more than I need to for anything. Now the good news is.... with the veterans program they do the shopping for you with all 26 partnered carriers in the country to get you the lowest rate. But of course our goal today is to make sure you can get the coverage. Which one option makes the most sense to you.... BRONZE.... SILVER...., OR GOLD? [proceed to application]
4. "Can you send it in the mail?"
Absolutely, you'll get everything in the mail in about a week. But coverage only activates once we set it up, so the sooner we do it, the sooner your family is protected. Which one option makes the most sense to you.... BRONZE.... SILVER...., OR GOLD? [proceed to application]
Social Security Objections
Push Back 1: It's just for the application....
Push Back 2: I completely understand. That's just how they go over your medical history, and make sure you don't weigh 500 pounds or are like tied to a hospital bed.... Does that make sense??? Now go ahead with the social.
Push Back 3: Most importantly that's the ONLY thing on your death certificate when you die for them to pay out your loved ones. Does that make sense??? Now go ahead with your social.
Push Back 4: The carrier just has to verify the SSN on file so god forbid when the time comes your loved ones receive a check instead of giving out a check. Does that make sense??? Now go ahead with your social.
Last Resort: Send a pic of the application with carrier name and their name. "Do you see your name there??? And the name of the carrier on the screen? Got it so you were able to validate everything there right??? Perfect, now go ahead with the social."
IF THEY HAVE AN IPHONE: Send text above. Ask to hop on FaceTime to process the rest of the application for full transparency. Then ask for social.
Push Back 2: I completely understand. That's just how they go over your medical history, and make sure you don't weigh 500 pounds or are like tied to a hospital bed.... Does that make sense??? Now go ahead with the social.
Push Back 3: Most importantly that's the ONLY thing on your death certificate when you die for them to pay out your loved ones. Does that make sense??? Now go ahead with your social.
Push Back 4: The carrier just has to verify the SSN on file so god forbid when the time comes your loved ones receive a check instead of giving out a check. Does that make sense??? Now go ahead with your social.
Last Resort: Send a pic of the application with carrier name and their name. "Do you see your name there??? And the name of the carrier on the screen? Got it so you were able to validate everything there right??? Perfect, now go ahead with the social."
IF THEY HAVE AN IPHONE: Send text above. Ask to hop on FaceTime to process the rest of the application for full transparency. Then ask for social.
Banking Objections
"Why do you need my bank account number?"
Yeah.... it's just to make your payment. Does that make sense? Now go ahead with the account number.
Push Back 1: I completely understand -- now quick question [Client's Name]: have you ever given or received a check from anyone in your lifetime? At the bottom of every check you'll see the same routing and account number because that information can't be used to buy something online. All this is doing is putting an electronic check on file. Does that make sense? Now go ahead with the account number.
Push Back 2: I completely understand -- so the state is required by law to validate that the insured and payor of the policy is the same person before anything is submitted. Just for your safety and the safety of others. Does that make sense? Now go ahead with the account number.
Last resort / For full transparency: Do you receive text messages to this phone? I'm gonna send you a picture of my screen. [Send a pic of the application with carrier name and their name] Do you see your name there? And the name of the carrier on the screen? Got it -- so you were able to validate everything there right? Perfect, now go ahead with the account number.
IF iPhone: Ask to hop on FaceTime to process the rest of the application for full transparency. Then ask for account number.
Yeah.... it's just to make your payment. Does that make sense? Now go ahead with the account number.
Push Back 1: I completely understand -- now quick question [Client's Name]: have you ever given or received a check from anyone in your lifetime? At the bottom of every check you'll see the same routing and account number because that information can't be used to buy something online. All this is doing is putting an electronic check on file. Does that make sense? Now go ahead with the account number.
Push Back 2: I completely understand -- so the state is required by law to validate that the insured and payor of the policy is the same person before anything is submitted. Just for your safety and the safety of others. Does that make sense? Now go ahead with the account number.
Last resort / For full transparency: Do you receive text messages to this phone? I'm gonna send you a picture of my screen. [Send a pic of the application with carrier name and their name] Do you see your name there? And the name of the carrier on the screen? Got it -- so you were able to validate everything there right? Perfect, now go ahead with the account number.
IF iPhone: Ask to hop on FaceTime to process the rest of the application for full transparency. Then ask for account number.
Personalized Intro -- Used When Client Is Not Informed on the Coverage: "Well, you know how when the primary income earner unexpectedly passes away or gets disabled, and their loved ones are left without the income to keep up with the mortgage, they ultimately end up losing the home and all the equity they have saved up in it? Well what we do is we help people qualify for financial protection plans, so they don't have to worry about what might happen and the bank doesn't take the..." (back into script w/ question)
WHO DO YOU WORK FOR / WHO ARE YOU WITH
"Where are you calling from?"
*Disarm* I'm just the state's licensed medical underwriter that's been assigned to your file. (back to script)
I DON'T REMEMBER / I NEVER SUBMITTED THAT
"I don't remember doing that."
*Disarm* Oh yeah, I apologize -- we do hear that a lot, people forget since it's been a month or two. How familiar are you with what this even is? *Say Personalized Intro*
I'M NOT INTERESTED
"I'm not interested."
I kinda figured you weren't interested or already got some coverage in place, I'm just calling to update the system. You're not still getting a bunch of calls about this are you? (playful).... Let me get this updated on our end so you don't get any more calls. Was it just too expensive, you didn't qualify? What ended up happening?
I ALREADY GOT IT TAKEN CARE OF / I ALREADY HAVE
"I already have insurance."
I figured that's why they have us calling to update the system. You're not still getting a bunch of calls about this are you? *optional playfully acknowledge* Let me get this updated real quick -- what was the name of the agent that initially set you up? Gotcha, yeah he's one of the junior underwriters at the firm. Did you get the policy while you were _(age)_, or was it before or afterwards? Ok and which carrier did _(agent name)_ set you up with? Right, and it was for the full mortgage of _(mortgage amount)_? *Use quoter to pinpoint premium* Ok and the premium was about _(premium)_, right? *Seed doubt into replacement* Go ahead and grab a pen and paper for me real quick, we'll get this fixed for you... *Replace*
I DON'T NEED THIS / WE'LL BE FINE
"We don't need mortgage protection."
Yeah, I'm not exactly sure what your situation looks like financially, everyone's different. But correct me if I'm wrong, you intentionally sent in this request to make sure your home's taken care of for your family when you pass, would that be a fair assumption? (back to intro)
I'M BUSY / CALL ME BACK LATER
"I'm busy."
Well just to see if it even makes sense for me to call you back later, were you maybe looking for anything specific or just wanting to check out all the different options? *If they say it a second time, go to appointment setting script*
I'M NOT READY FOR ANYTHING RIGHT NOW
"I'm not buying anything today." (Think about it)
Yeah that's not a problem, I'm not sure if this coverage would make sense for you in the first place, or what you'd even qualify for. We'd really have to know more about what your situation looks like, and what that gap of coverage might look like.... so just to see if there is a way I can help... (into next question or underwriting)
SOCIAL SECURITY NUMBER
"Why do you need my Social Security number?" / "I'm not comfortable giving that out."
Understood, I hear ya (client's name). The insurance carrier requires that because that's how they're going to check your medical and prescription history, and it also prevents fraud so someone's not signing up for coverage in your name. Does that make sense? Okay cool -- confirm that social with me again?
If they give more pushback: We actually have insurance that if anybody were able to get through all of our firewalls and access your info, it would cover you for up to a million dollars. That should be enough, right? (wait for response) Ok, go ahead with the social.
BANKING
"Why do you need my bank information?" / "I don't want to give that out."
The insurance carrier either requires a voided check or account number to verify there is no insurance fraud, money laundering, or anything else fraudulent linked to your account -- and of course that's also how you'll be paying for the policy once you're approved. Anyway, looks like the address we have on file to mail the policy out to is ___?
If they're still giving pushback: I also just texted you a link to the Department of Insurance to look up my information and make sure I'm legit. Let me know when you get the link. (walk them through how to verify your license: https://sbs.naic.org/solar-external-lookup)
1. "I'm not interested."
Understandably, most people aren't interested until they get cancer, disabled, or God forbid pass away -- anyway it looks like the address we have on file for the home is ____?
2nd time: Hmm, well I'm assuming what was on your mind when you submitted this request to our office was simply providing some sort of practical, affordable coverage to protect the home and your family God forbid when something does happen to you…?
3rd time: Ok, well are you afraid the price is going to be too high or are you afraid you're going to be declined?
Declined: Correct, I see that on your file here. I'm the senior medical underwriter that's been assigned to figure out some options you will qualify for.
Price too high: Correct, I see that on your file here -- looks like you were quoted some pretty high numbers by one of my sales reps. I'm the manager that handles the ___(county/city)___ area that's been assigned to figure out some more practical, affordable options that make sense for your budget.
3rd time: Ok, well are you afraid the price is going to be too high or are you afraid you're going to be declined?
Declined: Correct, I see that on your file here. I'm the senior medical underwriter that's been assigned to figure out some options you will qualify for.
Price too high: Correct, I see that on your file here -- looks like you were quoted some pretty high numbers by one of my sales reps. I'm the manager that handles the ___(county/city)___ area that's been assigned to figure out some more practical, affordable options that make sense for your budget.
2. "Take me off the list."
To be frank with you ___, there is no list -- I'm sorry you may be confused, this is the request YOU submitted in regards to protecting your family God forbid you were to get cancer, disabled, or pass away. Anyway, it looks like the address we have on file for the home is ____?
3. "Is this required?"
Oooof… I mean… technically they won't take your home away if you don't... uh but I will tell you… you'd be one of the rare people not to put it in place since it's just such crucial coverage… It'd be like driving a car without car insurance, if that makes sense. *(act confused and a bit thrown off guard as to why they would even ask that)*
4. "If they hang up."
Hi ___, seems we got disconnected there. (go back into script or repeat what they said before they hung up)
5. "I can't afford it right now."
I completely understand -- I see on your file here you were quoted some pretty steep numbers by our sales rep, which is the reason for my call. I'm the medical underwriter that has been assigned to figure out something more practical and affordable. Anyway, the address we have on file for the home is ____?
6. "Now's not the right time."
Totally get it. These programs are based on age and health -- so waiting can actually increase the cost or limit your eligibility later. If we lock in a small amount of coverage now while you're in good health, that would be important to you, correct?
7. "I don't own that house anymore." / "We're going to sell the home."
Perfect -- this coverage actually sticks with you and transfers with you when you buy a new home. Do you plan on staying local or are you moving out of state?
Already sold: Perfect -- did you purchase a new home or are you renting?
Bought new home: Perfect, it looks like that's why your file was flagged here and coming up as incomplete… what's the new updated mortgage address? I'll update your file for you.
Now renting: Perfect, it looks like that's why your file was flagged here and coming up as incomplete… We also handle life insurance and protection that covers you if God forbid you were to become sick, disabled, or pass away. Have you guys gotten that set up yet?
Bought new home: Perfect, it looks like that's why your file was flagged here and coming up as incomplete… what's the new updated mortgage address? I'll update your file for you.
Now renting: Perfect, it looks like that's why your file was flagged here and coming up as incomplete… We also handle life insurance and protection that covers you if God forbid you were to become sick, disabled, or pass away. Have you guys gotten that set up yet?
8. "I don't really understand how it works."
Totally fair. Let me simplify it: mortgage protection is just a policy that's set up to pay off your home or help your family cover payments if something happens to you. You know how when the primary income earner unexpectedly passes away or gets disabled, and their loved ones are left without the income to keep up with the mortgage -- they ultimately end up losing the home and all the equity they have saved up in it? Well what we do is help people qualify for financial protection plans so they don't have to worry about that.
9. "I need to talk to my spouse / partner."
Okay, sure -- do you need to think about whether or not you want the coverage at all, or do you know you want the coverage and it's just a matter of which option you want to pick?
If they want it: Completely understandable ___(client's name)___. You want to know what I'd recommend? Honestly, I'd recommend starting out at the low end for what you know you can afford, because you're actually going to see me twice. Once now, but also a year from now -- I simply check in, re-explain the policy benefits, and if you want to bump up the coverage at that time you certainly have the option. Anyway, the address we have on file to mail the policy out to is ____ right?
If they still don't want it: Go back into the why and dig into their pain points on why they need the coverage.
If they still don't want it: Go back into the why and dig into their pain points on why they need the coverage.
10. "I don't remember requesting this."
Did maybe a spouse fill it out? Or a child? (if no) Do you currently have any protection for your family that pays out if you're sick, disabled, or pass away set up currently? Ok, well that's ok -- if you're anything like me I forgot what I had for breakfast. This will be quick, go ahead and grab a pen and paper and we can get this taken care of for you.
11. "I'm busy right now / Call me back later."
I'm really busy as well and I have a lot of families to get to. I'll make this brief -- go ahead and grab something to write with so we can get this taken care of real quick.
12. "I'm driving."
I don't want you to get in an accident -- go ahead and pull over real quick, I'll get your information pulled up.
13. "I'm at work."
Perfect, I'll make this brief -- go ahead and grab something to write with so we can get this taken care of real quick.
14. "I've had a bad experience with insurance."
Totally hear you -- some companies haven't always made it easy. What I can tell you is the carriers I work with are A-rated, with great reputations for paying claims. And I'm here to walk with you through the process step-by-step, no pressure. Out of curiosity -- was the issue with the policy itself, or how it was explained or handled?
15. "I already have insurance." / "I already got this taken care of."
Perfect, that's the reason for my call -- I see that on your file here. To confirm I'm speaking with the right person, it looks like the address we have on file for the policy is _______? Perfect, and looks like I have your Date of Birth listed on here as ___? Gotcha. Reason for my call is I'm the supervisor following up because it looks like one of our junior underwriters helped you with coverage but did not update your file here…
Did you get the policy packet in the mail ok? Did you go with the complete plan or the partial plan? How much coverage? How much are you paying a month? Now which one of our companies did you end up going with? Is there a reason you went with one of our B-rated carriers? Could you not qualify for one of our top-rated ones? Any health issues at all?
*(look up quotes to see if you can get cheaper, OR build value on living benefits, cash value if it's a term, etc.)*
Ok, well this will only take a few minutes and we can get this switched for you. Looks like the mailing address we have on file for the policy is ______ ?
*(look up quotes to see if you can get cheaper, OR build value on living benefits, cash value if it's a term, etc.)*
Ok, well this will only take a few minutes and we can get this switched for you. Looks like the mailing address we have on file for the policy is ______ ?
16. "I'm confused -- I have homeowners insurance." (Allstate, Farmers, State Farm, AAA, etc.)
Has anyone explained the difference between homeowners insurance and mortgage protection with you before?
17. "We took care of that at closing."
Correct, you took care of your mortgage at closing -- but I'm calling in regards to the mortgage protection. The banks used to offer this back before 2008 but now it's contracted out directly to the various insurance carriers, which is who I work with. It's my job as the underwriter licensed with the state to run it through the various companies to figure out which option and product makes the most sense for you and your family. Make sense?
18. "We don't have that lender anymore."
Correct, that's the reason for my call -- I see that on your file which is probably why it's still pending and slipped through the cracks on our end here, I apologize. To confirm I'm speaking with the right person, the address we have on file here for the mortgage is ___(address)___? Gotcha -- so as you may recall this is the coverage that takes care of the home God forbid you become sick, disabled, or pass away. Make sense?
19. "Are you with my bank?"
Yep, good question! ___(their lender)___ now handles the mortgage, refi, and equity side of things, and then after closing it's passed off to the mortgage protection department. It's always done right after closing and separately from the home, so that you're the beneficiary now and not the bank… does that make sense?
20. "Why wasn't this done before closing?"
Yep, good question. It USED to be done that way. ___(their lender)___ now handles the mortgage, refi, and equity side of things, and then after closing it's passed off to the mortgage protection department. It's always done right after closing and separately from the home, so that you're the beneficiary now and not the bank… does that make sense?
21. "I saw an ad." (accidental coverage confusion)
Yes, that is for accidental coverage so it only covers you if you were to die in an accident. Were you looking for accidental only or did you want something that would cover you for any cause of death?
22. "I already have coverage through work."
That's great that you have some through work -- but after you leave, retire, or change jobs all that coverage goes away. And worst case if you get cancer or some sort of illness and you end up getting laid off, you lose those benefits as well and then most likely you wouldn't be able to qualify health wise for any coverage. These are private policies and they're meant to be supplemented with private insurance. Anyway, it looks like the address we have on file for the home is ____?
23. "I already have PMI."
PMI protects the bank -- not you or your family. If something happens to you, PMI does not pay off your mortgage or keep your family in the home. It simply means the bank recovers their money. Mortgage protection is the coverage that actually works for your family. Those are two very different things.
24. "I just want to think about it."
Totally respect that. Is there something still unclear, or are you just needing a little time? What we can do is submit the application just to see what you qualify for -- no commitment, and you can still think it over while it's reviewed. That way you lock in your health rating now in case anything changes later.
25. "Can you just send me something?"
Of course -- these plans are tailored based on your age, health, and mortgage balance. So if I just send something it's going to be generic and not even accurate. Would you prefer options with lower monthly payments or ones that pay the mortgage off in full? Let me get you real numbers based on your actual situation.
26. "I want to compare other options."
That's smart -- and I'll save you the time. I'm a broker. I represent multiple top-rated carriers. I already ran you through the field and these are the best options available in your state for your health profile and mortgage situation. You're already looking at a comparison. What specifically are you hoping to find somewhere else?
27. "Do you have anything cheaper?"
When you jump out of a plane do you want the cheapest parachute or the best parachute? If you just want cheap life insurance I can certainly help you with that -- but you mentioned the ___(cash value AND/OR living benefits)___ was important to you?
28. "Let me sleep on it."
Totally fair. What I recommend is that we submit the application to lock in your age and health now, and while it's in review you've got time to decide. If you change your mind, no problem -- no payment required.
29. "Do I have to make a decision today?"
Yes, I do need to submit that original coverage through today -- however, since most of us need time to look over our finances to see which option we want to go with, which is understandable, what I'd recommend for your situation is simply starting out on the low end for what you know you can afford. If you want to bump up the coverage you can always give me a call or shoot me a text. I also do annual reviews with my clients so we will review this a year from now and you'll have the option to bump it up at that point as well. Anyway, the address we have on file to mail the policy out to is ____ right?
30. "We don't need mortgage protection -- our home is covered with our life insurance."
Gotcha -- has anyone explained the difference between mortgage protection and life insurance to you before? So mortgage protection and life insurance both pay out as a check directly to your beneficiary when you pass away. The reason that mortgage protection is a bit better is because mortgage protection covers you on the living side as well -- NOT JUST the death side. What that means is any situation where you get sick, disabled, cancer, heart attack, stroke, or any other sort of critical, chronic, or terminal illness this policy is paying out as well in order to supplement that loss of income and pay for any medical bills. I'm not sure if you're aware of this ___(client's name)___ but the biggest cause of bankruptcies and home foreclosures is NOT due to a death -- it's either due to unforeseen medical bills, or being disabled for a period of time and not being able to work. That is why our clients love this coverage so much, because you have an 89% higher likelihood of becoming disabled or sick than you are of passing away. Does that make sense?
31. "What if I pay into it and never use it?"
That's exactly why this is designed to protect your family during the years they'd be most impacted -- while the mortgage is active. It's peace of mind knowing the home's protected while it's still a big liability.
32. "I'll be okay -- my family can figure things out."
I respect that -- but can I be real with you for a second? Most families don't figure it out. Grieving plus mortgage payments is a heavy combination. Mortgage protection is about giving your loved ones the gift of time -- time to grieve, to adjust, and to stay in the home without scrambling.
33. "I'm still young -- I've got time."
That's exactly why now is the smartest time. You qualify for the best rates and the most coverage while you're young and healthy. Waiting doesn't make it cheaper -- it only makes it riskier. This kind of coverage is like locking in your health today -- even if things change tomorrow.
34. "I don't want to commit to anything long-term."
Good news is many of these plans aren't lifelong commitments -- you can structure them to match your mortgage term or even shorter. We can also start with something small, get you protected now, and adjust later as life changes. You stay in control the whole time.
35. "Why do you need my Social Security number?" / "I'm not comfortable giving that out."
Understood, I hear ya (client's name). The insurance carrier requires that because that's how they're going to check your medical and prescription history, and it also prevents fraud so someone's not signing up for coverage in your name. Does that make sense? Okay cool -- confirm that social with me again?
If they give more pushback: We actually have insurance that if anybody were able to get through all of our firewalls and access your info, it would cover you for up to a million dollars. That should be enough, right? (wait for response) Ok, go ahead with the social.
36. "Why do you need my bank information?" / "I don't want to give that out."
The insurance carrier either requires a voided check or account number to verify there is no insurance fraud, money laundering, or anything else fraudulent linked to your account -- and of course that's also how you'll be paying for the policy once you're approved. Anyway, looks like the address we have on file to mail the policy out to is ___?
If they're still giving pushback: I also just texted you a link to the Department of Insurance to look up my information and make sure I'm legit. Let me know when you get the link. (walk them through how to verify your license: https://sbs.naic.org/solar-external-lookup)
"I've never heard of an IUL -- is this legit?"
100% -- Indexed Universal Life is one of the most powerful financial products in existence and has been around for decades. Walt Disney used it to fund Disneyland when the banks wouldn't give him a loan. It's a whole life insurance policy with a cash value component tied to a stock market index.
"I already have a 401K -- why do I need this?"
Great question -- and the answer is taxes and control. Your 401K is tax-deferred, meaning you pay taxes when you take the money out at whatever rate applies then. An IUL grows tax-free and the money comes out tax-free. And unlike your 401K, you're not penalized for accessing it before 59 and a half. They're complementary strategies -- not competing ones.
"Is this a whole life policy? I heard those are bad."
You've probably heard that from people comparing whole life to term for pure death benefit -- and in that context, they're right. But an IUL is a different animal. It's designed specifically for people who want the life insurance benefit and the cash value growth. If you just want the cheapest death benefit, buy term. If you want a financial vehicle that builds wealth, protects your family, and gives you tax-free access -- that's what this is.
"What if I need the money before I expected to?"
That's actually one of the features, not a bug. The cash value in an IUL is accessible at any time through a policy loan. No penalty, no tax, no questions from the IRS. You borrow against the death benefit, the cash value keeps growing as if you never touched it, and you pay it back on your own timeline.
"I'm not sure I need life insurance."
Let me ask you this -- if you passed away tomorrow, is there anyone whose life would be financially impacted? A spouse, kids, parents, a business partner? If the answer is yes, then the question is not whether you need it -- it's how much, what kind, and how to make it work the hardest for you.
"I can't afford another monthly payment."
That's actually the conversation I want to have -- because I don't know yet what makes sense for your situation. Some clients put in $100 a month. Some put in $1,000. What I want to figure out is what amount, if you set it aside every month into something that builds compound interest and never goes down in a down market, would actually feel worth it to you.
"My employer already has life insurance on me."
How much? And what happens to it if you change jobs or get laid off? Employer-provided life insurance is group coverage -- it's not yours, not permanent, and not portable. Most of those policies are term and they disappear the moment your employment ends. What I'm talking about is something you own, forever, regardless of where you work.
"I want to do my own research first."
Please do -- I actually encourage it. Look up Indexed Universal Life and how the S&P 500 floor works. Look up the carriers I mentioned. Verify my license. Then call me back and we can have an even better conversation. While you're researching, pay attention to the tax-free loan provision -- because that's the piece most financial articles miss.
"What if the stock market crashes?"
That's the best part -- and it's what makes an IUL different from everything else. Your index has a floor of zero. If the market goes down 30%, your cash value goes down zero. You simply don't participate in the loss. When the market recovers, you start earning again from wherever you left off.
"How is this different from just investing in the S&P 500 directly?"
Three things. First -- the floor. In the S&P 500 directly, a down year means you lose money. In an IUL, a down year means you stay flat. Second -- taxes. Your S&P gains are taxed. Your IUL cash value grows tax-free and comes out tax-free. Third -- the death benefit. Your S&P account does not pay your family a lump sum if you die. Your IUL does.
"What are the fees?"
There are internal costs of insurance -- the actual cost of the death benefit -- which is taken out of the premium. These are disclosed fully in the illustration I'll send you. Even accounting for those costs, the tax advantage and floor protection make the net return competitive over a long timeline.
"What is the cap on growth?"
Most IUL policies have a participation rate and a cap -- typically between 10% and 14% depending on the carrier. The trade-off for the cap is the floor -- you never lose. Over a long timeline, that combination outperforms most taxable accounts because you're never starting from a loss.
"The quote seems high."
Let me reframe that. You're not spending money -- you're moving money into an asset that builds compound interest, protects your family, and gives you tax-free access. What would you normally do with that money each month? Leave it in a checking account earning near-zero interest? This is the same money doing a completely different job.
"I want to think about it before I pick an amount."
Totally fair -- and here's a thought. We can start you at the minimum just to see what you qualify for and lock in your health rating today. You can always adjust the amount once you see the full illustration. There's no right or wrong answer -- it's just about getting you into the right structure. What would feel like a comfortable starting point?
"How does the loan actually work -- won't I owe interest?"
Great question. When you take a policy loan, you're borrowing against your death benefit -- not from the cash value itself. The cash value stays in the index earning compound interest the whole time. The loan does accrue a small interest charge, but in most cases the growth in the index more than offsets it. And there are no required repayment terms -- you pay it back on your own schedule or it reduces the death benefit.
"I want to talk to my financial advisor first."
Absolutely -- and I respect that. One thing to flag when you have that conversation: most financial advisors are either fee-based or securities-licensed. They're incentivized to direct you toward products they manage. Ask them specifically about the tax-free loan provision of an IUL and watch the reaction. If they're familiar with it, great. If they dismiss it without explaining it -- that tells you something.
"What if the carrier goes out of business?"
Life insurance companies are regulated at the state level and most states have guarantee associations that protect policyholders even if the carrier fails. We also only work with A-rated carriers -- companies that have been around 50 to 100 years and have the reserves to back every policy they've ever written.
"I'm too young to worry about this."
You're actually exactly the right age -- and that's not a sales line, it's math. The younger and healthier you are when you lock in a permanent policy, the lower your cost of insurance inside the policy, and the more of your premium goes into cash value. Every year you wait costs you in three ways: higher rates, less time to compound, and the risk that your health changes.
"I'll just invest the money myself."
I love that instinct -- and if you'll actually do it consistently, every month without exception, never touch it, and not mind paying taxes on the gains, then yes, direct investing can work. But here's the honest question: what percentage of people actually do that with discipline over 20 or 30 years? And what happens to your plan if you get sick, disabled, or die before the account is large enough to replace your income? This is the piece self-directed investing can't answer.
CALL 1 -- OPENER
"I've never heard of a Fixed Indexed Annuity."
That's completely normal -- FIAs are underutilized and underexplained. Let me give you the one-sentence version: your money grows when the market goes up, up to a cap, and earns zero when the market goes down. Your principal is guaranteed. That's the core promise.
"I don't want to talk about my finances."
I completely respect that -- and I'm not here to pry. All I need is a rough sense of the ballpark so I can tell you honestly whether what I do is even relevant for your situation. If it's not a fit, I'll tell you. Fair?
"I already have a financial advisor."
That's great -- and I'm not here to replace anyone. What I specialize in specifically is the protection side of retirement money -- making sure a portion of your savings literally cannot go down. A lot of advisors don't offer FIAs because they're not securities products. It's worth knowing your options.
CALL 1 -- FUNDS DISCOVERY
"I don't want to tell you how much I have."
Totally fair -- even a range helps me. Just a rough ballpark so I can make sure the product I show you on our second call actually makes sense for your situation. Would you say it's under $100k, somewhere in between, or over $250k?
"It's in my 401k and I can't touch it."
If it's with a current employer and you're still actively contributing -- you're right, we can't move it. But if it's from a previous employer, a rollover is completely available to you with zero tax consequences if done correctly. Which situation are you in?
"My money is doing fine where it is."
That's great to hear -- and I'm not here to tell you to move everything. The question I always ask is: what happens to 'doing fine' if the market drops 30% next year? For money you're planning to retire on, 'fine' isn't the same as 'protected.' That's the conversation worth having.
CALL 1 -- PAIN DISCOVERY
"The market has been great -- why would I change anything?"
The best time to put a seatbelt on is before the crash, not during. For retirement money specifically, a 30% loss the year before you retire isn't something you get to wait out. It changes your life. That's the risk we're talking about eliminating.
"I'm not worried about losing money."
I respect that confidence. Can I ask -- have you experienced a significant market drop with this money before? Most people who've lived through 2008 or 2020 with real retirement money say the same thing beforehand. The goal isn't to scare you -- it's to make sure the money you've spent decades building is never at risk of a catastrophic setback.
CALL 1 -- PRODUCT CONCEPT
"What's the catch?"
The catch is the cap. Because the insurance company is guaranteeing you can never lose money, they put a ceiling on how much you can gain in any given year. You give up some upside in exchange for absolute downside protection. For most people protecting retirement savings, that's not a hard trade to make.
"So my money isn't actually in the market?"
Correct -- and this trips a lot of people up. Your money is held by the insurance company in their general account. The index is just the measuring stick for how your growth gets calculated. You get the upside of index performance up to the cap, and a guaranteed floor of zero on the downside. You're participating in the market's gains without being exposed to its losses.
"I don't fully understand how this works."
One sentence: your money grows when the market goes up, up to a cap, and earns zero when the market goes down. Your principal never decreases. That's it. Everything else is just mechanics underneath that one core promise. What specific part feels confusing? Let me clear it up.
"What's a cap rate -- and what if the cap changes?"
The cap rate is the maximum you can earn in a given crediting period. Cap rates can change at renewal based on interest rates and bond yields. But even at a lower cap, the floor guarantee still holds. Your worst year is always zero. That doesn't change.
CALL 2 -- EDUCATION AND COMPARISON
"The market has been doing great -- why would I cap my upside?"
If the market keeps going up forever with no corrections, yes -- you'd do better fully invested. But 2008 was down 38%. 2022 was down 19%. COVID dropped 34% in a month. When those years hit -- and they will again -- the person in an FIA earned zero. The person fully in the market potentially needed years to recover. For retirement money you can't afford to rebuild, the cap is cheap insurance.
"I can get a better return in stocks."
You might. But can you guarantee you won't experience a 30% drop the year before you need to retire? The FIA isn't competing with your aggressive growth accounts -- it's competing with the risk of catastrophic loss on money you can't replace. Think of it as the foundation of your retirement -- the part that never breaks no matter what.
"A CD or money market is simpler."
Simpler, yes. But a CD resets at term end and you pay taxes on the interest every single year. An FIA has the potential to earn double digits in strong market years, growth is tax-deferred, and the floor protects you from loss. Over a 7-10 year period, the tax deferral and upside participation historically leave you ahead of a CD -- without any principal risk.
"My financial advisor said annuities are bad."
Most legitimate criticism of annuities is aimed at variable annuities -- products that ARE in the market, charge 2-3% in annual fees, and can lose value. A Fixed Indexed Annuity is fundamentally different: no market exposure, no internal investment fees, and a 0% floor guarantee. Ask your advisor specifically what their objection is to a product that cannot lose principal. That's a different conversation.
CALL 2 -- TRUST AND COMPANY
"I've never heard of that company."
What matters is their financial strength rating -- they're A-rated by AM Best, the independent gold standard for insurance company stability. Annuities are also protected under the state guaranty association up to $250,000 per contract holder.
"What happens if the insurance company goes under?"
Insurance companies are regulated at the state level and required to hold reserves to cover their policy obligations. In the extremely rare case of insolvency, the state guaranty association covers annuity contracts -- similar to how the FDIC covers bank deposits. Protection is typically up to $250,000 per contract.
CALL 2 -- LIQUIDITY AND ACCESS
"What if I need the money?"
Built right into the contract is a free withdrawal provision -- you can access up to 10% of your account value every year without any surrender charge. Most carriers also waive surrender charges entirely for hospitalization, nursing home confinement, or terminal illness. So you're not locked out of your money -- you just have a structure around the bulk of it.
"I don't want to be locked in for 7 or 10 years."
Think about what 'locked in' actually means here: your money is growing, protected, and you have 10% annual access. The surrender period exists because the insurance company needs time to generate the returns that fund your cap and floor guarantees. The question is: do you realistically need more than 10% of this money in any given year? If the answer is no, the surrender period isn't really a constraint.
"What are the fees on this?"
The base FIA has no explicit annual fee -- no management fee or expense ratio the way you'd see in a mutual fund or variable annuity. The cost is built into the cap rate.
If income rider: The income rider carries a fee -- typically around [Rider Fee]% annually. For most clients, the income that rider generates far exceeds that cost over the life of the contract.
CALL 2 -- SPOUSE AND FAMILY
"I need to talk to my spouse first."
Of course -- and I'd want them involved. In fact, let's get them on the next call. This affects both of you and I want both of you confident in the decision. When's a time that works for both of you? I'll do a quick walkthrough, answer every question, and you can decide together.
"My spouse thinks annuities are a scam."
That's more common than you'd think -- and it comes from real experiences with bad annuity products. Variable annuities with hidden fees absolutely deserve that reputation. A Fixed Indexed Annuity with a 0% floor, no internal investment fees, and a state-backed guarantee is a completely different animal. Get your spouse on a call with me -- I'd rather clear it up directly than have a misunderstanding drive the decision.
"My kids think I should just keep it in the market."
Your kids want you to grow your money -- that's great. But they're not retiring on this money. You are. Ask them this: what's the plan if the market drops 30% the year before you retire? A Fixed Indexed Annuity means that question is never on the table.
CALL 2 -- TIMING AND STALLS
"I need to think about it."
Totally fair -- this is a big decision. Can I ask what specifically you want to think through? Because if there's a question I haven't answered, I want to make sure you have everything before we hang up. What would need to be true for you to feel ready to move forward?
"I want to wait and see what the market does."
The whole point of this product is that it doesn't matter what the market does. If it goes up, you earn up to [Cap Rate]. If it goes down, you earn zero. Waiting to see what the market does before you protect yourself from the market is like waiting to see if it rains before you buy an umbrella. The protection starts the day the contract is in force.
"I'm not ready to make a decision today."
No pressure. I never want you to feel rushed. Is there something specific still on your mind, or is it more of a gut feeling? My job isn't to push you into something -- it's to make sure you have everything you need to make the right call. What would change between now and whenever you feel ready?
CALL 2 -- ROLLOVER AND TAX
"Won't I owe taxes when I move the money?"
Not if we do it the right way -- and that's our job to make sure it's done right. A direct rollover from your [Source of Funds] into an IRA-held annuity is a non-taxable transfer. The IRS doesn't treat it as a distribution. No taxes, no penalties, no withholding. It goes from one institution to another without you ever touching it.
"What if my 401k has a match I'd lose?"
If you're still employed and still receiving the employer match, we'd never recommend moving that money -- you don't want to leave free money on the table. But if this is from a previous employer, or you're no longer actively contributing and receiving a match, there's nothing to lose by rolling it to a vehicle that's working harder for you.
"This sounds complicated."
I hear you -- but here's what matters: your money grows when the market goes up, up to a cap. It stays flat when the market goes down. You can never lose principal. And when the term is up, you have full flexibility. Everything else is just contract language. My job is to make sure you understand the core promise and handle everything else. What specific part feels confusing? Let me clear it up.