Generic Transitions. Final Expense Transition Phrases. Hospital Indemnity Transition Phrases

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1 Transition Phrases Cheat Sheet Generic Transitions I am going to ask you some questions that may sound a little bit different. I m doing this to make sure we have all of your concerns covered as Medicare may not provide coverage for certain situations and I don t want you to be surprised should that happen. I am going to ask you some questions about topics that may be uncomfortable and not very enjoyable to talk about, but as your agent, it is my job to have these uncomfortable discussions NOW so that if or when any of these things should happen to you in the future, you are prepared for them, covered for any expenses they may present, and you are as comfortable as you can be THEN. Final Expense Transition Phrases What life insurance do you have in place currently? If you were to pass away tomorrow where would the money for your funeral come from? Who would you like to be in charge of planning for your funeral and burial expenses? Hospital Indemnity Transition Phrases What do you currently have in place to cover you Hospital copays? Mrs. Smith, you have the (insert name of MA plan) and that is definitely the right plan for your needs, however it does leave behind copays and deductibles that we have a way to help cover for you. Would you like to hear about it? If it would be difficult to pay the premiums on the plan, just think how hard it would be to come up with (insert dollar amount for Cancer, Hospital, or Funeral expense) Bringing up Hospital Indemnity as you go through the summary of benefits on a MA plan. Mrs. Smith, the daily copay is $300 on this plan but we have additional coverage that will take care of that for you if you will remind me when we get through this application By having a Hospital Indemnity plan you can rest assured know that (insert any of the covered services) will be taken care of for you so that you can just focus on getting better

2 Transition Phrases Cheat Sheet Cancer Plan Transition Phrases If you were to be diagnosed with Cancer tomorrow, how would you plan on paying for it? Tip: Get very specific, exact credit cards, what would they have to sell, how much is in the account and how far would it go. If you were diagnosed with cancer would you just look at care at the local hospital or would it likely require travel I tell all of my clients whatever you do make sure you keep your cancer insurance plan when you retire Has anyone close to you been affected by cancer?

3 Hospital Indemnity Plan Sales Technique Cheat Sheet Rebuttals Objection: I don t have the money/ I can t afford that. Rebuttal: I understand that money can be tight, but if it is diffi cult to come up with $30- $50 in premium each month, just think how difficult it would be if you had to pay for your hospital copays of (insert amount for their MA plan). Now wouldn t you be much more comfortable knowing that you wouldn t have to worry about paying for any of those additional costs? Objection: Well I m in good health now and don t need that, maybe I ll consider it later Rebuttal: And hopefully you stay in good health, but you never know when something can happen and you have to go to the hospital. And, unfortunately, if that were to happen then it would be too late to get this coverage and you would be forced to pay the full (insert amount for their MA plan) that your Medicare Advantage plan leaves you exposed too. Now why don t we go ahead and get you approved now. Objection: What if I don t ever go to the hospital and use the plan? Rebuttal: Well of course we hope that is the case, but as you get older the chances of having to go to the hospital increase, as well as the amount of time that you could spend there. And all of my clients who have had this plan and have had to file a claim because they have had a hospital stay have been so glad they were covered. They have thanked me for their coverage when they get a check from the company to cover their bills. I would much rather have my clients telling me that, than that they were in the hospital and then had bills waiting for them when they got home that they could have avoided.

4 Cancer Plan Sales Technique Cheat Sheet Rebuttals Objection: What if I never get Cancer? Rebuttal: That would be wonderful. In fact, I hope you never have to use this policy. But if you do, you will never regret having it. Plus, there is a provision available in many policies to get the majority of premiums you paid in back if you don t have to use it. You can t insure your car after the accident. You can t insure your house when it s on fire. And you can t get cancer insurance after your diagnosed. You must plan ahead! Objection: I don t know how much more I can afford. Rebuttal: I certainly understand that. That is exactly why I bring up Cancer Insurance to you. Can you even imagine coming up with the money to cover the expenses related to treating a long term illness? Objection: I am already covered for Cancer (I have a Plan F) Rebuttal: You absolutely are covered for the medical costs of cancer. However, have you thought about where you would go get treatment if you were diagnosed? Don t you want the financial freedom to seek the best possible care, wherever that may be? You will have to pay for the transportation to get there, potentially hotel rooms, meals while you are traveling, not to mention the lost income of you and your loved ones both while you are away. Cancer insurance provides you the peace of mind so that you can find care without having to worry about anything except getting better. Why is this important?...which would you prefer? Your client contacts you to tell you that they have cancer but you have never talked to them about cancer insurance. They have good health insurance but are still going to be out thousands of dollars for their care and related expenses. Or your client contacts you to tell you that they have cancer and they have cancer insurance with you. They have good health insurance and a good cancer plan so they will receive thousands of dollars to help pay expenses when they need it most.

5 Final Expense Sales Technique Cheat Sheet Rebuttals Already have life insurance That s excellent! I m glad that you want to plan ahead to take care of your loved ones after your passing. If you do want to take care of your loved ones, a final expense plan could be of great value. You can set aside this policy just for funeral and burial expenses and make sure it is fully protected by assigning it to a funeral trust, unlike other life insurance which is not protected from creditors. This policy will also have an immediate payout so that you loved ones get the money as soon as possible to cover those expenses, term insurance can take months to pay out. Have money set aside already/wealthy Well I m glad to hear that you care about your final expenses and want to plan accordingly, but did you know that almost 60 percent of your lifetime medical expenses are accrued after age 65, and almost $40,000 average in your last 5 years. That means that if your money is not protected then creditors, nursing homes, and hospitals can come after that money, not leaving enough to take care of your final expenses. (See single premium pitch ) Can t afford it: A final expense policy can help you qualify to receive Medicaid. Only the cash value in a whole life policy is attachable by social services when it comes to Medicaid Spending down. Money in CD s, Bonds, Stocks and any bank accounts are all attachable so this could help you save money to qualify for Medicaid as well as provide its standard benefit. Already pre-paid funeral That s excellent! I m glad to hear that you have planned ahead. Have you ever thought about the many other great things you can do with life insurance? Such as making sure that your spouse will have money to make up for your lost income for a while, or leaving a legacy for your family, such as money towards a grandchild s education, or a donation to a church or charity. Come back another time I'd love to but I'm afraid I'll be in a different area helping other families out. The only time to get this coverage is when I'm in your home or neighborhood, which is right now. Most of the people I meet with find that there is additional coverage that can help meet their needs and budget, I will only take 10 minutes of your time and there is no pressure. If it is not something that will work for you and your needs I will just continue on my way. Need time to think it over - Mr. and Mrs. Jones, I have been doing this for a long time, meeting with folks just like yourself and I can tell you that right now is the closest you will ever come to making this decision. The worst thing that can happen is you don t qualify, but if you wait you may not be able to obtain or afford coverage. NOW is the best time to give it a try.

6 Final Expense Sales Technique Cheat Sheet Introductions Client Cross-Selling: Follow sale of other product or as follow up What have you done to plan for your final expenses? or What life insurance do you have in place currently? Sales Appointment Opening: Mr(s) Prospect, down the road when it is your time to pass (or other phrase you like for when you die ), who s responsibility is it to have the money on hand to pay for your funeral, yours or your children s? They will usually say it's their responsibility. You say "I understand but why do you feel it's your responsibility...why wouldn't you want to leave that burden for your children to worry about?" They usually say it's their responsibility; their children have their own lives to live, etc. Now the prospect is telling you why they need the policy, rather than you telling them why they need the policy Then go into sales presentation. Door Knocking For Appointments: Hi, my name is and I own Insurance Agency here in town. What life insurance do you have in place currently? (Regardless of answer) Well I am taking time today to meet all of my neighbors, but I want to make an appointment to sit down with you and (if they already have life insurance) give you a free review of your current coverage OR (if they have no life insurance agent) show you how you can protect the people you care about with the right type of insurance. Then get out your notepad/planner and look at it. Then tell them days and times you have available. I am available Tuesday at 6:00pm, Wednesday at 7:00pm or Friday at 5:30pm. Which appointment would you like? Then get out your card and write their appointment date and time on it and give it to them. Shake their hand, tell them you will see them soon and leave. Other Door Knocking Intro: I was just down the street meeting with some folks and thought I should pop by for a second and say Hi. (hand them your card) I work with (company name) and do my best to help people save money on their insurance needs; I thought I should see if I could help you too! Do you have just a minute? (Prospect says) Well, what is this about? Take that as "I'm interested", look down, wipe your feet and say Well Mam/Sir, I only have a minute. Tip: When door knocking, make sure that you are getting in front of as many people as possible. Not everyone will be interested, so don t waste your time if they aren t going to buy. Your time is valuable and you have to move on to the next person. If you average 5 people per hour, 40 hours per week that is 200 people you see each week. If only 1% end up buying that is approximately $1500 per week in first year commission. That would be $78,000 per year before expenses so don t get discouraged! Medicaid?

7 Final Expense Sales Technique Cheat Sheet Introductions Continued Single Premium Pitch: Mr(s) Prospect, what if there was a PERFECT bank account that had YOU as the sole account owner your entire life and passed that control to you daughter/son (use name) on the day of your death, right when they need it? What if this bank account paid a much better rate of interest than your current one...almost doubling the amount of your deposit as a death benefit for (same daughter son by name)? What if this perfect account even offered additional protections from nursing homes and Medicaid? Would that interest you? Well there is no such bank account but there is a type of life insurance that does exactly this. Other Good Phrases to Use Do you realize your bank accounts and assets are not available to your children immediately upon your death? Have you thought about all of the specifics your loved ones would have to make decisions about in the 2-3 days following your death? Decide whether burial, cremation, or donation of the body to science is desired, choose a funeral provider and cemetery, select a casket and burial vault, decide on an open or closed casket, make arrangements for a memorial service, choose pallbearers and a religious leader to oversee the funeral, select clothing and jewelry, make arrangements for music and flowers, write an obituary and notify newspapers, and decide how much money to spend on the service. Wouldn t you rather have that all decided ahead of time for them?