PRI

VATE
TELE
SALES
SCRI
PT
 Opener/Closer Combo Script
Hello good (morning/afternoon), Im looking for ______.
Hey ___, this is (your name) from the Final Expense Department. You recently requested info
on Facebook regarding the 2018 state approved burial life programs that you may qualify for in
(clients state). Now (clients name), this program is actively seeking folks between the ages of
50-85 here in (their state). To be sure were not wasting your time, do you qualify?
(if no/unsure) Are you between the ages of 50-85 and do you live in Mo? Okay that’s a good
start then and theres a few other qualifications that we will go over.
*should know age above
(clients name), I need to make you aware that these programs are available at all different price
points, and perfect for our clients who are on low to middle incomes. Is that you? Now, we’re
only allowed to assist those folks that handle their finances with a local bank. Now I don’t want
to waste any of your time, and I do not need a lot of personal information yet, I just need a
simple yes or no. You do have a checking or savings account someplace, right? Excellent. So you
set that up yourself and that isn’t a government issued debit card that was setup for you,
correct?
So, before we get started, I am required to let you know that this call may be recorded for
quality and training purposes. Now let me tell you exactly who I am, tell you more about these
plans, if you could qualify for them, and how we will do that. Okay?
Here at the final expense department, I am the state licensed field underwriter, SO I’m the
person that will be able to help you and decide what you qualify for.
Just so you know, these 2018 state approved plans cover your burial, funeral, expenses, etc and
they do pay out very fast, normally within a few days to a week.
__, as our state licensed field underwriter, I will ask you a few basic questions, and that helps us
know we need to to help you and see what you qualify for. We probably saw that we can help
even if you’ve been turned down before. Have you ever been turned down before?
Our plans are affordable, permanent coverage options where the rate doesn’t jump on you
later in life and it helps that these plans are state approved. Hopefully you can qualify and if you
do then we will either mail or email you our welcome packet out to you, so you’ll have all of our
information, then your new policy will come out a few days after that. Generally 7-10 days
depending on the mail. (LAUGH)
Also, I need to give you something important, if you can grab and pen and paper real quick,
okay? Let me know when your ready… I am required to give you my (state) license # to let you
know that I am legit and it is okay for me to discuss this with you, alright? (Give name & state
license #)
And ___, we’ve helped a lot of the residents in (their state). have you used our services before?
So, tell me ___. What got you thinking about this recently?
*focus on warming up, getting to know them, and getting them talking…
Thank you for sharing, so now lets move into seeing what you qualify for. Okay?
Now, these state approved plans are simple, so theres no medical exam, I just have to ask a few
simple health questions to see if you’ll qualify. Please answer openly and honestly, because we
do check with mib for medical information, and we need your answers to line up with anything
that you’ve ever had health wise or taken prescription wise.
Have you used any tobacco or nicotine products in the past 12 months?
Whats your current height & weight?
Whats your date of birth?
(READ HEALTH QUESTIONS BELOW)
*Have you ever been diagnosed have you been diagnosed, treated, or had:
1. Congestive heart failure, cardiomyopathy, memory loss, Alzheimer’s, dementia, heart defibrillator implant, two
or more instances of internal cancer(s) or terminal illness?
2. Organ transplant (other than corneal), untreated Hepatitis C, kidney failure or dialysis, amputation due to
diabetic complications, multiple sclerosis, muscular dystrophy, mental retardation, amyotrophic lateral sclerosis
(ALS), Lou Gehrigs disease, downs syndrome, cystic fibrosis or Huntington disease?
3. Diabetes at age 9 or younger?
4. AIDS, AIDS Related Complex, tested positive for HIV virus or any other disorder of the immune system?
*Within last 2 years, have you been diagnosed, treated, or had:
5. Uncontrolled diabetes or uncontrolled high blood pressure?
*Within the last year have you:
6. Been confined to a hospital, been advised by a member of the medical profession to have surgery or
hospitalization, used oxygen due to a medical condition, been unable to care for yourself or been prescribed bed
rest by a member of the medical profession at home or in a nursing home, hospice, long-term care or assisted
living facility?
*Within the past 2 years have you been diagnosed, treated, or had:
7. Angina (chest pain), any type of heart or circulatory surgery, heart attack, pacemaker/ stent?
8. Stroke, Transient Ischemic Attack (TIA/mini-stroke) or paralysis?
9. Cancer or received or been advised to receive chemotherapy or radiation for cancer?
10. Aneurysm, brain tumor or sickle cell anemia?
11. Complications of diabetes such as nephropathy (kidney), neuropathy (nerve, circulatory), retinopathy (eye),
diabetic coma or insulin shock?
12. Alcohol or drug abuse, have you used illegal drugs or been convicted of felony or on parole?
13. Used a walker, wheelchair or electric scooter due to chronic illness or disease?
Have you ever been diagnosed, treated, or had:
14. Chronic Obstructive Pulmonary Disease (COPD), chronic bronchitis, emphysema,
peripheral vascular disease or peripheral artery disease?
15. Chronic hepatitis, Hepatitis C, cirrhosis of the liver, chronic pancreatitis, liver disease or kidney disease?
16. Insulin use before age 25?
17. Irregular heartbeat, atrial fibrillation, Systemic Lupus (SLE), epileptic seizures, Parkinson’s disease?
Do you take any prescription medications?

Thanks for answering and sharing that with me.

Now we need to know if you have any current burial plans, policies, or life insurance currently
in place?
(gather as much info as possible here)
Who will your beneficiary be that you’ll be leaving this money to?

(EXPLAIN THE COMPANY YOUR GOING TO OFFER)

So it looks like you may qualify for (insurance carrier), which is going to be the best option.
Now, they have been in business since _____, so for ____ years. They also have an “A” rating
for the way they do business, take care of people, and payout their claims consistently and
quickly. We’ve been able to help thousands of other people with them as well, and I can say
that they truly are a blessing to be able to work with, so your lucky to have them.

Company Name
How long have they been in business
What is their financial business rating
Are they apart of the BBB?
How big are they?
Etc, etc, etc…

(Explain a little bit about yourself: GET PERSONAL, GAIN TRUST)

Where are you from
How long have you been in the business
Do you have a family
Why do you do what you do?
Your mission, goals, etc.
Why you enjoy this business…
(BENEFITS PRESENTATION) – get them to write these down as you go!
Now, (insurance carrier) has a few really neat features, which is why they are so popular. My
clients love these 5 main benefits. I’d going to share these with you, okay?
1st Benefit: Coverage Lock
What this means is that unlike other policies that stop at age 80, or change as you get older, or
just flat out end, they have a coverage lock so the policy is permanently locked in and cannot
change. How great is that? Or Do you like that?
2nd Benefit: Price Lock
This means that unlike other policies that either raise your rate every year, every 5 years, or at
age 70 or even age 80, they don’t do that. The price lock means that the price is permanently
locked in and will never go up or increase. How awesome is that? Or do you love that?
3rd Benefit: Double Accident
This means that the policy would double in the event of an accident, which is neat. So if we go
with $20,000 and you pass away from an accident then the policy would pay $40,000. That’s
pretty cool too, right? Do you like that?
4th Benefit: Builds Cash Value
This means that the policy will have cash growing inside of it as you are paying your premiums.
Our clients appreciate that because just in case they need to take a loan from` their policy like 5
years from now, then they could. Right? Now we don’t recommend they do that but hey its
yours and its available, which is nice. Do you like that too?
5th Benefit: Local Licensed Company
This is probably the most important to our clients because rather than having to buy insurance
from someone over the tv, through the mail, across the country, because when they need to
make minor changes like change their address, phone #, beneficiary, etc rather than calling a 1-
800 # and waiting on hold for an hour and pressing 17 seven times to speak with a customer
service rep, which is definitely frustrating, they can call our office or my personal cell phone #,
and we take care of it immediately without all of the burden or stress. Also, even more
important than making minor changes, when that day comes where you are no longer with us,
rather than your (name the beneficiary) having to call a 1-800 #, wait on hold for an hour, get
death certificates, fill out claim paperwork, get stuff notarized, and then do all of that with the
funeral home too, and having to wait for a check for months, they can simply call our office or
my personal cell phone #, and we can handle all of that for them, and alleviate all of that
burden, stress, and time. Is that important to you? Do you like that?
Now, out of these 5, which one is your favorite? (must get them to pick, keep asking in a
different way, if necessary)
(Present Options & Close)
Oh, wow! So, im going over these options and it looks like you do qualify and would like to
congratulate you so congratulations!!! It looks like you may be eligible to qualify for one of our
top tier plans! This is really awesome, so congratulations to you!
It looks like you’ve also qualified for all of those extra benefits that we talked about, which is
amazing! So, I’ve got 3 options that you got to choose from. I can give those to you as soon as
you are ready.
So, once again, these 3 affordable options will come with everything we’ve discussed which is
great and im super happy for you.
*give 3 options in descending order from largest to smallest. $100, $80, $60 option
The 1st option you’ve qualified for is _____ and it is only $__/month. ($100+/month)
Okay, did you get that?
The 2nd option you’ve qualified for is _____ and it is only $__/month. ($80+/month)
Okay, did you get that?
The 3rd option you’ve qualified for is _____ and it is only $__/month. ($60+/month)
Okay, did you get that?
Which of these 3 options would you like (name of bene) to receive?

Move into gathering info and taking the app…