Hey, clientName. This is Collins. Thank you for calling the final expense department.

Before we dive in, let me verify to make sure I have that right form…. I see here that I have your birthday as birth date. You’re in the great state of State and you currently (don't) have life insurance in place right now? Did I get any of that wrong?

And lastly, for discount purposes, do you have an active checking or savings account?

Perfect, clientName. Really fast, I want to explain how these calls typically go.

First off, my job is not to sell you anything or pressure you into a decision. Instead, I’m here as a consultant to simply ask you a few questions and get familiar with your circumstances. What you want to happen with this insurance, and then figure out what product will be best for you based on your unique circumstances. Okay?

The most important thing to me, though, is finding you something affordable. I want to make sure that we can easily afford this on holidays and birthdays, and weekends, because we still have a life to live, right?

So we don't need any money today. Don't worry about that. I just want to ask a few questions, see if it’s a good fit, and if so, submit a request for coverage to see if we can get you qualified.

Does that sound good? Does that make sense?

"Perfect, clientName. Now, I know we haven't been on the phone long at all, this is just really important to me, with the way of the world today, that you know exactly who you’re speaking to, so I want to share with you some of my personal information. Does your phone receive texts?

If yes- Ok, and I have phone number as your number. Is that correct? Perfect, I’ll text you my digital business card. This will provide my contact information and, most importantly, my national producer number. With this number, it will share with you that I’m licensed with your state, that I’ve been through all the background checks and most importantly, have the credentials to be speaking with you today.

If No- Do you have a paper and pen? Go ahead and grab one here for me. Let me know when you get it.

So, my first and last name is Collins Worlton. I also want to give you my personal cell phone number. This is just my personal number. You can call or text me at any time you need something. Just know that I’m here for you…(my phone number is 208-705-9183)

Lastly, I want to give you my national producer number. With this number, it will share with you that I’m licensed with your state, that I’ve been through all the background checks and most importantly, have the credentials to be speaking with you today. That number is (21335251)

Now clientName, before we get into anything else, I just want to share a little bit about myself with you. I've been doing this for a while now, and in my own life, I've seen exactly why this protection is so vital.

A few years ago, my best friend's brother died suddenly in a car accident. I remember it happening on a Sunday, and that Friday was his funeral. He went from being perfectly fine to being buried in a cemetery in less than a week. And I watched as my friend's entire family. Be completely shattered by the grief of losing their brother and son. I have a son, and I can’t even imagine the pain of losing him.

And seeing this happen, firsthand. From my experience, two things really resonated with me. 1) We never know when our time is up, when we are going to pass away, and 2) After witnessing and seeing what a loss of a loved one can do to a family. And then on top of that, have that family try to figure out how they are going to pay for the funeral. It is, without a doubt, one of the hardest things a family will ever go through.

And so my goal today is to help as many people like you as I can, so that when you have that last day on this planet. Your family is not brought to their knees financially. So whether you live 6 more days, 6 years, or 60 years. Your family can have a piece of paper, providing that peace of mind.

clientName What was it that got you thinking about final expense?

(If answer in vag) What motivated you to start looking now?

clientName, let's set the insurance aside for a moment. Most people I speak with aren't worried about the funeral itself; they're worried about who will have to pay for it. When you think about this day coming, what is the main thing you want to make sure your family doesn't have to do?

I completely understand that, clientName. That is a very selfless goal. I always like to remind people that life insurance is truly a selfless purchase. It’s not like buying a new pair of shoes that you get to wear and enjoy. You are actually paying for something you will never personally receive—the people that receive it are the people that you love.

And heaven forbid clientName if you were to pass away today? Who would be responsible for coming up with the money and handling all the arrangements? (Get Beneficiary name)

And who is Beneficiary to you? (Get relationship)

Ok, so Beneficiary, your loved one was at the funeral home tomorrow, and they’re looking for the money. What would that look like for Beneficiary financially? Where would your loved one get the money from?

And do you want Beneficiary to have to do that?

So why is it important to you to have something in place for Beneficiary?

[Client], I can’t make you any promises, but, if I could find something that gives you peace of mind - something that you're able to qualify for - and, most importantly, something affordable – [Client], this has to be affordable – I’m assuming you're at least ready to apply today and see if we can get you approved. Is that right?

Perfect, I’m glad to hear that. And from our convocation so far, I’ve already narrowed it down to a couple of companies based on everything we have discussed so far, but I can't give you a specific plan until we get an idea of your health situation. So, really fast, I just need to ask you a handful of 'yes' or 'no' medical questions so we can get an idea of what will be best for you and your family. Does that work for you?

Thank you for sharing those answers with me. I know that was a lot of questions all at once, so I appreciate you taking the time to go through that with me. So based on your health….and everything else we’ve talked about, I know exactly what you need. clientName What we are going to be looking at here is whole life insurance, and you let me know if this is exactly what you’re looking for. It’s something where the monthly payment is NEVER going to go up, the coverage amount will NEVER go down, and it’s something that will NEVER expire, and it’s gonna be there for your WHOLE LIFE, so you can go to bed knowing that no matter what,beneficiary is taken care of. Is that kinda what you were looking for? How does that sound?

Now,clientName, the company I’m looking at for you is Aflac. Have you ever heard of them?

I mean, they sometimes show those silly commercials on TV. But Aflac has been in business for nearly 70 years, and they're one of the companies that I like to use for my clients like you. They have an A+ rating, meaning they are very financially sound and have a great reputation.

So, clientName, before I look into their benefit amounts, I just wanna make sure that we're considering something that will fit within your budget. Every day, I meet with people who have different levels of financial resources. Some people can afford quite a bit more, and others less. The most important thing to me is that we find something that you don’t have to think about.

I’m going to ask you a series of questions that I ask everyone, and the whole purpose is just to find your comfort level. Okay?

If I could find something for you between $150 and $200 a month, is that comfortable or is that a little too much?

Okay, that is no problem at all. What about $100-$150 per month, Is that more comfortable, or is that still a little much?

No problem at all. If I can get you approved, how much would you like to set aside on a monthly basis for beneficiary?

Okay, great. And I see here you are wanting $15,000 in coverage. Tell me, What had you think of that number?

Now, most of the people that I meet with tell me that they prefer cremation because the cost is a lot less, unless they just feel a certain way about it, and so they choose burial. Have you thought about whether you would prefer burial or cremation?

Do you have an idea of how much that costs?

If Cremation: So, the national average for cremation is $5,000 - $7,000 (varies based on where you live and the options you select). And we have found that these costs typically double about every 20 years. So, since you're thinking about cremation. I say we start by looking into $7,000 in coverage, or did you have a number already in mind for how much coverage you are wanting? This coverage doesn’t only have to cover the cremation cost. If you have some medical bills or car payments or maybe you just want to leave a little extra for beneficiary or your family. You can increase the coverage to make sure that those get covered as well.

If Burial: So, the national average for burial is $12,000 - $15,000 (varies based on where you live and the options you select). And we have found that these costs typically double about every 20 years. So, since you're thinking about a burial. I say we start by looking into $15,000 in coverage, or did you have a number already in mind with how much coverage you are wanting? This coverage doesn’t only have to cover the burial cost. If you have some medical bills or car payments or maybe you just want to leave a little extra for beneficiary or your family. You can increase the coverage to make sure that those get covered as well.

Ok perfect! Let’s see what we can do. So you're willing to set aside $75 a month and hoping to get $15,000 in coverage. That sound right?

Now, I always like to remind people who I am on the phone with that we want to make sure this is something affordable for you. And I know I have said that a couple of times throughout this call, but I sometimes talk with people who tell me they want, for example, in your case ($15,000) in coverage, and if they can’t afford exactly that ($15,000) in coverage, then they say they don’t want to do anything. And that doesn’t make any sense to me,(clientName), because having some coverage in place is a whole lot better than having nothing in place.

I know for a fact, it will be a whole lot easier for your loved one to be able to come up with the money if you have some coverage in place, versus trying to find a way to raise money to cover the full amount of the funeral costs. Wouldn’t you agree?

Perfect, clientName. Now, I have two quotes ready for you. Two options for you. Do you have that pen and paper nearby so you can write these numbers down?

1) The first option is going to be based on the amount you said you would be willing to set aside for beneficiary each month. And how much coverage that will get you. This will be N/A a month and get you N/A in coverage.

2) The other quote is based on how much coverage you want. And how much the monthly premium will be for that much coverage. So, for that, it will be N/A a month and get you N/A in coverage.

Out of these two options, which one do you want to go with?

Is there anything you want to adjust?

Now, just to summarize that up and to make sure we are on the same page. You said that $0 and that is what you are comfortable doing for beneficiary. Is that right?

I think that is fantastic clientName, that you're willing to do that for your loved one. I know your family will be grateful for this, especially beneficiary. So whether you live 6 days from now, 6 years, or 60 years. beneficiary has that peace of mind that they have this when you pass.

So I’m going to do my very best to get you approved for this.

Step 1: For the policy, will you be funding this with a checking or savings account?

Step 2: Okay, and who do you bank with? (Confirm the state they opened it in)

Step 3: Okay, I'm not sure if this is right. But it shows here they auto-generated 2 different routing numbers. I got _______ and I got _________. Which one is correct?

Step 4: Okay, and the account number?

Step 5: Double-verify both routing and account numbers.

Now clientName, just to confirm, we applied with Aflac for the Preferred plan, securing $0 to go to beneficiary. This is set up to be paid through your bank on Today, with a monthly premium of $0.00. Does that sound right?

Awesome clientName. Now remember, you have my information. If you need anything, please don’t hesitate to call me. And if, for whatever reason, I don't pick up. Please try to shoot me a text or leave a voicemail. But I will be sure to get back with you.

It’s been a pleasure clientName. Is there anything else I can do for you?