"Good Morning/Good Afternoon — This is [Your Name] with the Underwriting Department on a recorded line."
"Are you calling today to cover your Final Expenses or your Burial?"
"I just need to ask you a couple of quick questions here."
✅ AGE: "How old are you?" ✅ HEALTH: Cancer, heart, stroke, COPD, pacemaker in last 5 years? ✅ LIVING: Assisted living? Wheelchair? Oxygen?
⭐ Bob: "Yeah, no problem ma'am. First off, how old are you?" — warm and casual, not robotic
⭐ Alex: "I will preface with this — I've been doing this almost a decade." Establish authority immediately.
⚪ 2. Process Explanation
"So our process is very simple — nowadays we don't have to send a nurse out to the house for any blood work. I'm licensed by the state, so my job is to run through a few more health questions to see what you qualify for, and then shop the top 50 A-rated carriers to find you the lowest rate."
"This is not one of those calls where I'm going to keep you on the phone for hours — we're going to get down to the brass tacks pretty quickly. However, because I am licensed by the state, I need to make sure you have my credentials. Do you have a pen and paper?"
⭐ Bob: "What I do is run through everything to see what you qualify for. Then I shop all 50 A-rated companies." — positions you as working FOR them
⚪ 3. Verification
"My name again is [Name / spell it out] and my direct number is [number]."
"Is this your cell? Do you receive texts on this number?"
"Can I get your name? And what state are you calling from?"
⭐ Bob: Shared birth month with client → built instant rapport. Always find a personal connection.
⭐ Alex: "I'm going to text you over a copy of my license from the state." — builds massive trust and credibility.
⚪ 4. Health Questions
"Like I said, no health exams — just quick health questions to see if you can get approved."
• DOB? • Tobacco/nicotine? • Height & weight? • Major health issues? (Cancer, heart, stroke, diabetes, respiratory, kidney) • Prescription meds? • RX changes last 5 years?
"Most companies that offer the cheapest rates only accept payment from a normal bank account or credit union. Do you have a regular bank account or do you use something like Direct Express?"
💳 Direct Express only → Transamerica ONLY 💳 Chime/Cash App only → Mutual of Omaha or American Amicable 💳 Chime/Cash App + can't receive texts → American Amicable
⭐ Bob scored 10/10 here: Thorough on all meds. Connected every health question to getting them approved.
⭐ Alex: "The reason I ask those questions is because this would be Day 1 effective." — always tie health questions to the Day 1 benefit.
⚪ 5. Needs Assessment
"Are you looking to cover a burial or cremation?"
Cremation avg: $7,000–$15,000 | Burial avg: $10,000–$20,000 Age 50-65: suggest $10k, $15k, $20k | Age 66-80+: suggest $5k, $10k, $15k
"Do you have any existing coverage — prepaid plots, headstones, existing policies?"
⚠️ ASK EVERY SINGLE TIME: "So who exactly would you be leaving the money to when you pass?" "I see — you want to make sure [BENEFICIARY NAME] is taken care of when you pass and they won't have any bills to deal with. I got you!"
⭐ Bob: Used beneficiary's name throughout the rest of the call. Personalized everything around protecting that person.
⚪ 6. Plan Benefits
"These are state-approved plans to cover 100% of your burial, cremation, and final expenses."
"Now this is very important — if you qualify, there is NO waiting period. Meaning if you die tomorrow it pays the full amount. Colonial Penn and Globe Life have a 2-year waiting period. Not this plan."
"Coverage is LOCKED IN FOR LIFE. Payments never increase. Coverage never decreases. Even if your health declines."
"The policy builds cash value you can access in an emergency. And if you're diagnosed as terminally ill, you can tap into the death benefit while still living."
"The plan also includes a free funeral planning service called Legacy Safeguard. Most final expense plans don't have this service and it usually costs about $60 extra per month. But with your policy it's completely free. This helps you plan for your funeral before you pass to make sure your loved ones have everything taken care of. Includes a concierge specific to you that will walk you through everything so there are no surprises for your loved ones."
💡 THREE STRESSES: Financial → Emotional → Logistical "Once you pass, a nurse taps someone on the shoulder — 'Where can we send the body? We only have 8 hours.' Legacy Safeguard handles all of that."
⭐ Alex: "Clearly explained Day 1 vs waiting period: 'The reason I ask those questions is because this would be Day 1 effective.'" — most powerful urgency builder.
⚪ 7. Quote Presentation
"I'm shopping all 50 A-rated carriers in your state for the best coverage at the lowest price."
"On that same piece of paper, write down: Gold, Silver, and Bronze — just like the Olympics."
"Bronze: [coverage] — ONLY $__ per month. Silver: [coverage] — ONLY $__ per month. Gold: [coverage] — ONLY $__ per month."
⚠️ Say ONLY $X per month — not "it would be" or "it's about." ONLY.
⚪ 8. The Close
"Between these 3 plans, which one makes the most sense to protect you and your family? Keep in mind you can always upgrade your plan once you're approved."
"Ok so IF I can get you approved, can you prioritize $__ in the budget each month?"
"Perfect — let's see if we can get you approved and get the paperwork out to you."
📋 APPLICATION — SSN: Confirm all info first. Then: "The insurance company accesses your medical history through the MIB database — Medical Information Bureau. To pull that report they verify with your full name, DOB, address, and your Social. Go ahead and verify that social for me."
After: "Once you type it in it disappears from our secure system. Never shared."
🏦 APPLICATION — BANKING: 1. Pick draft date 2. Checking or savings? 3. Bank name → Google routing number 4. Confirm routing → Get account number
⚠️ SSN Objection: "The other reason is they're state-regulated plans — required to report back to Social Security when you pass so nobody can steal your identity or collect your check after you're deceased. Does that make sense?"
🔵 1. Introduction & Qualification
"This is [Agent Name] with the Underwriting Department on a recorded line."
"Are you calling today to cover your Final Expenses or your Burial?"
If NO → End Call
"I just need to ask a couple of quick questions."
1. "How old are you?"
2. "Are you currently in an assisted living facility, in the hospital, using oxygen, or bound to a wheelchair?"
If YES → End Call
3. "Do you currently have anything set up that would cover your final expenses — any prepaid plots or policies?"
4. "In the last 5 years any major health issues? Cancer, heart problems, strokes, COPD, or kidney disease?"
5. *(Only if spare time)* "Can you make your own decisions today without a spouse or family member present?"
6. "People your age in relatively good health are normally paying between $X-$X per month. Are you willing to set that aside to make sure your family is protected?"
If they ask "how much coverage?" → "$10,000-$20,000. Comfortable with $X-$X/month?" If NO → Hang Up. If YES → Continue.
If "I thought this was free" → "No free benefits — do you have it covered or were you planning to leave that bill to your family?" NO again → Hang Up.
⭐ Bob: "Yeah, no problem ma'am. First off, how old are you?" — warm and direct
⚪ 2. Process & Verification
"Real quick — our process is very simple. No medical exams or blood work. Everything is based on simple health questions. Then we shop all 30 top A-rated insurance companies to find the best rate for your situation. Does that make sense?"
"What is your name? Sorry, I should have asked earlier."
"Do me a favor — can you grab a pen and paper? I want you to write down my information."
"My name is [Name / spell it out] and my direct number is [number]. Is this your cell? Do you receive texts?"
"Since I'm licensed and regulated by the states, I'm required to share a copy of my state insurance license. I'm going to text that to you right now."
⚠️ Make sure they can open your text. If they CAN'T open texts → write American Amicable (or MOO if they have email).
⭐ Alex: "I'm going to text you a copy of my license from the state." — instant credibility builder.
⚪ 3. Health & Banking
"Like I said, no health exams — just quick questions to see if you can get approved."
• DOB? • Tobacco or nicotine? • Major health issues? (Cancer, heart, stroke, diabetes, respiratory, kidney) • Prescriptions? • Height & weight? • Working or retired? *(rapport)* • Married? *(rapport)*
"Most insurance companies offer a discounted rate if you can make payments using a bank account. Do you use a traditional bank account or a Direct Express card?"
💳 Direct Express ONLY → Transamerica ONLY 💳 Chime/Cash App only → Mutual of Omaha or American Amicable 💳 Chime/Cash App + can't view texts → American Amicable
⭐ Alex: "The reason I ask those questions is because this would be Day 1 effective." — connect health Qs to the benefit.
⚪ 4. Needs Assessment & Quote
"Are you looking to cover a burial or cremation?"
Cremation avg: $7,000-$15,000 | Burial avg: $10,000-$20,000 Age 50-65: suggest $10k, $15k, $20k | Age 66-80+: suggest $5k, $10k, $15k
"Do you have any existing coverage — prepaid plots, headstones, existing policies?"
⚠️ ALWAYS ASK: "So who exactly would you be leaving the money to when you pass?" "You want to leave your family with a check instead of a bill, right?"
"These are state-approved plans — 100% coverage. No waiting period if you qualify. Locked rate for life — never increases, never cancels. Builds cash value. Includes terminal illness benefit."
"I'm shopping all 30 A-rated carriers. Write down: Gold, Silver, Bronze — just like the Olympics."
"Bronze: [coverage] — ONLY $__ per month. Silver: [coverage] — ONLY $__ per month. Gold: [coverage] — ONLY $__ per month."
⚡ Say ONLY $X per month — not "it would be" or "about."
⚪ 5. Close & Application
"Between these 3 plans, which one makes the most sense to protect you and your family? Keep in mind you can always upgrade once you're approved."
"Ok so IF I can get you approved — can you prioritize $__ in the budget each month?"
"Perfect — let's see if we can get you approved."
📋 SSN: Confirm all info first. Then: "The insurance company accesses your medical history through the MIB database. To pull that report they verify with your full name and Social. Go ahead and verify that social for me." After: "Once you type it in it disappears — secure system, never shared."
SSN Objection: "The other reason is they're state-regulated — required to report back to Social Security when you pass so nobody can steal your identity or collect your check after you're deceased. Does that make sense?"
🏦 Banking: Draft date → Checking or savings → Bank name → Google routing → Confirm routing → Account number
⚠️ Objection Handler
💡 Live Coach
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Start strong. You are the Underwriting Department — you have authority. Warm, confident, in control from second one.