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Call Review 01/15/2023

Updated: Apr 17

Watch the Full video Here: Call Review 01/15/2023

00:00:02:13 - 00:00:28:24

All right, guys. Another call review. We have January 15th, 2023. One of our guys, Jerome. We're going to be reviewing a few of his calls, upload it to the site, obviously, and make sure you know that we can come up with any kind of solution to help him as much as possible. Okay, so let's download this one 13 minutes, 34 seconds go to place to start as any. Hello?

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Hey there, Stanley. How's everything going out there in your portal? Follow the stream on what's in your live services.

00:00:38:04 - 00:00:49:07

Okay. That first thing right there. So how's everything been going out there in Toledo, Ohio? Good. You want an answer that you don't want to tell them exactly who you are before you have a simple answer to that question.

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Yeah, I'm reaching out through here. I said we've been trying to get a hold of you regarding that final expense and brokerage we're looking to assist you with. I do see here the beneficiary for this boss would be your son. And today I would simply like to give you some more information about that and see if we could submit an application for approval for you to do it that way. Could have something be in the on its way to the mail to you. Okay.

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Well, I'm still searching. I'm doing a lot of searching.

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That was way too much. So this is really off script. Uh. So I will open up the script for everybody. That each person uses on the team. This is constantly being updated to, you know. So we started off here, you know, hey, my name is over here, Senior Life Services. You kind of said this is Jerome. And, you know, it was very convoluted, really quick off the off the gate. And then he started saying things like, we're going to send you a policy and thing. You're going to freak people out if you go way too fast with all that, even if this is a callback, if it's a callback, you better mention your name or that we spoke before or somebody else spoke to you using vanilla, soft and, you know, finding out if there's some comments down here.

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But, you know, right now this is starting off very quickly. And we're not there's no rapport for him to want to just have a bunch of stuff sent out. So let's continue, guys.

00:02:05:13 - 00:02:36:20

Okay. That's that's definitely okay. And that's what I want to give you that, you know, time period. So there would be to only, you know, have that be sent out in the mail to you so you can review. And we wouldn't start anything until you know your say so here I know you're shopping around and you can look around but I work over here at Senior Life Services with the top 40 rated, um, insurance companies throughout the state of Florida. And my goal is to filter these companies out and find out the one you know, that's going to give you the best rates and benefits.

00:02:36:22 - 00:02:48:05

So this would be the the best step for you to take forward because, you know, as I said, I can filter these companies out, which would save you the headaches of going around and searching for a company that there is.

00:02:48:09 - 00:03:07:01

It's just too much with no logic or no script. Like it's just he's just handling objections. That shouldn't even be objection at this point. Right. We're just trying to get him to verify information. And you still want to leave it to your son, make sure that he knows we're consulting firm. And right now it's just jumping all over the place.

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You're not so familiar with. And I can provide you with all the information that you.

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And talking really fast. So calm down. Everybody calm down when you're speaking to our clientele. A lot of it is we're going too fast for anybody. But a lot of it is this. You know, you have to slow down. So it sounds like you care about the person. And also they are actually truly understanding you.

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On the companies that are represented here at Senior Life Services. What are you looking for? Benefits just for yourself.

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Okay, good. Now we're kind of getting back to it after all that, we're getting back to where we need to be.

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Let me finish searching and. No.

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No, I don't. I don't want to wait. Sure you.

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Don't. Don't want to interrupt him, but, like, he's searching. But we can use that to our advantage. Hopefully it's used here.

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I'm searching because, as I said, this would be a pretty long process to get your coverage. This is only.

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Don't say that. You don't want to say a long process. Nobody wants a long process or feel like it's going to be a chore.

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The first step of getting your coverage. I really want to make sure I can send something in the mail for you to review since you're already doing your search here. And once you receive everything in the mail, you would be able to review everything and see if this is the best plan for you out there. And I know I know how I do my job. I pride myself on going the extra mile for all of my clients here, so I know I do a really good job.

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So we should never be talking more than the client is talking. If we sometimes it's unavoidable because they just won't give you anything to go on. But if you're talking like this, you're going to lose a lot of people because first off, they don't know what where you're going with this. They don't really know what's going on. So, you know, we're going to fast into it. He's talking about searching. It's just it just kind of a mess at this point.

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But finding you one of the top companies in the state of Florida and you can go off the rates I gave you and compare it with, you know, whatever other rate you're getting out there and see if this would be a better fit for you.

00:04:53:03 - 00:05:24:09

So it was really never mentioned. I mean, it was quickly like but it's like you really has to be hammered home work consultant firm, which means we work for our clients and not one particular company. So our goal is always to figure out who specifically will give you the best rates and benefits. Are you with me on that? That gets rid of the objection. Oh, I need to keep shopping around or I need to keep searching like our clients don't need to keep searching. 70 year old people can search for the rest of their lives and then never do anything and waste so much of their own time. We're we're here to provide a service.

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We're not information kiosks, so we're just going to guide them down the straight path here, straight line. And, you know, that'll lead to more and more sales. If you.

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Swipe up. All right.

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Now, as I was saying here, I see your son would be your beneficiary for this policy. What is his name?

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So it's not all about. So it's like, what is his name? You don't want to be too fast. So I see you have your son as your beneficiary. Okay. Does he live close? Yeah. What's his name? Because if you say it too aggressively, they might not give it to you.

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Tyrell Mobley.

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Okay, so that skeleton.

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00:06:01:04 - 00:06:04:02

Be awesome. And what is his middle initial one more time?

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T t?

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Okay. And same last name. Mobley.

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All right. Uh, see here, Kelton, I have Kelton spelt s k k e l t o n. Is that the correct spelling for him?

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Okay. Good, good, good. So, um, would this be a first policy for if it was issued sound.

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Would you really just.

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Want to be efficient? You don't need that. Would this be a first policy for you?

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Constantly. Yes.

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Okay. Okay. Now, this would be the first money that.

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Okay, so you're hearing it, but you're not hearing it. So if he says like, let's go back ten seconds, we really have to acknowledge what people are saying to us. Otherwise, you know, they're not going to like it. Oh.

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I watch your company. Yes. Okay.

00:06:53:14 - 00:07:24:15

With our company. So we really want to hone in on that. Does he have something now? Does he currently need this coverage or are we wasting our time? There's a lot of a lot of questions that I would want answered here. Very next thing I would say is like if it's with our company, it's like, oh, okay, so you already have some coverage or do you mean that you've been looking at other companies? Like, I want to know if he's actually got a policy now and what the goal is? What was the goal of that policy? How much coverage is it for? How long ago did it get? It is more important than anything because then you can kind of become a friend.

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But I want the information you need to get the information. Okay. Okay.

00:07:27:17 - 00:07:42:06

Now, this would be the first money that, you know, Kelton would see if you were to pass away. And based on everything that you said to me your whole life, Foster would definitely be that perfect fit for you. Let me tell you why. All of our plans offer a number of benefits. Okay?

00:07:42:08 - 00:08:18:14

So this all can be delivered a little more smoothly, Like, so it's like, okay, so I mean, this you should have that more information. You should need to get, you know, buy in like what is the what is the goal of the policy that was skipped completely. Um, it sounds like a lot of the time we're just trying to get through the presentation because we know we got somebody on the phone and if we get through the presentation, we'll make a sale. And that is actually true. But it is less true that we will close more deals. We will close far less if if we do not follow the process. So in this situation, when you're going over these, you know, you want, you know, the goal to make sure that, you know, Bob doesn't have to go through that process as well.

00:08:18:16 - 00:08:35:08

As far as, you know, burial, you know, coming up with that money. Okay, great. So based on everything you said to me, a whole life policy is definitely going to be the perfect fit for you. Let me tell you why. So all of our plans, like there has to be some tonality there. It's not about just slamming through the script and hopefully you can get all the words out.

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First Senior Life Services works with many reputable insurance companies so quickly growing company. We have made many insurance companies designed products specifically for our customers unique situations. They must be state federally regulated and also backed by the government.

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So try it like this. So first, Senior Life Services works with many reputable insurance companies. So as a quickly growing company, we've actually made many insurance companies design products specifically for our customers unique situations. So they must be state and federally regulated and backed by the government. So they are also state approved whole life plans, which means the premiums never go up and the benefits never go down, which makes sure that Bob, your the name, whoever the name is Kelton in this case, make sure that Kelton won't have to suddenly come up with a wheelbarrow full of cash.

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Also, the benefit is paid to your family 100% tax free. And unlike most companies, they pay out immediately. And finally, we require they have an A-plus rating with the Better Business Bureau. Do you follow me? So far?

00:09:38:12 - 00:09:56:01

These are state approved whole life plans, which means that your premium will never go up on you and these benefits will never go down and make sure that it won't suddenly have to come up with a wheelbarrow full of cash. If you were to pass away. Now, the benefits that will be paid out to Cal and in your family will be 100% tax free online.

00:09:56:04 - 00:10:01:22

So that's very good. He's using Kelton. Kelton Kelton, because that's that's who the money's going to. That's who he's trying to protect. That's very good.

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Most companies out there, they will pay out in 48 hours. So as soon as you would be at that funeral home, thinking about what he needs to do, he would have that face amount in his hand and to make any decision that he needs to. And you'll be have these companies that we work with, we require that they are A+ rated with the Better Business Bureau. As I mentioned earlier, these top 40 companies will work with are state federally regulated and also back backed by the government.

00:10:25:20 - 00:10:35:17

So if we're talking this fast, then they're just not you know, it's just they're going to tune out. So we really want to really say this a lot slower.

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You follow me so far, Stanley?

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00:10:38:20 - 00:10:52:00

All right. Now, what I want to do is since you've told me about yourself and why this is important to you and Kelly, and then I know that you're doing a lot of shopping around now, I want to take some time to ask you some health questions whenever you are looking at life insurance. All right.

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So you're way too fast. Slow down.

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Old policies that pays for definitely.

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Etcetera when it works. So now you've told me a lot about yourself and why this is important to you. What I want to do now is take the time to ask you some health questions. So whenever you look at life insurance or policies that pay for final expenses, you always want to be asked health questions because it allows you to get a better plan and a better rate, and then you can transition easily. No expenses.

00:11:15:09 - 00:11:30:05

You always want to be asked health question because it will determine, you know, you getting a better rate and a better plan. Now, I don't need to read every question of the application. I know what company will best be for you by asking you a few general health questions. Does that sound fair enough?

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All right.

00:11:31:21 - 00:11:46:08

All right. So that's worded like he's listening. But, you know, just, you know, work on tonality. He definitely said, does that sound fair enough? Are you with me on that? You know, things like that really bring somebody back because they might not tuned out completely. So you want to be able to bring them back.

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All right. Now, so I'll start with some basic health, you know, information. Let me get your height and your weight, Stanley.

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My eight five, 800, £205. Okay.

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Now tell me, are your current smoker or is there any smoking going around?

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00:12:06:10 - 00:12:14:23

Okay. That's totally okay. And let's see here. Tell me, is there anything major going on with your major organs as far as for your heart, lungs, liver or kidney?

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Heart failure.

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So you have heart failure. Okay. And how long how long ago have you been doing with that health condition?

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Yeah, I do. What the doctors tell me is going on.

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Like you said.

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Uh, ten years. Good. Ten years.

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So did you have a heart attack ten years ago, or has there been okay.

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Two 2007. Okay.

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And here's where underwriting becomes super important. When he says heart failure, I want to know what kind of heart failure. Like, what does he mean by that? Some people say heart failure and that just means blood pressure. So you really have to dumb this down for people to make sure they understand what they're saying. If it's congestive heart failure, I'm going with 1 or 2 companies. If it's, you know, got blood pressure, I'm going, you know, So a ton of companies.

00:13:06:03 - 00:13:12:24

And ever since 2007, since you had that first heart failure, is there any hiccups that happens since then?

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Uh, no. Okay.

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So we don't look that far back, so you should be fine with your rate on that. And, um.