Call Review 03/01/23

Watch the Full Video Here: Call Review 03/01/23

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All right, guys, we're going to do another call review. And this agent just asked for like a little bit of a tune up. So found a couple of calls and we are going to go over them together. So I'm sharing sound. Let's go download this one first. 24 minutes, 11 seconds. So we'll find out how this one went first.

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Hello.

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Hey, Johnny. How's everything going out there in your part of Louisiana?

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They're doing fine.

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Good. Good intro. How's everything going out in your part? Probably didn't have the city, so that's perfect.

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That's really good to hear. How's your day been today?

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So far, so good.

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That's really good. My name is Jerome. I'm watching your life services. I see that recently you spoke with one of my representatives here regarding that state regular life insurance program for the state of Louisiana. So.

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So don't want you to say, uh, it's, you know, it shows here. You'd be like. It's like, all right, have your information be a little more assumptive and just go into a little fact. I just wanted.

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To go over some information with you here in.

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I'm 80. I'm 84. I don't qualify for any.

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Oh, absolutely.

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Dude, there's a lot of coverages out there. I work with Patriot. They're a really great company. There are some other companies that we could look to see who would accept you. Here we got Pioneer.

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So you can you should address like, I mean, you don't have to go into a list of the companies. You could just simply say, well, you're 84. Some of these plans do go all the way up to age 89. So we can almost find something for anybody under the age of 89 and then you can move on. So we're going to see how this plays out with, you know, going over these companies.

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Do it also accept you depend on your medical records Here we could see which company would be best for you here. But today we just need to see.

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My mother used to sell insurance a long time ago. She worked for American National.

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Oh, really? That's. That's amazing. That's a really good company.

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Yeah.

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Today I just wanted to assist you with.

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So you got a letter talk? This is a good. This is a good spot to build a little rapport. Okay. How long did she do that? Okay. Did she set up some family? You know, whatever you want to talk about, but you should address that because, you know, she might have some objections later because she might know more than most people do regarding life insurance.

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No, Just seeing what your options were and what you'd be qualified for. And I know you just mentioned that you don't think that you'd be qualified, but I'm sure that.

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Well, I don't think I could afford it, frankly. I have Medicare and don't.

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Hey, so yeah, interrupting is not good. Be like let let them finish their thought and then you can you can move on but don't you don't want to really want to interrupt people there.

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Do you have any coverage in place at the current time.

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Yes, I do have some.

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Oh, you do, huh? That's funny that I've had for a long. You should start with that.

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Then you should start with that. Because if you did, then that would be good. So. Or were you looking for some additional coverage here to leave behind to your loved ones? I see here that your you listed here, your estate would be the beneficiary here. Who would you be naming here on on the list for the beneficiary?

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Well, I don't I don't know really. I hadn't really had figured that out yet. I actually have like even though I'm 85, I have permanent. You said you.

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84 or you.

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85.

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I'm 84.

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Okay, good. So this might be a lost cause. Like if, you know, she doesn't know who her beneficiary is, it's really hard to sell somebody without a beneficiary. There's no no emotional appeal there. Also, she started talking about not being able to afford it. So that's common anyway. But you really want to hear, like put the whole picture together. So mean you're barreling through, which is good in a way, but you definitely want to take the time to really hash out their needs. So obviously we're only two minutes in, so we're going to continue.

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Oh, you 84. Yeah. You sound really healthy.

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For.

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Time 38. Just a minute. How's it going in 1938? But I'm also racing in July. I have permanent legal custody of a 17 year old.

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So like. Yeah. So let them talk. I mean, they can. They should talk more than you talk and it actually makes our job easier.

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Granddaughter Well, she's 16. She'll be 17 in August. She'll be a senior in high school, and I should be the beneficiary. Well, probably not, because I have other kids, too, but she probably.

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Was one of the kids. You said the.

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Most responsible, so.

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Yeah, you got to let them talk. So you're kind of interrupting this person, like, nonstop.

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Well, to leave that money to as far as, you know, deal with that, you know and.

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And you know Jerome so I yeah I don't mind at all that you are very being assumptive and just kind of ignoring objections that don't really matter. But you can let them talk and then you can address it and then you move on a lot easier if you just let them talk.

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Really, I probably would leave it in a joint state and the state. Okay. Leave different things to different people. I haven't made a will yet.

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Okay. I mean, you know, with the packet that I would customize for you today, it would also come with a free will, which you just have to get an authorized at your local bank.

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And you know, Louisiana is kind of strange about Wales.

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Pardon me.

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Louisiana is a little. A bit strange about wealth, but I really haven't given this a lot of thought. So I'm not really.

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It is. I know it is a strange subject.

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Sometimes it's a really hard subject to talk even about answering. So think about it to be honest or even think about, you know, that for that matter. So it's not a really subject that, you know, that many people really want to talk about, but it's something that.

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I.

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Do have some real estate and I do have a house. Yeah, not living in my house right now. I'm living with my living at my daughter's house because she had bad luck with the year and has security to assist them. And it's on a main road. And with me and my granddaughter, we need a security system, you know, two women my other self. So I'm basically housesitting her house. But I can see my house.

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I Hey, I hear you. Do I hear you? I mean, sometimes it can be it can be harsh, but.

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And then I have 50 acres of land that I have to decide.

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So she's basically laying out, like all the reasons why she wouldn't do this. And it's okay. Some people don't. If the people don't need our product, then there's nothing you can really do to all of a sudden make the need there. Like if she has some life insurance she's had for a long time, she's got a bunch of property, the life insurance will take care of the final expenses. And then she's got a bunch of assets to leave the family.

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What I want to divide it up. So I have got a lot of decisions to make.

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I hear you. I hear so.

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But, guys, this is our typical client. She's got a lot of decisions to make because there's no will for an 84 year old person. This is just a good example of, you know, when you're trying to sell life insurance, you really got to tell them what their what they have to do to get it and basically tell them and hold their hand and make them do it. If they say there's a need there and our job is to finish finish the solving the problem.

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Anybody. It makes me mad. They better watch it.

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I hate having.

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Weird sense of humor.

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No, I hate it. But let's get back to the subject here. Is this something that you think would benefit you?

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Okay. I mean, it's a little bit abrasive. So like I said, just let them talk. I'll tell you everything you need to know.

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Getting a policy to leave behind them even as a a love offering to them.

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If you and just to go back when she's when she was talking about I've had life insurance for a long time you really want to hash all that information out of them. You have some rapport here. So she's probably going to answer your question like, okay, so she already told you that she set it up a long time ago. It's like, oh, okay. So you already have something in place. How much coverage that you actually take out when you did that.

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Even if you got your, you know, your funeral plan that lets you I'm sure you'd want to live?

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Well, I do have some.

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I do. I do have some insurance, but I do have my plot already because my my husband's deceased for over 15 years. So I do have that all that's all that's all taken care of. I do have plots and.

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Sometimes we just got to turn our headset up because I could hear her pretty good.

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On that, so.

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Okay, I got you.

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So, I mean, if there's anything that I could do for you, I mean, like, what I would suggest is that we enroll you in the lowest coverage amount. You could start at least at $2,500 if you want to. As far as if you want to pay that monthly, you could start with that. Just so you know, you have that in later on, you could increase that.

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You know, how much would that be?

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I can pull that up for you here. But first, let's go ahead and get a little bit more understanding about how your health is.

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Why don't you just email me the information? I would love to call me.

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So this one really? Um.

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So that's one you really can just get off the phone with. Like, you know, there's too many objections, like with her saying that she doesn't need it. So I wouldn't continue here because at that point, you're just you're just you're just shooting the shit because you're not really talking about life insurance or there's no way to close this lady because there's no need there. So it's okay to just move on at this point.

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I would love about it.

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I mean, I'd love to mail it to you there, but first I'd have to customize that packet for you. And since I already have you on the phone, why not just go ahead and take care of this right now? Because I know this is something you might have, you know, think about for a little while.

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So this is good. Jerome, You're basically like, let's just get back to the task at hand, you know.

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A long time ago, but you just never got around to it since already.

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So I don't want to make any decisions until I do have.

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That out to you. And, you know.

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And I always say always finish your thought. But like, if you know, if she's giving you every reason to get off the phone, sometimes we're looking for reasons to get off the phone. Like if if it's not going to happen, it's not going to happen.

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I do have a daughter that lives here locally that she calls. I don't drive anymore because we didn't remove my license. After I got 8002, I decided I didn't. When it comes time to do do I decided not to renew them anymore. And I don't have a car because I've gotten rid of that. So.

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Oh, wow. I mean, I got you there. But you know, you got to figure a way out. I mean, do you still try? Are you trying to drive or you're still not able to drive or your family?

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Oh, yeah, I'm able to drive. I just decided, in fact, my granddaughter, that I've had custody lives with me. She took driver's ed and she has her learner's permit. She has the restricted license.

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Okay, so. So why don't we go ahead here and see? Why are you trying to drive or you're still. I just want to ask you some general health question.

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What's the name of your company?

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How long did you.

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Work in the industry for?

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So Texas?

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For a while, yes. Bedroom house and rising.

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Amazing everything to is it that.

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We'll probably.

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Have it.

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Like major issues so she's.

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Not interested in it. I mean if I'm scrolling through this you can hear it like every part of it is not really insurance. So this is just one that you want to get off the phone. So let's see how it ends.

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A few times. But yeah. And have you figured out how much it would cost me? Yeah. Yeah.

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So what I want to do here, like I said, is add that discount for you here. I have been pulled up here now with the $5,000 fixed amount here. That one will only be for $85 a month and you got.

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Okay, so she's talking about the 5000, but you know that you want to quote people and never use the word quote. I always say that but you want to bring up more than one particular plan because people gravitate toward the middle. So if you are, you know, she's 84 years old, female. I didn't listen to the whole qualification, but let's say she's non-smoker and she's preferred.

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So if we got 10,000 in here and every you know, other agencies, of course, are going to use different software, but let's click that.

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All right. So that must have been this 8559. So you really want to start higher because if you do 406, you know, this is going to soften them up to thinking this is not that expensive. Give me one second.

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Standard? Yeah, unfortunately.

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Uh, so, yeah, let's get back to this. Just answering an agent question. Um, but you'll soften them up if you like. Okay. So I'm gonna have you write down 25,000 coverage and use the dollars in coverage, $25,000 in coverage. $20,000. When you state this, it's going to be. And that's only for 91, 81. It might sound like a lot, but you just want to you want to make it seem like it's not. Because if it's if they see the value in it, it's not a lot. That's the whole main thing. People buy stuff because the money that they're giving, whoever is less important than what they're getting, that's one 100% reason.

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All right. So let's move on, guys. Let's move to another call. That was one where, you know, I would get off the phone. You just don't want to you don't have to bully everybody into a presentation, especially if it's it's just not going to happen. All right. So that's 11 minutes. I do want to see at least the beginning here.

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Hello.

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Hey, Alonzo. How you doing?

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Good energy.

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All right. Hi.

00:14:13:10 - 00:14:21:04

Yes, this is Jerome Watts in your life services. Alonzo, I'm calling you here, and we go out of that state regular life insurance. I'm the manager here.

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At Senior Life Services.

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And it seems like, Jerome, you're talking a little too fast. Like you can with these older people. They really do need it to be slowed down a little bit for them. And then it gives you like if I talk slower, it's much easier for me to enunciate everything I'm saying than if I was to be like, all right, I'm going to not see it. Everything I'm saying, you know, So you really want to you could slow down, especially in the beginning. Just maintain the control. Hey. Hey, Bob. How's everything been going use Ben going Because that brings familiarity.

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People don't ask their friends. How's everything going? How's everything been going? Because they want to hear about the past and what's been going on with them. So how's everything been going out there and whatever? Vero Beach, Florida. Okay, that's great. So my name is Ernest over here at Senior Life Services. The reason for my call is you had spoken with one of our reps about state regulated life insurance programs for the state of Florida. My job is to go over those benefits with you and also answer any questions that you have. So, Bob, I'm just going to confirm and then then it just it's just a good stopping points confirm, you know, all your information where you're looking for benefits for just yourself and get this information systematically.

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It will make your job so much easier.

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This is I see that for.

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A while we've been trying to get a hold of you and you know, we haven't been able to assist you with getting your coverage today. I just wanted to see what you would be qualified for and what your options are. And I see here your wife would be the beneficiary of this policy.

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That's correct.

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Yeah.

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All right. And what's your wife's name?

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Nicole. Nicole. Okay, good.

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Getting the beneficiary out the way.

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We have here. Nicole. All right.

00:16:01:09 - 00:16:05:09

And who else would you add at this point on this policy, Mr. Alonzo?

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So that is a question that people are not going to understand. Who else would you add on this policy? He doesn't know if add somebody else to be insured or add somebody else to be a beneficiary. So when it comes to, you know, clients, I just assume they're very ignorant and most of them are. So it's okay to to word the questions like, okay, is there another person you'd want to add as a beneficiary, like a secondary after your wife? So be more specific and you'll get better answers from people.

00:16:35:09 - 00:16:36:02

Oh.

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No, I have to add someone.

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Well, you can only if you would like to have Nicole. You can leave her as the only beneficiary. Should be the primary beneficiary. Here is her last name. Also Morton or Morton?

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Morton. Like so.

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Morton. Okay. I gotcha. I do apologize here from pronouncing that.

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And talk a.

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Little louder. Jerome So he's coming through louder than you are, so make sure you got your mic down and coming through real clear.

00:17:02:19 - 00:17:03:12

Middle name?

00:17:04:00 - 00:17:04:17

No.

00:17:04:23 - 00:17:25:16

Okay. Now here. I see here you are looking for some coverage. You're right around the $20,000 or $20,000 area and that have your date of birth listed as I have it as April 27th, year 1963, which would make you the young age of 59. Is that correct? All right. Here. And you are a non-smoker.

00:17:26:19 - 00:17:28:12

Uh, no smoke.

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You smoke?

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Okay. So have you been smoking in the past 12 months?

00:17:32:21 - 00:17:47:24

Yeah. So if he's saying, you know, a lot of it's just listening. So if he's saying, oh no, I smoke, like asking him that question is not necessary because he's talking about currently he's currently smoking. So that's you can just put down smoker and just move on.

00:17:48:15 - 00:17:56:22

So all right here looking over your file here. Would this be a first policy for you here, Alonzo, or do you currently have any annuities that are active?

00:17:57:13 - 00:17:58:03

Oh.

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Don't mention annuities because that's not life insurance.

00:18:02:01 - 00:18:04:14

If anything were just happen to you and you passed away, right?

00:18:04:24 - 00:18:05:17

Yes.

00:18:06:16 - 00:18:14:19

All right. Here. Now, looking over your file here, based on everything that I'm seeing here, the whole life policy would definitely be the perfect fit for you here.

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Okay, so you moved.

00:18:16:00 - 00:18:36:22

Way too fast. So if so, you skipped a lot of the presentation, so you don't want to do that. So you're skipping basically figuring out what the goal of the policy is. Has he ever gone through the process of taking care of somebody else's burial, which is going to be super important because you have to build some kind of emotional appeal without the emotional appeal, we're in bad shape.

00:18:38:15 - 00:19:13:02

For questionnaires. I want to explain to you a little bit more why. For Senior Life Services works with many reputable insurance companies and as a quickly growing company, have made many insurance industries design products, specifically companies, not customer situations. They must be state federally regulated, also be backed by the government. They are still whole life plants here, which means that your premium will never go up on you, unlike a term policy and the benefits will never go down. Now this right there, make sure that your family is currently protected and also protected in the future.

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If anything were to happen to you, the benefits that will be paid out to them.

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One quick tip so anybody listening to if anything were to happen to you is not a good thing to say. So when that day does come is a much better way to say that. And I'm going to answer this agent call this is earnest.

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I'm doing well. I'm just going over something with somebody.

00:25:48:16 - 00:25:59:13

All right, guys, Sorry about that. Had to close a deal for one of our agents here. It was pretty simple. It was simply the banking, but would do want to get back to to this call review. So sorry about the gap in the call.

00:26:00:19 - 00:26:07:09

Tax free and unlike most companies will pay immediately within 24 to 48 hours. You followed me so far, sir.

00:26:08:04 - 00:26:09:09

Yeah. Following you.

00:26:09:19 - 00:26:38:20

Awesome. Awesome. Now, Alonzo, what I want to do here is that you told me a lot about yourself here. And I know this is an important step for you that we've been trying to get a hold of you for a while now. The goal here is to making sure that I can have something be mailed out to you here. Now, what I want to do is take some time to ask you some health questions whenever that you're looking at life policy or policies that pays for final expenses. You want to be asked health questions because it'll allow you to get a better plan and a better rate. Now.

00:26:40:10 - 00:26:51:07

I won't need to read every question of every note on the entire application here. I know which company will best be for you here alone. So by asking a few general health questions, does that sound fair enough for you?

00:26:54:19 - 00:26:56:16

Yeah. All right. Awesome. Awesome.

00:26:56:18 - 00:26:59:21

Here, we'll start with your height here. How tall are you for?

00:26:59:24 - 00:27:00:20

Ten. Half.

00:27:01:10 - 00:27:02:00

Okay.

00:27:03:21 - 00:27:05:01

See for time.

00:27:05:08 - 00:27:08:06

And, um, how much would you say you weigh?

00:27:10:00 - 00:27:11:02

About 205.

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About 2 or 5. That's a pretty good estimate.

00:27:13:22 - 00:27:20:22

So let's go ahead here and go there. Um, do you go see a doctor every once in a while? Do you have a doctor that you see?

00:27:23:03 - 00:27:25:12

I see one once in a while. I have my own doctor.

00:27:25:22 - 00:27:28:07

Okay. Um, what's your doctor's name? Mr. Alonzo.

00:27:30:07 - 00:27:31:01

Okay.

00:27:31:03 - 00:27:31:24

You said my shit.

00:27:32:17 - 00:27:34:04

For shit. For shit.

00:27:34:06 - 00:27:34:21

Okay.

00:27:37:12 - 00:27:38:19

And then.

00:27:38:22 - 00:27:40:19

The zip code of his location, his.

00:27:40:21 - 00:27:41:11

Office, her.

00:27:41:13 - 00:27:42:03

Location.

00:27:42:24 - 00:27:43:20

Her location, what's.

00:27:43:23 - 00:27:44:13

Her.

00:27:44:15 - 00:27:45:05

Location?

00:27:45:07 - 00:27:47:11

But Louisiana V-A Hospital.

00:27:47:22 - 00:27:48:12

Okay.

00:27:48:14 - 00:27:50:24

Oh, you sure? Thank you so much for your service, sir.

00:27:51:14 - 00:27:54:06

Yeah. All right. So you go to the V.A.

00:27:58:02 - 00:27:58:17

All right.

00:28:00:09 - 00:28:10:19

Go ahead and add that on here for you here. Now, tell me here, is there anything major going on with your major organs, such as your heart, your long or your, you know, your kidney?

00:28:12:11 - 00:28:13:14

Not that I know of.

00:28:13:20 - 00:28:16:03

Okay, good. Let's see here. Do you.

00:28:16:05 - 00:28:16:20

Have any.

00:28:16:22 - 00:28:17:12

Diabetes?

00:28:18:12 - 00:28:19:09

I'm a diabetic.

00:28:20:08 - 00:28:21:12

Okay. And do you.

00:28:21:14 - 00:28:23:02

Take metformin for that condition?

00:28:24:01 - 00:28:28:04

No, I take a. Something else. I can't remember what it is.

00:28:28:16 - 00:28:30:04

Is it insulin or is it.

00:28:31:11 - 00:28:33:02

Okay, we're just going to continue insurance.

00:28:33:04 - 00:28:34:11

And the whole life insurance.

00:28:35:06 - 00:28:35:21

Somewhat.

00:28:36:05 - 00:28:38:07

Okay. So now the reason why I bring this up.

00:28:38:09 - 00:28:52:13

Here is because I want you to choose the best choice of which type of insurance you have, because they're not all the same. Some are better than others. But you do need to know the facts here to make a sound decision. That's right. For you and your family. Now, I'm sure you've received letters from Globe life.

00:28:52:15 - 00:28:53:05

Or area.

00:28:53:13 - 00:28:54:23

Offering you that term policy.

00:28:55:00 - 00:28:56:24

Right now.

00:28:57:01 - 00:28:59:18

Often somebody else's that insurance is good up to age.

00:28:59:20 - 00:29:01:11

80. But what they don't tell.

00:29:01:13 - 00:29:03:16

You is what happened after the age of 80.

00:29:03:19 - 00:29:04:10

So this is good.

00:29:04:12 - 00:29:28:07

It's using is using the script. But you can be a little more you know, what happens after the age 80 is you lose all of your coverage no matter how much money you put in. So they get to keep the money and you get no benefit. So the point is, why would you want insurance that's going to cancel before you go? So yeah, you just work on tonality a little bit, like just how you would read it when you're, you know, just selling something and you know, you need to be on point and presenting something.

00:29:28:09 - 00:29:37:21

Insurance, no matter how much money you put in, they keep your money and you get no benefits. The point that I'm making now is why would you want an insurance that may cancel before you go? Right?

00:29:38:14 - 00:29:39:21

Yeah. To make.

00:29:39:23 - 00:29:42:06

Matters worse, your what they do is actually raise.

00:29:42:08 - 00:29:43:19

These prices every 3 to 5.

00:29:43:21 - 00:29:45:20

Years. What happened is they get you in.

00:29:45:22 - 00:29:46:12

Cheap, but.

00:29:46:17 - 00:29:57:04

As you get older and your income become more fixed, they raise these prices. Then what happened is most people don't outlive these policies. They cancel them because they can no longer afford them now.

00:29:57:06 - 00:30:28:18

So this is really good info, but you have to say this stuff like strong. It's like, so what happens is most people don't even actually outlive them. They end up canceling it because they can no longer afford them. So a lot of the issue is just like, you know, you're reading the script, you're staying on point, but you got to make it work for you. You got to say it the way you would say it if you're trying to persuade somebody. So that's all sales is. You're just persuading somebody. So take this information and then, you know, just this this was too quick. So you're 11 minutes in. You know, you're flying through it.

00:30:28:20 - 00:30:47:09

There's no real emotional appeal. You know, you didn't really you got the beneficiary name. You didn't ask if he's ever buried somebody themselves or you know, what they're going to use the money for. So that's that's what's important. Like selling the emotional thing is far more important than selling the price because the price won't matter if they see the value in it.

00:30:49:06 - 00:30:54:09

All right, guys. So I am going to end this call review and I will post this immediately.

Watch the Full Video Here: Call Review 03/01/23