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Followed Most of the Process - Got a Sale

Watch the Full Video: Followed Most of the Process - Got a Sale

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All right, guys, we have Matthew here with us. We're going to look at one of his calls. It was a sale. Um, we listened to a part of it, and Matthew already provided some feedback on some of the stuff that he could approve. So, guys, he'll he'll touch on that for a second. He does have to go in about ten minutes. So we'll get this done and then I'll continue the call and review the whole thing. All right. So let's hit it.

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Hello. Hi, Anne. Yeah, Hi. How's everything going into graph? Okay. All right. What's that?

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I think it was just a little tiny phone issue, Matt, because just, like. Well, yeah.

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That's good. Well, Anne, my name is Matthew. I'm one of the benefits coordinators for the state of Ohio with senior life services. And the reason for my call is you recently spoke with one of our representatives about the state approved life insurance programs for our state. And it was my job to go over those benefits with you. So if I if I could verify the information I have here is correct. Do you still live at 1197 Corniche?

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Yes, I'm here.

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So, so, so.

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So yeah, we'd already kind of reviewed that this intro a little bit. So if on any kind of a lead, there is no questions to be asked when you're confirming the information, it's always the information I have here. You you don't say, are you still living? You would say your address still is. Your birth date is et cetera. ET cetera. So on your information that you have on your screen, make sure you're confirming it with with statements rather than questions.

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Right. Because even if it's a lead, I'll still do I still recommend the same advice. Instead of saying, did you because they probably didn't move. And if they did, it's like, oh, okay, let's update that information for you and get that back corrected in our system and then usually just move on.

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Drive. Yes.

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Okay. And then the date of birth on file is January the 26th, 1960.

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Okay. They put here that you are a non-smoker. Your children are listed as your beneficiaries and your favorite color is red and all that information. Correct? Okay. Well, how many days? So that was quick. And that was that was quick and easy to confirm there. Um. What are you going to say, Ernie?

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No. As I say, the lag. She's just answering fast. Mean she. You're still getting the words. She just.

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No, no, no. You'll you'll hear it as the as the call progresses for everybody that's going to listen to this. My voice seems to be a little bit ahead of Anne's voice, so I might be in the middle of a question. She'll already answer it. So just be be conscious of that as the call plays. And she is very she's only 62, so she is very still witty. So any question that I ask, she doesn't need any time to think about it. She knows the answer.

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So but but people that do any time wait for the answer, don't cut people off.

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Yep. Don't cut people off.

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They got to. They're adults, so.

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Yeah, I figured that much. Did you want them both to be part of the policy, or did you want to list one as a primary beneficiary?

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Just half and half.

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Okay. So at this point, she's already confirmed the beneficiaries and you most certainly didn't do it because this is, in my opinion, like a three out of ten sales call. So you wouldn't want to ask for their names.

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Yeah. You want. Yeah. You want to get their names before moving forward? That's that's one of the things I preach all the time. Like, I won't even move forward if they won't give me their name.

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Yep. Okay. Okay. Excellent. You're doing a 5050. What's your children's names? Yeah. All right. Well, let me ask a couple of preliminary questions. And were you looking for the benefits for yourself or for you and somebody else?

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Oh, myself.

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Oh, yeah, no problem. Glad I woke you up.

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And would that be a first policy for you or are you adding additional.

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I've got insurance policies, but I'm not sure if they're still active or not. So, yeah. Okay.

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Okay. At this point, Ernie. Ernie mentioned this. If somebody doesn't know if they have life insurance. Nine times out of ten, they don't because you have to pay for this for this product or service, Right? So if they're not paying for it, then they don't have it. It's that simple.

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Yeah, exactly. The other one that's.

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Very common, so don't feel like you're the only person. So the one real way to tell if you've got life insurance coverage that's active is they would be drawing it some sort of payment out of your bank account once a month or quarterly. Do you see any bank traps on your on your statement that come from an insurance company? Okay. All right. So that's probably safe to say that you might have had some term policies in the past and then you just haven't renewed them. So. But as you're progressing through your life in the different stages of life, there's different life insurance policies that are going to be the better choice depending on what stage of life you're in.

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So when you're starting to look into final expense programs and programs that are permanent, you'll hear lots of ums and SOS and things that are fillers that they really shouldn't be there. That's. Did your client hearing all that will lose confidence in you by doing that. So if you listen to your own call and you notice there's some kind of thing that you're doing. Stop doing it.

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Yeah. No arms, no SOS.

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No ums, no SOS, nothing. Just silence is better. Way better than that. There's there's allowed to be a second or two of silence. That's okay.

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Throughout the call.

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Whole life plan. Yeah. There's going to be moments of silence. Don't try to fill them in with random stuff. Yeah, policy. I'll go into a little bit more detail about this with you. But a term policy, it does have an expiration date. So after a certain amount of time, the policy expires and you either have to take out another policy or you just have to go without insurance. So as I'm mentioned, this is a quick little educator. And then and then, you know, we want to make sure we circle back to the script. So that's what's going to happen here in the next couple of seconds.

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Always get back to the script.

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About that right now. A couple of other questions. Have you ever had to set up a funeral or the great transition for that to is, you know, when somebody says any kind of thing like you're going to get those smoke screen objections before you even get to the second page of the script, those smoke screen objections can be handled very calmly with I will be I will get into that in further detail for you. So then go right back to the questions.

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Yes, you don't have to answer every side conversation.

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So somebody says, I don't have any money. They've got unlimited, flexible options for everybody. So let me ask you a couple other questions. Have you ever had to bury somebody yourself or set up a funeral right back into it wherever you were at? Yeah.

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It's one of the main things, like if you have to have the paper printed out and put your finger on it as you're going off, you know, just put your finger on it just like this. This is the script. I don't need to I don't need to look at it to be able to recite it. But I know that, you know, if you're brand new, you can just put your finger on it and then just move back. That's how it's written. It's written in a way where no matter what, you're not going to sound stupid by resuming where you were.

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Right is the goal to make sure that your children have that money available so that it makes it as easy for them as possible?

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Okay. All right.

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So, as I mentioned, a whole life policy is definitely going to be the smartest choice. And I will go over the differences between those. Let me give you a little history about our company. Our agency is called Senior Life Services, and we've been in business for over 50 years. So as a quickly growing company, we actually make the insurance companies design their products specifically for each person. They have to be state and federally regulated and backed by the government to make the cut. And if you're not familiar with the whole life plan, just to give you some highlights, it means that once you lock in the premium and the benefit amount, those are guaranteed to never change.

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Another benefit is that the money pays out 100% tax free within a couple of days. And then all of our insurance carriers are A-plus rates. The Better Business.

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So now you told me a little bit about you.

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All right. So what it definitely said, do you follow me so far? Because that's a lot of stuff to do in one block. So they really need to be paying attention. And if usually it's just. Yes. I mean, I rarely get like, oh, no, I'm not. Or what would you say if they did say what you say, you got a big problem because they weren't listening to you at all.

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Yeah. Why? This is important. Yeah. And I just want to take a couple of minutes to ask a couple of health questions. Whenever you're looking at life insurance, you always want to be asked health questions. It helps you get a better, a better plan and a better rate. So I've been doing this for a long time. I'm not going to go over every question on every application. I'll know which company is best just by asking a few general questions. Is that fair enough?

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Okay, so.

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We already know you're not a smoker, so I can apply in a discount there for you. Smokers.

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They can.

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This part right here was totally unnecessary.

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I mean, you could say something very quick, but you don't sound like you know what you're going to say. You're just trying to come up with something.

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Yeah, I'm just saying, hey, you're getting a better rate because you don't smoke cigarettes, which is great. That's all you need to say. Yeah.

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Smoke smokers pay higher rates.

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Stuff it up. Yeah. Yeah. There you go.

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Smokers pay higher rates. Anyway, let's move back.

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You can imagine smoking is not good for your.

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Health, so it makes sense.

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And. And have you ever been diagnosed or treated for any major heart or lung conditions?

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No. Okay.

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Never been diagnosed or treated for diabetes. Nine.

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Approximately how tall she's answering, how tall she is before even finished for finish the diabetes question.

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Maybe it's a recording download problem, but you said it happened during the so maybe. So. This could be a very good example where people have presented to this lady before. She's provided this information in a very systematic way because she's been asked these questions before and she decided that Matt was the person she wanted to buy from. It could it could be something as simple as that. Like, she's been through this process before. She just hasn't bought the insurance.

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Right. Five.

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And approximately how much do you weigh?

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Why then have you.

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Just got here? No, but I know it's just kind of glitching out.

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Surgeries or cancers in your lifetime.

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Or. I had a hysterectomy, and I had. My kids were born caesarean, so there's two caesareans and a hysterectomy.

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Okay. All right. No big deal on those surgeries.

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We're more focused on.

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Things that affect your major organs.

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Very good. Okay, then. What's the name of your personal doctor?

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John Sutter. I got his card up here, remember? That's TTR.

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That's okay. At this point, I'm looking. Doctor Sutter up.

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Okay. And what medications.

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Is the doctor heavy on, if any?