Scripts and Cheats
If you noticed I put the Scripts and Cheats section at the bottom of the Presentation and Closes tab. I did this on purpose so that you are forced to look at the other sections first. So much of sales is not only knowing what to say and how to say it, but also WHY we say it. The FE 5-Step Formula™ is designed to give you the base you need to cater any presentation to your prospect. Your ability to do that ensures your success.
This section was created to give you scripts that can be used to help you get started. As you start out in the FE business, you absolutely NEED a script to follow. Chances are you will be nervous your first couple weeks, and if you don't know what to say you will probably end up sharing random streams of unorganized gibberish that your prospect won't understand.
These scripts work excellently. They have all been proven by years of experience and will definitely make you money. Read through them several times and pick the one that best fits you and your personality. Here are the steps you should use to memorize them.
By this point you should have the script internalized and you should be ready to give it to your prospects with Nudist Colony Confidence™. Try giving the presentation in front of the mirror, to your kids, spouse, or friends.
Even though you know the script perfectly now, you should still carry aHANDWRITTEN outline or cheat sheet of the script in your binder while you are in the field. It is easy to get off track when your prospect starts to tell you a 10 minute story about her cat Fluffy, and if you have a cheat, all you have to do is glance down at the paper and know where you left off. It should be handwritten so that it doesn't look out of place while you are in a sales presentation.
Script #1
Cody: “Were you folks looking at this for yourselves or did you have somebody else in mind?”
Client: “For ourselves”
Cody: “Okay, Do you folks have a burial plan of any type, life insurance, funeral plan, etc.?”
Client: “Yes.”
Cody: “Okay, did you folks decide to do it through an insurance policy or the funeral home?”
Client: “We have a small insurance policy.”
Cody: “How long have you had that and do you remember what company it's through?”
Client: “Oh, about 2 years and I think it’s AARP.”
Cody: “Do you remember how much coverage you took out when you did that?”
Client: “I think it was just a small policy for $8,000 or something.”
Cody: “Okay, if you already have coverage, what was it about that card that made you want to send it in or what was it that stood out to you about it?”
Client: “I don’t know I just saw it and wanted to see what it would cost to add some more coverage.”
Cody: “Great, the nice thing about this plan is that it is like your current insurance policy. You are dealing with cash amounts and therefore your family can use the money however they want or need. If all the final expenses are paid for, they can use it to help pay on bills, help pay for family coming in and out of town for the funeral or whatever they want. They can even use it to go to the Bahamas if they want; it doesn’t matter to us. How is your health?”
Client: “Good, I guess.”
Cody: “Great, let me run through our health questions real quick just to make sure you can qualify for the plan.
Have you had a heart attack or stroke in the last year?”
Cancer?
Home Oxygen?
Been in a hospital or nursing home in the last year?
Kidney, liver, or lung problems?
Asthma or hepatitis?
Diabetes?
Circulatory problems?
Client: “No” (to all questions)
Cody: “Ok, we can write you full coverage and by full coverage that means that starting today on… it will pay the full amount and that is whatever you choose between $1,000 and $20,000. So for example, if you picked the $5,000 plan and, God forbid, you died tomorrow, it would pay the full amount even though you only put one payment into the plan. Now you folks already have an $8,000 policy each so I wouldn’t get crazy and add another $20,000 but any amount you add will help the family and it will help them when they need it most.
How much additional coverage do you feel like you need?”
Client: “Oh, I don’t know… I think maybe an extra $5,000 should do it, don’t you?”
Cody: “Certainly, like I said, any little bit extra you can get will help them out a ton. Keep in mind to, if the $5,000 is what you want to do but it’s a little out of the price range, then what we can do is start you out at $2,000 or $3,000 and then here in a year or two we can bump it up if you want to.
Okay, what is your age?”
Client: “72 and 70.”
Cody: “Are you folks tobacco users?”
Client: “Yes.”
Cody: “Alright, it doesn’t make much of a difference; they just want to know. (Quote them the amounts that they asked for but give them more than one option) Okay, for $5,000 coverage each would run you about $ 48 a month on yours sir and about $45 a month on yours mam. If you did an additional $6,000 coverage each it would about $54 on yours and about $51 on yours. Which one of those sounds best to you?”
Client: “I think the five thousand would be enough, don’t you hun?” “Yes, that’s fine and if we decide we want to add more in future we can.”
Cody: “Okay great, if you’ll hand me that card their sir, I can get most of your information off of that.” (Reach out and take the card from the client and begin filling out the application.)
“Mike, do you have a middle initial?”
Script #2
“Do you have any type of funeral expense program at this time?” If the answer is yes: “What type of program do you have?” If the answer is no, go ahead with the presentation. If it is yes, find a way to supplement their program or improve their program.
· Number One- We guarantee that we will never change the monthly payment. That will remain the same at all times regardless of how old you get or how sick you get.
· Our second guarantee is that we guarantee that we will never change your level of protection. If you have a $5,000 program today, you will always have a $5,000 program. That will never change regardless of how old you get or how sick you get.
· The third guarantee is that we will never cancel your protection for any reason as long as you pay your payment. That is taken care of for you if you choose the automatic payment program through your checking account.
· Those three guarantees give you entire control of this program. You can change any of the three guarantees any time you want. You can add more protection, you can reduce your protection, (which will reduce your payments) or you can get out of this program anytime you want. You can do that, we cannot. So you maintain control of this program- once you are in it. You do not gain control of this program until you are in it, but once you are in it, you are in complete control from that point on. Our program is open ended. What I mean by that is that you can add additional protection as you feel it is needed- not as we feel it is needed.
· There are two reasons why we do that-
Number one- we do not know what the costs of funerals are going to be. If the costs of funerals continue to rise, as they have in the past, you will have the ability to add additional protection. Which you will have at all times with this program.
The second reason is we want this to be a good investment for you. A funeral expense is something that we are all going to have. There are no options. You are investing a little bit of money every month toward an expense that you know you are going to have.
· What we want to do is start this program. Now that you are comfortable with it at this time- at $2,000, $3,000, or $4,000, which will give you protection. Then in 2, 3, or 4 years, you can add an additional $1,000 or more protection. What that does is give you the ability to have this program today but keeps it up-to-date later and it still remains a great investment. Regardless how long you have this program, we will settle and pay cash to your family. It is an excellent investment because you know it is an expense that you are going to have. The thing to keep in mind is that we are all going to have a funeral. It does not make a difference how old we are or how sick we are, we know sometime in our lives we are going to have a funeral expense. At the time of death, there is not only the expense of the funeral but there can be a loss of income. It can all depend on who passes away. IF the husband passes away there is a 9 out of 10 chance that you will lose a full-time or part-time income. Retirement may be lost or perhaps a reduction in payment. If it is social security, it is definite that you are going to lose a social security check. This happens while all the bills continue on. Right now you may be living on two social security checks.
If one of those checks is taken away, will you be able to make it month-to-month? If you take one of those checks away and throw it into a funeral expense, it is going to be hard for the one left to continue living. You are going to continue to have your rent, taxes, insurance on your home, your utilities, gas, electricity, water, your tags, insurance on your car, and groceries- all of those expenses are going to continue. Nothing changes except your income. Your income will be less. If you do not provide each other with some sort of benefit to help take care of that final expense, they will have to figure out how to pay for that funeral expense. What you want to do while both of you are contributing to the income and both of you are making the family decisions, put this program together and provide a benefit for the family.
As I said, it is needed, it is immediate, and it is ongoing. Now let me ask you some health questions to make sure that you qualify for the program.
Now you go through the health questions and start writing the information on the application.
Go through all of the health questions and make sure they are going to qualify. After going through the questions and you find out that they qualify, you can say that by answering no to all of the questions, you both qualify for immediate cash benefit in this program.
Would you be comfortable with the $5,000 program or would the $7,000 program be better at this time?
In the meantime, you need to have done some figuring on the amounts for them. They will ask, “Well, how much is this?” At that time you figure the amount that you think they would be comfortable with. You can have the $2,000, $3,000, and $4,000 figured and give them all three of the figures and ask for the highest one.
Would you be comfortable with the $5,000 program? Or, would you be more comfortable with the $7,000 program?
At that time you are going to get some objections like, “No, we cannot afford it” or some other objection. This is where the selling comes in. Anybody can tell the program, but not everyone can sell the program.
Script #3
Do you folks have a burial plan of any type?
What kind and how much?
On this plan you can get anywhere from $1,000-$25,000 coverage.
How is your health?
Do either the two of you have any heart problems?
Cancer?
Stroke?
Emphysema?
Lung problems?
Diabetes?
Kidney, liver, or lung problems?
Circulatory problems?
Blood clots in the last year?
Been in the hospital last year?
Used any home oxygen in the last year?
We have no idea when you are going to pass away. So what we do is start out with $7,000 each and then every year to two we will add a thousand- two years after that add $1,000-two years after that add $1000 and so on. By spacing it out like this, somewhere along the way, you will take a policy out and pass away a year or two later. It will help you get more back than what you put into it by doing it this way.
Cheat Sheet Do you have burial plan of any type?
No- Done Deal!
Yes- Estate planning, cleanup funds, income replacement, bill paying.
With this plan you can get 1k-25k.
How is your health?
-Heart problem
-Cancer
-Oxygen
-Hospital or nursing home in past year
-Kidney, liver, or lung problems
-Diabetes or circulatory problems
Full coverage from day one.
Give recommendation of 3-5K (variable)
Start with X and every couple of years add a thousand
-Gives you room to add to it, Chances of coming out on top are greater
-Work you up to what they cost today and helps keep up with rising funeral cost
-Easier on the budget
One of the most common sense plans you’ll ever take… they are coming!
- Allows you to pay a little bit every month instead of lump sum all at once.
-Paying for something that get paid for anyway
-Not like other car, home, accidental, cancer, etc. This is money you’ll get back.
Which one of those looks best to you? Hand me that card and I'll get most of your info off that.
If you noticed I put the Scripts and Cheats section at the bottom of the Presentation and Closes tab. I did this on purpose so that you are forced to look at the other sections first. So much of sales is not only knowing what to say and how to say it, but also WHY we say it. The FE 5-Step Formula™ is designed to give you the base you need to cater any presentation to your prospect. Your ability to do that ensures your success.
This section was created to give you scripts that can be used to help you get started. As you start out in the FE business, you absolutely NEED a script to follow. Chances are you will be nervous your first couple weeks, and if you don't know what to say you will probably end up sharing random streams of unorganized gibberish that your prospect won't understand.
These scripts work excellently. They have all been proven by years of experience and will definitely make you money. Read through them several times and pick the one that best fits you and your personality. Here are the steps you should use to memorize them.
- Read them through several times.
- Make sure you understand what you are trying to communicate.
- Read and practice the script several more times (10-20 times) out loud.
- Practice the script without reading it several more times (20-30 times).
By this point you should have the script internalized and you should be ready to give it to your prospects with Nudist Colony Confidence™. Try giving the presentation in front of the mirror, to your kids, spouse, or friends.
Even though you know the script perfectly now, you should still carry aHANDWRITTEN outline or cheat sheet of the script in your binder while you are in the field. It is easy to get off track when your prospect starts to tell you a 10 minute story about her cat Fluffy, and if you have a cheat, all you have to do is glance down at the paper and know where you left off. It should be handwritten so that it doesn't look out of place while you are in a sales presentation.
Script #1
Cody: “Were you folks looking at this for yourselves or did you have somebody else in mind?”
Client: “For ourselves”
Cody: “Okay, Do you folks have a burial plan of any type, life insurance, funeral plan, etc.?”
Client: “Yes.”
Cody: “Okay, did you folks decide to do it through an insurance policy or the funeral home?”
Client: “We have a small insurance policy.”
Cody: “How long have you had that and do you remember what company it's through?”
Client: “Oh, about 2 years and I think it’s AARP.”
Cody: “Do you remember how much coverage you took out when you did that?”
Client: “I think it was just a small policy for $8,000 or something.”
Cody: “Okay, if you already have coverage, what was it about that card that made you want to send it in or what was it that stood out to you about it?”
Client: “I don’t know I just saw it and wanted to see what it would cost to add some more coverage.”
Cody: “Great, the nice thing about this plan is that it is like your current insurance policy. You are dealing with cash amounts and therefore your family can use the money however they want or need. If all the final expenses are paid for, they can use it to help pay on bills, help pay for family coming in and out of town for the funeral or whatever they want. They can even use it to go to the Bahamas if they want; it doesn’t matter to us. How is your health?”
Client: “Good, I guess.”
Cody: “Great, let me run through our health questions real quick just to make sure you can qualify for the plan.
Have you had a heart attack or stroke in the last year?”
Cancer?
Home Oxygen?
Been in a hospital or nursing home in the last year?
Kidney, liver, or lung problems?
Asthma or hepatitis?
Diabetes?
Circulatory problems?
Client: “No” (to all questions)
Cody: “Ok, we can write you full coverage and by full coverage that means that starting today on… it will pay the full amount and that is whatever you choose between $1,000 and $20,000. So for example, if you picked the $5,000 plan and, God forbid, you died tomorrow, it would pay the full amount even though you only put one payment into the plan. Now you folks already have an $8,000 policy each so I wouldn’t get crazy and add another $20,000 but any amount you add will help the family and it will help them when they need it most.
How much additional coverage do you feel like you need?”
Client: “Oh, I don’t know… I think maybe an extra $5,000 should do it, don’t you?”
Cody: “Certainly, like I said, any little bit extra you can get will help them out a ton. Keep in mind to, if the $5,000 is what you want to do but it’s a little out of the price range, then what we can do is start you out at $2,000 or $3,000 and then here in a year or two we can bump it up if you want to.
Okay, what is your age?”
Client: “72 and 70.”
Cody: “Are you folks tobacco users?”
Client: “Yes.”
Cody: “Alright, it doesn’t make much of a difference; they just want to know. (Quote them the amounts that they asked for but give them more than one option) Okay, for $5,000 coverage each would run you about $ 48 a month on yours sir and about $45 a month on yours mam. If you did an additional $6,000 coverage each it would about $54 on yours and about $51 on yours. Which one of those sounds best to you?”
Client: “I think the five thousand would be enough, don’t you hun?” “Yes, that’s fine and if we decide we want to add more in future we can.”
Cody: “Okay great, if you’ll hand me that card their sir, I can get most of your information off of that.” (Reach out and take the card from the client and begin filling out the application.)
“Mike, do you have a middle initial?”
Script #2
“Do you have any type of funeral expense program at this time?” If the answer is yes: “What type of program do you have?” If the answer is no, go ahead with the presentation. If it is yes, find a way to supplement their program or improve their program.
- We've put together a program that is called Peace of Mind Plan. What it is designed to do is to provide for you and your family an immediate cash benefit at the time of death to help take care of these final expenses. What I mean by immediate is that it starts today. Your protection starts immediately, and continues until it is needed. We may be able to provide both you and your spouse from $1,000 to $25,000 of protection.
- How is your health? Are both of you in good health? Go into their health briefly at this time. Have you ever had a stroke, heart attack, cancer, heart surgery, diabetes, or high blood pressure? If you get a no on these answers, continue on. If you get a yes, then spend a little bit of time explaining the BMIR very briefly and go into their health later. Just make sure that they will qualify for the program.
- We can provide you with $1,000 to $25,000 protection, as I said, this is immediate and ongoing. The only thing that we require, or that the company requests in exchange for this protection, is a small monthly deposit. It does not make any difference how many months of payments that you put into this program once your program is in force, it is immediate 100% and it continues until it is needed. Now there are three guarantees that provide you with the control of this program and they also protect you.
· Number One- We guarantee that we will never change the monthly payment. That will remain the same at all times regardless of how old you get or how sick you get.
· Our second guarantee is that we guarantee that we will never change your level of protection. If you have a $5,000 program today, you will always have a $5,000 program. That will never change regardless of how old you get or how sick you get.
· The third guarantee is that we will never cancel your protection for any reason as long as you pay your payment. That is taken care of for you if you choose the automatic payment program through your checking account.
· Those three guarantees give you entire control of this program. You can change any of the three guarantees any time you want. You can add more protection, you can reduce your protection, (which will reduce your payments) or you can get out of this program anytime you want. You can do that, we cannot. So you maintain control of this program- once you are in it. You do not gain control of this program until you are in it, but once you are in it, you are in complete control from that point on. Our program is open ended. What I mean by that is that you can add additional protection as you feel it is needed- not as we feel it is needed.
· There are two reasons why we do that-
Number one- we do not know what the costs of funerals are going to be. If the costs of funerals continue to rise, as they have in the past, you will have the ability to add additional protection. Which you will have at all times with this program.
The second reason is we want this to be a good investment for you. A funeral expense is something that we are all going to have. There are no options. You are investing a little bit of money every month toward an expense that you know you are going to have.
· What we want to do is start this program. Now that you are comfortable with it at this time- at $2,000, $3,000, or $4,000, which will give you protection. Then in 2, 3, or 4 years, you can add an additional $1,000 or more protection. What that does is give you the ability to have this program today but keeps it up-to-date later and it still remains a great investment. Regardless how long you have this program, we will settle and pay cash to your family. It is an excellent investment because you know it is an expense that you are going to have. The thing to keep in mind is that we are all going to have a funeral. It does not make a difference how old we are or how sick we are, we know sometime in our lives we are going to have a funeral expense. At the time of death, there is not only the expense of the funeral but there can be a loss of income. It can all depend on who passes away. IF the husband passes away there is a 9 out of 10 chance that you will lose a full-time or part-time income. Retirement may be lost or perhaps a reduction in payment. If it is social security, it is definite that you are going to lose a social security check. This happens while all the bills continue on. Right now you may be living on two social security checks.
If one of those checks is taken away, will you be able to make it month-to-month? If you take one of those checks away and throw it into a funeral expense, it is going to be hard for the one left to continue living. You are going to continue to have your rent, taxes, insurance on your home, your utilities, gas, electricity, water, your tags, insurance on your car, and groceries- all of those expenses are going to continue. Nothing changes except your income. Your income will be less. If you do not provide each other with some sort of benefit to help take care of that final expense, they will have to figure out how to pay for that funeral expense. What you want to do while both of you are contributing to the income and both of you are making the family decisions, put this program together and provide a benefit for the family.
As I said, it is needed, it is immediate, and it is ongoing. Now let me ask you some health questions to make sure that you qualify for the program.
Now you go through the health questions and start writing the information on the application.
Go through all of the health questions and make sure they are going to qualify. After going through the questions and you find out that they qualify, you can say that by answering no to all of the questions, you both qualify for immediate cash benefit in this program.
Would you be comfortable with the $5,000 program or would the $7,000 program be better at this time?
In the meantime, you need to have done some figuring on the amounts for them. They will ask, “Well, how much is this?” At that time you figure the amount that you think they would be comfortable with. You can have the $2,000, $3,000, and $4,000 figured and give them all three of the figures and ask for the highest one.
Would you be comfortable with the $5,000 program? Or, would you be more comfortable with the $7,000 program?
At that time you are going to get some objections like, “No, we cannot afford it” or some other objection. This is where the selling comes in. Anybody can tell the program, but not everyone can sell the program.
Script #3
Do you folks have a burial plan of any type?
What kind and how much?
On this plan you can get anywhere from $1,000-$25,000 coverage.
How is your health?
Do either the two of you have any heart problems?
Cancer?
Stroke?
Emphysema?
Lung problems?
Diabetes?
Kidney, liver, or lung problems?
Circulatory problems?
Blood clots in the last year?
Been in the hospital last year?
Used any home oxygen in the last year?
- We can write full coverage on both of you. By full coverage that means that starting today on (date) it will pay the full amount and that is whatever amount you choose between $1,000 and $25,000.
- You checked the $15,000 box. I would not recommend you start there. I would recommend starting at $7,000 or $8,000 coverage, and then what we will do from there is add to it. What you are trying to accomplish by adding to it, is you want to try and take this policy out as close to when you are going to pass away as possible. We do this so you put in as few payments as possible before you collect on it.
We have no idea when you are going to pass away. So what we do is start out with $7,000 each and then every year to two we will add a thousand- two years after that add $1,000-two years after that add $1000 and so on. By spacing it out like this, somewhere along the way, you will take a policy out and pass away a year or two later. It will help you get more back than what you put into it by doing it this way.
- The other problem that you solve by adding to it, is it will help you work up to what final expenses are going to cost- not only today but it will help keep you up with what final expenses will cost you 5-10 years down the road. It does not matter what it costs today if you are not going to pass away today. What matters is what they cost the day you do pass away; the day the family has to write the check and pay for it.
- The third reason we do it this way- it is just a whole lot easier on the budget to do it in a lot of little steps, than it is for me to come in here and say, “You checked the $10,000 box; I agree, that is what you need.” If I did that then you would be stuck paying the premium for the rest your life. This way, we get you to skip a few premium payments, plus take it out when you are going to need it. This just increases your chances of coming out ahead.
- The burial plan itself is one of the most commonsense plans you will ever buy. We are all going to have final expenses. This plan allows you to pay for it a little each month.
- The other way is when one of you passes away- the other ones survivor writes a check to pay for it. This is kind of a double whammy because it is rough to come up with a lump sum of money all at once. All of the sudden you have half the income because you have just lost one of your social security incomes. This way both of you can take care of things while you are both here, both of you can contribute and help pay the bills.
- Do you folks have a checking account?
- What are your ages?
Cheat Sheet Do you have burial plan of any type?
No- Done Deal!
Yes- Estate planning, cleanup funds, income replacement, bill paying.
With this plan you can get 1k-25k.
How is your health?
-Heart problem
-Cancer
-Oxygen
-Hospital or nursing home in past year
-Kidney, liver, or lung problems
-Diabetes or circulatory problems
Full coverage from day one.
Give recommendation of 3-5K (variable)
Start with X and every couple of years add a thousand
-Gives you room to add to it, Chances of coming out on top are greater
-Work you up to what they cost today and helps keep up with rising funeral cost
-Easier on the budget
One of the most common sense plans you’ll ever take… they are coming!
- Allows you to pay a little bit every month instead of lump sum all at once.
-Paying for something that get paid for anyway
-Not like other car, home, accidental, cancer, etc. This is money you’ll get back.
Which one of those looks best to you? Hand me that card and I'll get most of your info off that.