The 8-step presentation, complete. Drill it daily. Runs start-to-close, then hands off to Standard Solidification and the Referral System.

OPENING

ULTIMATE LEADS: "Hello, (CLIENT NAME)? Hey (CLIENT NAME), this is (YOUR NAME) — the reason I'm getting back to you is it looks like you recently spoke with (agent name) from senior benefits about final expense coverage. He mentioned that a licensed representative would be giving you a call back, and I'm the representative that was assigned to help you. I see here that you would like to make (Beneficiary) the primary beneficiary of this policy, is that correct?"

AGED LEADS: "Hello (name). Hey, this is (name). I'm getting back to you about your request for final expense information. You entered your email as (insert email), is that correct? I'm the licensed representative who was assigned to help you."

PRE-QUALIFICATION (no hesitation)

"Now, just so I relay the most accurate information to you, I have a couple quick questions."

Is this coverage for you, or for you and someone else?
Confirm age
Do you use any tobacco products?
How has your health been over the last few years? — prescriptions (what for, how long)? recent surgeries or hospitalizations?
Are you looking at cremation, or leaning toward an in-ground burial?
Is there anyone else that helps you make decisions, or is it just you?

GET MIND RIGHT — visualize what you want to happen. Build rapport, break the ice, review client info. Use FORM: Family, Occupation, Recreation, Motivation/Me. Be human, dig deep, establish common ground.

THE 8 STEPS

1 — A little more about who I am. "I am a licensed life insurance broker; I work with 30 of the largest insurance companies in the country. We specialize in life insurance and annuities, so what I'm able to do is scan the ENTIRE insurance marketplace and get my clients the absolute best rate with the biggest and best companies — Mutual of Omaha, AIG, Americo, Transamerica, and many more. I'm your personal shopper, so you don't have to search far and wide for the best insurance on your own. My job is to show you and explain the coverage you need — and finding coverage within your budget won't be an issue at all. Now, do you receive social security or disability benefits? Do you receive those on a net spend card, Direct Express card, or through your bank account? The reason I ask — certain insurance companies work better with different circumstances."

If no bank account: consider Trans / Corebridge / Chubb. MAKE SURE THEY HAVE EMAIL. If working, make sure they have a bank account.

2 — The 3 reasons people want coverage. (1) Funeral & final expenses — "I know you mentioned you're leaning toward a (BURIAL/CREMATION). Do you know how much one costs nowadays? The average is (20–30k funeral / 5–10k cremation) — more or less depending on where you're located and the bells and whistles. Have you ever had to help set up a funeral or cremation for a loved one? I'm sure you understand how difficult that can be. Did they have life insurance, or did you all have to come out of pocket?" (2) Income replacement — "This helps when the breadwinner passes so anyone relying on their income keeps the same standard of living. Does anyone rely on your income? Do you have children or grandchildren?" (3) Legacy — "leaving something behind for the kids or grandkids." "Out of all 3 — final expenses, income replacement, or leaving a legacy — what is the MAIN reason you're looking to get coverage TODAY?"

3 — What we'll accomplish today. "We want to make sure the coverage is sustainable for your budget each and every month — and so I don't show you anything way out of budget, what is your monthly take-home income? We want to make sure you understand what you're getting today, how it works, and what it's going to do for (beneficiary name). And we want to make sure it's something you're most likely to qualify for. Does that make sense?"

4 — How the process works. "We're going to find a plan that fits your needs. To see if you qualify, we'll send in an application today. If you're approved — great, your policy will be mailed out and you'll receive it within 4 to 14 days. If you're not approved, we'll revisit the application and get you the next best option."

5 — Main benefits (WHOLE LIFE ONLY). "(1) This is a whole life insurance policy — it can never expire or terminate. (2) The price is locked into place — it can never rise on you unexpectedly. (3) It builds cash value after 2 years — sort of like a savings account you can access. (4) Finally, and I believe this is the best part — you gain a personal licensed broker: me. If you ever have coverage questions or need to add more coverage, you and (beneficiary name) don't sit on hold with an 800 number — you call me directly."

6 — Qualify with Americo. "It looks like you could potentially qualify with a company called Americo. They have the best rates by far, but between me and you, the catch is they're very hard to qualify for — so I'm going to ask you some health questions."

RUN THE AMERICO APP FOR $10K (just to get to signature) through the first 6-digit code. Eagle Select 1 or 2 → complete beneficiary info, go back to the Product tab, pitch 3 rates. Class 3 → consider Trans FE Express or AmAm Immediate. (Full Americo Workflow card in this category.)

"Alright (CLIENT NAME), here are the coverage options you qualify for. I'll start at the highest and work my way down — after I review them, let me know which one you'd like to apply for. Option A (High): your final expenses completely taken care of, possibly a few dollars left behind for the family. Option B (Mid): guarantees your final expenses are taken care of and not a burden to your family. Option C (Low): covers most of your final expenses. Which option works best for your situation?"

*** SHUT UP AND CLOSE ***

7 — Close. "Great, I will go ahead and get that application started for you." (Fill out the application while continuing rapport.)

8 — Solidify + referrals. Run the Standard Solidification card, then the Referral System (Academy M7 / VIBS).