AIL Training | Lewicki Agency

The Presentation: Where the Sale Happens

The preso is where you move from “who are you?” to “where do I sign?” There are three types: 1. Union Presentation — For union members with no-cost benefits Start with their no-cost AD&D and discount card benefits. Then transition into the offer. The preso builds trust through what they're ALREADY getting for free before asking them to invest. 2. Globe Life Presentation — For direct Globe Life leads Start with building value: “If something happened to you, who handles everything financially?” Then educate on the three types of insurance (group, term, whole life), demonstrate why whole life is the only type that actually protects their family, and transition to pre-qualification. 3. BenRef Presentation — For referrals from existing clients Lead with: “Your [relationship] did something smart. They set up a whole life policy that never expires.” Then show ailife.com payout stats. Then run through qualification. The 3 Types of Life Insurance (must know cold): - Group: $8-10/paycheck, $150-200K coverage, but EXPIRES when you leave the job - Term: $40-50/month for $500K-$1M, sounds great, but only 1% ever pays out — price increases every year and expires - Whole Life: Never expires, premium never changes, builds cash value, locks in your rate at qualification

Union Presentation Flow

**Step 1 — First slide:** Fill out client info**Step 2 — Rapport building:** Ask about children under 18, employment status**Step 3 — Show response card/union letter****Step 4 — No-cost benefits (share screen here):**

• AD&D — Read everything

• Discount Card — Read everything

**Step 5 — Referrals:** Go through the referral slide completely**Step 6 — Read the Letter:** Read first 2 paragraphs, then transition into offer**Step 7 — Pre-qualify** the client**Step 8 — Needs analysis:** Ask the income question**Step 9 — Go straight to offer**

Globe Life Presentation — Building Value

Building value questions:
“Just so I understand, if something were to happen unexpectedly, who would be the one handling everything financially?”

“Have you already set aside money specifically for funeral and final expenses, or would that fall on them? Most families aren't financially prepared for that — that's exactly why these programs exist.”

“Most people either have something through work that disappears when they retire, or a temporary plan that keeps getting more expensive as they age. What we focus on here is permanent coverage that never expires and never increases.”

“Now, if I can show you something permanent that guarantees your family doesn't have to come out of pocket and it fits comfortably within your budget, that would make sense for your family right?”

Life Insurance Types Explanation:
“The first type you may have run into before is group term insurance. If you have a full-time job, sometimes you'll get offered a group policy where you pay about $8–10 every paycheck... However, there is one downfall — it expires when you leave the company.”

“The second type is regular term insurance. It is usually $40-$50 per month for 500K to $1 Million of coverage... The reason those are so cheap is because only 1% ever pays out.”

“The third type is whole life. Whole life lasts your entire life, never expires, never changes... guaranteed to be there for your family no matter the age.”

Whole Life Pitch:
“This is permanent coverage, it never expires, the premium never increases, and it builds cash value over time. Once you're approved, your rate is locked in for life.”

BenRef Presentation Script

For clients who are a referral from a beneficiary:

“What do you know about life insurance?”

*Run through Group, Term, Whole Life explanation*

“Their ref actually did something a little different — they set up a whole life policy, which never expires.”

“Go to ailife.com — THIS is how much we paid out. We pay out in 1-4 days as opposed to 1-6 months with other companies.”

Transition to qualification:
“Since your [relationship] already has their family protected, let's see what options are available for you. I just need to ask a few questions to determine your approval.”

Pre-Qualification Questions

Transition: “Here's how this process works. I'm going to ask you a few medical questions to determine your approval, then we'll look at your options and we'll submit the application if you qualify. Fair?”

Have you had cancer, diabetes, a heart attack, or a stroke in the last 2 years?Do you use oxygen at home or have any terminal illness?Do you have Alzheimer's?Have you been hospitalized overnight?Do you take any prescription medications?Do you smoke any type of tobacco or marijuana?Are you currently on probation or parole?Any arrests or convictions of DUI?

The Budget Range Close

Transition to pricing:
“Since we do work with unions, firefighters, police officers, these programs are usually designed to be affordable. They typically land between $90 and $160 monthly. Where would you be most comfortable landing?”

If NO / hesitant:
“I completely understand, we don't want to cause any stress. Okay so you're going to be closer to the $50-$70 range right?”

If YES:
“Now as long as everything looks good health-wise and the numbers stay within what we discussed, we will go ahead and secure it today so your family doesn't have to worry about that later.”

“What I'll do is show you a couple options that fit within the range we talked about, and you can decide which one works best for you. Fair enough?”

-> Show coverage options -> CLOSE