Product Knowledge

Presenting the three plans:
“So we have 3 plans for you to choose from. Now remember if you like these benefits your union asks that you try to qualify today. If you don't like them, then don't try to qualify OK?”

Platinum Plan Details:
- Accidental Injury (A71): $500/day hospital admission for accidents, $1,000/day ICU, $250 ER visit
- Accidental Death (A71): $50,000 base, $100,000 car accident, $150,000 common carrier (bus/train/ferry/plane/Uber)
- Income Protection (10 R&C): Pays beneficiary your salary for X years
- Final Expense (Whole Life): Funeral and final expense coverage, pays in 1-4 days

After presenting all three plans:
“Out of these 3 plans which one is the most comfortable for you?”

“Now I am getting a little ahead of myself, I still have to make sure you fully qualify.”

Coverage example from script:
“For $597,000 worth of coverage it's $221 a month”

Pricing formula: Add Final Expense + Accidental Death Benefit + Income Protection + Accidental Base for total coverage amount.

Group Insurance
“Usually $8-10 that comes out of your paycheck. Your employer contributes but can write it off. It's great as a short-term plan while working there, but it expires once you leave, get fired, or retire.”

Term Insurance
“Do you see those billboards that offer insurance for 500K or a million for such a low rate? Only 1% actually pays out. It usually expires at 60 depending on the type of term. Every 3-5 years they re-evaluate based on your age and health — meaning your premium goes up.”

RECONFIRM AGE: “How old are you again? I assume you want to live past ___. After that age, you'd still lose that coverage. I assume you don't want to pay for 30 years and not get anything out of it.”

Whole Life Insurance
“Never expires and it's guaranteed. Premium never changes. Accumulates cash value — you can borrow against your policy after 2 years. Once you qualify once, it locks in your age and rates. You will never pay more than what your policy is worth.”

The Term Rebuttal (know this cold):
“They might have $150,000 of coverage that only costs $20/month, but that's never going to pay out. Those are just people like Triple-A trying to get their money because in the fine print it says the price goes up every year. Every year you age, and if anything happens like cancer, any terminal illness, or anything, the price goes up.”

Then the credibility play:
“Once we explain to them that we're unionized, we're handing these policies over to police officers and firefighters. Do you think we have something in the fine print that is lying to you? No. Your family will have money in 1-4 days.”

“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 they push back:
“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 they agree:
“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.”

KEY: Always anchor high ($90-$160) then let them feel like they negotiated down. The $50-$70 range is still a sale.