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NASB SCENARIO TRAINING

JOSEPH LIKENS Inglés 22 fichas

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1—Scenario Training
In A Flash
2How Do You Become an Expert?Discover a Dilemma
&
Provide a Valuable Solution
3What Are The Four Core Discoveries We Can Find?NO INSURANCE
TERM
UNIVERSAL
WHOLE
4NO INSURANCE WHAT ARE THE 5 EXTENDED SCENARIOS ?ACCIDENTAL COVERAGE ONLY
PREVIOUS POLICY LAPSED
IN SEARCH OF COVERAGE
DOESN'T BELIEVE IN IT / SELF INSURED
NO MONEY
5ACCIDENTAL COVERAGE ONLYOFTEN ISSUED BY BANKS
0.36% OF ALL DEATHS OCCUR BY ACCIDENTS
CALL THE CARRIER
DO THE MATH
LET'S AT LEAST GET YOUR FINAL EXPENSES COVERED REGARDLESS OF HOW YOU PASS
DO YOU WAN TO BE BURIED OR CREMATED?
6LAPSED POLICYOFTEN LIVING EXPENSES COME BEFORE LIFE INSURANCE EXPENSES
BE EMPATHETIC
WHO DID THEY HAVE
WHAT WAS THEIR BENEFIT & EXPENSE
HOW LONG AGO WAS IT
WHAT'S A BUDGET NUMBER NOW THAT WOULD BE WORKABLE EVEN IF UNEXPECTED EXPENSES HAPPENED?
7IN SEARCH OF COVERAGEDON'T GET OVER EXCITED
DO YOUR COMPLETE AND NORMAL PRESENTATION
HOW MUCH ARE THEY LOOKING FOR AND WHY
WHAT'S A BUDGET NUMBER NOW THAT WOULD BE WORKABLE EVEN IF UNEXPECTED EXPENSES HAPPENED?
8DOESN'T BELIEVE IN IT SELF INSURED I'M RICHPERFECT - LIFE INSURANCE IS REALLY JUST LEVERAGE
VERIFY THEY HAVE ENOUGH ASSETS TO COVER -B.I.G. Burial, Income Gifts
DO YOU HAVE NURSING HOME INSURANCE? IS THERE A LIMIT TO COVERAGE
80% OF THOSE LIVING IN A NURSING HOME THE MONTHLY EXPENSE IS COVERED BY MEDICAID - THEY RUN PEOPLE OUT OF MONEY
WE SUGGEST HAVING A SMALL POLICY FOR FINAL EXPENSE BECAUSE THE GOVERNMENT CAN MAKE YOU SPEND THAT DOWN.
SOME FAMILIES UTILIZE THE LIVING BENEFITS AS NURSING HOME COVERAGE BUT WITH A FULL GUARANTEE THROUGH THE DEATH BENEFIT
9NO MONEYYOU CAN'T OVERCOME
NO MONEY
HOWEVER - EVERY SALE HAS
5 BASIC OBSTACLES
NO NEED, NO MONEY, NO HURRY,
NO DESIRE OR NO TRUST
BEFORE YOU ACCEPT NO MONEY MAKE SURE THIS ISN'T A SMOKE SCREEN FOR ONE OF THE OTHER 4 OBSTACLES
10WORK PLAN ONLYPERFECT - MAX IT OUT IT'S CHEAP
HOWEVER - WHEN YOU LEAVE WORK OR WORK LEAVES YOU - MOST OFTEN SO DO YOUR BENEFITS
ALWAYS HAVE ENOUGH TO AT LEAST COVER YOUR FINAL EXPENSES IN A FREE STANDING PLAN
DO YOU WANT TO BE BURIED
OR CREMATED ?
11THINKS IT'S PERMANENTBE EMPATHETIC - NEVER CHALLENGE THEIR DECISION TO BUY TERM
REVERSE ENGINEER THE MATH - YOU WOULD HAVE TO LIVE TO _____ YRS OLD BEFORE THE COMPANY MAKES MONEY - THAT'S JUST NOT HOW THEY OPERATE
CALL THE CARRIER !!!!
HAVE THEM TELL THE BAD NEWS
MOST OUR FAMILIES WANT TO HAVE AT LEAST ENOUGH TO PUT THEM AWAY
DO YOU WANT TO BE BURIED OR CREMATED?
12LARGE DEATH BENEFIT - RELATIVELY INEXPENSIVEWHY IS IT INEXPENSIVE
IT WILL LIKELY EXPIRE BEFORE THEY DO
98% OF TERM POLICIES NEVER PAY A DEATH BENEFIT
GREAT WHILE WE ARE YOUNGER FOR MORTGAGE OR LONG TERM INCOME REPLACEMENT
AFTER AGE 50 WE SHOULD HAVE SOMETHING PERMANENT - EVEN IF ITS ENOUGH TO JUST COVER FINAL EXPENSES
DO YOU WANT TO BE BURIED OR CREMATED?
13WHAT IN THE WORLD IS IT?PERMANENT POLICY
BUILD CASH VALUE
OFFERS FLEXIBLE PREMIUMS
UNDERLYING COST OF INSURANCE DRIVES LONG TERM PREMIUM COSTS
IN YOUNGER YEARS PREMIUM LESS THAN WHOLE BUT GREATER THAN TERM
THINK WHOLE AND TERM LIFE
HAD A BABY
14UNDERSTANDING THE TRUE COST OF NSURANCE THE COIWHEN THE ACCUMULATED CASH VALUE ERODES
THE CLIENT HAS TO PAY THE CURRENT COST OF INSURANCE TO MAINTAIN THE POLICY
TAKING THEIR HISTORIC LEVEL PREMIUMS HIGHER AND HIGHER
15HOW HIGH COULD IT GO?UNTIL THE EARLY 70'S THE COI IS MAINTAINABLE
LATER YEARS IT EXPLODES OFTEN MAKING THE POLICY TOO EXPENSIVE TO MAINTAIN
16WHAT TO DO?CALL THE CARRIER !!!!!
HAVE THEM TELL YOU
THE PREMIUMS ARE
NOT FIXED / GUARANTEED
THE TRUE COI - INCLUDING SALES CHARGES AND ADMIN FEES
WHEN THE CASH VALUE IS DEPLETED THE CLIENT MUST PAY THE HIGHER PREMIUMS TO MAINTAIN
IS THE FUTURE COI CONTRACTUALLY GUARANTEED OR AT THE DISCRETION TO THE CARRIER
WHAT WAS THE COI LAST YEAR - DETERMINE CURRENT GROWTH RATE
CONFIRM - AT THE POINT THAT WHEN THE POLICY RUNS OUT OF CASH VALUE THE PREMIUMS WILL HAVE TO COVER COI AND THOSE WILL GO UPOVER TIME
MOST FAMILIES DON'T WANT SURPRISES - RESCUE THE CASH VALUE AND GET SOMETHING FIXED - WITHOUT SURPRISES
17OLD & CHEAPCALL THE CARRIER !!!!
FIND OUT THE CASH VALUE
EXPLAIN 3 OPTIONS YOU HAVE WITH YOUR EQUITY (CASH VALUE) WHILE YOU ARE ALIVE
CHECK RPU MATH
DOES THE CLIENT NEED THE EQUITY
IS IT WORTH THE INCREASED PREMIUM TO GET TO IT ?
DOES THE POLICY HAVE LIVING BENEFITS
18HAS A LOANCALL THE CARRIER !!!!
FIND OUT THE CASH VALUE
EXPLAIN 3 OPTIONS YOU HAVE WITH YOUR EQUITY (CASH VALUE) WHILE YOU ARE ALIVE
EXPLAIN COMPOUND INTEREST EFFECTS ON POLICY - WHAT IS THE TOTAL COST OF CURRENT POLICY - PREMIUMS, LOAN INTEREST AND REPAYMENT OF LOAN - THE REAL MONTHLY COST
OFFER FRESH START PROGRAM - ELIMINATE THE LOAN
POTENTIALLY GET A SMALL REFUND
LIKELY LESS THAN THE REALLY MONTHLY COST
19RECENT PURCHASECALL THE CARRIER !!!
COMPARE PRICES
COMPARE LIVING BENEFITS
COMPARE FAMILY PLANS
POSSIBLE SMALL REFUND
20NO RIDERSCALL THE CARRIER!!!
DO THEY HAVE ANYTHING TO PROTECT AGAINST LONG TERM CARE EXPENSES
COMPARE FAMILY PLANS
POSSIBLE REFUND
21A FEW YEARS OLD GOOD PRICE HAS LIVING BENEFITSCALL THE CARRIER!!!!
CHECK ON RPU / SHOW THE MATH
CHECK ON REFUND
WHAT WOULD THE CLIENT DO IF THEY HAD $_____ (REFUND AMOUNT) ?
TO GET THE FULL REFUND - YOUR POLICY WILL ONLY GO UP $_____ PER MONTH
WHICH WOULD YOU PREFER
CURRENT PREMIUM - NO REFUND
NO PREMIUM - FULL REFUND
22THE PERFECT POLICYIF THE CLIENT CAN NOT BENEFIT FROM
ADDITIONAL LIVING BENEFITS
RPU - MONTHLY COST SAVINGS
LOAN ELIMINATION
BETTER USE OF THEIR EQUITY
> ELIMINATING OUTSIDE DEBTS
> ACQUIRING DESIRED ITEMS
OR ADDING THE FAMILY PLAN
THEY MAY HAVE THE PERFECT POLICY FOR THEM
80% OF THE FOLKS WE SEE CAN BENEFIT FROM A REPLACEMENT - THEY JUST NEED TO SEE THE ADDED VALUE