Veteran Script — Takeover Financial

01

Intro

Say this

Hey [Name]?

Hey, this is [Your Name] — I was calling you about the request you sent in for the veteran life insurance benefits. You listed your age as [age], but you forgot to put down whether or not you are a smoker?

Record their answer

⚠️ Intro Objections

That's actually why I was reaching out. They wanted me to note how many calls a day you've been getting. About how many would you say?

I can imagine that gets pretty frustrating. If I could close out the file we have here and prevent future calls, would that be helpful?

Perfect. Legally, I just need to review the information with you so they can verify we spoke. Whatever you decide to do with the information is completely up to you.

When you first looked into this, were you mainly wanting the information on a policy for yourself or was it for a loved one?

Perfect, that's exactly why I was reaching out. We just wanted to make sure you received your policy packet in the mail. Have you gotten that yet?

Perfect. Let me get this updated for you so you stop getting all these calls. Your file is missing some important info. Which one of our companies did we get you set up with?

Ok... interesting... Now, is there a reason why you went with one of our secondary companies? That's typically for people with major health conditions like cancer or a recent heart attack or stroke. Have you had anything like that?

Okay, that might be why then. Was it the cancer, heart attack, or stroke?

And do you remember how much coverage we were able to get you?

And do you remember roughly what they were charging you each month?

That does still sound a bit high. Have you ever had any stents, diabetes, or neuropathy?

Okay, that's interesting. It sounds like you should've been put with one of our preferred companies.

↗ Quote Americo

Do you remember roughly how much coverage we were able to get you?

And do you remember roughly what they had you paying?

Have you ever had any stents, diabetes, or neuropathy?

Why did you only get [coverage] set up?

Was the [coverage] a starting point where you were wanting to add more on later?

Was the [coverage] mainly for your final expenses?

Okay... That's probably why they had me reaching out. Let me try to get this re-sent for you — do you remember which one of our companies we were able to get you approved with?

Okay, great — I'll work on getting another one sent out. Now, is there a reason why you went with one of our secondary companies? That's typically for people with major health conditions like cancer or a recent heart attack or stroke. Have you had anything like that?

Okay, that might be why then. Was it the cancer, heart attack, or stroke?

And do you remember how much coverage we were able to get you?

And do you remember roughly what they were charging you each month?

That does still sound a bit high. Have you ever had any stents, diabetes, or neuropathy?

Okay, that's interesting. It sounds like you should've been put with one of our preferred companies.

↗ Quote Americo

Do you remember roughly how much coverage we were able to get you?

And do you remember roughly what they had you paying?

Have you ever had any stents, diabetes, or neuropathy?

Why did you only get [coverage] set up?

Was the [coverage] a starting point where you were wanting to add more on later?

Was the [coverage] mainly for your final expenses?

I totally understand. That's why they have me reaching out by phone. It only takes 2-3 minutes — were you just looking for yourself or was it going to be for a loved one too?

I totally understand. That's actually why I was reaching out to you. They just came out with some new programs that are discounted for families on fixed incomes. When you first looked into this was it just for you or was it for a loved one?

I totally understand. That's actually why they had me reaching out. I do see here you've had trouble in the past. We have some new affordable programs that are more lenient on the health conditions. Remind me, what were they saying prevented you from getting approved?

After they name their conditions, tap them in the health section below.

I completely understand. That's actually why I'm calling. You had requested information on the veteran life insurance benefits, and the only thing you left off was whether you use tobacco. Are you a smoker or non-smoker?

I completely understand. When you say you're not interested, is that because you have been getting declined for coverage and don't want to try again, or the options you've seen were just way too much?

02

Power Questions

Perfect, will this coverage be just for you or a spouse as well?

Now, have you been trying to get this set up for a while now, or am I the first one you've been able to talk to?

Perfect, well you reached the right person. I'm going to make sure we get you taken care of today so you never have to make another call like this again.

Oh wow — what have they been telling you so far?

Got it, that's probably why they had me reaching out to you. We work with a lot of families on fixed incomes and tight budgets so we have discounted plans I can show you.

Okay, so it's been a health thing — that's alright, we specialize in finding coverage for people who've had a hard time getting approved.

Got it, so it's not that you couldn't get it — it just wasn't the right fit. What type of policy did they show you? How much coverage? And how much did they tell you that would cost you?

Do you currently have any active life insurance?

Were you looking to add coverage, or trying to find a better rate?

Also ask: which company, type of coverage, coverage amount, monthly amount, and when was it set up. (Write it down.)

Now, I know you started revisiting life insurance plans recently. Did something happen in life to trigger you looking into this now? Like did someone pass away, did a family member become ill, or what triggered it suddenly?

Oh wow, I'm really sorry to hear that. Can I ask — was it hard on the family when it happened? Like did they struggle with the financial side of things on top of everything else they were going through?

Okay so you just finally realized it's time to stop putting it off?

Got it, so you realize you can't be putting it off — we just need to find something in your budget?

Uh oh. Did you have one and it expired, or have you just been putting it off?

Okay got it — did something happen in life to trigger you looking now? Like did someone pass away, did a family member become ill, or what triggered it suddenly?

Oh wow, I'm really sorry to hear that. Can I ask — was it hard on the family when it happened? Like did they struggle with the financial side of things on top of everything else they were going through?

Okay so you just finally realized it's time to stop putting it off?

Got it, so you realize you can't be putting it off — we just need to find something in your budget?

Okay got it — did something happen in life to trigger you looking now? Like did someone pass away, did a family member become ill, or what triggered it suddenly?

Oh wow, I'm really sorry to hear that. Can I ask — was it hard on the family when it happened? Like did they struggle with the financial side of things on top of everything else they were going through?

Okay so you just finally realized it's time to stop putting it off?

Got it, so you realize you can't be putting it off — we just need to find something in your budget?

Now before we get started — is there anyone else that needs to be involved in this process, or will you be making the final decision yourself?

03

Explain the Process

Say this

So again [Lead Name], my name is [Your Name]. I've been working exclusively with veterans for [__] year(s) now so I've got a pretty good feel for what actually works. Everything is based on age and health so we'll go through a few quick questions and I'll pull up some accurate numbers for you.

Once I have those in front of me, I'll show you where you're going to get the best coverage for the lowest rate. If it makes sense, I'll get your application submitted so you can lock in your age and health.

Now assuming we find something that fits your budget and takes care of your family, is there any reason we wouldn't want to try and get approved for it?

Perfect — let's dive into your health.

Absolutely — and everything we look at will be real rates based on your age and health. So if we find something that fits your budget and covers your family, I want to make sure we're in a position to lock it in today. Because the last thing I want is for something to change health or age wise and you come back and we can't get you the same rate — or can't get you approved at all. So assuming we find the right plan, is there any reason you wouldn't want to move forward today?

04

Medical Questions

Say this

What is your date of birth?

What is a good height and weight for you?

Now tell me what you've got going on health-wise.

Tap conditions that apply, then select pills to refine.

Heart Attack

Stroke

Cancer

Stents

Diabetes

Diabetic Neuropathy

COPD

Kidney / Liver Disease

Congestive Heart Failure

Parkinson's

Alzheimer's

Dementia

❤️ Heart Attack — Select all that apply

Within 5 Years

Over 5 Years Ago

🧠 Stroke — Select all that apply

Within 5 Years

Over 5 Years Ago

🎗️ Cancer — Select all that apply

When was it diagnosed?
Is it currently active?
When was the last treatment?

Active

Within 5 Years

Over 5 Years Ago

🫀 Stents — Select all that apply

Within 5 Years

Over 5 Years Ago

💉 Diabetes — Select all that apply

What type? (Type 1 or Type 2)
Are you on insulin?
Any complications?

Type 1

Type 2

Insulin

Other Complications

⚡ Diabetic Neuropathy — Select all that apply

Are you taking Gabapentin or Lyrica?

Gabapentin

Lyrica

🫁 COPD — Select all that apply

On Oxygen

Albuterol Only

🫘 Kidney / Liver Disease — Select all that apply

Are you currently on dialysis?

On Dialysis

No Dialysis

💊 Congestive Heart Failure — Select all that apply

Are you on water pills?
Are you taking Furosemide, Lasix, or Carvedilol?

Furosemide

Lasix

Carvedilol

🧩 Alzheimer's

Note condition — Corebridge GIWL applies.

🧩 Dementia

Note condition — Corebridge GIWL applies.

05

No Exam

Say this

Now, [Name], we are NOT going to send a nurse or doctor out to you to take a bunch of blood and urine samples. They actually make it really easy to try and get approved. All they do is a quick medical history and prescription check during the application. Is there anything else you can think of that might pop up on there?

06

Client Info

And are you still working or are you retired now?

Oh nice, what do you do? How long have you been doing that?

Oh nice, how long have you been retired? What did you do before?

Are you getting social security for income? Any retirement or pensions?

07

Income & Payment

Now it is asking me here — just a ballpark, what would you say is your approximate monthly income?

Is that deposited into a bank account like most people, or a direct express card?

Awesome, there is a slight discount so I will add that for you.

Perfect, do you also use a bank account or only the direct express card?

Awesome, we will use the bank account — there is a slight discount so I will add that for you.

Got it, no problem.

⚠️ Direct Express Only — can only show Transamerica and Corebridge.

08

Budget

And when you think about your monthly bills — rent, utilities, car payments, groceries — what would you say you typically have left over at the end of every month after expenses for emergencies?

Okay, so I want to make sure we find you something that doesn't put you in a tough spot every month. If we can find you a plan in that range, is that something you'd be comfortable setting aside to make sure your family is protected?

Okay, great.

09

Assets

Say this

One last thing — do you have anything that could act like life insurance? Any 401ks, IRAs, stocks, bonds, CDs?

💡 Agent note: If they have any of these, take note and circle back for an annuity appointment after you close the life insurance policy.

10

Coverage Goal

Say this

Now most people we work with are looking to accomplish one of three things. Either they want to make sure the funeral and final expenses are completely covered so their family isn't scrambling, or they want to make sure the mortgage and bills keep getting paid so nobody has to move or struggle, or they want to replace their income for a period of time so their family can grieve without financial stress. Which one of those resonates most with you?

And do you have any idea what funerals are running these days? The average is anywhere from $12,000 to $15,000 and that's before any of the extras. If something happened to you tomorrow, would your family be able to come out of pocket for that right now?

That's great that you have that available. The thing is, if your family has to use that to cover the funeral, that money is gone. Wouldn't you rather keep that money in your family's pocket and let a small monthly premium handle it instead?

So if something happened to you tomorrow, your family would have to figure out how to come up with $12,000 to $15,000 while they're grieving. Do you have family members that would even be in a position to help, or would they be on their own trying to figure it out?

So they'd have to go out of pocket or pass the burden around the family during one of the hardest moments of their lives. Is that something you're comfortable leaving them with?

So they'd be completely on their own trying to figure it out while they're grieving. That's exactly the situation we're here to prevent. Is that what's driving you to get this taken care of today?

Have you ever personally had to help cover the cost of a funeral for someone?

So you know firsthand how fast those costs add up. Was the family able to cover it or did everyone have to pitch in?

That's exactly the situation we're trying to make sure your family never has to be in. How did that feel for everyone going through that? Because nobody should have to pass a hat around while they're grieving. Is that part of what's driving you to get this taken care of today?

Now knowing what you saw, does it make sense to make sure your family has that same peace of mind?

So you haven't had to deal with that yet. But have you known anyone who passed and the family was left scrambling to figure out how to pay for everything?

So you've seen what that looks like. The last thing any of us want is to leave our family in that position. Is that part of what's driving you to get this taken care of today?

Well the average funeral today runs anywhere from $12,000 to $15,000 and that's before the extras. Now if something happened to you tomorrow, would your family be able to come out of pocket for that right now?

And if something happened to you, how long do you think your family could keep up with the mortgage and bills before things started to get really tight? Like realistically, a month, maybe two?

And outside of whatever benefits they might get, would your family have anything to fall back on? Now if your income stopped tomorrow, how long before it really started to affect them day to day?

11

Coverage Type

Say this

Alright, can you do me a favor really quickly and grab a pen and paper for me?

Perfect, go ahead and write this down. Again, my name is [Your Name] and my license number is [License #]. They just have me leave you with that before I go over the coverage with you. Now, this type of coverage is called...

Choose the coverage type and read:

Whole Life Script

Luckily you're still in the age range to qualify for this and that's actually a bigger deal than most people realize. This is the most popular type of coverage we offer. It's called whole life. Have you ever heard of it before?

Perfect. / No worries, let me explain it and you tell me if it sounds like what you were looking for.

So whole life is exactly what it sounds like. It covers you for your whole life. It never expires, it never runs out, and no matter how long you live it is going to pay out. That means your family is guaranteed to see a return on every dollar you put into this.

Now the other thing that makes this so valuable, especially for veterans on a fixed income, is that your premium is locked in the day you get approved. It will never go up. Your coverage amount will never go down. And even if your health changes down the road, they cannot touch your policy. Once it's yours, it's yours.

And the last piece that most people don't even realize is that this thing actually builds cash value over time. As you pay into it, a portion grows with interest. So if you ever have an emergency five or ten years from now and need access to that money, you have the option to borrow against it.

So it protects your family, it locks in your rate, and it builds value while you sleep. Is that kinda what you were looking for?

Term Script

Now luckily you're still in the age range to qualify for this and that matters more than most people realize because this is actually the most popular plan we offer for people in your situation. With term coverage you get significantly more coverage for a much lower monthly cost. So if protecting your family at the highest level while keeping it affordable is the goal, this is the plan for you.

Now here's what makes this plan really valuable. If we can get you approved today, your rate is locked in for the entire length of the term. It's not going to creep up on you every few years like some policies do. The price you get approved for today is the price you keep. Your family knows exactly what they're getting and you know exactly what you're paying.

Does that make sense?

★

Get Quotes

Americo MOO Corebridge AMAM Trans Ethos Aetna RNA NLG Instabrain F&G Chubb

12

The Pitch

Say this

I'm going to give you the coverage amounts first and then we'll go through each one so you can see exactly what it does for your family. Go ahead and write these down.

Say this before pitching options

Now before we go through each one, remember we can go up, down, anywhere in between. The most important thing is that whatever we put in place is something you can comfortably afford month in and month out. The last thing I want is for you to put money into a plan for six months and then have to drop it because that wastes your money and puts your family right back at risk. So let's find what works for you.

Option 1 — Starter

Now option 1 is our starter plan. [coverage amount] in coverage. This is the plan that makes sure your family is not scrambling to cover the cost of the funeral and the final expenses when the time comes. It gets your foot in the door, locks in your rate today, and you can always add more later. No matter what happens to your health down the road they can never take this away from you.

This plan is only setting aside [monthly price] per month.

Most Popular

Option 2 — Recommended

Now option 2 is our most popular plan and honestly the one I recommend most for veterans in your situation. [coverage amount] in coverage. This takes care of everything, the funeral, the final expenses, and still leaves something behind for your family so they are not starting from zero while they are grieving. This is the plan that gives your family real breathing room.

This plan is only setting aside [monthly price] per month.

Option 3 — Legacy

Now option 3 is our legacy plan. [coverage amount] in coverage. This is for the person who wants to make sure their family is not just taken care of but truly set up. It covers everything and still leaves something extra behind. This is not just about the funeral anymore. This is about making sure the people you love most do not have to struggle at all after you are gone.

This plan is only setting aside [monthly price] per month.

⚡

Close immediately after Option 3 — do not pause

Now like I said, unfortunately I don't make the final decision. The insurance company does that. So we still have to submit your application to see if you can even qualify. But if you are able to qualify, would you want to leave your family with [Option 1 coverage], [Option 2 coverage], or [Option 3 coverage]?

🤫 BE QUIET. LET THEM TALK FIRST.

⚠️ Objection Handler

I totally understand wanting to speak to [spouse/family member]. Just so we are on the same page, are you wanting to speak with them about the price or are you unsure if you even need the coverage at all?

Okay I understand. Hypothetically speaking, if [spouse] were here with us right now, what option do you think they would tell you to go with?

Why do you think that?

And what do you think they would say no to?

Got it. Here's what most people in your situation have done. Start with [the amount they said spouse would pick] since you think they would agree. Once we get you approved you'll have something concrete to discuss, and the best part is you can always add more later.

So let's get you approved right now. Is your legal first name [name]?

🛑 GO STRAIGHT TO E-APP

I totally understand. Help me understand, when you filled out that form requesting information, what were you hoping to find?

So it sounds like you do have a reason. Is it more that you just want to make sure [spouse] is on the same page about it?

Hypothetically, if [spouse] were here with us right now, what option do you think they would tell you to go with?

Why do you think that?

And what do you think they would say no to?

Got it. Here's what most people in your situation have done. Start with [the amount they said spouse would pick] since you think they would agree. Once we get you approved you'll have something concrete to show them, and the best part is you can always add more later.

Okay perfect. So what we are going to do is start with [the amount they said spouse would pick] and we can always upgrade later. Is your legal first name [name]?

🛑 GO STRAIGHT TO E-APP

That's totally fair. If something happened to you and your family had to figure out how to cover everything on their own, would having this coverage in place have made a difference for them?

That's exactly what we're here to solve. So what we are going to do is start with [lowest option] and we can always upgrade later. Is your legal first name [name]?

🛑 GO STRAIGHT TO E-APP

Totally understand. A lot of my clients said the same thing since it is an important decision. When you say think about it is it the price or if you even need the coverage at all?

Okay I'm glad you said that. Are any of the options I showed you today something you could swing month in and month out?

Anything else you're concerned about? Because you said earlier if you didn't have the coverage [restate their why] would be stuck with the bill. Is there anything else holding you back?

Okay perfect. So what we are going to do is start with [option they said works] and we can always upgrade later. Is your legal first name [name]?

🛑 GO STRAIGHT TO E-APP

What else is on your mind? I want to make sure I've answered everything for you.

Okay, help me understand — what would a comfortable number look like for you each month?

I totally understand. Help me understand, when you filled out that form requesting information, what were you hoping to find?

So it sounds like you do have a reason. Anything else you're concerned about? Because you said earlier if you didn't have the coverage [restate their why] would be stuck with the bill. Is there anything else holding you back?

Okay perfect. So what we are going to do is start with [lowest option] and we can always upgrade later. Is your legal first name [name]?

🛑 GO STRAIGHT TO E-APP

That's totally fair. If something happened to you and your family had to figure out how to cover everything on their own, would having this coverage in place have made a difference for them?

That's exactly what we're here to solve. So what we are going to do is start with [lowest option] and we can always upgrade later. Is your legal first name [name]?

🛑 GO STRAIGHT TO E-APP

I hear you. When you say it's too expensive, is it that the money just isn't there at all, or is it more that you're not sure it's worth it right now?

Thank you for sharing that with me. I was going to ask you, are any of the options I showed you today affordable or would they be too much to maintain right now?

Perfect, we are going to start there and then if you ever win the lottery we can always upgrade you to the larger plans! Is your legal first name [name]?

🛑 GO STRAIGHT TO E-APP

I am glad you said that, what would a plan need to look like for it to make sense for your family today?

(Requote based on their number)

Perfect, so we will be able to get you [coverage] for [price] a month. I am going to try my best to get you approved. Is your legal first name [name]?

🛑 GO STRAIGHT TO E-APP

So now earlier [name], you said you had [amount] left over at the end of the month. Why do you feel like you can't make [option price] work for you every month?

I understand that. Let me ask you — if something happened to you next month and your family had to figure out how to cover everything on their own, would setting aside [monthly price] a month have been worth it to prevent that?

Absolutely, I can do that. I just want to be upfront with you, the information I'd send you is the same thing we already went through together today. What specifically would you want to look at again? I'd rather just answer it for you right now so you're not waiting on mail.

✅ If they pick an option — scroll down to Section 13 and read the application script.

13

Application

Say this for any option they pick

Ok, I'll try my best to get you approved. The application only takes about 5 minutes and we will know immediately if you're approved or not.

And just to explain to you how the application process works, we will enter your basic demographics: name, height and weight, contact information, all that good stuff. We will select your beneficiary, which is who the money will go to if anything happens to you. And since there are no medical exams required, they will ask for your social security number to verify your identity and check your medical records to make their decision. And lastly we will select your payment method, which will be whatever bank routing and account number you'd like to use on the application.

Nothing is due today. You don't pay for anything until the policy starts once we get you approved.

So I'll pull that up now, go ahead and spell your first name for me...

💪 BE CONFIDENT. YOU EARNED THIS.

E-App Links

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14

Social Security Number

Say this

So I am going to put you through the verification process, so just be honest with me for these questions.

Are you a US citizen?

What state were you born in?

And like I said you don't have to do any medical exams or bloodwork. They will use your social to verify your medical background. So go ahead with your social.

📝 Write down: citizenship, state of birth, and SSN as they give it to you.

🛑 STOP READING — GO BACK TO E-APP

15

Effective Date

So how this will work is the payment will draft when your income comes in every month so it lines up. What day of the month do you get your deposits?

Hey [Name], I assume you want this policy to go into effect immediately right? Cool, so I will put it into place today so you will be covered today. You probably won't see that first payment hit for a few days since it takes a couple days to process, and then it'll be every month on the [today's date]. Is that okay?

No problem at all. When do you typically get paid or have funds available? We'll line it up with that.

16

Banking Information

Say this

Everything is looking good so far on your application. They did pre-approve you so that is good news! They just need to make sure they partner with your bank.

Who do you bank with?

Was that opened out here in [state]?

🔍 Agent: Google their routing number now. Do NOT ask them for it.

Then say

It does look like they partner with your bank. I just need to verify that we have the right routing number. Go ahead and grab a blank check or a bank statement and I'll wait for you.

I have the routing number as [routing number you Googled]. Is that correct?

Ok, and go ahead with the account number.

🛑 STOP READING — GO BACK TO E-APP

17

Cement the Sale

Say this

Okay, everything looks great on your application.

Now, I haven't submitted this yet. Before I do, I want you to know that I take my job very seriously and they do grade me on my quality. My intentions today were to find an affordable plan that you could maintain into the future so that when the time comes, your family will be taken care of.

So just to confirm you do fully understand what we went over today, which is [coverage amount] of coverage for [price] per month, correct?

And that's going to be something you're able to maintain each month moving forward, correct?

Perfect and again the first payment will be starting on [effective date].

18

Approved

⏳ FAKE PAUSE — WAIT 30 SECONDS. ACT LIKE IT'S LOADING.

Say this

Congratulations, it does look like you have been approved!

Now grab that pen and paper, I want you to write a few things down. I come along with the policy so make sure you save my number and give it to [beneficiary name] so that they can call me if anything ever happens or if you simply need to make any changes with your policy.

Have them write these down

📞 My direct line: [your number]
🏢 Carrier Name
💰 Coverage Amount
📋 Type of Coverage
💵 Monthly Price
🔖 Policy Number

Say this

Now you might still receive some calls because you haven't been checked off of our system yet. I'm closing your file now but it won't register automatically. I should be the only one calling you about your policy, nobody else. So if someone reaches out or knocks on your door, just give them my info and tell them they can call me. No need to give out your info to anyone random. Does that make sense?

Say this

Now [Name], I just want to take a second before I let you go. This policy only works if it stays active. The worst thing that could happen is you put this in place today and then something comes up and you cancel it because not only does that affect your chances of getting coverage in the future, it puts your family right back where they started.

So I need you to make me a promise that if anything ever changes financially and you're not sure you can make the payment, you call me first before you do anything. Can you do that for me?

Say this

And lastly, to help us improve our services, they have me ask: what about the policy brings you the most peace of mind?

Your policy paperwork will come in the mail within roughly 10 to 15 business days.

It was truly a pleasure speaking with you today [Name] and I meant what I said — I take my job seriously and I am here for you. You made a great decision today for yourself and for your family. You have my number so do not hesitate to reach out if you ever need anything at all. You enjoy the rest of your day and thank you for your service.