#1. Jeremy Miner.

You: Yeah, that's not a problem. What's your time frame on getting back to me in the next day or two, just to see if l'd be available for you?

Prospect: "Well... I guess I could call you in a few days.

You: "Well I'm not sure if l'd randomly be available like that. What I can do though... if you have your calendar handy, I can pull up mine and have you book a specific time. That way you don't have to chase me down and vice-versa. Would that help you?

Once the appointment is booked, ask this: Now before I go... what were you wanting to go over in your mind... just so I know what questions you have when we talk tomorrow?

Prospect: “Well it's just a lot of money and I need to see if we can afford it.

#2. Brian Tracy

So , I can understand why you want to think about it.

Unfortunately, we have a no call back policy in our office. And the reason that's in place is because we've had people in the past say they're going to think about it. They never actually think about it. Six months goes by, they pass away while thinking about it. And their family. Who do you think their family blames for not helping them make a decision when they should have, me? I'm not letting that happen again.

We get along so well, and you are so important to me that I'm not letting that happen. You need it. You want it. You can afford it. It makes absolute perfect sense. I'm going to help you get qualified. What's your full legal name?

I completely understand and you definitely should, however the insurance company still has to think about you as well, so what I recommend is we just submit an application to see if you could even get approved because if you can't then there is nothing to even think about. If you do get approved the insurance company will mail everything out for you to review and look over the details. Does that make sense?

Prospect: “We like your product, but at this time we just can’t afford it.”

You: “Tell me, if you did have the money, would this be something that would work for you?” (If you have asked the right questions in the conversation they will always say Yes.)

Prospect: “Yeah, for sure.”

You: “Why do you feel it would though?”

Prospect: “Well we like ... but we just don’t have the money for it.”

You: “I can appreciate that money might be an issue for you. How do you think you can resolve that where you can find the money so that you can..

Now, if they cannot come up with ways on how they can get the money, you can ask them this question:

What other avenues do you have to find the funding to increase the financial protection for your wife and kids if something happened to you?

Okay so you wanted to see if you can save money for the same benefits or increase your benefits for the same price correct?

Perfect, so when you filled this out were you looking to add some coverage or just to see if you qualified for a rate reduction?

If yes..

Do you know how much you’re paying on it per month?
And how much coverage is that for?
Is your current policy term or whole life?
And does it have a waiting period?
And do you know what company you have it with?

I don't need your social security number—the insurance company does. Since they'll be providing thousands of dollars in coverage, they need to verify your health status. They do this by checking your social security number against the medical information bureau to screen for any critical or chronic illnesses....Does that make sense? Okay, I'm ready when you are. 

That's exactly why I sent you all my information. This is a simplified issue life insurance policy, which means there's no nurse visit required for blood or urine samples. They simply check the MIB (medical information bureau) to verify if you qualify for coverage. Does that make sense? Great, I'm ready when you are.

Totally understand, that's why I had you write down my information. The number I gave you is my business social so its tied to all my licenses. I can walk you through how to verify my license, would that make you more comfortable?

Okay I need to make sure we are comparing the exact same product, ya know?

Does your current policy have any accidental? 
Does your policy ever expire (term)? 
Does the payment ever go up? 
Which company is it with? 

Our goal is to see if it’s accidental or a term that is expiring. If it is, try to replace it, they should not feel good about it. Be scared for them. If it’s straight whole life and you cannot beat it then get off the phone and quote someone else.

No worries. And when you say you aren’t interested, is it because you think it might be unaffordable or because you don’t think you can get approved?*Wait For Reply*

If Not Affordable: No worries. Most of the people we work with are on a fixed income. Are you on a fixed income too?*Wait For Reply*

Perfect, the plans that you requested information on are actually designed for people on a fixed income. I just have to ask you a couple of questions to see if you’d even qualify, would that be helpful?

If Can’t Get Approved: When you say you had trouble getting approved. Did they tell you why?*Wait For Reply*

No worries, we actually specialize in getting people with [Their Health Condition] approved. I just have to ask you a couple of questions to see which program I’d be able to get you accepted for, would that be helpful?