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WHAT TO SAY.

Every call, every objection, every close — scripted and ready. Master these and you'll never be caught off guard.

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01
Direct Mail Opening Script
PhoneDirect Mail
Use when calling someone who sent back a reply card. They requested the information — remind them immediately.
// Prospect answers Hi, may I speak with [First Name]? Hi [First Name], my name is [Your Name]. The reason I'm reaching out is because you recently sent back a card requesting information about your life insurance benefits — did you get a chance to look that over? — pause —

// If yes or vague Perfect. I just want to make sure you have all the information you need. Which works better for you — mornings or afternoons?

// If they don't remember the card No problem at all. No worries — you would have gotten this taken care of because you are on a fixed income like Social Security, disability, retired, or still working. Which one are you on?
02
New Agent Internet Lead Script
Phone
Click below to open the full New Agent Internet Lead Script in Google Docs.
Open New Agent Internet Lead Script
03
Higher Intent IUL Script — 3 Birds With One Stone
PhoneIUL
Click below to open the full Higher Intent IUL Script in Google Docs.
Open Higher Intent IUL Script
04
Veteran Lead Script
PhoneVeterans
Click below to open the full Veteran Lead Script in Google Docs.
Open Full Veteran Script
05
Aged Veteran Lead Script
PhoneVeterans
Click below to open the full Aged Veteran Lead Script in Google Docs.
Open Full Aged Veteran Script
06
ALL IN Rebuttal Sheet
Rebuttals
An objection is not a no — it is a question. Acknowledge, redirect, keep moving. Straight from the ALL IN playbook.
"I don't remember filling that out."
No worries — you would have gotten this taken care of because you are on a fixed income like Social Security, disability, retired, or still working. Which one are you on?
"I already have life insurance."
That is exactly why I am calling. I am a Policy Service Director — my job is different than the agent who first set you up. I just review your policy and make sure it was set up correctly. Did your agent mention I would be reaching out?
"You don't work with my insurance company."
I work with all of the life insurance companies — check your text, those are the main carriers I work with. Which one is yours?
"I'm not interested."
Interested in what? You already have it. I am a Policy Service Director — my job is just to review your policy and make sure it was set up correctly.
"I want to think about it."
I completely understand — but we do not even know if you are approved yet. My job is to fill out the application and see what that coverage would look like. I am assuming you want to try to get approved first — the B option.
"I can't afford it."
I completely understand. I mainly work with people on Social Security, disability, and fixed income — you guys actually get pre-negotiated rates. Does that make sense?
"I don't give my social out over the phone."
Neither do I — unless it is for insurance. The life insurance company needs it to match with your death certificate and to make sure the money reaches your beneficiary. Go ahead when you are ready.
"I don't give my bank info out over the phone."
I have got the routing number on my end — I am going to read that to you. Go ahead and grab a checkbook, mobile app, or bank statement. Sorry to make you run around.
"I've got insurance through my job."
That is exactly why I am calling — the coverage you have through your job expires 31 days after you quit, retire, or get fired. We are making sure you have permanent, portable coverage in place. Does that make sense?
"The VA covers my funeral and burial."
I mainly work with veterans — they pay up to $5,000 and funeral costs run about $15,000. We are catching you up with the other veterans to make up for that difference.
"I can't pay for it today."
No problem — it will come out on [draft date] when you get paid.
"I need to talk it over with my spouse."
I completely understand. My job is just to see whether or not you are able to get approved medically — so we will jump into an application and see, so you have something concrete to talk about with your spouse. Note: never pitch the husband without the wife.
07
Policy Review / Service Director Script
Policy ReviewPhone
Click below to open the full Policy Review / Service Director Script in Google Docs.
Open Full Policy Review Script
08
Inflation Pitch Script
Policy ReviewPhone
Click below to open the full Inflation Pitch Script in Google Docs.
Open Full Inflation Pitch Script
09
Post Sale Text + VIBS Referral System
ClosingFollow-Up
Click below to open the full Post Sale Text + Referrals Script in Google Docs.
Open Post Sale Text + Referrals Script
10
Solidification — Lock the Sale
Closing
Do this after every eApp submission — every single time, no exceptions. Write down: draft date, coverage amount, premium amount.
// Affordability Will this be affordable for you? The last thing we want is a call a week or a month from now saying this won't be affordable — that would defeat the purpose of why we are on the phone now. Is $[amount] comfortable?

// No cancellation Before I submit this to the home office for final approval — do you foresee yourself ever canceling? One more time — do you foresee yourself canceling?

// No overdraft Do you foresee this overdrafting your account? I want to make sure $[amount] on [draft date] is comfortable.

// Save as contact Could you save me as a contact right now? Shoot me a text so I know you saved me. You WILL receive more calls about life insurance — let them know you only work with one person. I should be the ONLY one calling.

// Paperwork + referrals You will get the paperwork in the mail in 4–14 days — call me once you receive it. Once we are off the phone, can you call your beneficiaries and let them know I will be reaching out? I want to go over the policy with them and make sure they know who I am. God bless — I am glad I was able to help you out.
11
7 Steps of the Sale
PhoneClosing
Click below to open the full 7 Steps of the Sale in Google Docs.
Open 7 Steps of the Sale
12
Recruiting Script
RecruitingPhone
Warm contacts, referrals, or people who expressed interest. Keep it short, confident, and curiosity-driven.
// Opening Hey [Name] — this is [Your Name]. I don't want to take up too much of your time. I'm in the insurance industry and I'm expanding my team. I came across your name and thought you might be someone worth talking to. Are you open to hearing about something, or are you happy doing what you're doing? — pause —

// If open Perfect. What I do is help people get licensed in life insurance and build their own agency. Most of the people on my team earn anywhere from $3,000 to $10,000+ a month — and they set their own schedule. It is not for everyone, but for the right person it is genuinely life-changing. All I want to do is show you what it looks like — can we grab 20 minutes this week?

// If hesitant No pressure at all — I am only looking for people who are serious about building something. If after 20 minutes it does not make sense for you, we shake hands and I will not bother you again. Fair enough?