Hi , I'm with American Income Life Insurance Company, from the OPEIU local 277. I spoke to you about your benefits through the GROUP. Here is my ID badge. Hold up to the screen
Did you make it to the meeting where they talked about the program? That’s exactly why I’m here. Now, you received a letter in the mail from the GROUP Show the letter and when you got this letter you returned this card. Show the card Like the letter said, it's my job to go over the benefits that have already been set up for you and review the permanent benefit options you might qualify for. Sorry it’s taken so long to get to you, but with increasing concerns during this time we have had an overwhelming response from the teachers, police, veterans, and even the NFL players' Assoc.. American Income is the only 100% union-based Insurance company; and this is our Labor Advisory Board which consists of 50 International Union leaders who help come up with these programs. Show pamphlet
So, before we get started let me ask you, how long have you been with the GROUP?
(Focus on building a relationship with the client. Make sure to get at LEAST 3-5 names of friends, family, coworkers, etc. We will use those names to assume for referral collection.)
The first no-cost benefit is your Accidental Death and Dismemberment benefit. This pays you $1,500 for the loss of one hand, one foot, or sight in one eye; and double that amount, for the loss of any two. SPOUSE, for you, this is a death benefit that would pay you $3,000 should {{contact.primary_name}} die accidentally. Now I know that $3,000 doesn’t seem like all the money in the world, but if you die suddenly this can help cover some of the expenses your family is dealing with after you’re gone. Last year our company paid out $4.67 million in these no-cost accidental policies. Make sure to put your certificate somewhere safe so that when something happens, you'll have proof of it. And I'll email this for you to print off. Make sense?
Now, {{contact.primary_name}},, I am going to let you assign your beneficiary. You said you wanted SPOUSE, correct? Ok I will email (or text) this to you as soon as we are done so that you have it for your records. When something happens, you are going to need our local office number so go ahead and grab your cell phone and let’s get that in there for you. OK, the number is 1-800-686-0042. Oh, and while you have that out, one more thing I need to do is to get two CONTINGENT BENEFICIARIES filled out in the event you were to die together in a common accident. Who would be your first contingent? Your second?
This next thing I need to talk to you about literally makes me sick to my stomach...PAUSE because it deals with our children. I'm sure you know other families with kids, right? If you had to put a number on it, how many would you say? I’m sure you’ve seen the Amber Alerts correct? Could you imagine what those parents are going through. According to the FBI a child goes missing every 30 seconds, that’s over 10 children in the last 5 minutes. If they aren’t found within the first 24hrs, there’s a 93% chance they are never found alive. Normally it takes 8-12 hours to get an Amber Alert issued, but with this kit it drops that to under one hour! Heaven forbid your child goes missing, this kit will help find them quickly. It's endorsed by the International Union of Police Associations and the school federation of teachers. WALK THEM THROUGH HOW TO FILL OUT KIT
Now, I am sure you can agree that if we got this kit out to 1,000 families and it saved one kid's life it would be well worth it, right? Exactly! It has saved children in the past and will continue to do so. We just need your help. You mentioned you knew # families with kids, most of our members extend this out to 10-15 people. This costs you nothing, but it’s costing those families their children. Let's start with your...SIBLINGS, FRIENDS ETC., NAMES FROM RAPPORT BUILDING. BE ASSUMPTIVE!
Your next no-cost benefit is amazing, the AIL plus card. It is a HUGE advantage for people. Let me ask you, who do you have for health insurance? Ok Perfect, this is not health insurance, it will work in conjunction with them to reduce any out-of-pocket medical expenses you have. The AIL Plus is designed to help lower your out-of-pocket expenses and will not affect your existing health coverage. You can receive discounts up to 60% off on dental, vision care, prescription drugs, hearing aids, and chiropractic services. (Show SLIDE and help to enroll). We find most of our members who use this program are saving anywhere from $80-$120 a month depending on what they use. All our members love it, and I am sure you wouldn’t mind saving the extra money.
Provide testimony and collect referrals.
The next benefit you qualified for is your No Cost Will Kit. With everything going on, most people are scrambling to get a will prepared and realizing that wills cost a lot of money. In fact, the cost of a will in North America ranges from $940 to $1500 per individual. Even more surprising is how many families do not have a will prepared. They realize that everyone has a beneficiary for their bank accounts and their life insurance, but very few people have a Will set up to take care of their children and the lives they leave behind. So here is your Will Kit. If you have any questions while you are filling it out, you can give me a call. Briefly explain Will Kit while sharing screen
Provide testimony and collect referrals.
For years, these benefits you just received were only made available to members of exclusive groups we work with like I mentioned... (police, teachers, firefighters, etc.) But because of overwhelming member requests, finally, the company is now allowing you to extend these same benefits to people who are close to you..., you know family, close friends etc. Now, this is at no cost to you and no cost to them, there’s no strings attached, but it is very important to take advantage of this opening because we don’t know how long they will allow you to do this. Unfortunately, you cannot extend these benefits to everyone, but most people extend them to 10-15 people. Just don't pre-judge anyone because, even if they have good benefits, these will help. Most people start with people closest, so let’s start with them. You mentioned you had a relative/friend/contingent beneficiary/anyone from previous conversation. Let’s get this to them. What’s their name?
Who’s next? Keep saying who’s next, keep head down and act busy
TRY TO SCHEDULE A REFERRAL OR TWO RIGHT THEN AND THERE
, this is very important and something we take very seriously for quality control purposes. Out of everyone you sponsored here, who could use these benefits the most? Okay, here’s what we’re going to do. Since they are close to you, I am going to try and get them in front of the line, so they can get their benefits first. So do me a favor, go ahead and give these people a call and let them know they will be getting these benefits, if they are at work or not home, no big deal, just leave them a message and let them know I’ll be contacting them _____ between ___ & ____. If they pick up, you can hold your phone close to your speaker, and I will speak to them.
If having them call does not work make sure they at least text their referrals the message below.
, what I am going to do next is make sure everyone you sponsored is aware that they will be receiving these benefits. I will send them a text with you included, last thing I want to do is call these individuals and they don’t know what’s going on. So, I am going take a quick picture of us on zoom and attach it in a text so they can see we met. Just do me a favor and put a good word in for me and reply in the text.
Suggested Text Message
6:27 AM
Hi, this is l with American Income Life Insurance Company. I had the pleasure of sitting down with . He is a member of our company and was able to sponsor you into exclusive no cost benefits that are typically only available to union members, as well as a one-time look at our permanent benefit options. He thought this would be great for you. All meetings are virtual meetings. Makes it very easy, it can be done via zoom. Just wanted to let you know I’ll reach out soon.
INSERT PHOTO OF YOURSELF AND CLIENT
Suggested Text Message
6:27 AM
Hi, this is l with American Income Life Insurance Company. I am currently sitting down with . They listed you as a beneficiary for their policy. I just need to set up a time to review everything with you in regard to making a claim and for taking on this responsibility you will also be getting some no cost benefits provided to you which we will go over. All meetings are virtual meetings. Makes it very easy, it can be done via zoom. Doesn’t take long but it's important info. I am going to call this evening to explain more.
INSERT PHOTO OF YOURSELF AND CLIENT
Now, you know guys, over the years you go through contract negotiations and benefit changes. It’s give and take. Lately it seems like we are paying more, but getting less. This is one of the main reasons they had me out here. With input from the labor advisory board, the groups, and from members like you, they came up with a List of Concerns for working families. Now, guys, these were by far the biggest concerns out there. The first concern deals with... See addendums which have the appropriate verbiage for each concern
Now, the most important no cost benefit that was arranged for you guys is the Needs Analysis Survey which identifies whether or not there are any gaps in your current coverage. If there is no need, it won’t make a recommendation for that concern. If there is a need, I will review the recommendation with you. To determine this, I need to ask you some questions.
Ask all questions on the survey, make sure to click the non-inflation option.
Extra questions to ask. Any family history of cancer?
Before I go any further, I have this read-off letter for you. It explains the enrollment process. What it’s basically saying is as I’m going through the benefits, if you’re nodding your head visibly nod your head thinking, “Wow, these are some great benefits and I can see why my group approved this and why all the members are doing this,” go ahead and apply today. On the flip side, if I’m going through the benefits and you’re thinking to yourself, “You know, these really are some great benefits but they don’t fill a need for me and my family right now,” then I’m actually going to ask you not to apply. Either way, yes or no, that decision does need to be made today during your service period in fairness to all the other members waiting to enroll. The good thing about these benefits is that they are pretty much a no-brainer so you’ll know one way or the other. Does that make sense? Big Smile! Whatever you decide, they want your opinion on that Officer Report Form I showed you. show again
Final Expense
The first area they’re concerned with is your funeral and final expenses. Have you ever had to plan a funeral? I know it’s not fun to think about, but the reason that I ask is because WHEN we die, someone in your immediate family will have to go down to the funeral home and the funeral business is like any other business, they are going to want all the money on the spot before they will do anything! Now most assume their life insurance will take care of it, but most policies can take 2-6 months to pay out, that’s why they created the Freedom of Choice. The reason they call it the Freedom of Choice is because it is valid at all funeral homes, and it will serve to cover costs for cremation or burial. So
,, when you die for any cause of death, all your beneficiary must do is take this certificate down to the funeral home and it will be taken care of, so your loved ones never have to worry about it.
Income Protection
The next concern is your paycheck. Now, ,
let’s say you die tomorrow from a car accident or have a heart attack. Do your paychecks continue to come in and support your family? Of course not! When the paychecks are gone, the money stops coming in, but your bills are all still there. That’s why they have set up the paycheck protection benefit so that when you die your loved ones will continue to receive a paycheck each month for at least one year so that your bills are fully paid, and you won’t have to figure out where the money is going to come from.
Mortgage Protection
The next concern is your mortgage/rent. Our living situation tends to be our biggest monthly expense, but when a loved one dies the bill doesn’t stop. One of the most common reasons for foreclosure is the sudden loss of a loved one. Unfortunately, that’s what happens in most cases, or families try to quickly sell their home and end up selling it for pennies on the dollar. That’s why our company put together a program that would pay the beneficiary a lump sum of money to cover the cost of your mortgage/rent so our families are never put in those tough positions.
Cancer Coverage
The next concern has to do with an all-too-common problem that no one seems to have a solution for: CANCER. Guys, I am sure you’ve known someone … a friend, neighbor, co-worker, relative, someone who has had cancer before, right? No doubt everyone we talk to knows someone. 1 out of 2 men…50%, get cancer; and for women, its 1 out of 3. There are more bankruptcies caused by cancer than any other disease. Now, most people have pretty good medical coverage; in fact, if you were to get cancer today, maybe 80-90% of your medical bills would be covered. However, the problem is that over half of the costs related to cancer are not medical bills. When you’re battling cancer, not only will you have time off work, which means lost wages, but you could have experimental drugs, special diets in addition to co-pays, deductibles and all types of things that are not covered under your current health insurance. So thankfully the company created a solution. It is a benefits bank account that would pay you tax free money that pays you directly, not the hospitals or doctors.
Get Hurt Get Paid (A71) Coverage
The next area they are concerned with is your injuries. Have either one of you thought about what will happen when you get injured in an accident? They realize you have workers comp, but that only covers you if you’re injured on the job. It also can take an extremely long time to pay out. So, the company set up a program that would pay you directly if you went to the hospital due to an accident or hospitalized.
Coverage Recap
Now, all these concerns may not be a concern to you, and as a professional I can point you in the right direction to make sure your family is properly covered. However, I want your feedback. Out of all these concerns, which of these are most important to you? It can be all of them.
So, , and SPOUSE, to recap, it’s basically like having the option of 2 jobs. Let's say you were to go into work tomorrow and your boss says, "Work's going really well, we're going to have you work 41 hours this week instead of 40." With that 1 hour are you going to go out and buy your dream home or dream car? Of course not! On the flip side, let's say your boss says, "Work is going a little slow. We're going to pay you 39 hours this week instead of 40." With the difference of that 1 hour, are you going to have to put a for sale sign in your front yard? Of course not! The idea is, 1 hour, plus or minus, isn't going to change your family’s lifestyle, but not having these concerns taken care of certainty would. Why don't we set that first hour on Monday aside to guarantee whether you are here or not, your family's lifestyle doesn't change? Now , and SPOUSE, before I set this up, I just need you to make me a promise that if this ever becomes uncomfortable, you let us know because if we don’t hear from you, we can’t help you. Can you promise me that? Ok great! Now, I just need to make sure you can qualify so let me ask you some health questions.
Without pausing proceed to qualifying medical questions on back of the Q & R Checklist
Okay I understand, some of our members feel the same way and I am the exact same way. Now, I know how important this program is for your family, and I’m sure you don’t mind the fact that if anything happens your family is covered right? Of course, it’s always important to make sure we are properly covered and unfortunately the longer we wait to do it the more it costs. So really, it’s a matter of whether $X is comfortable for you. Do you feel $X would put you in a tough position? Okay Great, so let’s do this, we can set this up, I just need you to make me a promise that if it ever becomes uncomfortable, you will let me know because if we don’t hear from you, we can’t help you. So, all I need is your driver’s license and we will get this taken care of.
(If they say no, then make an adjustment. Okay let’s do this, we can make an adjustment to XYZ)
Okay I understand, these are designed to help you not to hurt you. That’s one of the most important parts when it comes to setting up your coverages is making sure it’s affordable. However, it is important to make sure you are properly covered and the longer we wait to do it the more it will cost. Sure, this would be an adjustment and it is one worth making. Just so I can get a better understanding of the financial situation. Would this $X put you in a tough position? Okay Great, so let’s do this, we can set this up, I just need you to make me a promise that if it ever becomes uncomfortable, you will let me know because if we don’t hear from you, we can’t help you. So all I need is your drivers license and we will get this taken care of.
(If they say no, then make an adjustment. Okay let’s do this, we can make an adjustment to XYZ)
Well, actually you don’t. Who does? Everything is good now. The problem is when something happens is when your family will desperately need it...and who knows when that will be. It’s like why buy a fire extinguisher when your house is not on fire. Well when the fire starts it’s too late to think about buying one. This is the kind of thing you could only buy when you don’t need it. Believe me what $ per week means to you right now is no comparison to what these benefits would mean to your family when the fire starts. Does that make sense? (After getting an affirmative answer) Yea that is what most of the members are saying as well...the only thing though is you still have to qualify for it, so I need to ask you some questions... (If they say no, then make an adjustment. Okay let’s do this, we can make an adjustment to XYZ)
After completing the application and applying all signatures , and SPOUSE, almost everyone takes advantage of this program...you know...like you...because of the value, and the cost is very small compared to the many benefits. Now it’s very rare, but sometimes a member cancels...could be a week, a month, or a year later. And we end up seeing these same people the next service period (2 or 3 years later), and they’re upset because they’re no further ahead than they were. Most people end up wanting to re-apply for the benefits. The problem is that now the program is more expensive because they are older. Worse yet, some people can’t even get into it anymore because their health has changed. The point is that this is not a short-term fix...it’s a long-term solution, and the longer you are into the program the more the value. So, if this $ is uncomfortable for you right now, let’s fix it while I am here. How does everything feel? Good...then please make sure to keep this important program in place for your family and the next time I see you, you’ll be really happy you did!