Telesales can be a highly effective method for closing deals on various insurance products, but success often depends on the quality of the script. Tailored scripts not only keep the conversation on track but also ensure that the prospect’s needs are addressed, making them more likely to convert. This article provides specific word tracks and talking points for selling Indexed Universal Life (IUL) insurance, final expense insurance, and mortgage protection insurance over the phone.

IUL Insurance Script

Opening Statement: “Hi [Prospect’s Name], this is [Your Name] with [Your Agency]. I’m reaching out because I see you’re interested in long-term financial security. Have you considered how an Indexed Universal Life policy can not only protect your family but also grow your wealth over time?”

Word Tracks:

• Benefits Focus: “What makes IUL policies unique is their ability to offer both life insurance coverage and cash value growth linked to market indices—without the risk of direct market investments.”
• Wealth Growth: “Imagine having a policy that not only protects your loved ones but also provides a tax-advantaged way to save for retirement.”
• Flexibility: “The beauty of IUL is its flexibility. You can adjust the premiums and death benefits as your financial needs change over time.”

Talking Points:

• Tax Advantages: Highlight the tax-deferred growth and tax-free death benefit.
• Market-Linked Growth: Explain how the policy’s cash value grows based on market index performance.
• Protection Plus Savings: Emphasize the dual benefit of insurance and wealth accumulation.

Final Expense Insurance Script

Opening Statement: “Hello [Prospect’s Name], this is [Your Name] with [Your Agency]. I’m calling today to discuss a simple yet essential way to ensure your family isn’t burdened with end-of-life expenses. Have you thought about how final expense insurance could ease that burden?”

Word Tracks:

• Simplicity: “Final expense insurance is straightforward. It’s designed to cover funeral costs, medical bills, and other end-of-life expenses, so your family doesn’t have to.”
• Peace of Mind: “With a final expense policy, you’re not just investing in coverage—you’re investing in peace of mind for you and your loved ones.”
• No Medical Exam: “The best part? No medical exams are required, making it quick and easy to get covered.”

Talking Points:

• Affordable Premiums: Focus on the affordability and ease of qualification.
• Guaranteed Benefits: Highlight that the benefits are guaranteed as long as premiums are paid.
• Immediate Coverage: Mention the quick approval process and immediate coverage options.

Mortgage Protection Insurance Script

Opening Statement: “Good [Morning/Afternoon], [Prospect’s Name]. This is [Your Name] from [Your Agency]. I noticed that you’ve recently purchased a home. Congratulations! Have you considered how mortgage protection insurance can safeguard your investment?”

Word Tracks:

• Security: “Mortgage protection insurance ensures that your home is paid off if something unexpected happens, so your family isn’t left struggling with mortgage payments.”
• Family Focus: “It’s all about keeping your family in their home, no matter what life throws at you.”
• Customization: “This coverage is customizable to fit your mortgage amount and term, providing just the right amount of protection for your needs.”

Talking Points:

• Coverage Tailored to Your Mortgage: Discuss how the policy is specifically designed to cover the outstanding mortgage balance.
• Affordability: Emphasize that mortgage protection is often more affordable than other forms of life insurance.
• Peace of Mind: Highlight the peace of mind knowing that the family home is secure, even in the worst-case scenario.

Key Highlights:

• Customized Scripts: Tailoring scripts to specific products like IULs, final expense, and mortgage protection can significantly increase your success rate.
• Focus on Benefits: Always focus on the benefits and unique selling points of the product to keep the prospect engaged.
• Use Proven Word Tracks: Employing specific word tracks can help guide the conversation and overcome common objections.
• Practice Makes Perfect: Continuously refine and practice your script to maintain a natural, conversational tone.

By following these scripts and talking points, insurance agents can effectively navigate telesales calls and convert more leads into satisfied clients.