1INTRO — "Thank you for calling, this is Stewart on a recorded line. How can I help?"
Verify: name, DOB, monthly premium, face value
"Let me put this in my system — brief hold."
2HOOK — "Are you still with me? Great. Couple things are popping up on my screen…"
"When you signed up, were you dealing with any major health issues?"
3COVERAGE HOOK — "You may have been placed on STANDARD instead of PREFERRED."
"Do you remember getting a call about this? Nobody reached out?"
4TAKEAWAY — "This offer may have EXPIRED. Let me talk to underwriting."
PLACE ON HOLD
5ASSUME APP — "I spoke to underwriting. ONE-TIME authorization. Run a medical check."
6CLOSE — Verify spelling, state, DOB. Get payment. NEVER say approved until payment clears.
Seed beneficiary: "Once approved, I'll check if [name] qualifies for same rate."
✅ SLOW DOWN — script says it on every page
✅ Price at END — sell the value first
✅ Assume application — "Let's go ahead with…"
✅ Takeaway creates desire
✅ Plant beneficiary seed mid-app, close at end
❌ Never say "approved" until payment clears
❌ Don't throw out price during hook
❌ Don't ask "do you want to apply?"
🩺 Health Verification
🫀 Heart Attack
🧠 Stroke
🫁 COPD
🩸 Uncontrolled Diabetes
🎗️ Cancer (ever)
🦠 HIV
Answer doesn't matter — just notate. Rapid-fire, no pauses.
🧠 NEPQ Stages
1. CONNECT — "Did you fill something out about protecting your family?"
2. SITUATION — "Walk me through what had you looking into this?"
3. PROBLEM — "How would your family manage if something happened?"
4. CONSEQUENCE — "What happens if you keep putting this off?"
5. SOLUTION — "Based on what you shared, here's where I'd start…"
6. COMMIT — "Grab your driver's license, I'll wait."