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Intro problem): The first major concern they found has to do with the cost of the funeral and final expenses. (Joe/Mary) have you ever dealt with the loss of a loved one? (Get story…who passed away, what happened, etc. did they have life insurance to pay for the funeral) Do you want to be buried or cremated?  The average cost of final expenses today are getting more expensive every single day and if you’re like most people, you don’t have that kind of money laying around.  If you did, you definitely didn’t set it aside for that! That’s exactly why they use the Freedom of Choice. (Wife’s name), this is (Husband’s name)’s Freedom of Choice certificate. (Hold up FOC) When something happens to (Husband), all you do as the beneficiary is take this one certificate to the funeral home of your choice (Point at choice on FOC) and meet with the funeral director. That’s where you will negotiate the price of flowers, casket, funeral services, everything you want for the services. You’ll agree on a price for the funeral and designate the amount here on the back. (Point to spot on back) The funeral home will contact our company to make sure (Husband) has a policy with us. (Point to AIL info) As soon as they get us on the phone, they say the same thing every time. “Hey, we have (Husband) here, and we are planning his final arrangements. How much coverage does he have with you guys?” Well, we don’t disclose that with them because if we told them you had $xx,000, how much do you think they would try to charge? Exactly! Instead, we let them know to honor the amount the beneficiary put on the back and we’ll get with the family for any remainder. That’s the first important thing this is going to do. The second, and MOST IMPORTANT thing it is going to do is pay for the funeral RIGHT AWAY.  This is huge because ALL insurance companies have up to 180 days to pay their claims, which leaves (Wife) having to write a check OUT-OF-POCKET and wait up to six months to get paid back!  Now most of the members have savings but that money is designated for your family to live on and not to pay for your funeral. (Joe/Mary) can you see how this is an absolute must for your family when you die?! (Recap Solution): (Show recap from E-app) Due to inflation the recommended amount is $_______.  You currently have ______ permanent coverage in place, so there’s a need of ___.  They will be providing you with ___.   (Tie down): Does it make sense how it came up with that amount?  Do you see that benefit fulfill a need? Why is that benefit so important to you? (Visibly nod your head and get a INCOME PROTECTION (10-year term) (Intro problem): The next major concern they came up with is Income Protection.  (Joe) Let me ask you this, when something happens to you, would you want your family to be able to survive financially when you’re no longer here?  (Mary) what would you do without his income? (Recap)(Show recap from E-app) This will help replace (Joe’s) income in the amount of $_______   for _____ years. (Go over Mary’s income coverage if applicable). This will give your family time to adjust without dying financially when you’re gone.   (Tie down): Does it make sense how it came up with that amount?  Does that benefit fit a need for you? Ok, and why is that benefit so important to you? (Visibly nod your head and get a yes)    MORTGAGE PROTECTION (Accidental Death Benefit or Decreasing Term) (Intro problem) The next major concern has to deal with the biggest bill we all have which is our mortgage. (Mary) would you agree that it would be a struggle to pay the mortgage when (Joe) dies? What this benefit does is pay off the mortgage in its entirety, so your family doesn’t have to move during such a tragedy. (Recap Solution):(Show recap from E-app) So the analysis is recommending ___ and you currently have ___ so they will be providing you with ___ (If ADB, it needs to be clear that payment is made based on death as a result of an accident.) (Tie Down): Does it make sense how it came up with a need for that?  Does that benefit fit a need for you? Ok, and why is that benefit so important to you? (Visibly nod your head and get a yes)   Children's Legacy Plan (Accidental Death Benefit)  (Intro problem): The next major CONCERN found has to do with your children’s financial future. We obviously want the best for our children, right?  This money can be used for college, trade school, down payment on a house, or even a business. They call it a legacy plan so your legacy can live on when you are no longer here. (Recap Solution): (Show recap from E-app) It's recommending ___ and you currently have ___ so they are providing you with ___ per child. (Since this is ADB, it needs to be clear that death must be the result of an accident.)  (Tie Down): Does it make sense how it came up with a need for that?  Does that benefit fit a need for you? Ok, and why is that benefit so important to you? (Visibly nod your head and get a yes)