Pitching Formula

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Problem 

*This is where you’ll build the problem based on the pitch you were using before. Make sure it is specific to them and paint the picture of why it’s needed. Ask them if they’ve experienced these issues directly or through friends/family/co-workers so they can really envision it*

Solution 

*Follow steps from pitch where you provide client with how our products pay out*

Tie Down 

1. Can’t you see how helpful this would be knowing X(remind them of problem)
2. Now, out of everything we went over, which part stands out to you the most?
3. Why does that stand out to you? (Get them to sell it back to you) 

Price

Remember how we were speaking about the hour power earlier? Well everything we just went over actually falls in line with it and your contribution is set at $XX monthly. Like I said earlier - we know this is going to be comfortable because I have kept it within your 1 to 2 hours of your wage. 

Safeguards 

Because these benefits are meant to be permanent and portable throughout your lifetime - we have included some safeguards to make sure you never go without them.       

Strike waiver, Layoff waiver, and Terminal Illness Rider                                   

Summary 

Now starting today - If you qualify, you will be covered for… (Summarize what you had them write down/presented) 

Close 

Now like I said from the start my job is simple - I am just here to deliver and explain the benefits and answer any questions you may have.  

Do you have any questions about how any of this stuff works? 

• Yes? Answer their Qs then jump back into closing line below
• No? Okay, I do have one question for you. With there being all this coverage for X, would you still like (beneficiary name) to be your beneficiary? And God forbid, if something happened to them before you, who would like your contingent/secondary to be? WFA 

Great! All I need is your Driver’s License and Health card, and there’s a few extra questions just to make sure you can fully qualify.