Opening and Rapport

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(Chat with clients as they get set up) 

Hi (member’s name), great to meet you, my name is ________ and I’m the licensed benefits specialist with AIL Canada that will be going over (the will kit / your benefits) with you. **Ensure spouse is there and on camera**

 Family 

• So ____ I see you live in (City)! How long have you lived there? 
• Where did you live before? 
• Do you have a lot of friends and family that live nearby? 
• How many children/grandchildren do you have? 

Recreation 

• How have you been holding up/passing the time? 
• What have you been doing for fun these days? 

Occupation 

• Are you retired or still working? 
• How long have you been retired? / How long have you been doing that job? 
• Do you enjoy it? 

Me Too (Genuinely connect) 

• I have always wanted to learn more about that. 
• My brother has been doing the same and he loves it! 
• I see you have a dog. What breed is your dog? I have dogs too, etc. 

(Make a personal value statement)  

 Before we go ahead and get started, is this the first time you have gone over these benefits with our company? 

If yes Continue to intro. 

If no- ask: how long ago was the visit? How did it go? (Very important to get a great understanding of what happened before) 

Then say: A lot has changed since then so I’ll go ahead and give you the short version.