Guide to a Simple Close
The full call framework — from first hello to collecting payment. Follow this order on every call.
📋 The 7-Step Call Flow
1
Open with First Name
Use their first name immediately. Warm, personal, not robotic. "Hello [Name]" — not "Hello Mr./Mrs. Smith."
2
Introduction
Confirm interest and open the door. "I see that you may have been looking for some healthcare options — did you still need assistance?"
3
Build Rapport — Elevator Pitch
Answer 3 things fast: Who you are, what it costs to work with you, and how you're different from everyone else they could call.
4
Set Expectations
Get permission to ask questions. "I'm going to take about 10 minutes to verify your info, ask a few health questions, and get an idea of budget so I can give you an accurate quote — does that sound good?"
5
Investigate — Needs Analysis
Verify contact info, health questions, current coverage, medications, budget, household income. Condition them to say YES throughout.
6
Presentation
Always sell off a brochure. Use the A la carte method — layer products to limit out-of-pocket exposure. Show Marketplace vs. Private Market comparison.
7
Close
"How would you like to pay for that today?" — assume the sale. Don't ask IF they want it, ask HOW they want to pay.
💡 Needs & Budget Matrix
Identify which quadrant the client falls into BEFORE presenting. This tells you exactly which products to lead with.
💰 Has Budget + Healthy
- Enroll Prime / PSM / LifeX
- ACA Off-Exchange
- Short-Term Medical
- Fixed Benefit
- Supplement
- Life Insurance
🆓 No Budget + Healthy
- ACA (on-exchange / subsidized)
- Short-Term Medical
- Fixed Benefit
- Supplemental
💰 Has Budget + Not Healthy
- Enroll Prime / PSM
- ACA Off-Exchange
- Supplemental products
🆓 No Budget + Not Healthy
- ACA (on-exchange / subsidized)
- Supplemental products
🏥 Carrier Matrix by Product
Major Medical
- Enroll Prime
- PSM
- LifeX
- ACA (on-exchange)
- ACA Off-Exchange
Short Term (STM)
- Allstate
- UHC / UHOne
- Pivot
Fixed Benefit
- Manhattan Life
- NatGen Foundation
- CoreHealth
- UHOne
Supplemental
- Allstate
- UHC
- Cigna
- GTL
- Aetna
Life Insurance
- Mutual of Omaha
- AIG
- Transamerica
- North American
- Check Pipeline Quote for more carriers
Dental / Vision
- Ameritas
- Cigna
- Physicians Mutual
- Humana (w/ LifeX plan)
📊 Annual Cost Comparison Formula
Always show both Marketplace (on-exchange) and Private Market (off-exchange). Let the math do the selling.
- Annual Cost (AC) = (Monthly Premium × 12) + MOOP
- Annual Savings = Marketplace AC − Private Market AC
- Always present the full menu — never pre-qualify them out of a product before showing it
- Compare apples to apples: same deductible tier, same network type
Live Call Guide
Your full call from hello to close — in order. Follow top to bottom. Individual tabs have the detailed breakdowns.
① Opening
🎤 Inbound / Warm Lead
"Hello, [First Name]! This is Faith with Faith Insurance Solutions. I see that you may have been looking for some healthcare options — did you still need some assistance?"
🎤 Elevator Pitch (say early)
"I'm an independent licensed broker — which means I work for you, not an insurance company. I represent over 30 carriers, my services are completely free to you, and I'm licensed in 40+ states with almost 10 years of experience."
🎤 Set the Expectation
"What I'd like to do is take about 10 minutes to verify some info, ask a few quick health questions, and get an idea of your budget — that way I can pull accurate quotes for you. Does that sound good?"
② Needs Analysis
✅ Verify Contact Info
"Let me verify what I have — is your name spelled [Name]? Birthday [Date]? Best email still [Email]? Best number [Number]? Still at [Address]?"
✅ Current Coverage
"Do you have any health coverage in place today? ... [If yes] What's your monthly premium, deductible, and copay? [If no] When was the last time you had coverage?"
✅ Household & Health
"How many people would this be for? ... Tobacco? ... How often do you see the doctor? ... Any prescriptions? ... Any pre-existing conditions I should know about?"
✅ Budget & Income
"What effective date are you looking for? ... Do you have a monthly budget in mind? ... And what's your approximate household income for the year — that helps me see what subsidies or tax credits you may qualify for."
✅ Life Insurance Check
"One last thing — do you have any life insurance in place? [If no] That's something I can look at for you too. Would you be open to a quick look while we're talking?"
📋 Atlas Intake Form →
Fill as you go
③ Presentation
🎤 Intro the Options
"Based on everything you've told me, here's what I found for you. I use an A la carte approach — we layer a few products together so you're protected from multiple angles without overpaying for one big plan. Let me walk you through what this looks like..."
🎤 Annual Cost Comparison
"Marketplace plan: $X/mo premium, $X deductible, $X MOOP = annual cost $X. Private market plan: $X/mo, $X deductible, $X MOOP = annual cost $X. That's a potential savings of $[X] per year. Does that make sense?"
④ Close
🎤 Primary Close
"Based on everything — this is the coverage that makes the most sense for your situation and your budget. How would you like to pay for that today?"
🎤 If They Hesitate
"I completely understand. Can I ask — is there anything specific holding you back, or is it more just wanting to think it over? Because I want to make sure I've answered everything before we hang up."
⑤ Quick Objection Cheat Sheet
Acknowledge → Clarify → Reframe → Ask. See Objections & Rebuttals tab for full scripts.
| They Say | You Say |
|---|---|
| "Not interested" | "Are you already covered, or just haven't looked recently? I only need 5 minutes..." |
| "Already have insurance" | "That's the best time to compare — when did someone last review your plan against what's available now?" |
| "Can't afford it" | "What's your household income? You may qualify for subsidies — sometimes $0/month." |
| "Need to ask spouse" | "Can we get them on the phone right now? That way I answer both of your questions at once." |
| "Need to think about it" | "What specifically do you want to think through? Let me answer it now while I have it pulled up." |
| "I'll use Healthcare.gov" | "I show you on-exchange AND off-exchange. Let me show you both — working with me costs you nothing extra." |
| "Pre-existing condition" | "ACA plans cannot deny you for pre-existing conditions. You have the same rights as anyone else." |
Opening & Building Rapport
The first 60 seconds set the tone for the whole call. Be warm, confident, and human — not scripted.
📞 Opening Line (Inbound / Warm Lead)
🎤 Say This
"Hello, [First Name]! This is Faith with Faith Insurance Solutions. I see that you may have been looking for some healthcare options — did you still need some assistance?"
💡 Why It Works
Using their first name immediately makes it personal. The open-ended question confirms interest without being pushy. Wait for them to answer — don't talk over their response.
🎯 Elevator Pitch — 3 Things in 30 Seconds
Answer these 3 questions before they can ask them: Who are you? What does it cost to work with you? Why you over someone else?
🎤 Say This
"I'm an independent licensed broker — which means I work for you, not an insurance company. I represent over 30 carriers, so my job is to find the best coverage at the best price for your specific situation. And the best part? My services are completely free to you — I'm paid by the carriers when you enroll, so there's no extra cost to work with me."
💡 Key Points to Hit
Independent broker = works for the client. Multiple carriers = unbiased. Free to client = removes cost objection before it comes up. Licensed in 40+ states, almost 10 years experience = credibility.
⏱️ Set Expectations
🎤 Say This
"What I'd like to do is take about 10 minutes to verify some of the information I have on file, ask you a few quick health questions, and get an idea of your budget — that way I can pull accurate quotes for you. Does that sound good?"
💡 Why It Works
"Does that sound good?" is the first YES. You're conditioning them to say yes throughout the call. 10 minutes feels manageable — they won't hang up on a 10-minute call. Never say "this will take a while."
📞 Cold Call / Outbound Opening
🎤 Say This
"Hi, is this [First Name]? Great! My name is Faith with Faith Insurance Solutions. I'm a local independent health insurance broker and I'm reaching out to small business owners in the area who may be looking for better health coverage options for themselves or their employees. Do you have just a couple of minutes?"
💡 Tip
For cold calls, lead with relevance — "local," "small business owners," "in the area" makes it feel targeted, not random. Always ask permission to continue — never just launch into a pitch.
Needs Analysis — Investigate
This is where you gather everything you need to present the right products. Ask every question — never assume. The more you know, the better you can help.
✅ Step 1 — Verify Contact Info
🎤 Say This
"Let me just verify the information I have here. Is your name spelled [Name]? And your birthday is [Date]? Is the best email still [Email]? And the best number to reach you is [Number]? And your address — are you still at [Address]?"
💡 Why Verify First
Every question here gets a YES. You're building a pattern of agreement before you get to the harder questions. Also keeps your CRM data clean.
✅ Step 2 — Current Coverage
🎤 If They Have Coverage
"And do you have any health coverage in place today? ... Great. Can you tell me a little about what that plan looks like — what's your monthly premium, do you know your deductible, and what's your copay situation?"
🎤 If They Don't Have Coverage
"And are you currently uninsured? ... No worries at all, that's actually why most people reach out to us. Can I ask, when was the last time you had coverage?"
✅ Step 3 — Household & Health Questions
🎤 Say This
"How many people would this coverage be for — just yourself, or do you have a spouse or dependents to include? ... And do you use tobacco products? ... How often would you say you go to the doctor in a typical year? ... Do you take any prescription medications? ... Is there anything health-related I should be sensitive to as we look at options — any pre-existing conditions you're currently treating?"
💡 Pre-Existing Conditions
ACA plans cannot deny based on pre-existing conditions. STM and fixed benefit plans can. This info determines which products are available to them — never skip it.
✅ Step 4 — Budget & Income
🎤 Say This
"Now, so I can pull the most accurate quote for you — what is an effective date you'd be looking for? ... And do you have a monthly budget in mind for your healthcare? ... And what would you say your approximate household income is for the year? That just helps me see what subsidies or tax credits you may qualify for."
💡 Income Question
Frame income as being about subsidies they might qualify for — not nosy. Most people are happy to answer when they know it benefits them. Income determines ACA subsidy eligibility.
✅ Step 5 — Life Insurance Check
🎤 Say This
"One last thing while I have you — do you currently have any life insurance in place? ... [If No] That's actually something we can look at for you too — I work with several carriers for term and permanent life. It's worth a quick look while we're already talking. Would you be open to that?"
💡 Cross-Sell Opportunity
Always ask. Most people without life insurance haven't been asked recently. This is a natural, non-pushy way to open the door. Never pitch it — just ask if they're open to it.
Presentation & Close
Always sell off a brochure. Use the A la carte method to layer products. Let the annual cost comparison do the heavy lifting. Assume the sale.
🎯 The A La Carte Method
Don't sell one product — build a coverage stack. Layer products together to minimize out-of-pocket exposure at a price that fits their budget.
🎤 Say This
"Based on everything you've told me, here's what I found for you. What I like to do is use what's called an A la carte approach — we layer a few products together so you're protected from multiple angles without overpaying for one big plan. Let me walk you through what this looks like..."
📊 Presenting the Comparison
🎤 Marketplace vs. Private Market
"So here's an apples-to-apples comparison. On the Marketplace — that's the on-exchange plan — your premium is $X/month, your deductible is $X, and your maximum out-of-pocket is $X. So your annual cost if you hit your max would be $X. Now, with the private market plan I found for you — same type of coverage, similar network — your premium is $X/month, your deductible is $X, max out-of-pocket $X. Annual cost: $X. That's a potential savings of $[X] per year. Does that make sense?"
💡 Formula
Annual Cost = (Monthly Premium × 12) + MOOP. Show both side by side. Let them see the savings number — it does the selling for you.
✅ The Close
🎤 Primary Close
"So based on everything — this is the coverage that makes the most sense for your situation and your budget. How would you like to pay for that today?"
🎤 Soft Close (if they hesitate)
"I completely understand — it's a big decision. Can I ask, is there anything specific holding you back, or is it more just wanting to think it over? Because I want to make sure I've answered everything for you before we hang up."
🎤 Appointment Set Close
"No problem at all. When would be a good time to get back together and go over your options in detail? I can block out about 20-30 minutes for us."
💡 Close Tips
Never ask "Do you want to sign up?" — always assume the sale with HOW. Silence after the close is golden — let them respond first. If they hesitate, find the real objection before offering a callback.
Objections & Rebuttals
Every objection is a question in disguise. Acknowledge, address, and redirect — don't argue. Click any objection to see the rebuttal.
💡 The formula for any objection: Acknowledge → Clarify → Reframe → Ask
"I'm not interested." ▼
🎤 Rebuttal
"I completely understand — and I appreciate your honesty. Can I ask, is it that you already have coverage in place, or is it more that you haven't had a chance to look at your options recently? The reason I ask is a lot of people I talk to are actually overpaying and don't realize it until we compare. I only need about 5 minutes — if I can't save you money or show you something better, I'll be the first to tell you. Fair enough?"
"I already have insurance." ▼
🎤 Rebuttal
"That's great — and that's actually the best time to do a comparison. Most of my clients come to me when they already have coverage but want to make sure they're getting the best value. Insurance changes every year — premiums go up, networks change. When was the last time someone reviewed your current plan against what's available now? I can take a quick look and tell you honestly whether you're in a good spot or if there's something better out there. Would that be worth 10 minutes?"
"I can't afford it." / "It's too expensive." ▼
🎤 Rebuttal
"I hear you — and that's exactly why I want to look at this with you, not against you. Most people don't realize how much help is available based on their income. Depending on what you're making, you may qualify for subsidies that bring your premium way down — sometimes to $0 per month. Can I ask what your approximate household income is? That'll tell me right away what you qualify for."
💡 Tip
Bring up the subsidy angle — most people don't know what they qualify for. This shifts the conversation from "can I afford it" to "how much help do I get."
"I need to talk to my spouse/partner first." ▼
🎤 Rebuttal
"Of course — that's totally reasonable, this affects both of you. Can we get them on the phone right now? That way I can answer both of your questions at the same time and you don't have to try to explain all the details to them later. Are they home?"
🎤 If They Can't Join Now
"No problem. When do you think you'll have a chance to talk to them? I'll block time for us to reconnect — would [day] at [time] work? That way I can answer both of your questions when we talk."
"I need to think about it." ▼
🎤 Rebuttal
"I totally get that — this isn't a small decision. Can I ask what specifically you want to think through? Because if it's a question about the coverage or the cost, I'd rather answer it now while I have everything pulled up. If it's something else, just let me know — I don't want you sitting on something I could clarify in 2 minutes."
💡 Tip
"Think about it" usually means there's an unanswered question or concern. Find it. If they really do just need time, lock in a specific follow-up appointment before you hang up — not "I'll call you later."
"I don't want to give you my information." ▼
🎤 Rebuttal
"That's completely fair — and I appreciate you saying that. The only reason I ask is so I can pull accurate quotes specific to you — age, location, and income all affect your pricing and what you qualify for. I'm a licensed broker, so your information stays with me and the carrier you choose. I'm not a telemarketer — I'm not selling your info to anyone. If it helps, we can start with just your zip code and date of birth and I can give you a ballpark from there. Would that work?"
"I'll just go to Healthcare.gov myself." ▼
🎤 Rebuttal
"You absolutely can — and Healthcare.gov is a great resource. The difference is, when you go directly, you only see what's on the exchange. I can show you what's on the exchange AND what's available off the exchange in the private market — sometimes at a lower cost with better benefits. And again, working with me costs you nothing extra. The carriers pay me — so you're getting an expert doing the legwork for free. Why not let me show you both options and you decide?"
"I have coverage through my job." ▼
🎤 Rebuttal
"That's great — employer coverage is a solid foundation. Can I ask, do you know what your premium contribution is, and what your deductible looks like? The reason I ask is sometimes we can find supplemental coverage that fills in the gaps your employer plan leaves — things like accident, critical illness, or dental — for a really low monthly cost. It doesn't replace what you have, it just adds to it. Would it be worth a quick look?"
"I have a pre-existing condition — I can't get covered." ▼
🎤 Rebuttal
"I'm really glad you mentioned that — because that's actually a common misconception. Under the ACA, insurance companies cannot deny you coverage or charge you more because of a pre-existing condition. You have the same rights as anyone else to enroll in a Marketplace plan. And depending on your income, you may qualify for subsidies that make it very affordable. Can I ask what condition you're referring to? I want to make sure I'm finding you the right fit."
Group Benefits Scripts
Scripts and discovery questions for small business owners and employers looking at group health coverage.
📞 EZ-Group VIP Lead Script
Use this when calling warm leads who previously requested small business health insurance info. Send Americas Choice email immediately after confirming their email address.
🎤 Intro
"Hi [Name], this is Faith, how ya doing? A while back you made a request for some small business health insurance information for [Company Name] — did you find what you were looking for yet?"
🎤 If YES — Already Has Coverage
"Ok, great! I'll update my file — which carrier did you end up going with? ... Ok, normally they're quite pricey. There's actually a new option available designed specifically for small businesses that could save you a considerable amount. What's a good email for me to send it to so you can compare it to your current plan? [Send Americas Choice email, verify they received it.] When would be a good time to discuss this option in detail with you?"
🎤 If NO — Still Looking
"No problem — there's a new option available designed specifically for small businesses that's quite reasonable. What's a good email for me to send it to so you can take a look at the rates and coverage? [Send Americas Choice email, verify they received it.] When would be a good time to discuss this option in detail with you?"
🎤 Can't Afford It / Cost Conscious
"I understand. If you're looking to at least offer something to your employees, we can do an emergency-only plan — it's only $53/month per employee. It's a starting point that shows your team you care, without a huge overhead hit."
🎤 I'm Busy / Don't Have Time
"Absolutely, I completely understand. There's a new option available made specifically for small businesses — what's the best email to send it to so you can take a look? [Send AC email.] When would be a good time tomorrow to discuss this in detail with you?"
🚪 Gatekeeper / Receptionist Answers
Say confidently: "Hey [their name], it's Faith — put me through to [owner's name] please!" Say it with authority — don't hesitate.If they ask "What's this regarding?" → "[Owner's name] requested employee health insurance information — I'm just getting that over to him."
📞 Opening — Small Business Cold Call
🎤 Say This
"Hi, is this [Owner's Name]? Great — my name is Faith with Faith Insurance Solutions. I specialize in helping small business owners find affordable group health coverage for their teams. I'm not going to take much of your time — I just have one quick question: Are you currently offering health benefits to your employees, or is that something you've been looking to put in place?"
🔍 Group Discovery Questions
Get through all of these before presenting anything. The more you know about their business, the better the recommendation.
- How many full-time employees do you have?
- Are any of your employees part-time or 1099 contractors?
- Do you currently offer any health benefits? If so, what carrier and what are you paying?
- How much of the premium are you covering as the employer?
- Are employees asking for benefits? Is this a retention issue?
- What's your approximate budget per employee per month?
- Would you want to include dependents, or employees only?
- What state(s) are your employees in?
- What's your target effective date?
- Are you open to a HRA (Health Reimbursement Arrangement) as an alternative to a traditional group plan?
🎯 Group Pitch — Value Statement
🎤 Say This
"Here's the thing — offering health benefits doesn't have to break the bank. There are a lot of options between doing nothing and a full traditional group plan. We can look at everything from a traditional group health plan to a QSEHRA or ICHRA — which gives your employees flexibility to choose their own coverage while you contribute a fixed amount as the employer. My job is to find what fits your budget and actually gets your employees covered. Want me to put together a comparison?"
🛡️ Group Objections
"We're too small to offer group benefits." ▼
🎤 Rebuttal
"Actually, that's exactly who I work with most. You only need 2 employees to qualify for a group plan with most carriers — and there are options like a QSEHRA that work even if you have just one employee. Small doesn't mean you're out of options. Let me show you what's available for your size."
"We can't afford group benefits right now." ▼
🎤 Rebuttal
"I hear you — and that's why I want to show you more than just traditional group plans. With an ICHRA or QSEHRA, you set the budget — you decide exactly how much you contribute per employee per month, and they use that money to buy their own individual coverage. You're not locked into a one-size-fits-all plan. Can I walk you through how that works?"
Faith Insurance — Internal Team
Tools and links for Faith Insurance Solutions internal staff only. Not for 1099 agents.
🔒
Internal Team Access
Enter your 4-digit PIN to continue