Your call flow from hello to signed. Read the gold lines out loud, follow the grey cues, fill in the gold chips live — and tap Objections for the play on any pushback.
Warm, confident, and quick. Establish that you're a broker who shops every carrier for them — not a captive agent selling one thing.
Then stop talking. Let them explain their situation. This is where you learn what to sell.
Frame the two lanes so the private pivot later feels like your guidance, not a pitch.
Income tells you Marketplace vs. Private. Health tells you if they'll qualify for Private. Write down every medication.
Move them to your screen so you're presenting visually instead of talking numbers into the air.
The very first thing on the screen share. It sets you apart instantly and makes them trust the rest of the call.
Show the Marketplace so the private plan wins by comparison. Anchor high deductibles and network limits, then pivot.
Show the cheapest Bronze-level plan first.
Now jump to a Gold-level plan.
Show ONE plan. Pick the carrier and the plan at the top (“Pitching”) and every gold chip fills in with that plan’s real numbers from its brochure. Just read it.
Screen-share the network search and pull up their own doctor. Seeing their doctor on the list sells the plan.
Read only the lines that show. If a line says “deductible, then…”, say exactly that — never promise a copay the plan doesn’t have.
These are not individual insurance policies. The client joins a company and gets its group health plan as a benefit. Say that plainly, up front, every time — a client who finds out later cancels.
Wait for a yes. If they are uneasy about the employment piece, go back to a medically underwritten plan — do not talk them past it.
Confirm Life X’s participation terms (what the member agrees to do, and who the employer is) from your Life X training before you say them on a call — they are not on file in the desk yet.
Get a clear yes before the application. Renewal depends on staying in good standing.
Say it all back in one breath so the plan feels like the obvious choice. Then close.
Go into the application. Do not re-sell, do not recap again — the recap was the close. Always the “Assisted Application security-question signature”; never email or text e-sign.
Optional add-on. If they own a business or have employees, turn one sale into a group with your census tool.
Then start a business in your desk, grab the census link, and send it over — everyone who fills it out lands in your pipeline automatically.
The pros never argue — they agree, reframe, and loop back to the close. Tap any objection for the read, the play, and the word-for-word. Search or filter above.
The read: money objections are almost never about money — it's a value gap or a certainty gap. Don't defend the price; make being uninsured feel more expensive.
Play Agree → reframe as cost-of-being-wrong → isolate → tie-down
Then: if price is the only thing, drop to the leaner tier and let them choose the trade-off — don't discount, re-shape.
The read: they want to feel they won. Never cut the premium — trade, and rebuild the plan around what they care about.
Play Compliment → hold value → trade, don't cut → tie-down
Then: raise the deductible a notch, drop an unneeded rider, or adjust the network — re-present it as "your plan."
The read: they think they'll pay that deductible on everything. Separate everyday care from catastrophic — then stack the supplement.
Play Validate → split everyday vs. catastrophic → stack accident/CI → tie-down
The read: "think about it" is a polite curtain over a real objection. Your only job is to find what's behind it.
Play Agree → isolate the real reason → handle → re-close
Then: whatever they name IS the objection. Handle that one thing, then go right back to the close.
The read: soft brush-off or genuinely busy. Either way you leave with a hard time on the calendar, never a "sometime."
Play Agree → light urgency → lock an exact time
Then: if they truly can't — "Are you better at 2, or later around 5?" Pin the exact time before you hang up.
The read: the real decision-maker isn't on the phone. Get them on now, or set a joint time — never let your prospect go play telephone.
Play Respect it → get both on now → or lock a joint time
The read: they don't realize you ARE the shopping. Collapse the alternative — the only thing "more calls" gets them is captive agents.
Play Agree → reframe you as the market → collapse the alternative → tie-down
The read: a PDF in their inbox means they pick wrong or never open it. Protect them from choosing badly, and assume the walkthrough.
Play Agree → protect them from a bad pick → assume the walkthrough
The read: a lot of "cheap" online plans are limited-benefit or discount cards dressed up as insurance. Invite the side-by-side — you've got nothing to hide.
Play Agree → expose the gap → invite the comparison
The read: a good instinct — reward it, never get defensive. Proof beats persuasion, so hand them the proof.
Play Welcome it → show the license → let them verify live
The read: a privacy fear, not a real block. Normalize it, say exactly where it goes, and put them in control of timing.
Play Validate → clarify the flow → reassure on timing
The read: unfamiliar isn't worse — it's often WHY the value is better. Reframe it, then prove it on screen.
Play Reframe unfamiliarity as value → offer live proof
The read: this is a buying signal, not a wall. Prove it live — never promise blind.
Play Turn into a signal → search live → tie the win to the close
Then: screen-share the search. A live "yes" is worth ten promises.
The read: another buying signal. Show, don't tell — remove the surprise before it becomes a reason to stall.
Play Check together → remove surprises → advance
The read: this is exactly what underwriting decides. Be honest, run the medical questions, and keep the Marketplace as the safety net.
Play Honesty → underwriting is the tool → Marketplace fallback
The read: a real limitation that matters to them. Match the tool to the need and be willing to walk — it builds more trust than a hard sell.
Play Agree → qualify the actual need → let them choose the priority
The read: they think they have to wait. The private side has no window — waiting only buys them exposure.
Play Collapse the myth → cost of the gap → tie-down
The read: something made them pick up or look. Find it, put the plans side-by-side, and be genuinely willing to tell them to keep theirs.
Play Agree → discovery → side-by-side, walk if theirs wins
The read: risk blindness. Make the math real without fear-mongering, then lower the threshold to a monthly they can live with.
Play No scare tactics → real numbers → lower the threshold
Internal use — licensed agents only. This script lives in your desk and always loads.