3. The Initial Call — Full Script

YOU:

Hey [First Name], this is [Your Name] with American Ally, how are you doing today? Great — it looks like you recently went on our website and requested more information on our health plans. Did you see that quote that we had sent to you via email?

YOU:

Yeah so it looks like it came out to $____ for ____ [Just you? Spouse? Kids?]

CLIENT: "Too expensive"

YOU: Well, our plans are customizable — did you have a budget in mind that you were trying to stay inside of?

Price Is Where the Script Can Deviate

The price discussion is the first real fork in the conversation. Depending on their reaction, a few different paths can open up:

Budget is close — They just need a lower unit or a different configuration. Get their number, adjust, and keep moving toward the appointment.

They have something already — "Too expensive" sometimes means they are comparing to what they currently have. This is an opportunity to ask what they are paying now and what they are on. You may be able to show them a better value.

Way out of range — If the price is dramatically too high and they have no flexibility, they may qualify for ACA subsidies depending on their income. This could be a situation where you pivot: "Based on your income, you may actually qualify for a subsidized plan through the marketplace — that might be worth looking into." Not every lead is a fit.

Not a fit — It is okay to identify early that this is not the right person for our plan. Forcing a square peg into a round hole leads to cancellations. The goal is a good fit, not just a sale.

YOU:

So to kind of give you a high-level overview — we are a full medical plan. We cover everything from preventative visits, up to 16 doctor visits per person per calendar year, all the way up to things like heart attacks, strokes, cancer, hospitalization, surgery — kind of the whole nine yards.

Now probably one of the biggest differences between our plans and a lot of other plans on the market is the only time you would pay a deductible with us is if you stayed in the hospital for more than 24 hours. So even if you go in at 10 AM and leave by 8 PM, there would still be no deductible to pay.

So that means no deductible for things like doctor visits, prescriptions, even outpatient surgery or cancer treatment — there is no deductible that has to be paid here.

YOU:

Now there are two main drawbacks to this plan.

First thing is our plan does not cover any kind of maternity benefits — so pregnancy, delivery of kids, stuff like that.

The next thing is we do cover pre-existing conditions, however we have a 12-month waiting period on known pre-existing conditions. So it's nothing you wouldn't know about — but for example, if you've had shoulder pain that you've seen the doctor for in the last 12 months and he recommends you have a shoulder surgery, well then we wouldn't be able to hop on the plan and get that covered right away. After 12 months we'd cover it just like normal.

Drawbacks Are Another Fork in the Script

Bringing up pre-existing conditions is often where the conversation takes a turn. A few scenarios to know:

They have pre-ex conditions or medications — They may get concerned. Walk them through it: even if they are paying out of pocket for pre-ex items during the first 12 months, they may still be saving money overall compared to what they had before. Do the math with them on the appointment.

They are disqualified — Some health conditions are knockouts. If it is a single person and they do not qualify, be straightforward, mention ACA as an alternative, and end the call cleanly. Do not waste their time or yours.

One person in a household does not qualify — This does not kill the deal. If a spouse or one adult has a disqualifying condition, you can still book the meeting. There are options: place the rest of the family on our plan and look at something like Smart Health for the person who does not qualify. Always roll through the rest of the script and get the appointment — there are usually solutions.

YOU:

So [First Name], normally what we like to do is actually schedule an appointment where we can review the plan in detail with you. I'll normally send out a calendar invite with a Google Meet link — which is kind of like Google's version of Zoom. On that call I'll actually share my screen with you and go over everything from start to finish.

Again, we'll make sure it's a good fit for you, and then we can talk about next steps from there if we need to.

Okay, [First Name] — perfect, we'll see you at [Time and Day].

Booking the Appointment

Offer two specific times — never ask "when are you free?" That opens the door to indefinite delay. Get a commitment to one of them before you hang up, then send the Google Meet invite while they are still on the phone. If they are hesitant, frame it as tentative: "We can always put something on the calendar and if anything comes up on your end we can always reschedule — no big deal." Most people will go for that. It lowers the pressure and still gets the appointment locked in.