Must get account number. Otherwise, fund through OFI, debit, or credit

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Eaton Family Credit Union https://www.eatonfamilycu.com/

Credit Union Leads: Usually heavy call volume at this CU so CRM activity preferred over live transfer.

General Questions/ Loans: 216-920-2000 Funding

 Must get account number. Otherwise, fund through OFI, debit, or credit Introduction

 Yourself

 Relationship Development Team

 On behalf of the Credit Union

 How are you doing today?

We’ve started reaching out to our members a couple times a year to check in and keep you informed on how your credit union is here to help.

The call is to make sure:

 Everything is running smooth

 See if you have questions or need anything addressed

 And let you know about the benefits available through your membership

Online Banking/CD Promotion:

 We’re excited to let you know that the new mobile app is now available on the app store (same name as the CU).

o In addition, our CD promotion is back!

 For the month of January, you can get .25% added to our CD rate when you extend your existing CD's term or set up a new CD with a term of 24 months or more.

Financial Wellness

 Financial Wellness is so important to the vast majority of our membership. I want to be sure that you know all that is available to help you achieve your financial goals.

Whether it’s:

 Improve Credit Score

o Trouble qualifying for a loan in the past, looking for a loan now or in the future.

 Decreasing Debt

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o Too many monthly bills/paying too many people, easier to make one monthly payment.

 Increase Savings

o Saving enough for emergencies, children’s education, retirement etc.

Which one of these is closest to your financial goals?

*Based on answer recommend the following (ex. If “A” selected then read “A” response etc.*)

A. Increase Savings B. Improve Credit Score C. Decreasing Debt

We have a few ways to assist with increasing your savings.

Increase Payroll/Direct Deposit -Go to your jobs payroll department and ask to increase the deposit to your savings account.

-This means that you save the second you get paid.

Utilize Our Membership Discounts:

You get discounts on movie tickets and more for being a member here.

Info:

https://www.eatonfamilycu.com/mem ber-discounts/

Refinancing Outside Loans Can Help You Save

-Members put money in their pockets by lowering their monthly payments and reducing the interest rate (rates based upon credit score).

-With auto loans we offer depreciation protection (total loss of equity in a car) and affordable gap protections.

Our Accounts Can Help You Save -Share savings, youth savings, Money market, CD’s, club accounts,

We have a few ways that can assist with building your credit score.

Review Your Credit Report

-It will reveal what items are hurting your credit score.

Share Secured Cards & More -A great way to increase credit by creating a consistent history of on time payments.

-9.90% Fixed APR, secured with money on deposit at Eaton Family Credit Union.

-Platinum (7.15% variable APR*) and Classic (13.90% APR) available as well.

Use Of Our Loans In General Helps Improve Credit Score

-Whether it’s a personal loan, car loan, credit card, mortgage etc., anything that you make consistent on time payments on helps improve your credit score.

-Let us know if we can be of assistance.

Stretch Pay Loans

For annual fee of $35, members can borrow $250 a month at 18% APR.

More info:

We have a few ways that can assist with reducing/consolidating debt.

“Snowball” Method

-Write down debts, and pay off in order of least to greatest.

-Popular method as motivation increases while you see debts disappear one by one.

Refinancing Can Help You Save -If you bring your outside loan to us, we can possibly lower your monthly payments and interest rate, making it that much more manageable (rates based upon credit score).

-With auto loans we have offer depreciation protection (total loss of equity in a car) and affordable gap protections.

Balance Transfer:

-Visa platinum 7.15% variable APR

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traditional IRA’s, Roth IRAs, and even an Education IRA.

Do you have any questions or would like any assistance in these areas?

https://www.eatonfamilycu.com/pers onal-loans/

Do you have any questions or would like any assistance in these areas?

CRM Instruction: If “A” Selected:

Select “ME-Email  Build Savings Help (add note specifying which one they were interested in).

CRM Instruction: If “B” Selected:

Select “ME-Email  Credit Score Improvement (add note specifying what the member is interested in).

CRM Instruction: If “C” Selected:

Select “ME-Email  Debt

Consolidation (add note specifying what they are interested in.)

1. Benefits: Family Security Plan

 An important part of financial wellness is protection against life’s risks, and making sure your family is properly prepared for the unexpected.

 Today we’re promoting (X number of benefits that are designed to help protect some of the most important areas in our life such as family, income, and overall health. The first of which is our…

(Product Pitches Below: Scroll Down)

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Accident Product Overview

 24/7 on and off the job coverage o Need to seek medical attention

 Tax free check in your name

 Pays on top of any other coverage

 Payouts range from few hundred dollars to a few thousand dollars o Ex. $100 for the initial doctor’s office visit

o $300 for emergency room treatment o Up to $8,800 for dislocations

o Up to $12,000 for broken bones

 Can cover immediate family

 Lasts forever

Would you like to add that into your membership?

Questions To Ask

 Do you have health insurance?

 Purchased anything outside of regular health insurance?

 Do you know your current deductible?

 Is your family physically active?

 Have you ever been in an accident?

 Receive hospital bill?

Managing Objections

Don’t Need/Have Health Insurance

 Savings set aside to cover major out of pocket expenses?

 That’s normal and is designed to work with the coverage you already have o Money paid from this is completely separate

o Don’t receive a “lowered payout” because of other coverage

 Example: $2K admission would be given completely separate

 Use that money how you wish

o If you like to add its only $___ and month and next step is to name a beneficiary Need To Think About It/Can You Send Me More Info?

 CU’s trust and believe in the FSP o Partnered with 100’s of CU’s

o Easy application process and options for any budget

 Insert monetized personal story Don’t Have the Money Today

 Start with Plus Plan upgrade later

 Basic protection, save money

 Same as Platinum half the payout

Reclose

 See if you qualify first

 That’s going for just $___ today

 Next step would be to put down a beneficiary

 Do you have someone else you’d like to protect like a spouse or children?

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Whole Life Product Overview

 WL coverage gives permanent coverage

o Lasts your whole life and covered immediately

o Low rates that get locked in and build cash value in 3-5 years o Don’t pull credit scores, and no medical exam

o Offering because most have coverage through work (typically term/AD&D)

 Ask Smoking question, “Within the last 12 months, have you smoked one or more cigarettes?

 Offer Amounts

Would one of those be reasonable for you?

Questions To Ask

 Type of coverage?

 How much?

 Does it build cash value?

 Who does it cover?

 What carrier?

 When does it expire?

 Ownership of policy?

 How many policies do you have?

 Married/children?

 Beneficiary? (Maybe we help cover them).

 Experienced a lost?

 Have you seen a go fund me online?

 What have you set aside to make sure the family is financially set if the primary breadwinner were to pass away?

 Is the coverage you have now the coverage available through work?

Managing Objections

Have Work Coverage

 Coverage through work typically goes away if you leave your job or when you retire (usually

AD&D/term)

 Longer you wait, the more it’ll cost

 Difficult to qualify later in life Time

 Quick to point pitch as “main promotion for today”

 Pivot to accident

 Schedule callback if unsuccessful Can I Do This In Person?

 Went from lobby to the phones for your protection

 Conversation is recorded to ensure proper business practices

Need to Discuss with Spouse:

 Cover yourself, start small, add spouse later

Need To Think About It/ Can You Send Me More Info?

 CU’s trust and believe in the FSP.

o Partnered with 100’s of CU’s.

o Easy application process and options for any budget.

 Let’s conduct a quick needs analysis to make sure you at least know how much you need

 A Rule of thumb: You at least want enough to handle final expenses ($15K/$20K)

 Personal Story Don’t Have The Money

 Starter policy: Better to have something than nothing, can add more as needs change

 Next Pay Day: Flexible billing options. When’s your next pay day?

 Rates: Get more expensive

Reclose

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Disability Product Overview

 2020 had most applications for unemployment in the history of the U.S

 Tax free check up to __ month(s)

 Covers illness, injury, and recovery

 Paid directly to you, and use money how you see fit

 Fully portable and guaranteed renewable until age 72

 No payments due while out of work

 Most you can receive from employer coverage is roughly 66%, we help fill in the rest

 Includes a $1K accidental death benefit Quote:

 Current occupation

 Gross annual income ($ in a year without taxes or overtime)

Questions To Ask

 Do you have this coverage?

o Employer or privately held?

o Do you pay for it?

o How much would you receive?

 How would you pay your bills if you were out of work?

o Savings, credit cards, other source of income?

 How much are your essentials?

o Rent/Mortgage, utilities, food.

o Car payment, phone, school/daycare.

o Recreational: subscriptions, hobbies.

Managing Objections

Don’t Have The Money:

 Recommend basic $___ policy to cover essentials, just $___ per month o Next step would be to name a beneficiary

 $1,000 payout if an accidental death were to occur Need To Think About It/Can You Send Me More Info?

 Reeducate/ reclose using talking points

 Insert monetized personal story

Reclose

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Critical Illness Product Overview

 Gives a lump sum tax free check of your choice directly to you if ever diagnosed with things like:

o Cancer, heart attack, stroke, or other covered illnesses o Extremely affordable, and can cover family

 Does not interfere with health insurance, it’s supplemental

 Spend the lump sum however you like

 If illness were fatal, money is passed down to your loved ones

 Give rates and options

Would you like to add that to your membership?

Questions To Ask

 Do you have health insurance?

 Do you know someone who’s had a CI in the past?

o What was the financial impact?

 Have you noticed increased awareness of critical illnesses?

o Ice-bucket challenge (ALS)?

o Breast Cancer Awareness Month

 Do you have coverage like this?

o Through employer or privately held?

o Is the payout given directly to you, or only used towards the bill?

o Portable?

Managing Objections

Don’t See a Need

 Share Personal Story

o Relate to member (history of CI in family/friends?)

 Use Members Age

o Age similarity and issues around this age group

 Cost

 Eligibility

 Increased risk of illness with age

 Cost associated with critical illnesses are very high o Most bankruptcies are due medical bills o $10K goes a long way

 Monetized personal story

 Rule of thumb: Cancer costs $35K out of pocket on average

Reclose

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Term Life Product Overview

 Pass along a large sum of money should you pass in an amount of your choosing

o Help take care of large expenses like a mortgage, student loans, or any other type of debt

 At a price point that still allows you enough to save for important things like retirement

 No medical exam and coverage is immediate

 Rates don’t increase for entire term of policy

o When term is done, policy can be renewed on yearly basis up to age 90 o Policy can be converted to permanent coverage in the future

 I’ll show you today’s rates; I just have to ask you two quick questions Click On Benefits tab:

 Ask for DOB, ask smoking question 5.a , offer amounts Would one of these be reasonable for you?

Questions To Ask

 Type of coverage?

 How much?

 Who does it cover?

 What carrier?

 When does it expire?

 Ownership of policy?

 How many policies do you have?

 Married/children?

 Beneficiary? (Maybe we help cover them).

 Experienced a lost?

 Have you seen a go fund me online?

 What have you set aside to make sure the family is financially set if the primary breadwinner were to pass away?

 Is the coverage you have now the coverage available through work?

Managing Objections

Have Work Coverage

 Coverage through work typically goes away if you leave your job or when you retire (usually

AD&D/term)

 Longer you wait, the more it’ll cost

 Difficult to qualify later in life Time

 Quick to point pitch as “main promotion for today”

 Pivot to accident

 Schedule callback if unsuccessful Can I Do This In Person?

 Went from lobby to the phones for your protection

 Conversation is recorded to ensure proper business practices

Spouse:

 Cover yourself, start small, add spouse later

 Let’s conduct a quick needs analysis to make sure you at least know how much you need

 A Rule of thumb: You at least want enough to handle final expenses ($15K/$20K)

 Personal Story

Don’t Have The Money

 Starter policy: Better to have something than nothing, can add more as needs change

 Next Pay Day: Flexible billing options. When’s your next pay day?

 Rates: Get more expensive

Reclose

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