The FE phone presentation structure that keeps the draft from bouncing

A phone presentation that closes but lapses at month three isn't a close. Here's a structure that front-loads the things that keep the policy on the books.

1. Who and why, in their words. Get the beneficiary's name and the reason the client picked up the phone. That sentence comes back at the end.
2. The money conversation early. Ask what day of the month the check comes in and what day the bills clear. The draft date is chosen there, not at the end.
3. Health questions as a conversation, not a quiz. Medications first: they tell you more than the client remembers. Ask "what do you take that for" instead of reading conditions.
4. One option, sometimes two. Level if they qualify. Graded only if they don't. Presenting three prices is how people pick the cheapest one and lapse it.
5. Verify the account, not the intention. Routing and account number read from a check or the bank app, never from memory.
6. The recap, in their words again. "So the coverage is for your daughter, so she isn't going to a funeral home with a credit card."
7. The 30-day call. Scheduled before you hang up. Most lapses are surprises at the first draft.

Adjust for your carrier's application flow and phone-interview requirements. What step do you do differently, and what did it do to your persistency?