Life insurance roleplay: a new parent who asked for a quote
Jess requested a life insurance quote online a week after her daughter was born. She's worried about cost and wants a number. Run a proper needs analysis first, then handle 'I need to think about it'.
The buyer
Jess
32-year-old new parent who requested an online quote
- The situation
- Jess filled out a quote form late one night and you're calling her back the next day. She and her partner have a mortgage and a newborn, and she has a small policy through work.
- Personality
- Warm but tired and distracted. Wants a quick number. Uneasy about being sold to and about thinking through worst-case scenarios.
Hidden concern (for whoever plays the buyer)
Her partner is self-employed and has no cover at all. She's worried about money, but more worried about him, and thinks raising it will make the call longer and the policy more expensive.
Fictional training scenario. Names, companies and products are invented for practice.
Your goal
Complete a needs analysis, recommend an appropriate level of cover and handle 'I need to think about it' with a clear next step.
Success looks like
- You explained why a few questions give a better answer than a ballpark
- You covered income, debts, dependents and existing cover
- You uncovered her partner's lack of cover
- You agreed on a specific next step, such as a call with both partners
The opening line
"Hi, yes, I filled out the form. I just want a rough price. I've only got a few minutes before the baby wakes up."
Jess, 32-year-old new parent who requested an online quote
How a strong start sounds
An illustrative script for the first exchange. Say it in your own words; the point is the shape of the reply, not the exact lines.
- Jess
Hi, yes, I filled out the form. I just want a rough price. I've only got a few minutes before the baby wakes up.
- You
Congratulations on the baby. I can give you a price, but a ballpark could be way off for your family. Could I ask four or five quick questions so the number actually means something? If she wakes up, I'll call back whenever suits.
- Jess
Okay, go on.
- You
Thanks. Apart from your daughter, who else depends on the household income right now?
Curveballs to expect
Jess won't make it easy. Be ready for these.
- "Can't you just give me a ballpark?"
- "I've got cover through work. Isn't that enough?"
- "That sounds like a lot. I need to think about it."
- She only mentions her partner if you ask who else depends on the household income.
Scorecard
What a reviewer, or your own replay, should listen for. The criteria lean on NEPQ.
| Criterion | What good looks like |
|---|---|
| Framing the call | Respects her time, explains briefly why a few questions beat a ballpark, and asks permission to continue. |
| Needs analysis | Covers income, debts such as the mortgage, dependents, existing cover and what she'd want the policy to do. |
| Uncovering the gap | Asks who else depends on the household income and finds the partner's lack of cover. |
| Recommendation | Links the recommended cover to what she said, in plain language and without pressure. |
| Handling 'I need to think about it' | Asks what she'd like to think through, offers to include her partner and books a specific follow-up. |
Want to score real calls the same way? Use the free sales call scorecard template.
To run this exact persona, rebuild it in the scenario builder (Starter plan and up), or run it with a colleague.
This is a fictional training scenario for practicing conversation skills. It is not financial or insurance advice. On real calls, follow your licensing, compliance and disclosure requirements.
Questions about this scenario
What is a needs analysis in life insurance?
A structured conversation about income, debts, dependents and existing cover, used to work out how much cover makes sense before recommending a policy.
How should I handle 'I need to think about it' here?
Ask what she wants to think about. In this scenario it's usually cost or her partner. Offer to include him in a follow-up call and book a time.
Is this insurance advice?
No. Jess and her situation are fictional, and the scenario is for practicing conversation skills. Follow your own licensing and compliance rules on real calls.
Objections in this scenario
Scripts and methods
More scenarios to practice
- DiscoveryB2B SaaSDifficulty: Medium
Discovery call with a guarded VP of operations
Priya, VP of operations at a 400-person regional logistics companyGoal: Uncover two problems with measurable impact and book a follow-up meeting that includes her boss, the COO.Open scenario - DiscoveryFinancial servicesDifficulty: Medium
Financial advisor call with a DIY investor
Robert, 54-year-old engineer who manages his own investmentsGoal: Book a no-obligation review meeting by showing curiosity about his goals, not by criticizing his investing.Open scenario - DiscoveryRetailDifficulty: Easy
Retail floor: the "just looking" shopper
Ben, shopper browsing laptops in an electronics storeGoal: Open a conversation, find the need, recommend one laptop and offer one add-on that genuinely fits.Open scenario
Run it until it feels easy
Practice conversations like this one against an AI buyer and get every attempt scored. 250 free credits, no card.