Sales & business · Sales Roleplay
Life insurance sales role play: practice with Tasha, a wary new mom
A good discovery call is mostly questions: who depends on their income, what the family would need covered (the mortgage, childcare, future school costs), what coverage they already have through work, and what worries them. Let them say why it matters in their own words before you mention products or price, and end with a specific next step on the calendar. Practice with Tasha Greene, a new mom who agreed to a call but is wary of being sold.
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Updated October 2026
Who it's for
Who this practice is for
- New insurance agents making their first discovery calls and afraid of pushback.
- Experienced agents who keep hearing 'we'll think about it' and losing people to silence.
- Agency trainers who run morning role plays and want a consistent buyer who ghosts.
- Agents practicing how to talk about family and income before saying a price.
What happens
How a session goes
- You speak first. Tasha Greene answers as a new mom who is wary of being sold.
- She pushes back with 'we'll think about it and get back to you' and may ask for the monthly cost.
- The call ends with her committing to a next step, giving a conditional next step, or saying no with the real reason.
Real lines from a test session
What Tasha Greene said in a test session
“Hi, thanks for following up. … What made you think now was a good time to reach out?”
“Fair point, I get that. Look, can you send me over the details — the monthly cost for a twenty-year term for five hundred thousand?”
“If it's really around what you mentioned, thirty-five bucks or so, I can show my husband and we'll look at it this weekend.”
From a test session of this practice in the app, lightly trimmed. Your session goes its own way: the character reacts to what you say.
You go first
Ways to open
- “Hi Tasha, thanks for making time. Before I say anything about policies, can I ask what made you fill out the form?”
- “Congratulations on the baby! How's everyone sleeping?”
- “I'd love to understand your situation first. Who depends on your income right now?”
Example first lines to adapt. Fill in the brackets with your own details.
The scorecard
What the scorecard looked like for life insurance discovery
“Well, I think a lot of new parents get so caught up in the day-to-day that it's easy to put things like this off. I figure if you have a little one now, it’s probably one of those things where it’s better to look at it s”
You immediately assumed their need and pushed toward a generic 'sooner rather than later' pitch without learning their specific concerns.
Try instead: “What's been on your mind about protecting your family now that the baby's here?”
What went well: You opened warmly, referenced their past inquiry, and acknowledged their busy stage of life.
Real scorecard output from one of our test runs. In test runs the practice answers are written by a test script, not by a customer.
What good looks like
What a strong answer does here
- Asking open questions about who depends on her income and what the baby changed.
- Letting Tasha say the need in her own words before you mention any price.
- Meeting 'we'll think about it' with a specific scheduled next step, not a vague 'sounds good.'
- Framing the $500,000 term as protection for her family, not as fear or pressure.
Scored on:
- Discovery
- Objection handling
- Value framing
- Next step
Common mistakes
Weak lines, and what to say instead
Weak: “So for about $35 a month, you get $500,000 in coverage.”
Better: “Before I talk about cost, can I ask who in your life counts on your paycheck right now?”
Quoting a price before discovery is penalized.
Weak: “No problem, take your time and get back to me whenever.”
Better: “I understand. Can we put 15 minutes on the calendar for Thursday at 7 so you're not deciding alone?”
A vague 'whenever' lets a ghoster disappear.
Weak: “If something happened to you, your family would be in serious trouble.”
Better: “What would you want to make sure is covered for your family if your income stopped?”
Fear-mongering loses points; open questions about family and income earn them.
Weak: “Our 20-year term is the best plan for new parents like you.”
Better: “What matters most to you: keeping the monthly cost low, or locking in coverage for a set number of years?”
Let Tasha define value in her words instead of you pitching.
Life Insurance Discovery Call: start talking in a few seconds. Your own side stays yours to fill in.
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Your sales roleplay practice plan
- Discover the buyer’s problem
- Handle the real objection
- Agree a specific next step
Start with a free worksheet, then test your own response with a voice or text roleplay. Your first complete coaching report is free once across all areas. Create a free account to save your goal, actual words, and downloadable notes.
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FAQ
Questions about life insurance discovery
Who am I actually talking to in this life insurance sales role play?
You talk to Tasha Greene, about 32, a new mom who agreed to a call but is wary of being sold. She has a real objection and a style: she ghosts. She may ask for the monthly cost, then say she'll think about it. Your job is to uncover why coverage matters to her and get a specific next step. Try it free →
How does the call end if I do well or poorly?
Tasha commits to a next step, gives a conditional next step, or says no with the real reason. A strong call gets a scheduled next step, not 'we'll think about it.' A weak call ends with her wanting to think about it. Try it free →
What questions should you ask in a life insurance discovery call?
Who relies on your income? If something happened to you, what would you want covered? What coverage do you have through work, and would it follow you if you changed jobs? What has kept you from looking into this before? Open questions like these let the client name the need. Try it free →
How do you handle “we'll think about it”?
Agree, then make the thinking concrete: ask what they want to think through, offer to answer that now, and suggest a short follow-up on a set day with both partners. A specific time on the calendar keeps “we’ll think about it” from turning into silence. Try it free →
Try Life Insurance Discovery Call free
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Try it free, no signupBuilt by Matthew, a solo founder. Questions? Email support@getadversaryai.com, I read every message.