Notes:

-Build rapport throughout the conversation. It’s not serious sounding, stay relaxed but somewhat professional.

DO NOT use big words.

-Ask questions about things you hear in the background (dogs, tv, cats, birds, construction, kids, family, etc.)

-Goal is to get them talking, laughing, and get their guard down. Have fun and protect the family.

-Smile while you’re talking, they can hear it.

-The more formal you make the process the more likely you will get them to say that they want you to send an

email quote or follow up with them. Use your personality.

Hey (Name) it’s _____ calling you back for the mortgage protection appointment, how’s your day going?

Great… Go ahead and grab a pen and paper or something to write down notes with, that way I can give you

some of my information here.

(If co-borrower or married/spouse/partner) - Is Mr./Mrs.

______________there with you?

If not, ask where he/she is and how long until they’re with you/on the phone?

-If it’s a couple minutes, just small talk.

-If it’s like 30 mins to an hour DO NOT try to go through it then unless they are both on the phone, reschedule

the appointment.

(If they are both on the phone or if the person is single keep going)

OK I’m just getting everything pulled up.

So, let’s see, looks like you’re located at address:

________________________is that correct?

Ok great, so apparently, we haven’t gone over the mortgage protection insurance options with you yet and that’s

what they have me assigned to do.

The coverage is based on your: age, your health and your income… and from there I’ll know what the options and

the cost will be.

For the health part, it's just your medications and diagnosis so

Let's start with that.

For you sir you’re currently (Age)? What’s your date of birth?

And ma’am how old are you?

Neither of you sound a day over 30… Do either of you use any type of tobacco? Or have you in the past 3 years?

Ok and for you sir, what medications are you currently prescribed? (let them go through their list of the names)

Ok and ma’am, what medications are you currently prescribed? (let them go through their list or the names)

VERIFY FOR BOTH PARTIES:

Are there any medications prescribed that you take every now and then or choose not to take?

Any Inhalers?

The insurance carriers will pull the last 10 years of your RX history which will show everything prescribed even if

you choose not to take it or you were off of it. Is there anything else that might show up?

These next questions I am legally obligated to ask them by the insurance companies I represent, Ok….?

🟣Knockouts

HEALTH QUESTIONS! (A “YES” Answer does not disqualify)

1. Have you ever had a heart attack, a stroke, a mini stroke (TIA), any stents, or heart related issues?

2. Have you ever taken nitroglycerin for chest pain, or have that prescribed to you?

3. Do you have any lung related issues, such as COPD, or chronic asthma?

4. Do you use CPAP or BIPAP for sleep? If YES, ask if it is with the oxygen canister.

5. Are you diagnosed with any mental health or mood disorders, such as anxiety, depression, ptsd, etc?

6. Are you taking any medications to assist with memory? Such as Alzheimer's or dementia?

7. Have you ever been diagnosed or treated for AIDS, ARC, or HIV? Any sexually transmitted diseases?

8. Have you ever been treated for diabetes?

9. Have you ever been treated for any type of cancer?

10. Any Kidney or Liver Issues?

11. Have you ever had issues with drugs or alcohol requiring counseling?

12. Any DUI’s or felonies in the last 10 years?

13. Have you had your driver’s license suspended or revoked in the past 5 years?

14. Have you had more than 2 speeding tickets in the last 4 years?

VERIFY FOR BOTH PARTIES: This is for agent use only

HEIGHT AND WEIGHT CHART:

Minimum Weight (lbs) Height (ft) Maximum Weight (lbs)

82 4’8 185

85 4’9 193

88 4’10 198

91 4’11 207

94 5’0 212

97 5’1 221

101 5’2 225

104 5’3 234

107 5’4 243

111 5’5 250

114 5’6 259

118 5’7 265

121 5’8 274

125 5’9 281

128 5’10 292

132 5’11 298

136 6’0 307

140 6’1 314

144 6’2 325

147 6’3 336

151 6’4 342

155 6’5 353

160 6’6 360

🟣Needs Analysis

“Ok, now for the income portion…..”

For you sir, what is your NET monthly income by yourself, roughly….?

Ok and for you ma’am what is your NET monthly income by yourself roughly?

Ok and how much is the new (or existing) mortgage payment going to be?

And if something happens to both of you at the same time, who do you want to leave the house to?

Ok now I’m going to go over what the insurance does and what

it doesn't and I’m going to start with the bad part first....

So, what the insurance WON’T Cover is suicide, death while committing a felony, and it won’t cover death while

participating in a riot.

So as long as you don’t plan on doing that, you’re good (Name)....

What it does cover is the Death Benefit-

This will cover any type of death – whether it’s • Natural • an accident • or caused by •pre-existing conditions•…

Doesn’t matter how

🟣 Terminal illness (All Term & FE Apps excluding Graded Policies)

This is where if you’re told by a doctor you have like 12 months or less to live due to an illness or disease the

insurance carrier will let you start using a portion of the death benefit while you’re living.

You can start paying the mortgage payment while you’re living. Most people usually have increased medical

expenses and

they usually can’t work during this time.

🟣 Critical Illness (Standard Term Policies Only)

If you’re able to qualify you have a critical illness benefit, This is where if you have a heart attack, stroke, or cancer,

you can start using a portion of the death benefit while you’re living based on the severity of the situation.

This is so you can use it for mortgage payments, loss of income, medical expenses – whatever you need to use it

for.

🟣 Chronic Illness

This is where if you basically can't take care of yourself, for Example: Bathing, Dressing Eating,Toileting,

Transferring yourself, Or a severe cognitive impairment for 90 consecutive days

You can start using your death benefit ahead of time for the mortgage, your long-term care expenses, medical

expenses, whatever you need to use it for its up to you.

🟣 Tie down

Do all of those make sense for you?

OK so now I’m going to go over a couple things that I would want to know about this protection if it were me or MY

family.

These are the questions I would ask:

WHAT’S THE DIFFERENCE BETWEEN REGULAR LIFE INSURANCE AND THIS COVERAGE?

● The difference is old school regular life insurance just pays

at death and that’s it.....you won’t see any of the benefit while living.

● Whereas this type of life insurance covers death and covers you while you’re living like we just discussed.

This will allow you to access a portion of the benefit in cash while living. There’s no physical exam and today’s

application process is simple and streamline.

WHAT HAPPENS TO THE INSURANCE IF THE LENDER SELLS YOUR LOAN, YOU REFINANCE ELSEWHERE

OR PAY IT OFF?

...nothing happens, it goes wherever you go as long as you continue to pay for it. Your beneficiary can still use the

money for whatever they see fit as a tax free benefit.

Like assisting with final expense costs, Cover unforeseen expenses or whatever else is needed.

DOES THE BENEFIT DECREASE WITH THE MORTGAGE OR DOES IT STAY THE SAME?

IF SELLING CRITICAL PERIOD

The benefit stays the same and is based on your mortgage payments, not your mortgage balance. You won’t have

to worry about your premiums increasing either.

IF SELLING TERM OPTION (ONLY IF THEY QUALIFY)

The death benefit stays the same, but you do have some options that will decrease with the mortgage as well if

that comes up.

Does all that make sense?

Perfect, based on that do you guys have any questions you can think of? Aside from the obvious, of how much

does it cost? (They usually laugh and say, "Yeah, how much does it cost?") ..Okay let’s go through that.

🔹3 Options For Coverage

So, there’s 3 different options and everyone is a little different on what they get:

🔹Option 1

The first one is the one everyone thinks of and it’s the one that covers the full balance of the mortgage. Now

honestly, almost no one does that...

This option doesn’t always make the most sense in your situation… It tends to be extremely expensive. Because

every time you make your monthly payment your mortgage goes down and the equity in the home goes up, right?

So… the equity in the home is the real legacy you are leaving behind to (beneficiary name). And I don’t think you

want another mortgage payment just for insurance.

🔹Option 2

The second one is based on paying off half of the balance of the mortgage so whoever gets the property only has

to worry about the other half of the mortgage.

Usually, people like to refinance the much lower balance, so it

makes their mortgage payment much less – to make it easier

for the survivor(s) to take on the new debt.

🔹Option 3

The third option is based off the mortgage payment amount.

It covers the full mortgage payment for 1, 2 or 3 years.

So, when you pass away, your survivor(s) won’t have to worry about the mortgage payment for that timeframe.

This provides them time to figure out whether they want to sell the home, keep it, rent it, etc... .giving them time to

figure out how to take care of this new debt that could be a burden on them.

🔹Tie Down

Do all of those make sense for you? Do you have any questions so far?

🔹Put together a plan

Perfect, let me put you on a brief hold so I can put all the plans together. I don’t have any fancy elevator music so

it might be silent here for a second.

(Get the programs together mute your phone)

6- ✅THE CLOSE

!!! STICK TO THIS EXACTLY - BE DIRECT AND REMEMBER….YOU ARE THE EXPERT. GUIDE YOUR CLIENT!!

🟣 RECONNECT

THANK YOU FOR HOLDING (CLIENT NAME).

SO THE SYSTEM CAME BACK WITH EXACTLY WHAT I THOUGHT IT WOULD…

(Do not stop or pause when presenting options)

Payment Protector/Critical Period: (3,6,9 months or 1,2,3 years)

Ok, so we’ll start with the least expensive first, so you don’t fall out of your chair— Just kidding.

So, for the 1 year of Mortgage Payment Protection, it’s $_____ per month

(multiply the mtg payment x 12 for face amount)

For 1.5 years of Mortgage Payment Protection, its $_____ per month

(multiply the mtg payment x 18 for face amount)

“Based on those two plans, do either of those make more sense for you or do you want to see a 3rd plan?”

• If they say no, ask “ok, so which plan works best for you to start with?” (close the sale and begin the application

process)

• If they say yes, show 2 Year and 2.5 Year Mortgage Payment Protection options and ask again, “Which one of

these now works for you?” close the sale and begin the application process

🔺IF GOING TERM

Quility Term/Standard Term/ROP or IUL: (100%, 75%, 50% of mtg balance)

Ok, so we will start with the least expensive first, so you don’t fall out of your chair – Just kidding

So, for half of your Mortgage Balance, it’s $_______ per month

For 75% of your Mortgage Balance, it’s $_______ per month

“Based on that, do either of those make more sense for you or do you want to see the full coverage plan?”

• If they say no, ask “ok, so which plan works best?” close the sale and begin the application process

• If they say yes, show them the full balance plan and ask again,

“Which one of these now work for you?” close the sale and begin the application process

Notes:

-If they want to see more options beyond the first 2 you

show, and you don’t think it's going to be WAY outside of their budget show it to them.

-If you know it will be way out of their price range, tell them:

“I’ll show it to you, but are you sitting down?..I don’t want you

to have a heart attack because it might be kind of expensive.”

-Once you tell them they will react positively or negatively

Either way jump right in and say, “Ok so based off of this which one of these options works best for you?”

ANY BUYING SIGN… CLOSE IT AND BEGIN THE APP (If they choose a plan, immediately say…)

Perfect so I would assume you want the policy sent over to the same address I have on file or do you have a

different mailing address?

START WRITING THE APP!!!!!

Ok and what’s your email?

Ok great, we should be done in about 10-15 mins let me get this pulled up…. Just a moment…

(How to capture Social)

And then (Name) who is your primary care physician? Who do you see for your physicals or doctor’s visits? What

hospital do you go to for check ups?

When was the last time you saw them? Did everything check out okay? K perfect.

Now the insurance carrier is going to check your Medical Information Bureau (MIB Report) using your Social.

What’s your social sir?

(If spouse) What’s your social ma’am?

(Repeat it back to them)

Banking:

So 3 things can happen from here

Number 1 you get approved, number 2 it gets sent to underwriting and it can take a few days to through, and

number 3 it gets declined, and if it gets declined we can always go back to the drawing board.

If you were to get approved would you be using a checking or a savings account?

Ok, and under what bank would that be?... And did you open that account up in (city) or where ?

Ok and i have the routing number here as X

Gotcha, and what's the corresponding account number?

7- 🚨Objection stage🚨

I want to think about it:

“Are you thinking about which plan is the best to start with or if you need to get this at all? If you’re deciding which

plan to get, let’s just start with the lower plan and you can call and increase it later. Does that work?

Absolutely, (clients name) are you saying that because you know you need this coverage and just aren’t sure which

plan makes the most sense or if you even need the coverage at all?

IF THEY SAY I’M NOT SURE WHICH OPTION TO PICK:

REBUTTAL #1- Absolutely, do you mind if I give you my professional opinion…? What everyone does in your

situation is they just start with the plan that makes the most sense to them financially today. The plan you start with

isn’t the plan you always have to have. You can always adjust it, all you need to do is call me and I’ll take care of it

for you. So which plan is your gut telling you to go with?

IF THEY SAY IF I NEED THE COVERAGE AT ALL:

Okay now (clients name) If you were to pass away tomorrow (god forbid) do you think this coverage would be

important for (beneficiary name?) (let the answer YES)

And would (cheapest premium) take food off your table every month? (Let them answer NO) Okay I would

assume you want your policy sent to (their address?) THEN START APPLICATION.

They don’t think it’s enough coverage for the price:

No problem but let me re-explain. The legacy you’re leaving behind for your family is the equity in your home NOT

the insurance policy. The policy is going to protect your legacy. Does that make sense?

Is this PMI insurance? or I have it through the bank

No PMI protects the bank if you default on your loan. This is the one that protects you and your family. (then

continue script)

Am I required to do this?

Yes, great question but Absolutely not, it’s not a law or anything because no big companies profit from this like

health insurance, only you and your family benefits from this. Does that make sense? (then continue the process..)

How soon do I have to make this decision?

Great question, you aren't forced to do this… however if you passed away tomorrow (god forbid) do you think it

would be important for your (beneficiaries name) to have this coverage? Okay so which one of those options make

the most sense to start with?

If they ask why do you need my social? It’s for the medical check so they can see your medications to see if we

can get you approved and that’s what they match up with your death certificate when you die. (then continue)

Solidify at the end

Okay (client’s name) while it’s loading I’m going to give you your confirmation number, do you still have your pen

and paper? the confirmation number is (last 4 of your social)

The reason I give you this is because you’re going to get 30 of those postcards in the mail because after 30 days

your information goes to public record so everyone is going to call you!

I will be your only agent moving forward and the reason I stress on this is because I’ve been doing this for a long

time now and I’ve had clients call me and say someone called me and said you were fired or my policy lapsed

when it didn’t!

So I don’t want you to get lied to or anything so always call or text me if you ever need anything!

Also, the company that you are getting coverage with is (X) Write that down please.

2-3 weeks you will get an envelope in the mail, it’ll say (x) company on that. Your first draft will come out upon

approval (typically 2-5 days) and then your recurring date will be on the day you chose. (today’s date example:

4th or 18th or the month) but after your first draft you can change it to any day of the month you want you just

need to call me.

✅IF APPROVED

Congratulations you were approved on the spot and you will get your policy in the mail 2-3 weeks, if you don’t

get it by then call me ok! Have a great day and thanks for your time.

❌IF UNDERWRITING OR DECLINE:

Your application went into underwriting, it’s no big deal, they’ll give me an answer back within the next 2-5 business

days and then I will call you! Have a great day and thanks for your time.

A whole life insurance policy builds cash value by allocating a portion of each premium payment towards a savings

component that grows at a fixed interest rate set by the insurance company, essentially allowing the cash value to

accumulate over time as you continue to pay premiums throughout the life of the policy; this cash value can then

be accessed through loans or withdrawals, depending on the policy terms.

Key points about whole life insurance cash value:

Guaranteed growth:

Unlike some other life insurance policies, the cash value in a whole life policy is guaranteed to grow at a fixed rate,

meaning it is not subject to market fluctuations.

Premium allocation:

When you pay a premium, a part goes towards the death benefit and another part goes towards building the cash

value.

Accessing cash value:

You can access the cash value through policy loans, which you need to repay with interest, or by withdrawing a

portion of it, depending on the policy terms

A whole life insurance policy will begin building cash value as soon as you pay your first premium, and it will

continue building throughout the life of the policy as long as there are funds in the account.