*This guide is for agent use only.
READ BEFORE PRESENTING
• 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, cats, birds, construction, etc.)
• The 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 backup with them. Use your personality.
MAKE SURE YOU TAKE YOUR TIME, THE CLIENT NEEDS TO UNDERSTAND EVERYTHING IN ORDER FOR
THEM TO BUY!!!
INTRO
Hey ____________ it's just____________calling you back for the mortgage protection appointment, how’s your
day going?
(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
why they assigned me to you.
The coverage is based on your:
• age • health • and income…….and from there I’ll know what the options and the cost will be.
(Optional – only if they ask or sound confused*)
WHAT IS MORTGAGE PROTECTION?
Basically what mortgage protection is, is that if you ever got any chronic illness , terminal illness, permanent
disability or god forbid you were to pass away it would completely pay off the mortgage or continue to make the
payments for you. Just insures you wouldn't lose your home back to the bank if something were to happen to you
or whoever you leave the house to will be in a better position… Does that make sense?
HEALTH
For the health part, it’s super simple, it's just your medications and diagnosis so let's start with that.
For you sir you’re currently how old?
(Spouse) And ma’am how old are you?
Do you use any type of tobacco?
Have you in the last 3 years?
(Spouse)Do Either of you use any type of tobacco?
Have you in the last 3 years?
Ok and for you sir, what medications are you currently prescribed? (let them go through their list or the names)
(Spouse)Ok and ma’am, what medications are you currently prescribed? (let them go through their list or the
names)
Use the needs analysis form to take notes
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 taken off of it. Is there anything else that might show up?
VERIFY FOR BOTH PARTIES:
I have a few more health questions, in the past have you had any of the following?
HEALTH QUESTIONS: (A ”YES” ANSWER DOES NOT DISQUALIFY FOR FEX)
• Stroke or TIA
• 3 or more chronic pain meds or prescribed any opioids 3 or more times.
• Heart Attack
• COPD or Lung Disorder (If Yes, do you use a CPAP or BIPAP machine)
• Stent Implant
• Organ Transplant
Cancer Excluding Basil Cell Skin
• Bipolar or Schizophrenia
• Oxygen use in the last 5 years
• 3 or more blood pressure meds prescribed at once
• SS Disability
• Prescribed Neurontin or Gabapentin and a diabetic drug or insulin
• 3 or more driving violations in the last 4 years. DUI/DWI???
• Prescribed Nitro for chest pain of Angina – even preventative
• Hospitalized 3 or more times in the last year for the same condition.
(Name), what is your height and weight?
(Spouse) and for you (Name)?
Notate on needs analysis.
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
• If the client is below age 59, fits the height and weight guidelines, answers NO to all the health questions, and
has very few health conditions, you can quote QUILITY TERM once you get to pricing options. You will go to
Quility Term App on myunitrust home page.
• If the client is below age 75, fits height and weight guidelines, answers NO to all health questions, but has other
moderate health ailments, you may use Insurance Toolkit for STANDARD TERM OPTIONS once you get to the
pricing options later.
• If the client is below 85, or does not fit height and weight guidelines, or answers YES to any of the health
questions, you may use Insurance Toolkit for FINAL EXPENSE once you get to the pricing options later. This
will be Payment Protection Options Only.
Use the needs analysis form to take notes
VERIFY FOR BOTH PARTIES:
“so now to the income part……..”
For you sir, what is your NET monthly income by yourself, roughly…?
(Spouse)Ok and for you ma’am what is your NET monthly income by yourself roughly?
I see that the total loan amount was $______
Ok and how much is the mortgage payment?
(Solo)And if something happens to you, who do you want to leave the house to?
(Spouse)And if something happens to both of you at the same time, who do you want to leave the house to?
INSURANCE FACTS (TALK SLOW)(STAY ON SCRIPT)
Ok now I’m going to go over what the insurance does and what it doesn’t do and I’m going to start with what it
won’t cover…..
So, what the insurance WON’T Cover is
-Suicide
-Dying while committing a felony
-Dying while participating in a riot So as long as you guys don’t plan on doing anything like that, you’re good……
What It Does Cover:
The Death Benefit covers death of any type – whether it’s • Natural • an accident • or caused by pre-existing
conditions ….It doesn’t matter how……
Now 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 as a life expectancy 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.
If you qualify it comes with Critical Illness (Only Say for LGA) 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, lost income, medical expenses – whatever you need to use it for.
And Chronic Illness (All Standard Term Policies & Some FE Policies) This is where if you basically can't take
care of yourself for Some Examples: • 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.
Do all of those make sense?
Is there anything I can go over again that you did not fully understand?
QUESTIONS I WOULD ASK
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
benefits while living.
• Whereas this type of insurance covers death and covers you while you’re living like we discussed earlier. This
will allow you to access a portion of the benefit in cash while living. There’s also no physical exam and today’s
application process is simple and streamline.
Another question I would ask is..
WHAT HAPPENS TO THE INSURANCE IF THE LENDER SELLS YOUR LOAN, YOU REFINANCE ELSEWHERE,
PAY IT OFF, ETC?
…nothing happens – it goes wherever you go as long as you continue to pay for it. Your beneficiary(s) can still use
the money for whatever they see fit as a tax-free benefit.
• Assist with final expense costs
• Cover unforeseen expenses
And the last question I would ask is…..
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 the whole time. So, say something were to happen to you and you only owed
like $20,000 on your home, at that point you or (Beneficiary Name) would receive a check for (Mortgage Amount)
since the face amount stays level. Does that make sense? Does that make sense? Now based on that do you
have any questions, besides, how much does it cost?
(They usually laugh and say yeah how much is it)
“Ok, let's go through that.”
3 OPTIONS FOR COVERAGE (TALK SLOW)
So, there’s 3 different options and everyone is a little different on what they get:
Going Term ← (Click link if going term)
Payment Protector←(Click link if going Payment Protector)
Do those options make sense to you guys?
Do you have any questions so far?
Let me put you on a brief hold while I pull the options up……..Do you have something to write with?
• Quility Term (quote standard rate class and e app on myunitrust homepage)
• Standard Term - (quoted in insurance toolkit and either paper app or e app)
• Final Expense Critical Period – (quoted in insurance toolkit and either paper app or e app) FOR CLIENTS AGES
18 – 50 WHO QUALIFY FOR QUILITY TERM OR STANDARD TERM OPTIONS (START WITH LEAST
EXPENSIVE OPTIONS)
IF GOING TERM (FULL PAY OFF, 75%, 50%, 25%)
FOR CLIENTS AGES 51-75 WHO QUALIFY FOR QUILITY TERM OR STANDARD TERM OPTIONS:
(Quility max issue age is 65) (START WITH LEAST EXPENSIVE OPTIONS)
THANK YOU FOR HOLDING, (CLIENT NAME).
SO THE SYSTEM CAME BACK WITH ACTUALLY BETTER THAN WHAT I THOUGHT IT WOULD…
Ok, so we will start with the least expensive first, so you don’t fall out of your chair…….
So, for 75% of your Mortgage Balance, it’s $_______ per month
For 100% of your Mortgage Balance, it’s $_______ per month
“Based on those two options right there, which one makes the most sense to start with?”
• Other Options (Show Third Option)“ok, so which option works best?”
close the sale and begin the application process
“Which one of these now work for you?”
close the sale and begin the application process
(Want to think about it)The solution you start with is not the one you're stuck with, because you're actually allowed
to adjust your policy down the road. You just have to call me. So, in order to lock in your age and health, which one
do you think would make the most sense to start with?
” If they choose an option, immediately say –
ok so I assume you want everything (mail, policy, etc.) to go to the _______________ address?
Ok and what’s your email?
🟡🟡🟡IF PAYMENT PROTECTOR:🟡🟡🟡(3,6,9 months or 1,2,3 years)
🟣 RECONNECT
FOR CLIENTS AGES 18-85 WHO QUALIFY FOR FINAL EXPENSE CRITICAL PERIOD OPTIONS ONLY
(START WITH LEAST EXPENSIVE OPTIONS)
START THANK YOU FOR HOLDING, (CLIENT NAME).
SO THE SYSTEM CAME BACK WITH ACTUALLY BETTER THAN WHAT I THOUGHT IT WOULD…
… This is THE PAYMENT PROTECTOR PLAN. THIS IS THE ONE THAT’S GOING TO COVER THE FULL
MORTGAGE PAYMENT FOR A SET AMOUNT OF TIME AFTER YOU PASS FOR (BENE NAME).
“OK, so we will start with the least expensive first, so you don’t fall out of your chair “
So for (Months) of mortgage payments on the home for (Beneficiary), it’s $_______ per month (multiply the mtg
payment x 12 for face amount)
For (months) of Mortgage Payment Protection, it’s $_______ per month (multiply the mtg payment x 18 for face
amount)
“Based on those two there, which one of those makes the most sense to start with?
Any Sign of buying, say
ok so I assume you want everything (mail, policy, etc.) to go to the _______________ address?
Ok, and what’s your email?
• If they say no, ask “ok, so which option works best?”
close the sale and begin the application process
• If they say yes, show 2 Year and 2.5 Year Mortgage Payment Protection options
ask again, “Which one of these now work for you?”
close the sale and begin the application process
“I don’t Understand” “This doesn’t make sense”
The protection is going to cover the next (Years) of your mortgage for (Months) of mortgage payments if anything
happens to you. Which option makes the most sense to start?
(Want to think about it)
The solution you start with is not the one you're stuck with, because you're actually allowed to adjust your policy
down the road. You just have to call me. So, in order to lock in your age and health, which one do you think would
make the most sense to start with?
If they want to see more options beyond the first 2 you show, and you don’t think its 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 (or you guys)?
” If they choose an option, immediately say –
🚨Objection stage🚨
💭-Think about it-
MAIN REBUTTAL - “I NEED TO THINK ABOUT IT/ CAN WE TAKE TIME TO THINK ABOUT THIS/ ETC.”
YEA, ABSOLUTELY.. I OF COURSE WANT ANYONE I WORK WITH TO TAKE THE INFORMATION THAT I HAVE
PROVIDED AND THINK OVER IT SO THAT THEY MAKE THE BEST DECISION FOR THEMSELVES… LET ME
ASK YOU THIS, THOUGH..
WHEN YOU SAY YOU WANT TO THINK ABOUT IT, DO YOU MEAN YOU KNOW YOU WANT THIS COVERAGE
AND YOU NEED IT,
YOU’RE JUST NOT SURE WHICH OPTION TO START WITH, OR ARE YOU WANTING TO THINK ABOUT
WHETHER OR NOT YOU EVEN NEED THIS COVERAGE AT ALL?
⚖️WHICH OPTION TO BEGIN WITH-
OKAY ABSOLUTELY.. DO YOU MIND IF I GIVE YOU MY PROFESSIONAL OPINION?
WHAT MOST PEOPLE DO IN YOUR SITUATION IS THEY START WITH THE OPTION THAT MAKES THE MOST
SENSE TO THEM FINANCIALLY TODAY.
THE OPTION YOU START WITH IS NOT THE OPTION YOU ALWAYS HAVE TO HAVE BECAUSE YOU ARE
ALLOWED TO ADJUST THE POLICY DOWN THE ROAD..
YOU HAVE TO CALL ME. SO TO GET YOU STARTED TODAY, WHICH ONE IS YOUR GUT SAYING TO GO
WITH?
Ok great, we should be done in about 10-15 mins let me get this pulled up…… just a moment….
Begin writing the application If you hear “I need to think about this” or something of the sort: Reply
“Are you thinking about which option is best or if you need to get this at all? If you’re deciding which option to get,
let’s just start with the lower option and you can call and increase it later. Does that work?”
Discuss the value and ask them questions about what this coverage could do for their family
BEFORE GETTING SOCIAL
(Client Name) Are you familiar with HIPPA Consent?
(No matter what they say)
Ok perfect, what it does is protects you and your informa tion. Any information you give to me, your licensed agent,
I can only use for this application and nothing else.
I am going to send you a text message in just a second with the HIPPA consent, I’ll need you to review and sign it.
For the medical check, what's your social?
BANKING INFO
Just to make sure we are partnered with your bank, who do you currently bank with?
Great, it looks like we are partnered with them. I have a routing number I am going to read off to you. It gives me
a couple different ones, so I just want to make sure I’m selecting the right one. Let me know when you’re ready
and I’ll read that off to you.
Now would you like this to come out of a checking or savings account each month?
Okay, and what is the corresponding account number for that?
Solidify at the end
I normally say this when the application is loading after signatures:
Alright so everything has been submitted.
I am going to create you a portal so you can see everything we have done today, give me just a second….
Go submit business on Unitrust Portal
I will be sending you a link through text in just a second, this is for what’s called my policy info. It’s a portal I am
creating for you so you can see everything we did today.
Ok, you should have just received a text message with a link in it that says MY POLICY INFO…….
Click on the link
It should take you to the home page of my policy info
Put in your DOB, LAST NAME, and LAST 4 OF SOCIAL
Let me know when you're logged in.
It will have you agree to the consent
Click I consent
What you are about to see here is everything we did today. It will display the coverage amount and the
corresponding monthly cost.
(If Critical Period, let them know it shows them how many months their mortgage is covered for)
If you scroll down to the bottom, you can see a picture of me with my contact info, as well as a picture of my
boss with their contact info.
Do you see all of that?
Okay (client’s name), 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'm giving you this is that you’re going to receive 30 postcards in the mail and several calls. They will
say they work for the state and they want to do a policy review but they want your information. Do NOT give it to
them.
I will be your sole agent moving forward, and I stress this because I never want you to be taken advantage of.
Please do not change your policy, especially in the first 9 months, it’ll make it harder to get coverage again.
The policy you got is excellent; do not let anyone try to change it.
(Every carrier besides SBLI and LGA)Your policy packet will be mailed within 7-15 business days, so please
expect to receive it.
Just remember, when you get your paperwork, if you have any questions, please call me
Now that you’re a part of my protected family, please save my number. This is the same number my mom calls
me on. If I do not answer I will call you back, I have a rule. If I miss your call, I WILL call you back before I leave
my office the same day you call me. I like to treat people the same way I like to be treated.
I am saving your number in my phone right now as well, so I know it’s you when you call me.
I pride myself in trying to get better every day. Is there anything I could have done better for you today?
Did you have any other questions before we part ways?
