Hello, __________? (wait for them to say this is ____________,) Hi _______ this is _________, The reason I’m calling is that I’m a manager over here at the mortgage protection center and I’m looking at a handwritten form (or a request, depending on the lead type) here that either you or your spouse had mailed back to my office. It just came across my desk and I am doing an investigation on it. It’s in regards to your mortgage with _______________ (name of co) for _______________(the amount of the mortgage)

Well (name), and you probably don’t remember this because I can't even remember what I had for breakfast yesterday, lol, but sometime in the past year or two when you either refinanced or purchased your home, shortly after that your bank mailed you out a letter that you or your spouse filled out and sent back to our office requesting information on mortgage protection, that would payoff your house or cover your mortgage payments in case of a death, disability, or critical illness. What I am trying to figure out here is, were you able to get that protection put in place for your family as of yet? (they can only say yes or no)

NO: Well I’m glad I got a hold of you. I apologize it took so long. We have so many requests coming in and not enough agents to go through them all. What I need to do here is just verify the information you put down so I can work up the options that you’re looking for. You put down here your birthday is______________.

(If they say yes they already took care of it, or they throw you any type of objection like I’m all set, were not interested anymore, or we changed our mind etc etc. I use the following)

YES:  (They usually give any objection here)

 "Yes, okay great!" (if an objection is given, you may have to get a bit louder or forceful with them if they are about to hang up). " WAIT BEFORE YOU HANG UP! I’m sure
You don’t want 100 agents calling you every day for the next six months, and that
Is exactly what will happen if I can’t close this case out today and you hang up on me.

I just need 30 seconds of your time to answer a few simple questions, and I promise I personally will never call you again. So just to make sure you don’t continue to get hassled
by other agents in our company..."

When people say ___________(their objection...I'm all set, Im not interested, I already took car or that...etc etc etc , it usually means one of three things: either

1) They sold their house,
2) They increased their life insurance through work, or
3) They have already sat down with someone like me. Which one of these best describes what
happened with you?


​

Ok Name, so have you bought your new home yet, or is that still in the works?
​
​Already bought: Well that’s awesome, what did you purchase it for, price wise? (then go back to verifying their information)
​
​Still in the works: Ok Name, anything out there look promising?
​
Well Name, here is the cool part of Mortgage Protection that most people don’t know! It’s portable, meaning if you sell your house, or pay it off, the coverage stays with you just like life insurance!! As a home owner or previous home owner, you are able to qualify for some really cool benefits that you can’t with just normal term insurance, and the best part is that the coverage you put in place, is It’s attached to you, not your house, so it follows you wherever you go!

Also, a lot of these mortgage protection programs come with Living benefits that you can use even if you don’t die! In case you lost your ability to earn income because you get sick, have a short term or long term disability, heart attack, stroke, or even cancer and some have the option of getting all your money back at the end of the policy.

Let me go ahead and verify the information you put down here so I can work up some options for you. So It says here your birthday is ____________ or it says here you are ______ old, what is your actual birthday?
​

That’s great Name, I encourage all of my clients to get as much coverage at work as they can and for as long as you can because it's cheap.  Any financial planner worth their weight in salt will tell you that you should have 7-10 x’s your annual income, and using work coverage for that is great because it’s so inexpensive~ and it’s cheap because you are renting it and if you change jobs, it doesn’t come along with you, and own top of that, every year the company can change the benefits it's offering, including your life insurance.  Unfortunately none of my clients so far have been able to guarantee me that they will have the same job when they pass away, not be in between jobs when they die, get laid off, or worse yet that their company decides to do away with or reduce the benefits,  so most of my clients (name) would like to look at the options of owning something outside of their work so that their entire family’s financial future isn’t predicated upon the job they do or don’t have, That makes sense, doesn’t it? 

Great,. Let me go ahead and verify the information you provided me with and I can get those options for you to see if we can find you something affordable.   You put down your birthday is_________. or it says here you are ______ old, what is your actual birthday?
​

Ok Great name,  So how many of me did you sit down with? (pause, then go) I mean, when you originally bought the home you are looking to protect, did you shop around and look at multiple homes before making the decision to ensure you had the best possible house, for the best possible price for your family or did you just buy the first house you saw? You probably shopped around didn’t you? So did you take the time to shop around for this coverage like you did with the house we are trying to protect or did you just go with the first agent you sat down with?

(if they say first agent)

I was afraid of that.  Unfortunately most of my clients weren’t aware that there are over 35 carriers and 400 plus products that are available for mortgage protection and just assume because someone is a broker that they have access to all of them, which unfortunately for you, they don’t. Here’s the difference (name) Unlike most of the brokers out there who will only show you 2 or 3 options with the carriers who pay them the highest commissions and or send them on exotic trips, I actually represent YOU & your family, and have the ability to SHOP around and negotiate on your behalf to find you the company that will offer = the MOST amount of coverage for the LEAST amount of cost, and that has the most benefits for you and your family.  The worst I have done so far is to find a company who can either offer your MORE benefits for the SAME cost you’re paying now, or provide you with the SAME coverage you already have, but for a better price!  I’m sure you wouldn’t be mad at me if I could find you better coverage and save you money would you? I didn’t think so…lol…let me go ahead and verify the information you put down here so I can work up some options and AT LEAST see what we can do for you and see if it's worth either of our time. So It says here your birthday is ____________ or it says here you are ______ old, what is your actual birthday?

(if they say shopped around)

Well Name, thats great, so if you were smart enough to shop it around, it sounds like that you are the type of person that deeply cares about your family and wants to make sure you are 100% POSITIVE that you do indeed have the BEST coverage, with the MOST amount of benefits, at the BEST Price, that makes sense doesn't it?

Well great, since I have all your information here, let me do my job and go to work for you.  Let me just verify what I have here, do some digging, and then we can set up a time to go over what I find.  I mean the WORSE thing that could happen is that I come back to you and let you know that after an extensive search through 50 plus A rated carriers, and over 500 products, INCLUDING the exclusive products designed and developed for our company only, that you do indeed have the VERY best POLICY, with the MOST Benefits, for the BEST price! 

However usually what happens is that over 90% of the time I will find you options that will either increase your coverage, add additional benefits for the same price you are paying now, or just save you money on what coverage you currently have.  If I were able to increase your coverage, get you more benefits, without raising you cost, or better yet save you money, Im sure you wouldn't be mad at me... would you?

Says here your birthday is... or I have you down at ____ years old, is that correct? 
​

Oh perfect, where are you moving to? (Ask a few questions) The old way used to be tied to your mortgage, but the new way is not. If you move, refinance, or sell the home, the policy stays in place no matter what you do. With that being said, I only have about 10 seconds ​of questions. So, (Back to script)

Don’t worry, I’m not calling about an issue with your mortgage. You provided your information to be contacted about your mortgage protection options. This coverage pays your mortgage if you pass away or become disabled. Previously, this was offered through your bank. Now, it’s offered by over 100 insurance companies — that’s why you’re assigned a broker like me. I’m licensed by the state, and I only work with A-rated carriers. Have you heard of Mutual of Omaha, John Hancock, Transamerica, or Gerber? So, (No pause. Back to the script)

That's great to hear — congratulations! I actually do a lot more than just mortgage protection. I specialize in critical illness, disability, final expense, children’s grow-up plans, and more. What I’m doing now is gathering some information to see what you might qualify for. Then we can see if it makes sense to help. (No pause. Right back to the script)

Really? ok, so what changed between the time you filled out this form and now that you decided that this protection for your family is no longer important to you?

Ok great, can you grab them for me real quick?

(sure, and then they get them)
~or~
(They aren’t here right now)

No problem, what is their cell phone number or when will they be home? Great (name) Why I have you on the phone, let me go ahead and verify the information that your spouse wrote down here about you and then I will reach out to them for the rest. Your spouse put down here that your Birthday is____________.

​(Most of the time I can even go through the entire client qualification form with just the other spouse and STILL book the appt WITHOUT ever talking to the other spouse!)

I would love to but I can’t. I only need a minute to verify the information you put down so I can work up your options and we can talk next week, alright? You put down here your birthday is_________.

(If they push harder about calling them back, simply say)

​Listen (name) here’s the issue, I can literally run 8-12 appts a day Monday through Thursday and Fridays are the ONLY time I have to get ahold of people like yourself to verify what you wrote down here. I just need 1 minute of your time to verify the information so I can work up some options over the weekend, and then we can chat next week. You put down here that your Birthday is____________.

Lorem ipsum dolor sit amet, consectetur adipisicing elit. Autem dolore, alias, numquam enim ab voluptate id quam harum ducimus cupiditate similique quisquam et deserunt, recusandae.

Alright, well now it’s my time to go to work for you, I currently have access to over 35 A rated companies that offer mortgage protection, so my job is after I hang up with you, is to shop around and negotiate on your behalf to find the company that is going to offer you the MOST amount of COVERAGE for the LEAST amount of cost. So when I come out and sit down with you guys, I will go over the options with you and allow you to customize the coverage that fits your needs and fits your budget. So, with that said, I just need to ask you a few health questions to help narrow down my search.

​So my job is after I hang up with you, is to shop around and negotiate on your behalf to find the company that is going to offer you the MOST amount of COVERAGE for the LEAST amount of cost.

What is your height and weight_______. And your spouse? (if it's female I may make a comment like, My wife always tells me I shouldn't ask a woman this, but I need to know)

So what prescriptions is the Dr. currently prescribing you (name)? Can you spell that for me? (WRITE DOWN THE NAME OF THE PRESCRIPTIONS) And what is that for? (ex High Blood Pressure, Cholesterol, Diabetes etc) Ok and when were you first diagnosed with ___________ (month and year is fine, or even the season, like summer of 2010 etc) Any issues with Heart Attack, stroke, cancer, asthma, arthritis, COPD, Diabetes, or any major surgeries in the last 10 years or Disabilities? Any Pain meds, anxiety or depression medications you may have been given in the last handful of years? ( You can ask these questions slow and pause a little after each. If they were hospitalized, find out when and for what, if they had a surgery find out when, for what and if they were given any pain meds for it and if they are still on them or not) And for your wife or husband? (go through the same questions as above.)

Ok great, so what is your main concern in terms of putting this protection in place for you and your family? ~or ~ what was the main reason you filled out this form, what did you want this protection to do for you and your family? (let them tell you their concern whether it be the death benefit, the living benefits ie: critical illness, disability, etc.) And do you guys have any children living in the home? And what are their ages?

How many years ago was your Stroke? (If they are vague or struggle remembering) Do you remember the month and year, or roughly ( winter, spring, summer fall of what year?)

Do you remember the exact month and year, or roughly ( winter, spring, summer fall of what year?)

​What medications are you being prescribed for that now?

Type of Cancer?

When were you Diagnosed? (If they are vague or struggle remembering) Do you remember the month and year, or roughly ( winter, spring, summer fall of what year?)

Any Chemo or Radiation?

When was your last treatment, month & year?

​Do you happen to know what stage it was? Gleason Score? (PSA level if Prostate Cancer)

Would you say it's Mild, Moderate or Severe?

What’s the name of the inhaler you are prescribed?

Any oral medication you take for that?

​Have you ever been hospitalized or lost time off work for your Asthma?

Is it Rheumatoid or Osteo?

When were you Diagnosed with that? (If they are vague or struggle remembering) Do you remember the month and year, or roughly ( winter, spring, summer fall of what year?)

What medications are you currently on for that?

​(If they are not retired) Have you ever lost time off work or been hospitalized or disabled due to your arthritis?

When were you Diagnosed? (If they are vague or struggle remembering) Do you remember the month and year, or roughly ( winter, spring, summer fall of what year?)

Do you require or use oxygen?

​What medication are you being prescribed for that?

When were you Diagnosed? (If they are vague or struggle remembering) Do you remember the month and year, or roughly ( winter, spring, summer fall of what year?)

Are you taking Insulin or just oral medication like Metformin?

If taking Insulin, When did they start taking it?

Do you happen to remember your last A1C or Blood sugar reading?

​Have you been diagnosed with Neuropathy, Retinopathy, or Nephropathy?

What was the Surgery?

When did you have it? (if they are vague or struggle remembering) Do you remember the year? roughly? Winter/Spring/Summer/Fall of what year?

What medication were you given? (pain meds, hydrocodone, any muscle relaxers?

Are you taking any medication for that now? (if yes) What are you taking?

​Did you lose any time off work or collect any disability because of it?

(over 65 it doesn’t matter much unless you are trying to get a term product)

What age were you Disabled?

What are or were you disabled from? (the reason fo their disability Maternity, fractures, spinal or back disorders or hip or knee replacements, or VA related?

Do you currently receive disability income?

​ What is the source of disability income? (social security disability / work disability, military disability )

How long have you been being prescribed them?

Month? Year? (if they are having trouble) Winter, Spring, Summer, Fall? What year?

What Exactly for? (Depression, Anxiety, hurt back, hurt kneck etc)

Any nerve damage or Neuropathy?

​Have you missed any time off work or been hospitalized or collected any type of disability income?

Anxiolytic
​It can treat anxiety.

Selective Serotonin Reuptake Inhibitor (SSRI)
​It can treat depression.

Sedative
It can treat seizures, panic disorder, and anxiety.
Controlled substance
​Can cause paranoid or suicidal ideation and impair memory, judgment, and coordination. Combining with other substances, particularly alcohol, can slow breathing and possibly lead to death.

Nerve pain medication and antidepressant
It can treat depression, anxiety, diabetic peripheral neuropathy, fibromyalgia, and chronic muscle or bone pain.

Nerve pain medication and antidepressant
​It can treat depression, generalized anxiety disorder, panic disorder, and social anxiety disorder.

Selective Serotonin Reuptake Inhibitor (SSRI)
​It can treat depression and generalized anxiety disorder (GAD).

Sedative
It can treat seizure disorders, such as epilepsy. It can also be used before surgery and medical procedures to relieve anxiety.
Controlled substance
​Can cause paranoid or suicidal ideation and impair memory, judgment, and coordination. Combining with other substances, particularly alcohol, can slow breathing and possibly lead to death

Selective Serotonin Reuptake Inhibitor (SSRI)
​It can treat depression, anxiety disorders, obsessive-compulsive disorder (OCD), and premenstrual dysphoric disorder (PMDD).

Selective Serotonin Reuptake Inhibitor (SSRI)
​It can treat depression, anxiety disorders, obsessive-compulsive disorder (OCD), and premenstrual dysphoric disorder (PMDD).

Antidepressant
​It can treat depression.

Selective Serotonin Reuptake Inhibitor (SSRI)
​It can treat depression, obsessive-compulsive disorder (OCD), bulimia nervosa, and panic disorder.

Antipsychotic
​It can treat schizophrenia, bipolar disorder, and depression.

Anxiolytic and sedative
It can treat anxiety, muscle spasms, and seizures.
Controlled substance
​Can cause paranoid or suicidal ideation and impair memory, judgment, and coordination. Combining with other substances, particularly alcohol, can slow breathing and possibly lead to death.

Smoking cessation aid and antidepressant
​It can treat depression and help people quit smoking. It can also prevent depression caused by seasonal affective disorder (SAD).

Sedative
It can treat anxiety and panic disorder.
Controlled substance
​Can cause paranoid or suicidal ideation and impair memory, judgment, and coordination. Combining with other substances, particularly alcohol, can slow breathing and possibly lead to death.

Selective Serotonin
Reuptake Inhibitor (SSRI)
​It can treat depression, obsessive-compulsive disorder (OCD), posttraumatic stress disorder (PTSD), premenstrual dysphoric disorder (PMDD), social anxiety disorder, and panic disorder.

Anti-Diabetic medication
​It can improve glycemic control in adults with diabetes

Anti-Diabetic medication
​It can treat type 2 diabetes.

Anti-Diabetic medication
​It can treat type 2 diabetes.

Anti-Diabetic medication
​It can treat type 2 diabetes.

Anti-Diabetic medication
​It can treat type 2 diabetes

Anti-Diabetic medication
​It can treat type 2 diabetes.

Treats type II Diabetes
​Insulin is a hormone made by the pancreas that allows your body to use sugar (glucose) from carbohydrates in the food that you eat for energy or to store glucose for future use. Insulin helps keeps your blood sugar level from getting too high (hyperglycemia) or too low (hypoglycemia).

Insulin
​It can treat diabetes.

Insulin
​It can treat diabetes.

Insulin
​It can treat diabetes.

Sedative
It can treat insomnia.
Controlled substance
​Can cause paranoid or suicidal ideation and impair memory, judgment, and coordination. Combining with other substances, particularly alcohol, can slow breathing and possibly lead to death.

Sedative and antidepressant
​It can treat depression and help with sleep

Sedative
​It can treat insomnia.

Sedative
​It can treat insomnia.

Hydrocodone, also known as dihydrocodeinone, is a semi-synthetic opioid synthesized from codeine, one of the opioid alkaloids found in the opium poppy

Narcotic
It can treat moderate to severe pain.
Controlled substance
​High risk for addiction and dependence. Can cause respiratory distress and death when taken in high doses or when combined with other substances, especially alcohol.

Narcotic
It can treat moderate to severe pain.
Controlled substance
​High risk for addiction and dependence. Can cause respiratory distress and death when taken in high doses or when combined with other substances, especially alcohol.

Narcotic
It can treat pain.
Controlled substance
​High risk for addiction and dependence. Can cause respiratory distress and death when taken in high doses or when combined with other substances, especially alcohol.

Nerve pain medication and anticonvulsant
​It can treat seizures and pain caused by shingles. Also used for Neuropathy

Nerve pain medication
​It can treat nerve and muscle pain, including fibromyalgia. It can also treat seizures.

Non-steroidal anti-Inflammatory drug
It can treat fever and pain.
​

Narcotic
It can treat moderate to severe pain.
Controlled substance
​High risk for addiction and dependence. Can cause respiratory distress and death when taken in high doses or when combined with other substances, especially alcohol.

Narcotic
​It can treat severe pain.

Laxative
​It can treat constipation. It can also treat irritable bowel syndrome (IBS) with constipation in women.

Antacid
​It can treat ulcers.

Gut antispasmodic
​It can treat irritable bowel syndrome (IBS).

Proton-Pump inhibitor
​It can treat heartburn, a damaged esophagus, stomach ulcers, and gastroesophageal reflux disease (GERD).

Proton-Pump inhibitor
​It can treat gastroesophageal reflux disease (GERD). It can also lower the risk of bleeding after endoscopy in patients with ulcers.

Proton-Pump inhibitor
​It can treat gastroesophageal reflux disease (GERD) and a damaged esophagus. It can also treat high levels of stomach acid caused by tumors.

Immunosuppressant and anti-parasite
It can treat and prevent malaria. It can also treat lupus and arthritis.

Chemotherapy and immunosuppressant
​It can treat cancer of the blood, bone, lung, breast, head, and neck. It can also treat rheumatoid arthritis and psoriasis.

Anti-Inflammatory
​It can treat ulcerative colitis and rheumatoid arthritis.

Immunosuppressant
​It can treat rheumatoid arthritis in adults.

I would LOVE to, however I really wouldn’t even know where to begin. I’m going to spend about an hour or 2 on your file working up 10-12 different options to see which carriers will give you the MOST amount of coverage or benefits, for the LEAST amount of cost, and when I sit down with you I will show you the best 2 or 3 options and let you customize the coverage to fit your needs and your budget. That part will only take about 15 minutes.  I'm sure you would rather have thought, and due diligence put into this to customize the coverage specifically for you so you are only paying for the things you actually need, wouldn't you? Perfect, so let's do that. (Back to Script) 

I wish I could! If I could do that, my life would me amazing!!! Chuckle…however because I'm a certified and licensed field underwriter, they require me to give you the information in our appointment. (finish booking the appt.) 

-If they push back 

I’m going to spend about an hour or 2 on your file working up 10-12 different options to see which carriers will give you the MOST amount of coverage or benefits, for the LEAST amount of cost, and when I sit down with you I will show you the best 2 or 3 options and let you customize the coverage to fit your needs and your budget. That part will only take about 15 minutes. I'm sure you would rather have thought, and due diligence put into this to customize the coverage specifically for you so you are only paying for the things you actually need, wouldn't you? Perfect, so let's do that. (Back to Script)

-If they keep pushing

​(Name) unfortunately, as much as I would LOVE to give you this information over the phone or simply mail you something, Because our products do not require a nurse to come over and stick a needle in your arm and take blood and urine, I am required as the local field underwriter to verify you, your driver’s license, ask all the medical questions with you PRIOR to giving you any quotes. 

(Name) There is no obligation to buy anything from me at all, in fact you CAN’T even if you wanted to! Once I hang up the phone, shop out these carriers, & negotiate on your behalf, The bulk of what I do after that is just being an educator. I teach you how the products work. AND if it’s something you think you need or are interested in, that’s great!. if not, that’ perfectly fine too. Within 15 minutes you will know if this is a luxury for you, or a necessity! I am just happy to be able show people their options and let them make a decision on the facts, as opposed to guessing! Let’s set up a time on ________for me to go over this information with you and at least then you and your spouse will actually have something to evaluate in order to make a decision on whether you want to do anything right now or not. I’m sure that makes better sense to you doesn’t it?