Ok great. Well (name) to make sure you don’t continue to get hassled by other agents in our company I’m required to get resolution on every form that is mailed back into our office, so In order to do that, I just need to ask you a few simple questions. I’m sure you don’t want 20 of me calling you every Friday and Saturday for the next 4 months straight do you? (chuckle a little) 

In terms of the protection you put in place, did you just get the DEATH benefit that only pays off your home in case you die, or did you also get the LIVING benefits that would allow you to have access to a portion of that money while you are still alive, tax free, lump sum, that you could use to make your mortgage payments or even pay additional medical bills in the event you became disabled or suffered a critical illness such as a heart attack, stroke, cancer, kidney failure or even an organ transplant?  Do you happen to remember if you just got the death benefit or also the living benefits?  I think just the Death benefit…….Ok

My second question would be, did you get the OLD coverage that if you don’t die that you pretty much through your money into a black hole and the insurance company gets to keep it all or did you get the NEW coverage where if you DON’t die or use the coverage that you get all your money back?  ( No, I didn’t even know that existed…..I don’t know actually….I don’t think so…..or they could say something similar)

1. Well If I can just verify some information on this form that you sent back to us, I can at least look up whether you qualify for those options or not. You put down your Birthday is________.

-or-

      2.Well if you could qualify for the living benefits and the money back option I;m sure you would want to AT LEAST see if it was affordable wouldn’t you?  In some cases I can even keep it at the same premium you are paying now, or even save you some money! Let me go ahead and verify the information you put down here and work up those options for you.  It says here your Birthday is________.

-or-

      3.Besides just protecting your family in the event that you die, I’m sure you would also agree that it would be equally important to have coverage in place in case you get sick and DON’T die or even have the option of getting all your            money back if you are still alive when your home is paid off, especially if it was close to the same price, wouldn’t you ?  Let see if I can’t make that happen for you. 

That’s’ Great!  I encourage all of my clients to get as much coverage at work as they can.  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 cheap ~  and it’s cheap because you are renting it and it goes when you go.  Unfortunately none of my clients so far have been able to guarantee me that they will have the same job when theypass 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? Let me go ahead and verify the information you provided me with and I can work up some options for you to see if we can find you something affordable.   You put down your birthday is_________.

Awesome!!  So how many of me did you sit down with? (pause, then go) I mean did you take the time to shop around like you did with the house we are trying to protect or did you just go with the fist guy you sat down with? I was afraid of that.  Unfortunately most of my clients,  just like you, 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 work for 2 or 3 companies who pay them high commissions and send them on 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.  The worst I have done yet is to find a company who can either offer your MORE benefits for the SAME cost your paying now, or provide you with the SAME coverage your have, but for less money!   Let me go ahead and verify the information you put down here so I can work up some options AT LEAST  see what we can do for you, and if it’s worth either of our time, we can setup a time to talk next week.  It says here your birthday is ____________.

Ok perfect so, (Name)  are you pretty confident or fairly confident, or pretty positive out of the hundreds of insurance companies out there that you ABSOLUTELY got the BEST possible coverage for the least amount of cost, would you say your pretty ABSOLUTE on that?

10-4-4-2

Here’s the thing (name) Out of every 10 policies I take a look at

• 4 of them, they’re doing fine, they got a pretty decent deal, I may be able to save them 5-10 bucks a month, no big deal, they have the coverage they’re looking for, their families protected, and it’s really not worth time or theirs to do anything about the policy.
• Out of the other 4 I look at they’re just not getting the coverage that thought they were, they qualify for way more for the same price,  they may  be overpaying for it, you know they may have a 30-year term, or they think it’s a 30-year term but its really a 10-year term guaranteed in the fine print at the very bottom, you know its says 30 years on the policy, but in the tiny tiny print at the bottom of the policy it says that the premiums are ONLY guaranteed fo for the first 10 years and in year 10 the premiums could double or triple. I have even seen where people thought they had CRITICAL  illness so that in the event of a heart attack, stroke or cancer they would be protected and have access to money they really only had TERMINAL illness, which meant unless they were given less than 12 months to live they had access to nothing.
• And 2 of them are flat out just getting taken advantage of! I’m not even sure why that agent is legally allowed to practice insurance because hey put on a product that’s not even necessary for them, they overcharged them, they put them on something that just made ZERO sense, and they ar just completely getting taken advantage of or paying 2 or 3 times more than they should.

I’ll tell you what (name) usually the people who are MOST adamant about that they have the BEST coverage for the cheapest cost usually fall into that category. I’m already going to be in your area on _______so I guess my question would be would it be worth 15 -20 minutes of your time to AT LEAST find out which category you fall into?

~ or ~

So what I do, I’m going to be in your area, it’s a free service that our company offers for anyone who sends a form in, I can at least take a look at it to see which category you fall into.   Would it be worth 15 minutes of your time to have someone who is seasoned in the business to take a 2nd look at it,  so you can at least lay your head on your pillow at night KNOWING that you do indeed have the most amount of benefits for the best price and most importantly that your family is protected?

Do you know if what they showed you was the A, B or C protection?  (I’m not sure is always the answer)

The reason I asked is because most agents only show the A protection which is the most expensive type, without showing a person the B and C options. What we do is show a person all 3 types and let them make their own mind up about what’s best for them. I’ve never seen a time when I couldn’t help a person get protected because it wasn’t affordable.

With that in mind I need to verify the information you sent into us and then I’ll get your options worked up for you and we can talk later next week. You put down your birthday is __________.

Great! I am glad you were able to take care of your family, It is so important to make sure they will not struggle financially if something were to happen to you.
Just so you know, we work with a large selection of insurance carriers all over the country like,  ING, Mutual of Omaha, United Farm Family, Gerber & 35 of the top A rated carriers.  The difference with us that separates us from all the rest, is that we represent YOU and negotiate on YOUR BEHALF  which allows us to typically save our clients anywhere between 15-20% on their monthly premiums. I’m going to be in your area on ___________ night anyway and I’ll only have about 15-20 minutes to take a look at what you put in place and see if there is anything we can do for you. I’m sure having the potential to save 15-20% on your monthly premiums is worth 15-20 minutes of your time, isn’t it? Great,  let me just verify what you wrote down here so I can go to work for you.  It says here your birthday is ____________.

Ok great, did you have the coverage in place at work before you bought your home? Ok so we can safely assume that the coverage was not put in place to protect your home, but rather your income, couldn’t we? Again I’m only here to help you out, you sent this form to us and I’m trying to get resolution on this and make sure your family’s protected. Alot of people don’t realize that if you lose your job, or if you become unemployed, or if you were to switch jobs that that coverage is gone. I’m sure you would agree it would be a good piece of mind that you have coverage in place that goes with you forever no matter where you work that coverage is in place to protect you and your family, wouldn’t you? I mean if you had the choice between someone else having control of whether your family’s protected or not, or YOU having control, it would make a whole lot more sense for YOU to have control, wouldn’t it? Let me go ahead and verify the information you put down here and I can work up some affordable options for you.   You put down your Birthday is___________.

What was the cost of the coverage that they quoted to you that made it unaffordable? (whatever they say) What would it have to had been in order for you to afford it, (pause, then move on)  like what’s the number that fits into the budget?  Ok, perfect, I’ll tell you this….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 when I hang up, my job is to go to work for you and 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.

And I have yet to sit down with a home owner and was unable to find them coverage that was affordable to them.  So basically what your telling me ________ it’s not that it’s NOT important to you, it’s NOT that you don’t care about your family, it’s NOT that if you die you don’t want your home paid off, you just want to make sure that it’s affordable and fits into the budget, it IS important to you, but you just want to make sure it fits into the budget, is that right? Great, let me verify the information you put down here so I can work up your options. You put down here your Birthday is __________.