Mortgage Protection Script
Imagine you are talking to your friend, a family member or a prospect on the phone. You
would like to get an appointment with them to sell them a mortgage life insurance
policy… What do you say to get the appointment?
Consider,
1. If they don’t see they have a problem is there any reason why they should meet
with you?
2. Don’t most people buy based on emotions and then justify their decision to buy
based on logic?
3. When you are trying to get and appointment, aren’t you trying to sell them on
why they should meet with you.
4. Then if you want to sell the need for the appointment, don’t you need to get them
emotionally involved.
Note: These are the same questions you would ask during the sales appointment!
Advisor: “If I may ask, do you currently have a mortgage on your home?”
Prospect: “Yes, I Do.”
Advisor: “And, if I may ask, do you have insurance to pay off your home for your family
if something were to happen to you?”
Doesn’t Have Insurance
Prospect: “No I Don’t”
Advisor: “How do you feel about that?”
Prospect: “I never thought about it. I don’t feel good about it. But unfortunately, I can’t
afford to do anything right now. I just don’t have the money.”
Advisor: “I understand. None of has any extra money. But, you do feel it’s important to
have the home paid-off for your family if you weren’t there tomorrow?”
Prospect: “Yes, I do.”
Advisor: “Why is that important to you?” Let him answer...
Prospect: (This will always be an emotional response…)
Advisor: “What would it mean for you if we could make (prospects answer) happen?”
Prospect: (Gets an additional emotional response...)
Advisor: “If we could make (prospects answer) happen without taking any additional
money out of your pocket would you like to know how?”
Prospect: “Yes, I would.”
Now, I can simply close for the appointment, or if I’m in the sales call I can go into my
sales presentation and close for the sale.
Has Insurance
But, what if the Prospect’ had said: “I have plenty of other life insurance.”
Advisor: “Great, how much insurance do you have?”
Prospect: “Oh, between what I have personally and what I have at work, I have about
$500,000.”
Advisor: Why do you carry so much life insurance???
Prospect: (emotional response) To achieve so and so ... etc.
Advisor: Why is that important to you?
Prospect: (Gets the emotional response)
Advisor: “Super!” “But, if I may ask, if you use that insurance to pay off your home how
much would that leave your family?”
Prospect: “About $300,000.”
Advisor: “And, if you weren’t there tomorrow how long would that money last them?”
Prospect: “Probably, about six or seven years.”
Advisor: “And, then what would your family do?”
Prospect: “I never thought about it, but I suppose they’d have to cut back on their
expenses.” Or “they would have to sell the house and buy something cheaper.” Or, “My
wife would have to work full time.” Or, “My wife will probably have to get remarried.”
Or, “My wife will have to go live with her parents, or my parents.” Etc.
Advisor: “Is that how you really feel? Is that what you really want for your family, if you
are not there?”
Prospect: “No, I guess not.”
Advisor: “Well, if I could show you how to get the life insurance you need to protect
your family, without taking any additional money out of your pocket would you like to
know how?”
Prospect: “Yes, I would.”
Again at this point, I can simply close for the appointment, or if I’m in the sales call I can
go into my presentation and close for the sale.
These questions get to the root of their problem or pain. They get the prospect thinking
about their situation and it gets them emotionally involved. They are upset with
themselves. They are unhappy. They are frustrated. They want their “pain” relieved. They
want your help. They wouldn’t continue talking with you if they didn’t.
The only way for you to set an appointment and make a sale is to help your prospects to
identify the problem or pain that they have. And, the only way you can do that is by
learning to ask them the right questions.
If you can’t imagine yourself asking these questions to people you don’t know very well,
I’ve got a little trick for you. Imagine the prospect sitting across from you is a family
member. Feel the emotional connection. Be yourself and let the passion that comes with
being a financial professional emanate from you. Your sale, but more importantly, their
life and happiness, depends on it.
