Mortgage protection appointment setting SCRIPT
Tips & Best Practices
Call leads asap
triple dial
use info on the lead
INTRO
"Client Name, God Bless you. How are you today?"
Client: "Good. Who's this?"
“This is (agent name), I know you’ve probably had a long day at work.
So I’ll make this easy.
I’m calling about the mortgage protection information you requested.
Quick question…
When you requested that information, were you more concerned about protecting the house…
Or protecting the family living inside it?”
(pause)
Did you guys ever get the coverage? (If no, was it too expensive or you just didn’t qualify?)
Got it.
"Let me send over a quick text with my information so you know exactly who you're speaking with and you’ll see I’m a real person and not an AI robot."
(text sent)
"Did you receive that?"
(client confirms)
"Perfect."
Not interested ..
"I completely understand. Most of the people I speak with aren't looking to buy anything when I call.
That's actually why I'm reaching out—simply to make sure you received the information and hopefully took action to protect the family."
Do you know the name of the company you used for your protection?
We already have coverage ..
"No problem. Quick question... did the coverage you have include living benefits that would help make the mortgage payments if you suffered a heart attack, stroke, cancer, or disability?"
(Let them answer.)
"Got it. And did they also include a return-of-premium option where you can get 100% of your premiums back if you outlive the policy?"
(Pause.)
"A lot of homeowners aren't aware those options exist. That's why I only need about 10 minutes to show you what's available so you can compare it to what you already have."
TRANSITION
"Now my job today isn't to sell you anything."
"My job is simply to educate you on what mortgage protection is and how these programs have evolved to help homeowners."
(pause)
"Most mortgage protection plans do much more than just pay off a mortgage when someone passes away…Many of the plans now include living benefits that pay off the home if you suffer a heart attack, stroke, cancer, or disability."
I don’t know about you, but I wouldn’t be able to live the same lifestyle without my spouse or their income nowadays .. So before I show you what's available, do you have any questions about living benefits?
(pause)
QUALIFY
"Now I know nobody likes health questions, but the companies require me to ask a few basics before I can show you the options."
"Do you currently use any tobacco or nicotine products?"
(pause)
"Have you ever had a heart attack, stroke, or been diagnosed with cancer?"
(pause)
"Any diabetes? If so, is it controlled with medication or insulin?"
(pause)
"Perfect." The system is loading your information here .. if you want to grab a pen and paper while it loads ..
OPTION 1
"The first option is designed to pay off the entire mortgage balance so your family owns the home free and clear."
OPTION 2
"The second option covers a significant portion of the mortgage balance, helping your family keep the home while maintaining flexibility."
OPTION 3
"The third option focuses on providing a lump sum benefit that can be used for mortgage payments, bills, income replacement, or anything your family needs."
(pause)
"Out of those approaches, which one sounds most like what you were hoping to accomplish?"
(client chooses)
ASSUMPTIVE APPOINTMENT CLOSE
"And just so I understand, what do you like most about that option?"
(client responds)
"That makes perfect sense."
"Now keep in mind, this isn't about buying the biggest policy. It's about making sure your family has enough protection without creating a payment that stresses you out, this is a peace of mind blessing."
(pause)
"Perfect."
"The next step is simple. We'll spend about 5 minutes going over the health questions and completing the application."
"We don't collect any money today."
"We simply send the application to underwriting, and then the company will make the final decision."
That make sense?
"Can I grab your driver's license so we can get started?"
COMMON OBJECTIONS
Already have coverage
"No problem. Quick question... did the coverage you have include living benefits that would help make the mortgage payments if you suffered a heart attack, stroke, cancer, or disability?"
(Let them answer.)
"Got it. And did they also include a return-of-premium option where you can get 100% of your premiums back if you outlive the policy?"
(Pause.)
"A lot of homeowners aren't aware those options exist. That's why I only need about 10 minutes to show you what's available so you can compare it to what you already have."
Sold or Refinanced
"Perfect. That's exactly why we're calling.
Most people don't realize that when the mortgage changes, the protection strategy should be reviewed as well.
Let's update the information so I can send over new options based on your current loan and life situation."
What's this about again?
"Of course. This is regarding the information request you submitted about protecting your mortgage in the event of death, disability, or serious illness. I'm just following up to make sure you receive the information you requested."