Setting the appointment:

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Mortgage Protection Setting appointments (Fresh Leads)

Hi (first name)? (Wait for answer)

Hi _____, my name’s (first name), I'm just trying to get back in touch with you about your request for mortgage protection, which covers your home loan with Bank Of America...you got a minute so I can get something resolved? (Sure, what is it?)

We mailed a form that talked about a plan that pays your home loan off in the event of a death or disability...do you remember that? (Ah, yes!)

...yeah, I just wanted to reach out and introduce myself and let you know that I got your paperwork ‐ It's my job to find out what your goals are for the home when you die and see what you're eligible for...at the end we'll go over the benefits & pricing, so you'll know exactly what it'll take to cover your home. Does that sound good? (Yes)

So, would you prefer me to bring you this information in person or over the phone? (Get answer)

  • Ok, what's a good day for you and your spouse between (Give 2 days)?
  • Morning or afternoon?
  • Ok, (time) or (time)? Got it!
  • And can I get an email address to get you set up on a reminder? *repeat back email*

Ok, last thing, can you make sure you've got a pen and paper handy to take some important notes during our visit?

Perfect...my name is (first name) and I'll talk to you on (Day & time of appointment), have a good rest of your day!



Potential Objections (Fresh leads)

⚠️ Are you with my bank?

✅ We don’t work for the bank, we just broker the coverage for you as independent agents, by shopping over 50 of the top a rated carriers to see which is most competitive based on your needs.

  • Would you like our website to check our credentials?
  • (NO/YES) Ok, so what’s a good day for us to connect?



⚠️ What does it cost / just want to know the price:

✅ Once I get your health profile I can determine your eligibility by shopping 50 carriers on your behalf and then get you the most competitive cost. Until then anything I give to you will be inaccurate. Are you the type to make decisions based on all information or partial?


⚠️ Is this life insurance?

✅ Are you looking for life insurance? (Listen for response)

  • They’re life products, but their features are a little different from traditional life coverage. I'll be able to explain how it works when we talk… do you have a good day this week to get connected?


⚠️ Not interested

✅ I don’t understand… you’re not interested in protecting your home?

  • At some point you WERE interested, that’s why you mailed us the paper, right?

✅ I'm confused, why would you mail back the card if you weren't interested?


⚠️ Who are you with?

✅ My company name is Rise Up Financial - Would you like our website to check our credentials?


⚠️ When somebody asks for credentials:

✅ Would you rather me send you a link or verify on your own?


⚠️ Budget / Can't afford / too expensive:

✅ So, just to confirm - you DO want to protect your home, you just couldn't find a plan that makes financial sense? (YES) So, if I can do that for you, is there any other reason you would turn it down?


⚠️ Can you email me info?

✅ Are you the type of person that makes decisions based on complete information or partial information?

✅ How serious are you about getting protection on a level of 1-10, with 10 being the highest? (If it's high then get a commitment;

  • If I take the time to get you this information can you promise me that you'll take a real look at it?
  • If it's low: So if it's that low then that means you're less likely to see the email, correct? Yes
  • Then I'm sorry, I cannot email it to you...Would making 20 minutes for me to drop by be easier, I can be there on Monday or Tuesday...


⚠️ Don't have an answer? ‐ Honestly, I'm not sure right now, but I’ll make a note of it and make sure we address that when we speak, would that be fine?


Mortgage Protection text scripts (copy/paste)

🛑Download picture and send it WITH the text script below🛑
https://s.phonesites.com/v0/b/phonesites-prod.appspot.com/o/images%2FNqyeEfYPjlbYu8sfMicyySdJIcJ3%2F1620106159613*Sample%20blank%20MP*jpg?alt=media&token=74bf6afd-f06f-4659-a000-36d2363dbfc2
Hi (first name), my name is _____. I'd like to introduce myself and let you know that I received the mortgage protection paperwork that you mailed to us. As your agent it's my job to help you qualify for and find a plan that covers your home loan from death & disability.

Are you availble over the next few days for a quick call to see what you qualify for?


Final Expense Setting appointments:

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Hi, Miss Betty?

Hey miss Betty, my name is _____ from the senior benefits department here in _____ county and I'm trying to get something resolved, do you have a minute? Ok great, the reason I'm calling is because you recently mailed us in a card that talked about final expense insurance, to take care of your funeral...are you still at (zip code)?

Ok great, it's my job to see what you qualify for and go over the benefits & pricing... would you prefer us to do that in person or over the phone? (Get answer)

  • Ok, what's a good day for you and your spouse between (Give 2 days)?
  • Morning or afternoon?
  • Ok, (time) or (time)? Got it!
  • And can I get an email address to get you set up on a reminder? *repeat back email*

Ok, last thing, can you make sure you've got a pen and paper handy to take some important notes during our visit?

Perfect...my name is (first name) and I'll talk to you on (Day & time of appointment), have a good rest of your day!

Potential Objections

⚠️ I thought it was free?

✅ That's actually not uncommon. The good news is that the Social Security Administration DOES pay a small subsidized death benefit to the majority of seniors after they've passed. My job is to explain how it works and make sure that you understand what it covers and what it does not cover.

I'll also go over supplemental coverage to help fill in the gaps that Social Security won't pay for...shouldn't take but about 20 minutes.

Would you prefer we do that in person or over the phone?

(Phone) AGED mortgage protection leads setting appointments:

Hi (first name)?

Hey (first name) my name is... I've got a form here with your handwriting on it that was mailed to us after you closed your home loan with (LENDER) - do you have a minute, so I can get something resolved?

The form talked about protecting your mortgage from death & disability, did you end up getting that taken care of yet?

(Text) AGED mortgage protection leads setting appointments:

🛑Download picture and send it WITH the text script below🛑
https://s.phonesites.com/v0/b/phonesites-prod.appspot.com/o/images%2FNqyeEfYPjlbYu8sfMicyySdJIcJ3%2F1620106159613*Sample%20blank%20MP*jpg?alt=media&token=74bf6afd-f06f-4659-a000-36d2363dbfc2

Hi (first name), my name is ... A while back (after closing your home loan), you mailed in a form that talked about protecting your loan from death & disability.

Did you end up getting that taken care of yet?

More potential objections:

⚠️ Won't commit to setting an appointment:

✅ Are you concerned that I'm going to waste your time and try to sell you something that you don't need?

⚠️ Not interested:

✅ With all due respect, what is it that you're not interested in - getting protection or speaking with me?
• Getting protection - I'm confused, at some point you were interested in something, what's changed?
• Speaking with you - Is that because you're concerned that I'm going to waste your time and try to sell you something that you don't need?
⚠️ Already got it:

✅ Understood... if I can help put you in a better situation would it be worth 20 minutes to find out?

✅ Understood... do you have enough confidence in your current plan to get a 2nd opinion?

✅ Perfect! I'm sure you're content with what you currently have, but there's recently been some updates to plans (some of which could directly impact your coverage). If I can improve your plan by getting you better benefits or saving you money, is there any reason why you wouldn't be open for a 20 minute comparison?

✅ If we could save you money or get you more benefits, is there any reason why you wouldn't want to take advantage of that?
⚠️ "I have another agent":

✅ No worries. At the end of the day I'm sure your agent wants what's best for you... Do you have enough confidence in your current coverage to get a 2nd opinion?
⚠️ Spouse has different schedule / works different hours:

✅ Not a problem, what's a good day you two are normally together?

⚠️ Doesn't want spouse to be present:

✅ I'm assuming you two don't make important decisions without each other, is that a fair assumption? So is there any particular reason that you wouldn't want him/her to be a part of this conversation?
⚠️ I just want a quote

✅ Have you gotten coverage through us in the past? (No)
▪️ No worries, just to let you know, we don't make the decisions on whether you qualify or not - my job is just to evaluate your suitability and find out if you're eligible. Then it may be worth noting that...Would it be worth 20 minutes to get a quick overview and see what you qualify for?
⚠️ You're the 6th person to call me about this:

✅ My apologies, in our system it shows that nobody has spoken to you from our agency. Have you already been taken care of?