Mortgage protection appointment setting SCRIPT
Tips & Best Practices
Call leads asap
triple dial
use info on the lead
INTRO
Hi (client name), God Bless You, How are you doing today?
Great, this is (your name) calling about the information you requested for your mortgage protection on (verify address).
I have your file here showing approximately (mortgage balance) remaining on the mortgage.
I just need to verify a couple pieces of information and then I’ll get you connected with the licensed specialist assigned to your area.”
(Pause)
“You’re still the homeowner there, correct?”
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."
BUILD VALUE
The reason for the call is there have been a lot of changes in mortgage protection programs over the last few years.
Most of the newer plans now include living benefits that payoff the mortgage in the event of heart attack, stroke, cancer or disability while you’re still alive!
Some can even return premium and give all of your premiums back if the coverage isn’t used.
My job is simply collect some basic information before the licensed advisor reviews everything with you.”
QUALIFY
“real quick…”
Question 1
“Have you had any major heart attack, stroke, or cancer diagnosis in the last 2 years?”
If yes:
“When was that?”
Question 2
“Are you diabetic?” (If so, insulin?)
Question 3
“Lastly, any tobacco or nicotine use in the last 12 months?”
TRANSITION
“Excellent.
Based on what you’ve told me, it looks like there should be several options available for review.”
ASSUMPTIVE APPOINTMENT CLOSE
“Now (client name), the next step is a 10-minute review with the licensed advisor.
They’ll show you:
✅ What would pay off the mortgage or how to pay it off early with your coverage
✅ What living benefits you qualify for
✅ What the monthly cost would be
✅ Whether it even makes sense to move forward
Most reviews take about 10 minutes.”
“Would afternoons or mornings typically work better for you?”
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."