10 Steps: Objections Rebuttals – AgentTraining.info

Step 3: Objections Rebuttals

Calling your leads

~ INTROS ~

Below are Intros for A & B leads

~ A LEAD INTROS ~

Intro 1 ~ Get right into it (This is the one Nate Auffort uses)

Hello, __________________? wait for him to say this is _____________, Hi _______ this is ________________, I got your letter that you mailed back into my office regarding getting some information on mortgage protection in case of a death, disability, or critical illness that your home would be either be paid off or your payments would be made for you. I just need to verify some information you wrote down here so I can work up some options for you and then we can chat next week. You put down your birthday is____________is that correct? -or- You wrote down that your_________years old, what is your actual birthdate?

Intro 2 ~ "Looks like you were inquiring about some Mortgage Protection?"

Hello, __________________? wait for him to say this is _____________, Hi _______ this is ________________, I’m just following up with you regarding the form that you mailed into my office, looks like you were enquiring about some mortgage protection? (If they say yeh,) You put down your birthday is____________is that correct? -or- You wrote down that your_________years old, what is your actual birthdate? go into script

(If they say what is this again or they don’t remember) It looks like (name of bank) sent you out this form in case of a death, disability, critical illness that your home would be either be paid off or your payments would be made for you. I just need to verify some information here so I can see what you qualify for, and then we can get together in a couple days to go over your options. You put down your birthday is____________is that correct? -or- You wrote down that your_________years old, what is your actual birthdate?

Intro 3 ~ "I’m following up with you about your mortgage with"

Hello, __________________? wait for him to say this is _____________, Hi _______ this is ________________,I’m following up with you about your mortgage with _______________ for (the amount of the mortgage) and I was just getting back to you about that letter you mailed back to my office in regards to mortgage protection, I just needed to verify some information you provided so I can work up some options for you and then we can chat next week. (do not pause here) You put down your birthday is____________is that correct? -or- You wrote down that your_________years old, what is your actual birthdate?

Intro 4 ~ Call In Leads

Hello, __________________? wait for him to say this is _____________, Hi _______ this is ________________, I’m following up with you about the postcard you received in the mail regarding your mortgage with _______________ for (the amount of the mortgage) You or your spouse called the number and followed the phone prompts to answer a few questions so sthat we could contact you back reagarding your mrortgage protection options. I just needed to verify some information you provided so I can work up those options for you and then we can chat next week. (do not pause here) You put down your birthday is____________is that correct? -or- You wrote down that your_________years old, what is your actual birthdate?

~ B LEAD INTROS ~

Intro 1 ~ Straight Forward Approach 1

Hi_____________? (wait for them to say this is ___________,) Hey __________ My name is __________ I’m calling from the Mortgage Protection Center here regarding your mortgage on ______________. I’m calling about the form that you or ( your wife ) filled out, regarding information about the mortgage protection coverage. I’m working on your quotes right now, I just need to verify a couple quick things and I’ll get these out to you next week. It says here that your birthday is____________is that correct? -or- You wrote down that your_________years old, what is your actual birthdate?

Intro 2 ~ Straight Forward Approach 2

Hello, __________? (wait for them to say this is ____________,) Hi _______ this is ________, I’m following up with you about your mortgage with _________ for (the amount of the mortgage) and I was just getting back to you (slight pause) about that letter you mailed back to my office in regards to mortgage protection, I just needed to verify some information you provided so I can work up some options for you and then we can chat next week. (do not pause here) You put down your birthday is____________is that correct? -or- You wrote down that your_________years old, what is your actual birthdate?

Intro 3 ~ Formal Approach

Hello, ___________? (wait for them to say this is __________,) Hi _______ this is __________, I’m giving you a call in regards to the mortgage you originally took out with ____________Bank. I’m the case manager here that was given your case, and company records show that a policy has not been taken out, well I was just going through the information here and I just realized that I just need to ask a few more questions to see if there is anything that we can do for you on this. Now you indicated that your birthday is____________is that correct? -or- You wrote down that your_________years old, what is your actual birthdate?

Intro 4 ~ Curiosity Approach (This is the one Nate Auffort uses)

Hello, __________? (wait for them to say this is ____________,) Hi _______ this is _________, I’m looking at a handwritten form here that you mailed back to my office and It just came across my desk and I am doing an investigation on it. It’s in regards to your mortgage with _______________ (name of co) for _______________(the amount of the mortgage)

Well (name) sometime in the past year or two you either refinanced or purchased a new home, well shortly after that your bank mailed you out a letter that you filled out and mailed back to our office requesting information on mortgage protection, what I am trying to figure out here is, were you able to get that protection put in place for your family as of yet? (they can only say yes or no)

NO: Well I’m glad I finally got a hold of you, it does show we have made several attempts. I apologize it took so long, we have so many forms coming in and not enough agents to go through them all. What I need to do here is just verify the information you put so I can work up the options that you’re looking for. You put down here your birthday is______________.

Yes:

Go to Advanced Rebuttals Following B lead intro 4: OLD vs NEW

~or~

Great! Before you hang up, when you say you already took care of it or that you were able to get that protection put in place for you and your family it usually means 1 or 2 things. Did you sit down and meet with someone like myself or did you up your coverage at work? Go to Advanced Rebuttals Following B lead intro 4:

Go to Advanced Rebuttals Following B lead intro 4: I upped my coverage at work ~or~ I sat down with someone like yourself.

~ Rebuttals ~

There are Basic & Advanced Rebuttals listed below

~ Basic ~

I don’t remember filling anything out

That’s ok (name), let me help you with that. When you refinanced or purchased your home, your bank mailed you out a letter and either your or your spouse filled it out and sent in a handwritten request back to our company, looking for a quote for mortgage protection in case of a death, disability, critical illness that your home would either be paid off or your payments would be made for you and I was the case worker assigned to get this quote finished. I only have about a minute of questions and I can get this taken care of for you and then we can chat next week…. you put down here that your birthday is _______.

I’m not interested

WAIT BEFORE YOU HANG UP!!!!! When you filled out this form, there was obviously a concern for your family, what’s changed since then? Was it too expensive or did you sell the house?

-Too expensive – (99% of the time they won’t say they sold the house and if they do, move on if you can’t get them interested in regular life insurance)

I understand. I hear that often. Your not super unhealthy are you? ok….I bet I know what happened, they were trying to charge you like $300-400 per month, weren’t they? There’s no reason you should have to pay that much, unfortunately, most of these brokers out there are commission hungry & don’t always do what’s best for the client or don’t have access to all the products I have access to. Knock on wood (name) but so far there hasn’t been a situation yet, where I couldn’t find something affordable for my client that fit into their budget. Let me verify the information you wrote down here and work up some AFFORDABLE options for you and then we can talk next week. You put down here your Birthday is ____________.

I’m not interested 2

I can understand that, was it because you’ve priced it out already? Yes

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 and their family. The good news is that SO FAR 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 can work up those 3 options for you. You put down your birthday is___________.

We already took care of that

WAIT BEFORE YOU HANG UP!

That’s great! I’ve been talking to a lot of people who have something in place lately, which is good to hear. However, I’m a field underwriter who works with 35 different carriers, so when I’ve been putting my client’s information thru my system in most cases I’ve been able to find them better coverage at a better rate. So I’m sure if I could save you money or get you more benefits for the same cost your paying now you wouldn’t be mad at me for it, would you? (you have to chuckle and laugh after this.) Let me go ahead and verify the information you put down here so I can work up some options and we can chat next week, you put down your birthday is ____________.

I’m in the middle something, can you call me back______?

I would love to but I can’t. I only need a minute to verify the information you put down so I can work up your options and we can talk next week, alright? You put down here your birthday is_________.

(If they push harder about calling them back, simply say)

Listen (name) here’s the issue, I can literally run 8-12 appts a day Monday through Thursday and Fridays are the ONLY time I have to get ahold of people like yourself to verify what you wrote down here. I just need 1 minute of your time to verify the information so I can work up some options over the weekend, and then we can chat next week. You put down here that your Birthday is____________.

Can you tell me how much it cost?

Absolutely, as soon as I can verify the information you put down here, I can get you those options. So it says here your Birthday is___________.

Can you at least give me a ballpark?

I would love to, but the problem is I wouldn’t even know where to begin! Once I can verify the information you provided us, I’m going to spend about an hour or 2 on your file, working up about 10-12 different options to see which carriers will give you the MOST amount of coverage or benefits, for the LEAST amount of cost, and when I sit down with you I will show you the best 2 or 3 options and let you customize the coverage to fit your needs and your budget. With that said, let me go ahead and verify the information you wrote down here. It says here your birthday is _________.

Who do you represent ? What Company are you with? Are you with my Bank?

The company I represent is Symmetry Financial Group. We handle the mortgage protection in the area. (name) if you bought or refinanced a home before this one, in the las 10 or 15 years, the mortgage companies would just bundle in the mortgage protection with your mortgage payment. The thing is, banks are lending institutions, not insurance companies. Now, the state and banks require a licensed insurance agent and field underwriter to be involved with this process in order to ensure your family is getting All the options they qualify for and the best price based on your specific situation. That’s where I come in. I represent you as a client and have access to over 30 different carriers and companies who offer mortgage protection. My job is to shop out those carriers and negotiate on your behalf in order to find out which ones will give you the Most amount of coverage, for the least amount of cost. So what I need to do is to verify the information you put down here so I can work up some options for you and then we can chat next week. It says here your Birthday is ___________.

We decided we don’t need it anymore

Really? ok, so what changed between the time you filled out this form and now that you decided that this protection for your family is no longer important to you?

I don’t know anything about that, it must have been my spouse who filled that out

Ok great, can you grab them for me real quick?

(sure, and then they get them)

~or~

(They aren’t here right now)

No problem, what is their cell phone number or when will they be home? Great (name) Why I have you on the phone, let me go ahead and verify the information that your spouse wrote down here about you and then I will reach out to them for the rest. Your spouse put down here that your Birthday is____________.

(Most of the time I can even go through the entire client qualification form with just the other spouse and STILL book the appt WITHOUT ever talking to the other spouse!)

~ Advanced ~

Following B lead Intro 4: Old vs New

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)

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.

Following B lead Intro 4: I upped my coverage at work

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 they pass 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_________.

Following B lead Intro 4: I sat down with someone like yourself

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 ____________.

I already took care of it, we’re all set, got coverage already etc. 10-4-4-2

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?

I already took care of it, we’re all set: Did you get the A plan B plan or C plan?

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 __________.

I already took care of it, We just met with someone last week

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 ____________.

I got coverage at work

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___________.

We looked into it & it just wasn’t affordable

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 __________.

~ Going over the Client Qualification Form ~

Have your Script printed out for this part

Print Script

Verify their Birthday and Age

You wrote down here your Birthday is ____________. (If it just has their age, I say….) I see here that you are ___ and your wife is ____ what is your actual birth date (name?) ok, and your wife’s?

Verify Mortgage Information

And your mortgage amount is ___________, is this correct? Was that a purchase or refinance? Do you know what your home is worth or what it was appraised for? And was that on a 15, 20, or 30 yr term? What’s your approximate monthly payment with principle, interest, taxes and insurance all together? (PITI)

Get work and Income information

And what is is that you do for work (name)? is that like an 8-5, do you work from an office, your home? Ok great and what type of income are you accustomed to on a monthly or yearly basis? ( I do NOT usually get any pushback on this but if they do, just say… Just roughly, I need to put something here in my spreadsheet, don’t worry, I’m not reporting it to the IRS or anything.) And( their spouse’s name) What do they do for work? Hours, income. (you want to know what they do for work for several reasons and if they are Retired or DISABLED or receiving any type of disability income. If they are retired and home, when they are home together etc I like to fill up my DAYS with those appointments first and meet with the ones who work 8-5 at night) and the Life Insurance that you have, is that all with work or do you own anything personally? And how much is that for?

Alright, now it’s my turn to go to work for you

Alright, well now 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 my job is after I hang up with you, is to shop around and negotiates 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. So with that said, I just need to ask you a few health questions to help narrow down my search.

so my job is after I hang up with you, is to 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.

Health related questions

What is your height and weight_______. And your spouse? (if its female I may make a comment like, I know I’m not supposed to be assign you this, but I need to know) So what prescriptions is the Dr. currently prescribing you (name)? Can you spell that for me? (WRITE DOWN THE NAME OF THE PRESCRIPTIONS) And what is that for? (ex High Blood Pressure, Cholesterol, Diabetes etc) Ok and when were you first diagnosed with ___________ (month and year is fine, or even the season, like summer of 2010 etc) Any issues with Heart Attack, stroke, cancer, asthma, arthritis, COPD, Diabetes, or any major surgeries in the last 10 years or Disabilities? Any Pain meds, anxiety or depression medications you may have been given in the last handful of years? ( You can ask these questions slow and pause a little after each. If they were hospitalized, find out when and for what, if they had a surgery find out when, for what and if they were given any pain meds for it and if they are still on them or not) And for your wife or husband? (go through the same questions as above.)

What was your main concern for filling out this form?

Ok great, so what is your main concern in terms of putting this protection in place for you and your family? ~or ~ what was the main reason you filled out this form, what did you want this protection to do for you and your family? (let them tell you their concern wether it be the death benefit, the living benefits ie: critical illness, disability, etc.) And do you guys have any children living in the home? And what are their ages?

~ Health Issues ~

Click to expand to know what questions to ask per health issue

Smoker/Tabacco/Chew/Vapor or Quit

Do you smoke Cigarettes or Cigars?

How often?

Are you planning on quitting?

If they say they Quit:

When was your last Cigarette or the last time you used Tabacco or Nicotine? month/year?

Month/year?

Do u use any nicotine gum or use vapor or an e-cig?

Heart Attack

How many years ago was your Heart Attack ?

Do you remember the exact month and year, or roughly ( winter, spring, summer fall of what year?)

What medications are you taking to control that?

High Blood Pressure

What medications are you currently being prescribed? Can you spell them for me please? Any issues with Heart Attack, Angina, Chest Pains?

Stroke

How many years ago was your Stroke? (If they are vague or struggle remembering) Do you remember the month and year, or roughly ( winter, spring, summer fall of what year?)

Do you remember the exact month and year, or roughly ( winter, spring, summer fall of what year?)

What medications are you being prescribed for that now?

Cancer

Type of Cancer?

When were you Diagnosed? (If they are vague or struggle remembering) Do you remember the month and year, or roughly ( winter, spring, summer fall of what year?)

Any Chemo or Radiation?

When was your last treatment, month & year?

Do you happen to know what stage it was? Gleason Score? (PSA level if Prostate Cancer)

Asthma

Would you say its Mild, Moderate or Severe?

What’s the name of the inhaler you are prescribed?

Any oral medication you take for that?

Have you ever been hospitalized or lost time off work for your Asthma?

Arthritis

Is it Rheumatoid or Osteo?

When were you Diagnosed with that? (If they are vague or struggle remembering) Do you remember the month and year, or roughly ( winter, spring, summer fall of what year?)

What medications are you currently on for that?

(If they are not retired) Have you ever lost time off work or been hospitalized or disabled due to your arthritis?

COPD

When were you Diagnosed? (If they are vague or struggle remembering) Do you remember the month and year, or roughly ( winter, spring, summer fall of what year?)

Do you require or use oxygen?

What medication are you being prescribed for that?

Diabetes

When were you Diagnosed? (If they are vague or struggle remembering) Do you remember the month and year, or roughly ( winter, spring, summer fall of what year?)

Are you taking Insulin or just oral medication like Metformin?

Do you happen to remember your last A1C or Blood sugar reading?

Have you been diagnosed with Neuropathy?

Major Surgeries

What was the Surgery?

When did you have it? (if they are vague or struggle remembering) Do you remember the year? roughly? Winter/Spring/Summer/Fall of what year?

What medication were you given? (pain meds, hydrocodone, any muscle relaxers?

Are you taking any medication for that now? (if yes) What are you taking?

Did you lose any time off work or collect any disability because of it?

Disabled

(over 65 it doesn’t matter much unless you are trying to get a term product)

What age were you Disabled?

What are or were you disabled from? (the reason fo their disability Maternity, fractures, spinal or back disorders or hip or knee replacements?

Do you currently receive disability income?

What is the source of disability income? (social security disability / work disability, military disability )

Takins Pain meds or Anti-Depressents

How long have you been being prescribed them?

Month? Year? (if they are having trouble) Winter, Spring, Summer, Fall? What year?

What Exactly for? (Depression, Anxiety, hurt back, hurt kneck etc)

Any nerve damage or Neuropathy?

Have you missed any time off work or been hospitalized or collected any type of disability income?

~ Medications ~

Below you will find a list of meds & what they’re used for

~ High Blood Pressure ~

Amlodipine ( Norvasac)

Calcium channel blocker

It can treat high blood pressure and chest pain (angina).

Atenolol (Tenormin)

Beta blocker

It can treat high blood pressure and chest pain (angina). It can also reduce the risk of death after a heart attack.

Benicar (Olmesartan)

Antihypertensive drug

It can treat high blood pressure.

Bystolic (Nebivolol)

Beta blocker

It can treat high blood pressure.

Carvedilol (Coreg)

Beta blocker

It can treat high blood pressure and heart failure. It can also reduce the risk of death after a heart attack.

Diltiazem (Common brands: Cardizem, Dilt-cd, Tiazac)

Calcium channel blocker and antihypertensive drug

It can treat high blood pressure and chest pain (angina).

Diovan (Valsartan)

Antihypertensive drug

It can treat high blood pressure and heart failure. It can also lower the risk of death after a heart attack.

Furosemide(Lasix)

Diuretic

It can treat fluid retention (edema) and swelling caused by congestive heart failure, liver disease, kidney disease, and other medical conditions

Hydrochlorothiazide (HTCZ)

Diuretic

It can treat high blood pressure and fluid retention (edema).

Lisinopril/Hydrochlorothiazide (HTCZ)

Diuretic and antihypertensive drug

It can treat high blood pressure.

Losartan (Cozaar)

Antihypertensive drug

It can treat high blood pressure. It can reduce the risk of stroke in patients with high blood pressure and an enlarged heart. It can also treat kidney disease in patients with diabetes.

Metoprolol (Lopressor, Toprol)

Beta blocker

It can treat high blood pressure, chest pain (angina), and heart failure. This may lower the risk of death after a heart attack.

Triamterene (Dyrenium)

Diuretic

It can treat fluid retention (edema) and high blood pressure.

~ Thyroid ~

Levothyroxine (Synthroid, Tirosint, Levoxyl)

Hormone

It can treat hypothyroidism. It can also treat an enlarged thyroid gland and thyroid cancer.

~ Anxiety/Depression ~

Buspirone

Anxiolytic

It can treat anxiety.

Celexa (Citalopram)

Selective Serotonin Reuptake Inhibitor (SSRI)

It can treat depression.

Clonazepam (Klonopin)

Sedative

It can treat seizures, panic disorder, and anxiety.

Controlled substance

Can cause paranoid or suicidal ideation and impair memory, judgment, and coordination. Combining with other substances, particularly alcohol, can slow breathing and possibly lead to death.

Cymbalta (Duloxetine)

Nerve pain medication and antidepressant

It can treat depression, anxiety, diabetic peripheral neuropathy, fibromyalgia, and chronic muscle or bone pain.

Effexor (Venlafaxine)

Nerve pain medication and antidepressant

It can treat depression, generalized anxiety disorder, panic disorder, and social anxiety disorder.

Lexapro (Escitalopram)

Selective Serotonin Reuptake Inhibitor (SSRI)

It can treat depression and generalized anxiety disorder (GAD).

Lorazepam (Ativan)

Sedative

It can treat seizure disorders, such as epilepsy. It can also be used before surgery and medical procedures to relieve anxiety.

Controlled substance

Can cause paranoid or suicidal ideation and impair memory, judgment, and coordination. Combining with other substances, particularly alcohol, can slow breathing and possibly lead to death

Paxil (Paroxetine)

Selective Serotonin Reuptake Inhibitor (SSRI)

It can treat depression, anxiety disorders, obsessive-compulsive disorder (OCD), and premenstrual dysphoric disorder (PMDD).

Paroxetine (Paxil, Pexeva, Brisdelle)

Selective Serotonin Reuptake Inhibitor (SSRI)

It can treat depression, anxiety disorders, obsessive-compulsive disorder (OCD), and premenstrual dysphoric disorder (PMDD).

Pristiq (Desvenlafaxine)

Antidepressant

It can treat depression.

Prozac (Fluoxetine)

Selective Serotonin Reuptake Inhibitor (SSRI)

It can treat depression, obsessive-compulsive disorder (OCD), bulimia nervosa, and panic disorder.

Seroquel (Quetiapine)

Antipsychotic

It can treat schizophrenia, bipolar disorder, and depression.

Valium (Diazapam)

Anxiolytic and sedative

It can treat anxiety, muscle spasms, and seizures.

Controlled substance

Can cause paranoid or suicidal ideation and impair memory, judgment, and coordination. Combining with other substances, particularly alcohol, can slow breathing and possibly lead to death.

Wellbutrin (Buspropion)

Smoking cessation aid and antidepressant

It can treat depression and help people quit smoking. It can also prevent depression caused by seasonal affective disorder (SAD).

Xanax (Alprazolam)

Sedative

It can treat anxiety and panic disorder.

Controlled substance

Can cause paranoid or suicidal ideation and impair memory, judgment, and coordination. Combining with other substances, particularly alcohol, can slow breathing and possibly lead to death.

Zoloft (Sertraline)

Selective Serotonin Reuptake Inhibitor (SSRI)

It can treat depression, obsessive-compulsive disorder (OCD), posttraumatic stress disorder (PTSD), premenstrual dysphoric disorder (PMDD), social anxiety disorder, and panic disorder.

~ Diabetes Oral Meds ~

Acarbose (Precose)

Anti-Diabetic medication

It can improve glycemic control in adults with diabetes

Janumet

Anti-Diabetic medication

It can treat type 2 diabetes.

Januvia (Sitagliptin)

Anti-Diabetic medication

It can treat type 2 diabetes.

Metformin (Glumetza, Glucophage, Fortamet)

Anti-Diabetic medication

It can treat type 2 diabetes.

Glimepiride (Amaryl0

Anti-Diabetic medication

It can treat type 2 diabetes.

Glipizide (Glucotrol)

Anti-Diabetic medication

It can treat type 2 diabetes.

~ Diabetes Insulin ~

Insulin

Treats type II Diabetes

Insulin is a hormone made by the pancreas that allows your body to use sugar (glucose) from carbohydrates in the food that you eat for energy or to store glucose for future use. Insulin helps keeps your blood sugar level from getting too high (hyperglycemia) or too low (hypoglycemia).

Humalog

Insulin

It can treat diabetes.

Lantus

Insulin

It can treat diabetes.

Novalog

Insulin

It can treat diabetes.

~ Sleep Medication ~

Temazepam (Restoril)

Sedative

It can treat insomnia.

Controlled substance

Can cause paranoid or suicidal ideation and impair memory, judgment, and coordination. Combining with other substances, particularly alcohol, can slow breathing and possibly lead to death.

Trazadone (Oleptro)

Sedative and antidepressant

It can treat depression and help with sleep

Triazolam (Halcion)

Sedative

It can treat insomnia.

Zolpidem (Ambien, Edluar, Intermezzo)

Sedative

It can treat insomnia.

~ Pain Pills ~

Hydrocodone dihydrocodeinone)

Hydrocodone, also known as dihydrocodeinone, is a semi-synthetic opioid synthesized from codeine, one of the opioid alkaloids found in the opium poppy

Tramadol (Ryzolt, Ultram, ConZip)

Narcotic

It can treat moderate to severe pain.

Controlled substance

High risk for addiction and dependence. Can cause respiratory distress and death when taken in high doses or when combined with other substances, especially alcohol.

Oxycodone (Oxycontin, Oxecta, Roxicodone)

Narcotic

It can treat moderate to severe pain.

Controlled substance

High risk for addiction and dependence. Can cause respiratory distress and death when taken in high doses or when combined with other substances, especially alcohol.

Vicodin (Acetaminophen / Hydrocodone)

Narcotic

It can treat pain.

Controlled substance

High risk for addiction and dependence. Can cause respiratory distress and death when taken in high doses or when combined with other substances, especially alcohol.

Gabapentin

Nerve pain medication and anticonvulsant

It can treat seizures and pain caused by shingles. Also used for Nueropathy

Lyrica (Pregabalin)

Nerve pain medication

It can treat nerve and muscle pain, including fibromyalgia. It can also treat seizures.

Naproxen ( Midol, Aleve, Naprelan)

Nonsteroidal anti-Inflammatory drug

It can treat fever and pain.

Morphine (DepoDur, Astramorph, Duramorph)

Narcotic

It can treat moderate to severe pain.

Controlled substance

High risk for addiction and dependence. Can cause respiratory distress and death when taken in high doses or when combined with other substances, especially alcohol.

Tapentadol (Nucynta)

Narcotic

It can treat severe pain.

~ Stomach/Indigestion ~

Amitiza (Lubiprostone)

Laxative

It can treat constipation. It can also treat irritable bowel syndrome (IBS) with constipation in women.

Carafate (Sucralfate)

Antacid

It can treat ulcers.

Dicyclomine (Bentyl)

Gut antispasmodic

It can treat irritable bowel syndrome (IBS).

Omeprazole (Omesec, Prilosec)

Proton-Pump inhibitor

It can treat heartburn, a damaged esophagus, stomach ulcers, and gastroesophageal reflux disease (GERD).

Nexium (Esonetrazol)

Proton-Pump inhibitor

It can treat gastroesophageal reflux disease (GERD). It can also lower the risk of bleeding after endoscopy in patients with ulcers.

Pantoprazole (Protonix)

Proton-Pump inhibitor

It can treat gastroesophageal reflux disease (GERD) and a damaged esophagus. It can also treat high levels of stomach acid caused by tumors.

~ Arthritis ~

Plaquenil (Hydroxychloroquine)

Immunosuppressant and anti-parasite

It can treat and prevent malaria. It can also treat lupus and arthritis.

Methotrexate (Trexall, Rasuvo)

Chemotherapy and immunosuppressant

It can treat cancer of the blood, bone, lung, breast, head, and neck. It can also treat rheumatoid arthritis and psoriasis.

Sulfasalazine (Azulfidine)

Anti-Inflammatory

It can treat ulcerative colitis and rheumatoid arthritis.

Leflunomide (Arava)

Immunosuppressant

It can treat rheumatoid arthritis in adults.

~ Cholesterol ~

Simvastatin ( Zocor)

Statin

It can treat high cholesterol and triglyceride levels. This may reduce the risk of heart attack, stroke, and related health conditions.

Lovastatin (Mevacor, Altoprev)

Statin

It can treat high cholesterol and triglyceride levels. This may reduce the risk of heart attack, stroke, and blood vessel problems.

Lipator (Atorvastatin)

Statin

It can treat high cholesterol and triglyceride levels. This may reduce the risk of angina, stroke, heart attack, and heart and blood vessel problems.

Crestor (Rosuvastatin)

Statin

It can treat high cholesterol and triglyceride levels. This may reduce the risk of heart attack, stroke, and related health conditions.

Tricor (Fenofibrate)

Cholesterol medication

It can lower high cholesterol and triglyceride levels.

Pravastatin (Pravachol)

Statin

It can treat high cholesterol and triglyceride levels. This may reduce the risk of heart attack, stroke, and related health conditions.

~ Locking Down the Appointment ~

Very Important

Locking down the appt

(Name) Do you have a pen and paper handy? Ok, go ahead and write this down, My name is ________ and Let’s see here, they have me traveling all over the state of ____I’m in ______county_______county______county (pause) Ummmm…… Looks like the ONLY time I’m going to be in your area is on (you pick the day) between (10-12: 12-2: 2-4: 4-6: 6-8:30) Is there any reason that you and (their spouse) would not be home during that time? Ok, Where do you usually keep your most important appointments (Name)? Great, could you go ahead and put me in there real quick so you don’t forget about me, I can wait if I need to? (Name) This is very important to me because I could be helping up to 8-12 families A DAY and 1 missed appointment cost me the ability to help another family just like yours. Because they have me so busy I’m not going to have tine to call and remind you or text you, so just to make sure, I will be on your door step on (DAY SCHEDULED) sometime between, ___ and ____ please don’t leave me standing their like a trick or treater with the lights out and no one home OK?. (they will laugh) Great I look forward to seeing you on (say the day of the appt again) Have a great day!

Physiological Keys for Locking down the appointment

You are taking control here ~ Do you have a pen handy? Go ahead and write this down, My name is __________
Your BUSY ~ They have me traveling all over the state of ____
Letting them know you’re important ~ Where do you keep your MOST important appts at _______.
Guilting them ~ One missed appt cost me the opportunity to help another family just like yours.
Implanting the importance in their subconscious mind ~ Make them LAUGH to allow yourself to peg your appt in their subconscious mind. If you don’t use the tricker Treater line…USE SOMETHING funny to make them laugh before you get off the phone. Nice people like nice people…..mean people like nice people too!!!!!

~ Doesn’t want to meet ~

I need to check w/ my spouse to see what their schedule is like b/fore setting an appt

I Completely understand, When do you see them next? (usually, they will say that night or the next day and feel you are letting off the hook) Here’s the problem. Every Friday I get between 50 – 100 of these forms on my desk and I can be running up to 8-12 appts a DAY Mon-Thursdays, so as soon as I hang up the phone I’m going to fill up my schedule with someone else and most likely it could be a month before I get back to you.

So here is what I am going to do, I’m going to put you down here for ____Day between (10-12 2-5 4-6 6:8:30 etc) Do me a HUGE favor, when you see (their spouse) tonight (whenever) if for SOME reason that does NOT work for them, please call me right away so I will have time to fill that appt with someone else ok? Then lock down the appt as usual.

I don’t want anyone coming over to my house.

I can appreciate that! I don’t want to come over to your house as much as you don’t’ want me coming over to your house. TRUST me, it would save me time, energy, money, gas, new tires every couple of months if I could just sit here in my office and email out quotes. Unfortunately that’s not how it works. Because it’s mortgage protection, I’m required to come out to your house for the 1st initial visit to verify you are who you are and that you are living in the house that we are trying to protect, after that we can communicate like everyone else does in the year (what year you are in) via email, telephone, screen share or however. So like I said, I am in your area on _______ and I will be there between ________. Is there any reason that you and your Husband/Wife would not be available during that time?

(If they keep pushing)

(Name) unfortunately, as much as I would LOVE to give you this information over the phone or simply mail you something, Because our products do not require a nurse to come over and stick a needle in your arm and take blood and urine, I am required as the local field underwriter to actually see you and your driver’s license and to make sure you aren’t dragging an oxygen tank around the house with you. (Make sure to laugh)

We‘re really busy and don’t have time to meet

I’m really busy too, I can be running up to 8-12 appts a day and they have me all over the state of _____. I’ll be willing to make time to help your family if you are willing to make time. My part will take anywhere from 1- 2 hours preparing the information for your options and shopping out the carriers, Your part will only take ab0ut 15 -20 minutes while I explain your options to you and then you will know whether you still want to talk to me or leave the house. So which day so you think can we squeeze in some time to meet _____ or ______?

Can you tell me how much it cost?

As soon as I can verify the information you put here, I can get you those options. So it says here your Birthday is___________.

Can you give me a ballpark?

I would LOVE to, however I really wouldn’t even know where to begin. I’m going to spend about an hour or 2 on your file working up 10-12 different options to see which carriers will give you the MOST amount of coverage or benefits, for the LEAST amount of cost, and when I sit down with you I will show you the best 2 or 3 options and let you customize the coverage to fit your needs and your budget.

Can you just mail me some information or send me a quote?

I wish I could! If I could do that, my life would me amazing!!! chuckle…however because its mortgage protection, I need to verify you are who you are, and that you actually live in the house that we are trying to protect, after that we can communicate like everyone else does in the 21st century via email, telephone or a screen share. Let me go ahead and verify what you put down here and then I can work up some options for you and talk next week. You put down here your Birthday is___________.

(If they keep pushing)

(Name) unfortunately, as much as I would LOVE to give you this information over the phone or simply mail you something, Because our products do not require a nurse to come over and stick a needle in your arm and take blood and urine, I am required as the local field underwriter to actually see you and your driver’s license and to make sure you aren’t dragging around an oxygen tank around the house with you. (Make sure to laugh)

I really just don’t know if we want to do anything right now, let me talk about it with spouse and get back to you if we are still interested.

(name) There is no obligation to buy anything from me at all, in fact you CAN’T even if you wanted to! Once I hang up the phone, shop out these carriers, & negotiate on your behalf, The bulk of what I do after that is just being an educator. I teach you how the products work. AND if it’s something you think you need or are interested in, that’s great!. if not, that’ perfectly fine too. Within 15 minutes you will know if this is a luxury for you, or a necessity! I am just happy to be able show people their options and let them make a decision on the facts, as opposed to guessing! Let’s set up a time on ________for me to drop off and go over this information with you and at least then you and your wife will actually have something to evaluate in order to make a decision on wether you want to do anything right now or not. I’m sure that makes better sense to you doesn’t it?

Print ALL the forms below to have with you when calling your leads

Activity Report

Client Qualification Form

A Lead Phone Script

B Lead Phone Script