In the second part of delivering a great mortgage protection presentation we’ll continue with our in-home conversation. The design of this presentation is to provide you with natural shifts in your conversation so you can stop to answer any questions along the way without missing a beat.
Now that you have explained the different goals of having multiple life insurance plans it’s to move into the field underwriting potion of your presentation.
One the most important components in the sales process for life insurance agents is their presentation. From the moment you pull in the driveway you are on stage. Every movement, your body language, eye contact and the words you use will either have you closing or not.
A great mortgage protection presentation should not only provide a means for making a sale but should also educate your client as well as address objections before they’re asked.
One the most frustrating aspects for insurance agents moving from Final Expense products to Mortgage Protection products is understanding the underwriting. All of a sudden your cases are being inundated with questionnaires, table rated, or worse declined. In fact this frustration has led many agents to leave the industry altogether as they are battling chargebacks from final expense and declines from mortgage protection.
Since the mortgage bubble of 2008 the Mortgage Protection market has been steady increasing providing a great opportunity for life insurance agents looking to either get back into the market or start selling in this market.
There are two schools of thought when considering working leads in this market. The first is working leads with data on current mortgages, meaning those mortgages closed in the past week or data on those mortgages closed six to twelve months ago (aged data). Choosing which one is best for you is another matter.
