Want to quote confidently and guide clients to a decision without pressure?
This cheat sheet outlines Legacy’s exact scripting and flow for presenting quotes, reading client reactions, handling objections, and moving smoothly into the application. Whether you're working Final Expense or Mortgage Protection, this is your go-to guide for closing with confidence while keeping the process simple and client-friendly.
📝 Quoting & Closing Cheat Sheet
Turning Quotes Into Applications — Without Pressure
✅ 1. Present With Purpose
- Quote options in every tier — Low, Middle, High
Always lead with:
“I’ve narrowed down the programs you qualify for based on what you shared with me…”
Tie the benefit to the outcome:
“This would give your family $X per month for the next __ years, so they can stay in the home.”
🧠 2. Read the Room
Watch body language closely when quoting:
- Are they leaning in or pulling back?
- Nodding or silent?
- Asking questions or shutting down?
Speak slowly. Don’t rush. Verify they’re tracking numbers and the plan.
💬 3. Use Clear Language That Flows
Use this on the transition to the app:
- “Of these three, which one feels like it would serve you best?”
- “This one here seems like it fits the budget — and it gives protection and access to benefits.”
- “Once you’re approved for this, it’s locked in, so I suggest we move forward while we can.”
🖊️ 4. Walk Through the App Naturally
Don’t make the application feel like a big pressure.
“As we talk, I’m going to fill in this part so we’re ready to go.”
Check for phone, beneficiary, or draft — “People choose a draft date once a month, and you don’t have to think about it again.”
Then: Don’t ask if they’re ready. Just guide them through it.
💲 5. Handle Payment Gently
Emphasize on the bank draft:
- “No problem — all I need today is the first month’s premium. Most of our clients prefer simple EFT to keep things easy and automatic.”
- “It’s only a few months. If you even want to switch to billing, we can always adjust it later.”
🔇 6. Don’t Over-Talk the Close
Once they choose an option:
👉 Zip it. Start writing.
One simple moment of delay can talk them back out.
💡 Final Tip
You're reducing their fear with:
- ✔️ A calm voice
- ✔️ Simple words
- ✔️ Clear options
Support their instinct. Don’t wait for them to “close.” Flow into the application.
