Mortgage Protection In-Home Presentation & Closing Walkthrough
Want to walk into a Mortgage Protection appointment fully prepared — and walk out with an app?
This step-by-step guide walks you through everything from scheduling the appointment and what to bring, to setting the tone in the home, presenting quotes, and smoothly closing the sale. It’s based on real field-tested experience and helps you build trust while guiding clients to the right decision. Whether you’re new or just want a cleaner process, this walkthrough keeps it structured, confident, and client-focused.
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✅ 1. Scheduling & Arrival
Appointment Setting:
• Scheduling is 50% of the job when working direct mail.
• Use the script provided in the manual or on the MP Field Help tool — it’s the same one I use.
• Key tip: Practice until it sounds natural. Never sound like you’re reading.
• Use a different name when calling to help defer objections to the “field underwriter.”
• Keep the script open — I’ve scheduled thousands of appointments and still use it.
• Smile when calling — people can hear energy and enthusiasm over the phone.
Day-of Preparation:
• Carry a hard portfolio (yellow pad, leads, schedule).
• Pack a messenger bag with:
o Paper apps for each carrier
o Brochures
o Business cards
o Laptop
o Pens
• Use your phone as a hotspot for your laptop.
• Confidence and preparedness make a huge difference in the home.
Arrival Tips:
• You are on stage the moment you drive up.
• Dress sharp but simple — jeans and an ironed oxford shirt is fine.
• If you smoke, air out the car and freshen your breath.
• Silence your phone.
• Greet with confidence and introduce yourself.
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✅ 2. In-House Presentation
Settle In:
• Sit at the kitchen table if possible — fewer distractions.
• Spark 2–5 minutes of friendly conversation.
• Don’t set anything up yet — just build rapport.
Begin the Presentation:
• Show them the lead they sent in:
o “John, here’s the form you sent back. Most folks I work with are looking to pay off or protect the mortgage if something happens. Is that why you sent this in?”
Explain Mortgage Protection:
• It’s funded through life insurance.
• Compare to:
o Final Expense: For burial/cremation.
o Job Coverage: Temporary income protection.
o Mortgage Protection: Protects the roof over their head.
Soft Transition to Field Underwriting:
• “As the field underwriter, I just need to confirm a few things and ask some health questions. Sound good?”
• Begin asking:
o Mortgage amount, term, payment
o Date of birth, smoker status
o Health history and medications
o Last A1C or BP readings
o Inhalers (always ask)
Take neat notes on the lead form. Capture all key info.
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✅ 3. Quoting & Closing
Scenario 1: Does not qualify for term
• Focus becomes payment protection — 2 to 5 years of mortgage payments.
• Use the Legacy Quoter or carrier quoting tools.
• Write down options on the lead — keep it neat and easy to understand.
• Tell a story to connect emotionally:
o “My mother-in-law had a policy to protect her home’s payments for 2 years after she passed…”
Present the Options:
• “Here are the programs we qualify for. This one covers X years, this one Y…”
• Use the good/better/best model when appropriate.
• Then ask: “So John, which one of these makes the most sense to you?”
Scenario 2: Qualifies for term + more options
• Present simplified issue term options (e.g., 20 or 30 years for $100k+).
• Include SmartUL or ROP options if available.
• Explain:
o Term = living benefits, convertible
o Whole Life = locked-in premium/benefit
o UL = potential return of premium, flexibility
Ask again: “John, which program works best for you?”
Then stop talking.
Wrap-Up & Application:
• Begin the app casually:
o “What’s your full legal name?”
o “Who would you list as the beneficiary?”
• Snap a photo of their driver’s license — underwriting may ask for it later.
• Leave behind a product brochure and your business card.
• Let them know underwriting will review and you’ll follow up.
Before You Leave:
• Ask: “Any other questions I can answer for you?”
• Reassure them you’ll be in touch.
Follow-Up Option:
• “If you ever want help with another case or just want to role-play a presentation, feel free to schedule time with us through the Executive Team page.”
