Quoting & Closing Cheat Sheet
Life Insurance Sales Flow for Mortgage Protection
Struggling to turn quotes into applications without feeling pushy? This cheat sheet outlines Legacy’s proven process for presenting life insurance quotes, reading the client’s reactions, and naturally guiding the conversation toward completing an application—without pressure or awkwardness. You’ll find exact phrases to use during the presentation, closing, and payment stages. This approach works whether you’re meeting in person, over Zoom, or on the phone.
1. Present with Purpose
Always present three quote options: a low, middle, and high tier. This gives the client flexibility and makes your recommendation feel balanced. Start the conversation with a confident transition such as:
“Let me show you a few programs you qualify for based on what you shared with me...”
Connect the policy to their desired outcome. For example: “This would give your family $X per month for the next __ years, so they can stay in the home.”
2. Read the Room
Pay close attention to body language and tone when quoting. Are they leaning in or pulling back? Are they nodding or silent? Are they asking questions or shutting down? These cues help you gauge interest and adjust your approach. Speak slowly and clearly—don’t assume they understand the numbers just because you do.
3. Use Closing Language That Works
Use calm, confident transitions that feel natural and pressure-free. Here are examples you can rotate:
- “Of these three, which one makes the most sense to you?”
- “Most families go with this middle option — it balances protection and budget really well.”
- “If we can get you approved for this, is that something you’d be comfortable starting today?”
4. Walk Through the Application Naturally
Once they’ve picked an option, start the application casually. Begin with the beneficiary section to ease them in. Ask: “Who would you want this to go to if something happened to you?”
This emotional decision helps solidify their commitment. Avoid asking, “Are you ready to apply?”—just begin the process and guide them through it.
5. Handle Payment Gently
If they hesitate about providing banking info, offer reassurance. Try saying:
- “No problem — all I need today is the first month’s premium. Most of our clients prefer a simple EFT to keep things easy and automatic.”
- “Try it for a few months. If you ever want to switch to billing, we can always adjust it later.”
6. Don’t Over-Talk the Close
Once they choose an option—stop talking. Begin filling out the application immediately. Over-explaining after they’ve said yes can introduce hesitation or second-guessing. Trust the process and keep the momentum going.
Final Tip
Remember, you’re not selling life insurance. You’re helping them protect the home and family they love. Speak with care. Guide with confidence. And help them get the protection they came for.
