Module 1: Introduction
Module 2: Mortgage Protection Quickstart
Module 3: The Most Important Thing - Personal Development
Module 4: Understanding Mortgage Protection
Module 5: Keys to Success
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5.1 Know the Goal (6:38)
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5.2 Mindset (4:48)
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5.3 Know Your Client (5:42)
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5.4 Keep It Simple (8:45)
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5.5 Use Instant Decision Products (6:07)
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5.6 Two-Step Sales Process (3:42)
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5.7 Build Trust (7:57)
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5.8 Present Good Options (1:23)
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5.9 Utilize 911 In Home Calls (4:12)
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5.10 Vocabulary to Use (and Not Use) in Mortgage Protection (9:01)
Module 6: Principles of Sales
Module 7: Purchasing Leads
Module 8: The Appointment-Setting Phone Call
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8.1 Psychology of the Call (7:43)
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8.2 Tonality (11:09)
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8.3 Rapport (9:54)
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8.4 Four Goals of the Appointment-Setting Phone Call (4:53)
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8.5 Four Gates of the Appointment-Setting Phone Call (24:18)
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8.6 Tools for Dialing (6:20)
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8.7 The Script - Intro (A/CI Leads) (13:04)
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8.8 The Script - Intro (Bonus Leads) (15:37)
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8.9 The Script - Qualification (22:20)
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8.10 The Script - Appointment Set (15:29)
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8.11 Qualification Information to Gather (13:00)
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8.12 General Dialing Tips (11:13)
Module 9: Risk Assessment - What Does the Client Qualify For?
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9.1 Think Like an Underwriter (7:23)
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9.2 Risk Factors Carriers Consider (13:59)
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9.3 Info Sources the Carriers Use (9:47)
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9.4 Tools and Resources for Field Underwriting (14:02)
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9.5 Three Main Product Categories When Underwriting (12:30)
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9.6 Be Conservative (8:29)
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9.7 Intro to Common Issues (0:59)
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9.8 Common Issues: No Big Deal Issues (4:20)
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9.9 Common Issues: Heart/Circulatory/Chest Pain (5:12)
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9.10 Common Issues: Cancer (4:25)
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9.11 Common Issues: Diabetes (4:55)
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9.12 Common Issues: Respiratory Problems (4:48)
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9.13 Common Issues: Mental Health (3:41)
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9.14 Common Issues: Disability (1:57)
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9.15 Common Issues: DUIs (2:58)
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9.16 Common Issues: Criminal Record (3:52)
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9.17 Common Issues: Non-U.S. Citizens (2:15)
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9.18 Common Issues: Tobacco Use (5:38)
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9.19 My Client Got Declined, Now What? (13:29)
Module 10: Presenting Options that Clients Buy
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10.1 Presenting Options that Clients Buy - Intro (5:08)
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10.2 Things to Consider When Choosing Options (8:18)
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10.3 Choosing Appropriate Options for the Client's Budget (13:57)
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10.4 Keep It Simple (12:35)
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10.5 Full or Partial Mortgage Payoff (FMP) Options (8:42)
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10.6 FMP Case Studies (22:06)
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10.7 Mortgage Payment Protection (MPP) Options (6:29)
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10.8 MPP Case Studies (12:34)
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10.9 What If My Client Wants Permanent Coverage (6:52)
Module 11: Preparing for the Sales Appointment
Module 12: Running the Sales Appointment
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12.1 Intro to Running the Appointment (0:54)
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12.2 Starting the Appointment (7:11)
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12.3 The Sales Presentation Intro (0:57)
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12.4 Your Credentials (1:30)
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12.5 Your Personal History (3:42)
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12.6 Role and Purpose (3:53)
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12.7 Verifying Info (3:32)
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12.8 Understanding Your Concerns (Intro) (5:08)
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12.9 Understanding Your Concerns (FMP) (8:53)
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12.10 Understanding Your Concerns (MPP) (9:02)
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12.11 Knowing Your Options (FMP) (3:29)
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12.12 Knowing Your Options (MPP) (13:11)
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12.13 How It Works (Intro) (2:13)
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12.14 How It Works (FMP) (6:01)
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12.15 How It Works (MPP) (4:32)
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12.16 Preparing to Show Options (5:01)
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12.17 Presenting Options (Intro) (19:08)
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12.18 Presenting Options (FMP) (5:00)
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12.19 Presenting Options (MPP) (4:06)
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12.20 Presenting Options (Special Cases) (9:53)
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12.21 Transitioning to the Application (10:30)
Module 13: Handling Objections
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13.1 How to Respond to Any Objection (12:47)
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13.2 Useful Phrases When Handling Objections (16:49)
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13.3 Labeling (7:39)
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13.4 Handling Common Objections - Intro (1:22)
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13.5 "I'm not interested/Don't want it/Don't need it/I'm good" (5:38)
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13.6 "I need to think about it/talk about it/pray about it/I don't make decisions quickly" (18:19)
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13.7 "I'm just seeing what my options are" (4:17)
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13.8 "I'll do the application tomorrow/next week/etc." (3:49)
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13.9 "I need to figure out my budget first" (4:45)
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13.10 "It costs too much" (8:51)
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13.11 "I've already tried and I don't qualify" (3:33)
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13.12 "I was hoping it would pay off my entire mortgage" (5:42)
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13.13 "I have other life insurance" (2:21)
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13.14 "I have life insurance through work" (5:37)
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13.15 "Can I just fill out the application myself?" (2:36)
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13.16 "I don't feel comfortable giving out my personal information" (7:19)
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13.17 "I don't want to provide my banking info until I'm approved" (1:47)
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13.18 "Can I just mail in a check for my payments?" (7:03)
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13.19 "Can I pay quarterly/semi-annually/annually?" (1:38)
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13.20 "What if I want to cancel later on?" (0:44)
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13.21 "I knew someone who died and the insurance company wouldn't pay their death benefit" (8:14)
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13.22 "I need to talk to my kids/spouse/fiance/boyfriend/girlfriend/siblings/parents/etc." (8:50)
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13.23 "Why do you need all this personal/health info?" (1:15)
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13.24 "Why do you need to know how much money I make?" (4:18)
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13.25 "I thought this was through my bank, you're not with my bank?" (2:30)
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13.26 "I don't have a mortgage" (1:44)
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13.27 "I'm going to move soon/in the future" (1:38)
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13.28 "My (family member) has coverage on me already" (5:57)
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13.29 "I'm going to wait until (some distant date)" (5:58)
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13.30 "I could just save the money and have enough to help my family by the time I die" (5:02)
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13.31 "We'll just put the money towards the mortgage and pay it off early" (4:11)
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13.32 "This seems really expensive" (4:51)
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13.33 "My kids can afford the mortgage payments" (4:47)
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13.34 "We have another route we can go besides life insurance" (11:38)
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13.35 "I don't have insurance, and I don't want it" (4:13)
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13.36 "Can you just email me the info?" (5:36)
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13.37 "I'm already working with another agent" (11:06)
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13.38 "I don't believe in whole life insurance" (17:42)
Module 14: Taking Applications
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14.1 General Tips for Taking Applications (10:15)
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14.2 First Premium Date (12:46)
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14.3 Naming Beneficiaries (7:51)
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14.4 Other Coverage and Policy Replacements (7:44)
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14.5 What to Expect with Specific Product Applications - Intro (2:15)
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14.6 What to Expect - SBLI Quility Level Term App (13:35)
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14.7 What to Expect - John Hancock Simple Term App (7:08)
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14.8 What to Expect - Foresters Strong Foundation App (10:43)
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14.9 What to Expect - Americo Term 125 App (7:48)
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14.10 What to Expect - MOO Guaranteed ADvantage App (8:46)
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14.11 What to Expect - Americo Eagle Premier App (9:07)
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14.12 What to Expect - AmAm Dignity Solutions App (15:08)
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14.13 What to Expect - MOO Living Promise / IULE / TLE App (9:19)
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14.14 What to Expect - AIG Guaranteed Issue Whole Life App (12:41)
Module 15: Wrapping Up the Sale
Module 16: Technology Set-Up
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16.1 Technology Set-Up - Intro (2:57)
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16.2 Google Voice (11:17)
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16.3 Zoom (8:05)
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16.4 Whereby (5:56)
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16.5 Calendly (26:17)
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16.6 DocuSign (12:31)
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16.7 Your Best Friends - LastPass and Bookmarks (12:44)
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16.8 Google Chrome and Solving Web Browser Issues (9:22)
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16.9 Laptop and Printer Recommendations (7:09)
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16.10 Computer Shortcuts and Hotkeys (14:21)
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16.11 File and Folder Names, Structure, and Organization (21:08)
Bonuses
Scripts and Other Resources
