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Mortgage Protection Sales Mastery for Symmetry Agents
Module 1: Introduction
1.1 Intro to the Course (5:26)
1.2 How to Use This Course (5:13)
Module 2: Mortgage Protection Quickstart
2.1 Quickstart: Introduction (1:23)
2.2 Quickstart: Getting Prepared (6:23)
2.3 Quickstart: Setting the Appointment (7:05)
2.4 Quickstart: Preparing for the Appointment (5:58)
2.5 Quickstart: Running the Appointment (17:59)
Module 3: The Most Important Thing - Personal Development
3.1 Goal Setting (10:03)
3.2 The Law of Attraction (10:28)
3.3 Your Morning Routine (10:41)
Module 4: Understanding Mortgage Protection
4.1 Overview: What Is Mortgage Protection (7:56)
4.2 The Two Client Buckets (8:17)
4.3 Products We Use - Intro (4:31)
4.4 Products We Use - Term (14:37)
4.5 Products We Use - Final Expense (10:05)
4.6 Products We Use - Guaranteed Issue (3:56)
4.7 Products We Use - Accidental Death (4:21)
Module 5: Keys to Success
5.1 Know the Goal (6:38)
5.2 Mindset (4:48)
5.3 Know Your Client (5:42)
5.4 Keep It Simple (8:45)
5.5 Use Instant Decision Products (6:07)
5.6 Two-Step Sales Process (3:42)
5.7 Build Trust (7:57)
5.8 Present Good Options (1:23)
5.9 Utilize 911 In Home Calls (4:12)
5.10 Vocabulary to Use (and Not Use) in Mortgage Protection (9:01)
Module 6: Principles of Sales
6.1 Finding a Problem (10:51)
6.2 Certainty (9:58)
6.3 Confidence (9:58)
6.4 Logic vs. Emotion (9:56)
6.5 Always Be Disarming (ABD) (12:33)
6.6 Sell Benefits, Not Features (7:30)
6.7 The Confused Mind Doesn't Buy (12:18)
6.8 The Fluidity of Sales (12:17)
Module 7: Purchasing Leads
7.1 Why Purchase Leads (8:36)
7.2 Types of Leads (15:55)
7.3 How Many Leads Do I Need? (4:59)
Module 8: The Appointment-Setting Phone Call
8.1 Psychology of the Call (7:43)
8.2 Tonality (11:09)
8.3 Rapport (9:54)
8.4 Four Goals of the Appointment-Setting Phone Call (4:53)
8.5 Four Gates of the Appointment-Setting Phone Call (24:18)
8.6 Tools for Dialing (6:20)
8.7 The Script - Intro (A/CI Leads) (13:04)
8.8 The Script - Intro (Bonus Leads) (15:37)
8.9 The Script - Qualification (22:20)
8.10 The Script - Appointment Set (15:29)
8.11 Qualification Information to Gather (13:00)
8.12 General Dialing Tips (11:13)
Module 9: Risk Assessment - What Does the Client Qualify For?
9.1 Think Like an Underwriter (7:23)
9.2 Risk Factors Carriers Consider (13:59)
9.3 Info Sources the Carriers Use (9:47)
9.4 Tools and Resources for Field Underwriting (14:02)
9.5 Three Main Product Categories When Underwriting (12:30)
9.6 Be Conservative (8:29)
9.7 Intro to Common Issues (0:59)
9.8 Common Issues: No Big Deal Issues (4:20)
9.9 Common Issues: Heart/Circulatory/Chest Pain (5:12)
9.10 Common Issues: Cancer (4:25)
9.11 Common Issues: Diabetes (4:55)
9.12 Common Issues: Respiratory Problems (4:48)
9.13 Common Issues: Mental Health (3:41)
9.14 Common Issues: Disability (1:57)
9.15 Common Issues: DUIs (2:58)
9.16 Common Issues: Criminal Record (3:52)
9.17 Common Issues: Non-U.S. Citizens (2:15)
9.18 Common Issues: Tobacco Use (5:38)
9.19 My Client Got Declined, Now What? (13:29)
Module 10: Presenting Options that Clients Buy
10.1 Presenting Options that Clients Buy - Intro (5:08)
10.2 Things to Consider When Choosing Options (8:18)
10.3 Choosing Appropriate Options for the Client's Budget (13:57)
10.4 Keep It Simple (12:35)
10.5 Full or Partial Mortgage Payoff (FMP) Options (8:42)
10.6 FMP Case Studies (22:06)
10.7 Mortgage Payment Protection (MPP) Options (6:29)
10.8 MPP Case Studies (12:34)
10.9 What If My Client Wants Permanent Coverage (6:52)
Module 11: Preparing for the Sales Appointment
11.1 Preparing for the Sales Appointment (8:57)
Module 12: Running the Sales Appointment
12.1 Intro to Running the Appointment (0:54)
12.2 Starting the Appointment (7:11)
12.3 The Sales Presentation Intro (0:57)
12.4 Your Credentials (1:30)
12.5 Your Personal History (3:42)
12.6 Role and Purpose (3:53)
12.7 Verifying Info (3:32)
12.8 Understanding Your Concerns (Intro) (5:08)
12.9 Understanding Your Concerns (FMP) (8:53)
12.10 Understanding Your Concerns (MPP) (9:02)
12.11 Knowing Your Options (FMP) (3:29)
12.12 Knowing Your Options (MPP) (13:11)
12.13 How It Works (Intro) (2:13)
12.14 How It Works (FMP) (6:01)
12.15 How It Works (MPP) (4:32)
12.16 Preparing to Show Options (5:01)
12.17 Presenting Options (Intro) (19:08)
12.18 Presenting Options (FMP) (5:00)
12.19 Presenting Options (MPP) (4:06)
12.20 Presenting Options (Special Cases) (9:53)
12.21 Transitioning to the Application (10:30)
Module 13: Handling Objections
13.1 How to Respond to Any Objection (12:47)
13.2 Useful Phrases When Handling Objections (16:49)
13.3 Labeling (7:39)
13.4 Handling Common Objections - Intro (1:22)
13.5 "I'm not interested/Don't want it/Don't need it/I'm good" (5:38)
13.6 "I need to think about it/talk about it/pray about it/I don't make decisions quickly" (18:19)
13.7 "I'm just seeing what my options are" (4:17)
13.8 "I'll do the application tomorrow/next week/etc." (3:49)
13.9 "I need to figure out my budget first" (4:45)
13.10 "It costs too much" (8:51)
13.11 "I've already tried and I don't qualify" (3:33)
13.12 "I was hoping it would pay off my entire mortgage" (5:42)
13.13 "I have other life insurance" (2:21)
13.14 "I have life insurance through work" (5:37)
13.15 "Can I just fill out the application myself?" (2:36)
13.16 "I don't feel comfortable giving out my personal information" (7:19)
13.17 "I don't want to provide my banking info until I'm approved" (1:47)
13.18 "Can I just mail in a check for my payments?" (7:03)
13.19 "Can I pay quarterly/semi-annually/annually?" (1:38)
13.20 "What if I want to cancel later on?" (0:44)
13.21 "I knew someone who died and the insurance company wouldn't pay their death benefit" (8:14)
13.22 "I need to talk to my kids/spouse/fiance/boyfriend/girlfriend/siblings/parents/etc." (8:50)
13.23 "Why do you need all this personal/health info?" (1:15)
13.24 "Why do you need to know how much money I make?" (4:18)
13.25 "I thought this was through my bank, you're not with my bank?" (2:30)
13.26 "I don't have a mortgage" (1:44)
13.27 "I'm going to move soon/in the future" (1:38)
13.28 "My (family member) has coverage on me already" (5:57)
13.29 "I'm going to wait until (some distant date)" (5:58)
13.30 "I could just save the money and have enough to help my family by the time I die" (5:02)
13.31 "We'll just put the money towards the mortgage and pay it off early" (4:11)
13.32 "This seems really expensive" (4:51)
13.33 "My kids can afford the mortgage payments" (4:47)
13.34 "We have another route we can go besides life insurance" (11:38)
13.35 "I don't have insurance, and I don't want it" (4:13)
13.36 "Can you just email me the info?" (5:36)
13.37 "I'm already working with another agent" (11:06)
13.38 "I don't believe in whole life insurance" (17:42)
Module 14: Taking Applications
14.1 General Tips for Taking Applications (10:15)
14.2 First Premium Date (12:46)
14.3 Naming Beneficiaries (7:51)
14.4 Other Coverage and Policy Replacements (7:44)
14.5 What to Expect with Specific Product Applications - Intro (2:15)
14.6 What to Expect - SBLI Quility Level Term App (13:35)
14.7 What to Expect - John Hancock Simple Term App (7:08)
14.8 What to Expect - Foresters Strong Foundation App (10:43)
14.9 What to Expect - Americo Term 125 App (7:48)
14.10 What to Expect - MOO Guaranteed ADvantage App (8:46)
14.11 What to Expect - Americo Eagle Premier App (9:07)
14.12 What to Expect - AmAm Dignity Solutions App (15:08)
14.13 What to Expect - MOO Living Promise / IULE / TLE App (9:19)
14.14 What to Expect - AIG Guaranteed Issue Whole Life App (12:41)
Module 15: Wrapping Up the Sale
15.1 What to Say After Finishing the Application (13:23)
15.2 Post-Sale Client Follow-Up (3:41)
Module 16: Technology Set-Up
16.1 Technology Set-Up - Intro (2:57)
16.2 Google Voice (11:17)
16.3 Zoom (8:05)
16.4 Whereby (5:56)
16.5 Calendly (26:17)
16.6 DocuSign (12:31)
16.7 Your Best Friends - LastPass and Bookmarks (12:44)
16.8 Google Chrome and Solving Web Browser Issues (9:22)
16.9 Laptop and Printer Recommendations (7:09)
16.10 Computer Shortcuts and Hotkeys (14:21)
16.11 File and Folder Names, Structure, and Organization (21:08)
Bonuses
My Story - Chris Leake (31:09)
Scripts and Other Resources
Dial Scripts
Sales Presentation Scripts
Sales Presentation PowerPoint Templates
Dialing and Sales Diagnostic Questions
Client Qualification Form (CQF)
Weekly Activity Report Form
Producer's Profit Calculator
6.5 Always Be Disarming (ABD)
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