Yeah, [Client First Name]? [Agent Name] here calling for our mortgage protection appointment — how are you? Good day so far?
Personal Story ▾
Tell this story no matter what they answer or say.
I'll give you this one for fun and then we'll dive in here. 20-month-old daughter sitting on the couch the other day with one of those yogurts, you know the drinkables... Misses her mouth, pours it all over herself, all over the couch, and she just starts giggling! So look, all I'm saying is that if you and I can have as much fun on this call as she had covered in yogurt the other day, I think we're going to be in great shape.
Yeah, is this [Name]? Hey [Name], it's Anthony ... Anthony Pampena — looks like you responded to an ad this morning about maybe getting mortgage protection life insurance in place to protect you and your family if you got sick or passed away, right?
But fill me in. When you saw the ad where they were talking about a death benefit for your family, living benefits for you, no medical exams... what was it that caused you to want to look into this further?
Awesome, so let's do this. Let me make sure I've got the right information for you so that I can pull accurate numbers
2
Verify Information | Personal & Mortgage
It says here that you're __ years old. Is that correct?
And what's your Date of Birth?
And do you have a spouse or co-borrower?
Other name
Other Date of Birth
What's their Date of Birth?
And I see that you put in a range for the mortgage. What do you still owe specifically?
And the second mortgage balance?
How many years until you expect to have that paid off?
Okay and then taxes, insurance all in. What are you paying per month on that mortgage?
And the monthly payment on the second mortgage?
Ok and then some day when you pass away, who do you want your house to go to? Who would be the beneficiary?
You got it and then are you working or rather what do you do for work generally?
Primary
Other
And then just a ballpark income for you, either per month or per year.
Primary
Other
And, do you have any kids? Okay, and what are their ages?
3
Health History
Defaults to "No" — select "Yes" to add details
Let me introduce myself a little bit better. I'm a national top producer with [Company Name] and I help my clients shop the top 25 to 30 A-rated carriers so that I can get you the most amount of coverage for the least amount of money (with the living benefits).
So what I'll do is ask you a couple of health history questions real quick, and that will help me narrow down the best options that you'll qualify for, okay?
Do you smoke, or use any form of tobacco or nicotine products? (If no) And you're not planning on starting this weekend, are you?
Primary
Other
Primary
Other
Form
What form does it take — cigarettes, chewing tobacco, vape, etc.?
Quitting
Have you thought about quitting, or do you plan to in the next 2 years?
Have you had anything major happen with your health like cancer, stroke, heart problems...anything like that?
Primary
Other
Primary
Other
Cancer
What kind is it? If internal, what stage?
How long ago were you diagnosed?
What was your last treatment, surgery, or medication?
How many times have you had cancer?
Any minor health conditions like high blood pressure, diabetes, rheumatoid arthritis?
Primary
Other
Primary
Other
Diabetes
How old were you when you were diagnosed?
Are you treated orally, or are you on insulin?
If on insulin, how old were you when you started?
What was your most recent A1C? (Under 7 is decent, 8 is iffy, 9+ is a knockout.)
Any complications, like neuropathy, numbness, or tingling?
Have you ever been hospitalized due to diabetes?
High blood pressure
How many medications are you taking to treat high blood pressure?
Any chest pains, clots, stents, murmurs, or AFib?
If you're on water pills, have you ever been diagnosed with congestive heart failure?
Any respiratory issues like asthma, sleep apnea, COPD?
Primary
Other
Primary
Other
Have you ever been to the hospital, ER, or urgent care for an asthma attack, especially in the past 2–5 years?
Have you ever been prescribed steroids to treat asthma, like Prednisone or a steroid/daily inhaler?
Have you been diagnosed with mild or severe COPD?
Anything along the lines of depression, anxiety, anything like that?
Primary
Other
Primary
Other
Have you ever been hospitalized due to this condition?
Are you taking any medications for treatment — just one or two?
Have you missed any work or been on disability because of it?
In the past 10 years, has a doctor prescribed any other medications, even if you never took them or never had them filled?
Primary
Other
Primary
Other
Have you had any surgeries or hospitalizations in the past 10 years?
Primary
Other
Primary
Other
(for MPP) Have you received any disability or worker's comp pay in the past 5 years?
Primary
Other
Primary
Other
If yes, why, and how long were you out of work?
Is it a permanent disability (SSI) or temporary?
What is your height and weight?
Primary
Other
Have you ever had a suspended driver's license, reckless driving, DUI, anything like that?
Primary
Other
Primary
Other
How long ago did you receive it?
How many have you received, and when?
Have you had treatment for drug or alcohol abuse?
Have you ever been prescribed medication like methadone?
Have you ever been convicted of any felonies or misdemeanors? You're a model citizen... or, I always joke, at least they haven't caught you yet!
Primary
Other
Primary
Other
Was it a felony within the last 10 years, or a misdemeanor within the last 12 months?
How many have you had?
When did it happen, and what was it for?
Was there any prison time served?
Are you currently on probation or parole?
4
Set The Appointment
Okay, so it looks like I have everything I will need to do a bit of research and figure out what are the best options you might qualify for…
So once I have had a chance to do that I'll need about 15-20 minutes with you to go over your options and explain how the coverage works.
What time of day are you typically home and off of work?
Okay, tomorrow I have [time slot one] or [time slot two] during that time. Which is better for you (and decision maker)?
⚠ These are generic time windows, not your real calendar. Check your calendar before offering a time.
Times below are shown in your (the agent's) time zone — the client's local time is confirmed after you pick a slot.
And just to confirm, I have you on [Time Zone] Time.
Okay, and is there any reason you can think of that you wouldn't be home and available at that time tomorrow to go over some options?
Okay, perfect, so I'm going to schedule you for [Time] on [Day].
5
Close & Confirm
Grab a pen and paper. I'm going to give you a couple of things to write down before I let you go. [If they don't, send a text with the info and a photo of your business card or a digital card.]
Okay, so again my name is Anthony Pampena. And our company is called Symmetry Financial Group. And my National Producer Number is <NPN>.
And the number I'll be calling from is <Agent Phone Number>.
And what's [Other Name]'s phone number?
Do you guys have a house phone or any other phone numbers that you use?
And [Name], I just need you to understand I am in charge of roughly thousands of families here, so they have asked me to mention that a missed appointment for me does cost me that ability to obviously help those families. Just want to make sure you understand that.
And what time did we say?
So I'm going to get to work doing some research, and we will hop on a call at [Time] on [Day] and go over your options and help you figure out whether there's something that might be a good fit for you, okay? Any questions?
All right, have a good day/afternoon/evening/weekend, and I'll talk to you on [Day] at [Time]!
Do NOT say "thank you"
Customize Your Script
First Name
Last Name
Company Name
NPN
Phone Number
My Time Zone
Time-of-Day Windows (used by the day/time picker in Step 5)
Morningto
Afternoonto
Eveningto
Webhook URL
Update CRM Contact
Use the phone number associated with the client contact you wish to update. This is how the submitted data gets linked to the correct contact record.