Pivot
Show us a pivot you would use on a Homeowner!
Mortgage etc.
Who does the Mortgage Protector Insurance cover ?
The Bank / Lender
Objection: I have coverage at work.
Icing to the Cake
Downfalls of relying on Work Coverage
The client you are working with has just let you know they are expecting a new baby in the fall!
What should you discuss with this client ?
Life Insurance for Parents
Income Protection
Children's Products
Straight Life Pivot
Please role play a straight Life Pivot of your choosing with a volunteer who will be your client.
What is your fav
Show us a pivot you would use on a parent
Varies
Why do we say - Mortgage Life Insurance is not guaranteed?
It is not underwritten.
Objection: I have no time.
1 hr for lifetime of peace of mind
Busy people get things done
Your client is an Electrician and he lets you know he is self employed & does not have any coverage for anything.
What should you do ?
Disability/Income protection products are critical.
Role Play - Accident Benefits Pivot
Please role play how you would execute a Life Insurance or Disability Insurance Pivot at the time of your Accident Benefits coverage review during an Auto Quote.
What do you have to protect you and your family outside of this?
Show us a pivot you would use on a young auto insurance client
Young and Healthy
Superman
Financial Freedom in your future
What happens to mortgage protector coverage as the mortgage is payed down / renewed.
Coverage goes down.
Price goes up.
Objection: I am too young / too old.
Do both !
Young Healthy is the best time ! Lifetime of low rates and best benefits!
Too Old Age = 82
Your client is just about to purchase their first home !
What should you discuss with them?
Mortgage Life - A Better Way
Role Play:
Your client has just told you they have an Ivari / Great way Financial - Universal Life Insurance Policy.
Role play how you would handle this situation.
Red flag review is needed!
Show us a pivot you would use on a retired client.
Final Expense
Why should clients replace their mortgage protector product with a personally owned life insurance plan?
1. They need a plan that they own and control
2. They want coverage that is guaranteed and does not change in cost
3. They want coverage that actually protects their family
4. They want the right amount of coverage based on their needs
Higher Quality & Better Cost
Objection: I already have something in place.
Who, What, Where, Why
You client has just let you know they feel concerned lately about cancer as a family friend was just diagnosed with a rare cancer and their whole family is dealing with financial impact
What should you discuss.
Critical Illness Insurance
Critical Illness Insurance
Please role play a Critical Illness Insurance Pivot with a volunteer who will be your client.
Why is it important?
Who does it impact ?
If you where diagnosed with a severe illness would money help ? & How?
Show us a pivot you would use on a business owner !
Family
Income
Business
Group
Role Play ! Haha tricked you !
Role play a Mortgage Life Pivot that includes the downfalls of this type of protection.
Please choose a volunteer to be your client !
Downfalls
Bank Owned
Bank Beneficiary
Not Enough Coverage
Goes Up in Price
Not Guaranteed
Objection: I have no money.
Wallet is the boss.
If it's hard now what would happen to your family.
Your client is so excited that they are about to retire from their job !
What should you discuss
Personally owned coverage if there is nothing yet as group is going away.
Insured retirement plan
It's CCP Time!
Please role play a CCP from start to finish with a volunteer who will pretend to be your client.
Full CCP
Good Segway Statement
Good Appointment Close