Point of Sale Close (Gilette Letter)

1.Relax

2. Isolate the Objection

Besides writing a check, is there anything else that prevents you from trying to get qualified today?

3. Feel, Felt and Found

I understand how you feel, I have had a few clients who felt the same way you do, can I share with you what they found?

4. Closing Story

I would like to share with you a letter that was sent to me a little while back.  I bring it with me sometimes when I’m meeting with clients and share it with them when necessary.  (Take out letter)  Although this was a letter written to us as agents, I find that it pertains just as well to my clients.  (Read the letter)

5. Additional Information

(Show them the company’s financial strength pamphlet)  Now Corebridge has over _______ billion dollars in assets, (write the number down on the paper with all of the zeros), that is a lot of zeros.  When it comes to covering a mortgage of _____________ it’s not that much for them to cover.  The first month premium of _____________ really doesn’t mean much to Corebridge, but it means a lot to the family that is trying to get qualified.

6. Power Phrases

Mr. Prospect, my clients have found that the premium isn’t the problem; the premium is the solution to the problem.

They realized that they can’t look at this protection as an added obligation, but the best way to meet the obligations they already have.

Because when mortgage protection is needed most, it can’t be purchased at any price.

7. Assume the Sale

So Mr. Prospect, while you are the youngest and healthiest you are ever going to be, lets get you qualified.  Now you said you are a non-smoker………