The Presentation Face-to-Face

Mr. Prospect, before we get started let me backup a little and tell you about the company I represent.  First of all we are a team of insurance professionals.  In our industry there are over 2,000 companies that specialize in insurance and investments, and we have access to all of them.  (Open your folder and show companies we represent) In fact, here are just a few of the companies we do represent; I’m sure you have heard of Prudential, The Hartford, Corebridge, North American….  Is there any company that you wanted to try and get qualified with?  

Being a homeowner I’m sure you have received letters from most of these companies (ha ha). The difficult part is that the average homeowner probably has no idea which company he or she should do business with.  What we formed over 50 years ago is a company called AIM. (Write AIM at the top of your paper) What we have done is analyzed each one of these companies and have come up with the ones that are best in 3 areas; Price (write it down), Flexibility (write it down), and Financial Stability (write it down).

Would you agree that these 3 factors are important in choosing an insurance company? With these 3 factors in mind we have chosen to do most of our business with Corebridge. Have you heard of Corebridge before?

Corebridge started back in 1919, almost 100 years ago. In fact I have a history chart here that shows their story. (Show “The Power of Corebridge

”. Hit on the points of how large they are and their financial stability) I also have a list here showing Corebridge’s ratings from different independent rating companies. These rating companies rate the insurance companies based upon their ability to pay out a claim. Corebridge has “A” Ratings with each of the 4 major rating companies. (Show rating chart)

Show the Letter

This is the letter that you responded to Mr. Prospect.  Which one of these features most interested you?  Why was that important to you?  (Write down their reasons and refer to during presentation)

Commitment “Not to Wait”

There is one thing that our clients really appreciate about Corebridge and that is our programs are designed to be simple.  When I’m done showing you the program, you’ll know whether it is for you or not for you.  If you like it, please let me know so I can ask you a few questions and see if we can get you qualified. On the other hand, if you don’t like it, feel comfortable in saying “no” to me. Trust me people feel very obvious which way to go. So when I’m done going over the plan and answering all of your questions, if you could give me a “Yes” or a “No” answer, that’s fair enough isn’t it?  Great!

Mortgage Protection Need Creation

Mr. Prospect you mentioned earlier that it was very important for you to protect your home in the event of a premature death, leaving the home free and clear for the family.  Mrs. Prospect, let me ask you a question; if Mr. Prospect died tomorrow how long would you be able to make the mortgage payments on the home from your income alone?  How would that affect you and your children financially? Do you think it conceivable that you could lose your home?   Over 60% of all the Foreclosures in the U.S. come from the disability or death of one of the home owners. Unfortunately, Mr. Prospect mortgage protection won’t keep you from dying, but it will keep your family’s future from dying along with you.

Mortgage Protection Solution

Let me share with you a solution to this problem.  How traditional protection plans worked in the past is you would make mortgage protection payments for the length of the loan.  If you have a 30-year loan you would make payments on the plan for 30 years.  As you make monthly payments on your home your loan decreases and so would your protection.  At the end of 30 years you have no more loan, but you would also have no more protection.  We used to have this option but let me share with you a few features that most of our clients have preferred.

The Five Features

Level Death Benefit – (write this down) The first feature of the program is that it is designed with a level death benefit.  Unlike the traditional mortgage protection where your death benefit decreases along with the loan, here your death benefit stays the same.  So, what this means to you Mrs. Prospect, is that if your husband passed away 15 years from now and you only owed $100,000 on the mortgage balance on your home instead of $200,000, Corebridge would still pay you the full $200,000.  You could use that extra $100,000 to temporarily replace your husband’s income or send your children to college.  Does that make sense to you?

Permanent and Portable – (write this down) The second feature ties in with the first in that it is permanent and portable.  If we can get you qualified, the policy can never be taken away from you.  Only about 6 or 7 out of 10 people do get qualified for mortgage protection, so that will be our biggest concern (take it away a little bit). If we can get you qualified, you can structure the policy to run for the rest of your life. 

Let me ask you a question; do you ever see the possibility of moving one day?  Well if you do then this policy has the flexibility to move with you to your next home. This is the flexibility of Corebridge (Underline the word flexibility at top of page)

Name your Beneficiary – (write this down) Of course you get to choose who is going to receive the death benefit.  In the past you had to automatically name the lender as your beneficiary.  But since Corebridge has a level death benefit they allow you to choose who is going to receive the money.  Mr. Client, the check will be made out by Corebridge, but your family will know this is something that you setup for them.

Life Insurance You Don’t Have to Die to Use

We’ve talked about how this plan will pay off your home if you pass away, but what if you don’t die? What if you a have a heart attack, a stroke, or get cancer and live? What if you have an accident and can’t perform the basic daily functions of eating, bathing or dressing yourself?  How would that effect your family financially?

The only thing worse than to die and your family LOSE the home, is to have a major medical condition, NOT die, and you WATCH your family lose the home. (Say this power phrase with emphasis)

The final feature of our plan is what sets Corebridge aside from the rest of the other companies in that you don’t have to die to use this insurance plan.  All insurance companies have plans that pay out when you die, Corebridge’s insurance plan also pays out if you have a Critical, Chronic or Terminal Illness, and live. (“Refer to Medical Realities Today” sheet)

Let’s look at some medical realities of today.  Every 34 seconds and American suffers a coronary event; 75% survive these attacks for at least 3 years.  Every 40 seconds and American has a stroke and 70% survive at least 3 years.

The Critical Illness (write this down) rider allows you to accelerate your death benefit in the event of the following conditions.  (Show them the Corebridge ABR pamphlet)

Another medical reality of today is 91% of elderly citizens have at least 1 chronic condition; 73% have at least 2.  The Chronic Illness (write this down) rider accelerates death benefit if you couldn’t perform 2 of the 6 daily functions or suffered from a cognitive impairment. (Refer to ABR sheet) You can use this money for Adult Care, Assisted Living, Nursing Home Care, any expense you wish…

Finally, the Terminal Illness (write this down) rider allows you to accelerate your death benefit to you if you acquired a terminal illness and had 2 years or less to live.  These 3 Living Benefits come at NO ADDITIONAL COST to our clients. They are all included in the mortgage protection plan.  Do you have any questions about how these living benefits work?

The Parking Lot – from here you have a few different ways your policy can perform.  To illustrate this we use an analogy of you driving into the city one day looking for a place to park your car.  You get downtown and you find three different parking lots.  Parking lot A is for the hypothetical amount of $20 a day.  You then look at Parking lot B and the rate is $40 a day.  However, at the end of the day, when you leave, they will give you the $40 back.  And then you look at Parking Lot C and the rate is $80 a day.  However, at the end of the day, when you leave, they will give $120 back to you.  Which one of these parking lots is the least expensive?  In which parking lot would you prefer to park your car?

The plans are set up the same way.  You can pay each month and you have the peace of mind that your home is protected in case you were to pass away or have a critical, chronic or terminal illness.  You can also structure it in a way that can return the premiums you have paid into the plan, like Parking Lot B. Last you have Parking Lot C, which has the ability to provide you with more money than what you paid into the plan.  

 (This is just an analogy to help your client understand how their policy can perform.  Please make sure to review with the client the details about the plan that they choose.)

Summary of the features – No matter how you choose to structure the plan, they will all have the benefits discussed earlier.  (Briefly show the summary page and give a one sentence summary of each feature)

Show the prices – (This is the most important part of the night.) After you show the prices say “Kick these numbers around a little bit, I’m not even sure we can get you approved for this insurance plan. I need to ask you a few medical questions first…(Be shaking your head up and down as you say this and go right into the application)

Bird Dog Fliers

Bird Dog fliers is a way to maximize your income by asking questions that will bring out need for other products that we offer such as living trusts, annuities and referrals.

Additional Products

Disability Need Creation

Let’s talk about what would happen if you were to become disabled.  Have you ever been disabled before?  (Wait for their response.  If “no” then say)   Do you know anyone who has been disabled before?  Can you tell me about it?  How did that effect him and his family?  Now let me ask you a question Mr. Prospect.  If you were to become disabled tomorrow, with the money that you have saved up in your savings account, for how long would you be able to make the payments on your home?  How would that affect you and your family?  (You want them to say that they could lose the home.  If after a few questions they don’t say that then you ask.)  Do you think it conceivable that you could lose your home if you weren’t able to make the monthly payments?  You bet it is!

Disability Solution

The fun part about my job is that I get to meet with families like your own and offer solutions to these very important questions.  Through a mortgage disability option, American General will supplement your salary for you month after month after month for a period of 2 years or 5 years.  Now this isn’t an accident only plan like you would receive in the mail.  You are covered 24 hours a day, on or off the job.  We have two different options.  The first has a payout of 2 years with a three month waiting period and the second has a payout of 5 years, also with a three month waiting period.  The reason for the waiting period is that there are a lot of people out there who don’t want to work but want to get paid; especially here in California, being the fraud capital of the nation. I’m just glad AGLA still offers disability; so many of the companies are backing out every year.  In fact American General is one of the few companies that still offers disability and mortgage protection on the same policy.  I brought out prices for both options so we can take a look at those and see with which plan you feel most comfortable.

Equity Growth in Place of The Parking Lot.

Equity Growth – (write this down) The fourth feature is what we call “equity growth”.  Why did you decide to buy a home instead of continuing to rent?  The program is set up the same way. You can either own it or rent it.  What I mean by this is that if you live out the length of your mortgage and you don’t pass away, according to the current interest rate, you will receive all your money back that you paid into the policy. It is a win/win situation. Of course, if something did happen to you Mr. Client and you passed away then Corebridge will pay out your 200K death benefit. If you don’t pass away, then Corebridge will give you back every penny that you paid into the policy.  Any questions how that works?