The Presentation Virtual

Before you begin the presentation you should have the following open on your computer.

1. Your Virtual Business Card (HiHello, Ovou etc.)

2. The Corebridge QOL Living Benefits Brochure with Health Statistics

3. The Field Underwriting Guide

4. The BMI Calculator

5. The Rapid Rater

6. The iGo eApplication (when appointed)

7. Copy of Pink Letter

8. Copy of your own policy

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. Is there any company that you wanted to try and get qualified with or are you open to the process? (They will always say trust the process)

Commitment “Not to Wait”

Great, there is one thing that our clients really appreciate about these mortgage protection plans and that is they are designed to be simple. When we’re done looking at your options, 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 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

This is the letter that you responded to Mr. Prospect. (Show them a copy of the letter) What was your concern and reason for looking into mortgage protection? (Write down their reasons and refer to them during the presentation).

Mr. Prospect you just mentioned 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. With a mortgage protection plan you are covered for any type of death, accident or sickness. You are covered 24 hours a day on or off the job. With a level death benefit the amount of coverage will stay the same. But the Corebridge policy not ONLY covers you in case you pass away, it also covers you in case you live!

Life Insurance You Don’t Have to Die to Use

For example, what if you have a sickness and you don’t die? What if you 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 affect 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)

(“Refer to ABR and Health Statistics” sheet)

What sets Corebridge aside from the rest of the other companies is that you don’t have to die to use this protection 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.

(“Explain Living Benefits from the ABR and Health Statistics” sheet)

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?

Presenting the Numbers

Mr. Prospect, as we look at your quotes there are three things that determine your premiums. The amount of your mortgage, the years that you are covered and your health. (Pull up the field underwriting guide.) Here is the underwriting guide that helps us determine what health rating and what is needed for our clients to qualify for mortgage protection. As we can see here, based on your age and the amount of coverage, these are what the company requires to get qualified. As we look here at our BMI chart, we are able to also see what would be a good rating to use when quoting your premiums. (Show this on the BMI Calculator) As we plug this information into our software we are able to see what your premiums will be. (Open the Rapid Rater on your screen)

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.)