There are two basic approaches to selling
Mortgage Protection Insurance. If you want to sell mortgage insurance the easy
way, then you must understand why the traditional approach to selling mortgage
insurance isn’t working for 90% of the agents today.
The first approach is
the ‘Old Fashioned’ way most life insurance trainers, recruiters and
managers teach their agents. They want you to believe that selling mortgage
insurance is just a numbers game. They’ll tell you that everyone who owns a home
needs mortgage insurance. So, if you talk to enough people, and you have a
competitively priced product, you’ll make the mortgage insurance sales you need
for a great living. Their approach is based on the principle of 10-3-1! If you
call ten (10) qualified mortgage leads, you’ll set three (3) sales appointments,
and you’ll close one (1) mortgage insurance sale.
The problem with that ‘outdated’
logic is that if you want to earn a minimum of $50,000 per year you’ll need a
minimum of thirty (30) qualified mortgage insurance leads per week, to schedule
nine (9) sales appointments, and close three (3) mortgage insurance sales per
week. And, that doesn’t allow for any cancelled appointments, not-taken
policies, declined applications, lapsed policies, etc.
If you are using a
direct mail campaign, based on a 1.5% - 2% average response rate, (which is
higher than average) you’ll need to send out a minimum of 2,000 direct mail
pieces per week, to receive 30 leads per week. That means with postage, paper,
envelopes, printing, the list, etc. that you’ll spend about $600 - $800 per
week. ($31,000 to $40,000 per year) If you buy 30 qualified mortgage leads a
week from a lead company, or run enough newspaper Ads to generate 30 qualified
mortgage leads you’ll spend about the same amount of money per year.
If you close three
mortgage insurance sales per week, in order for you to have a net income of
$50,000 per year, your gross insurance commissions for the year will need to be
about $90,000. That’s $1,731 per week, or an average commission per term life
insurance sale of about $600.
Obviously, if you want
to earn a net income of $100,000 per year, all the above numbers double! You’ll
need to call sixty (60) qualified leads, to schedule eighteen (18) sales
appointments per week, to close six (6) term life insurance sales per week to
earn gross commissions of about $3,462 per week.
There are several major
problems with this ‘Old Fashioned’ approach to selling mortgage
protection insurance!
How many hours a week would you have
to work in order to set appointments with, and see 18 people per week - 50,
60 or more hours?
If you consistently work 50, 60 or
more hours per week, how long would it take for you to get burned out?
Whether you are using direct mail,
newspaper ads, buying leads, or taking a reduction in commissions, spending
$30,000 to $40,000 per year is a lot of money, if you are only netting
$50,000 of income per year.
When you send out sales letters, run
newspaper ads or use Internet leads, who are the people that will most
likely to respond to the offer for mortgage protection? Isn’t going to be
the people who know they need mortgage insurance because they have a health
problem! And the people who are shopping, looking for the lowest priced
products! Are these your best prospects?
There is a better, much easier and more cost-effective
approach…
The approach we take
(in all of our systems and training) is making sure that agents spend their time
attracting, contacting and meeting with the right people! Instead of playing the
numbers game, we want you to focus on identifying the
mortgage insurance prospects that you have the best chance of selling.
Our strategy is based on 5-4-3! If you talk to five (5) of the ‘Right
Prospects’, you’ll set four (4) appointments and close three (3) sales.
The logic is that if
you focus on finding and contacting the ‘right prospects’ it’s much
easier to set appointments, close sales and make larger sales. Plus, when you
are working with the right prospects... you’ll have fewer cancelled
appointments, fewer not-taken policies, fewer declined applications, fewer
lapsed policies, etc.
If you want to sell
mortgage protection insurance the easy way!
If you want to spend less money,
generating mortgage leads? If you want to earn $100,000 or more per year,
without working 50, 60 or more hour per week! Then the questions are…
Who Are Your Ideal Prospects For
Mortgage Protection Insurance?
Where Do You Find Them?
What are the most cost effect ways to
get them to contact you?
What do you say to get the
appointment?
How do you get them emotionally
involved in the sales process?
Where do you find the money?
Wouldn’t you make more money, if some
of those sales where cash value life insurance sales?
You’ll get all of the
answers to these and many more questions, with all the tools you’ll need in our
‘New Agent’ Mortgage Insurance Tool Kit™
The marketing and sales
information, tips and strategies in this advanced mortgage
insurance lead and sales system are
NOT some magical theories I’ve just dreamed up, or read somewhere in a book.
This complete, affordable system is based upon proven mortgage
insurance marketing and sales success strategies that I have been using with
insurance agents for over two decades.
For example,
as a Branch Manager for Met Life, from 1989 to 1994, I brought in 23 brand new
agents to this business. Each of these new agents started their careers by
selling mortgage protection insurance. Over 10 years later, 18 of those agents
were still in the business. Consider, according to LIMRA, (Life Insurance
Marketing and Research Association) the failure rate for new agents coming into
this business is over 90% in the first 5 years. I was
able to achieve an 80% success rate.
Over 10 years later,
all 18 of those agents were making more than $100,000 per year! Today, many of
them are making $200,000, $300,000 and much more. Again, according to LIMRA, the
average net income per agent (or advisor) is less than $40,000 per year.
These people have
incomes well above $100,000 per year.
Why are the agents we
help able to do so well?
First,
they are taught how to get off to a quick start using ‘Cutting-Edge’ Prospecting
and Appointment Setting Skills.
They are learning the secrets of how to be in front of their IDEAL
mortgage insurance prospects everyday!
Second,
they are learning how to consistently close three cash value life insurance
sales each week by helping their prospects to see and understand the
problems they face, so they want to take action today.
People don’t buy want they need! They buy what they want!
Third,
they are learning how to help their
prospects to ‘Find the Money’ to get the life insurance they want to
protect their family, without them spending any additional money, or changing
their current life style!
If you take the time to
carefully study and apply the information in our
‘New Agent’ Mortgage Insurance Tool Kit™, you too will learn the proven strategies these agents
and advisors are using to…
Sell Mortgage Insurance The Easy Way!
There is a
reason why over 30 of the most trusted and respected names in this industry, the
IARFC
and hundreds of successful financial advisors highly recommend our Found
Money Management™ marketing and sales skills training.
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