Pick up the phone — it's a numbers game. The more dials, the more appointments and the more families you help. Most successful full-time agents make 500+ dials a week, or dial until they have 20+ appointments to submit $5,000+ APV weekly.

"Hey, (client's first name)." [Wait for response.]

"Hey, this is (your name). I'm calling about your mortgage over at (address). Looks like it's for (loan amount)." [Pause and wait.]

"I was getting back to you about the form you responded to regarding the mortgage protection coverage that would help pay the mortgage for your family if something were to happen. I just needed to quickly verify the info you provided so we can get those options worked up for you. You put down that you're (age). Is that correct? And when do you turn (next age)? When's your birthday? And I have your spouse's age and date of birth as ____?"

[Start filling out the client qualification form →]

"I have a couple of quick questions so I can make sure I'm looking at the right companies for you."

1. How's your health? Any medical issues?
2. Have you used any nicotine or tobacco in the last 12 months? You don't plan on starting this weekend, do you? [Get a laugh.]
3. What medications does your doctor have you on?
4. Any hospital stays, ambulance rides or major surgeries in the past 10 years or so?
5. And how about (spouse's name)? Anything for them?
6. Any history of high blood pressure, diabetes, cancer or heart attack for either of you?
7. Just ballpark — what's your height and weight? And your spouse?
8. What do you do for work? Anything dangerous, like a stunt man / rodeo clown? [Get a laugh.]
9. What does your work schedule look like? 9–5 Mon–Fri? What about your spouse?
10. It says the mortgage to be paid off is $____. Is that correct?
11. Did you go with a 15- or 30-year loan?
12. And what's the monthly payment on that?
13. Most importantly — when you responded to the form, what was your main concern? What did you want the coverage to do for you?
14. Were you looking for coverage on just yourself, or both you and your spouse?

"Okay, that makes a lot of sense. I have enough to start shopping your case across all the carriers. I'll need some time, then we'll schedule a quick call to go over the options together. Let me pull up my calendar."

"We've had a ton of requests come in, so my schedule's pretty crazy right now." [Funnel: two days, two timeframes, two times.]

Two days: "I have openings today or tomorrow — which works best?" [Book within 48 hrs.]

Two timeframes: "For tomorrow, would earlier or later in the day work better?"

Two times: "I have 5:15 pm or I can squeeze you in at 6:45 pm — which is better for both you and (spouse's name)?"

"You're positive that time works for both you and (spouse's name) together, correct?" [No one-legged appointments.]

"Grab a pen and paper and let me know when you're ready. Write down my name — (your name). Then write down 'Mortgage Protection.' What time did we say? Write that down too. And have your doctor's info and any medications ready for our call."

"What's a good email for me to send the appointment confirmation to?"

"Okay, I have us down for (day) at (time). Give me about a 15-minute window just in case — and I'll give you the time you need too. If I'm running more than 15 minutes behind, I'll let you know."

"Have a great day — we'll talk on (day) at (time)!"