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How to Rebuttal EVERY Mortgage Protection Objection! (Ep. 212)
Selling mortgage protection life insurance comes with challenges—but knowing how to handle objections can make all the difference. In this episode, Andrew Taylor sits down with Tatiana Muchacho, Vanessa Powell, and Madison Montgomery to break down the hardest part of getting started in insurance sales. But that’s just the beginning.
The main event? A LIVE script run-through where they counter every single objection you’ll hear when selling mortgage protection. This is the ultimate training tool for agents looking to sharpen their skills and close more deals. If you’ve ever struggled with handling objections or want to see a real-time demonstration of how top producers navigate tough conversations, this is a must-watch. Learn how to turn “no” into “yes” and take your sales game to the next level!
Good morning everybody. Thank you for joining us today. We have a special guest. We have Tatiana Muchacho-Stein with us, who is a complete animal. How long have you been selling life insurance? Two years, two years, and how much have you done?
Speaker 2:This year it was $580 and team-wise $850.
Speaker 1:Congratulations.
Speaker 2:Thank you.
Speaker 1:So we're going to learn about that, and then we have a special treat for you. So we're going to be doing rapid fire objections at you, everything we can think of and I have two people helping me vanessa powell and madison montgomery. Thank you guys for coming in thank you for having us so as we're sitting here, we're going to be thinking of every possible objection that somebody can get over the phone. You do everything on Zoom.
Speaker 2:Both I do, zoom and phone.
Speaker 1:Okay, and you do Spanish and English. Spanish and English, okay, yes. So before we get there, I just want to learn about why did you start insurance, what'd you do before and how's it been so far?
Speaker 2:So I worked in pharmaceuticals for over 27 years. I was very successful there, loved it. Then the last company I was with they did a realignment. I got let go. Then my back was against the wall. My husband was already with FFL and he had been there already a year and he wanted me to go into the business. I was a little skeptical in the beginning. It would be the two of us. We have three kids. So I was like, ah, I started kind of dabbling into it and 2024 was the year that I went full. 2023 was the year I went full, and then 2024, 2024, and hit Hall of Fame both of them. So once I started seeing that he was being successful, I was like, okay, I can be part of this and I love it, because I love helping people. That's what I've always done. So it's very, very rewarding to be able to help families and actually see these families grow and then take care of their kids and their uncles and their aunts. So I love it.
Speaker 1:Yeah, that's huge. Now, what a lot of people don't know is your husband. This must have been 2020, 2020, maybe yeah.
Speaker 3:Is that when he started?
Speaker 1:He cornered me and he's like hey, I want to take a picture with you because I basically lost everything and I'm going to rebuild it, and I want to take another picture of you with you. When I rebuild it I'm going to come find you and I always tell everybody I'll never forget him, because he did that. Now he was telling me about what happened with him.
Speaker 2:He had did that. Now he was telling me about what happened with him, was he? He had an internet uh company, and so then covid hit. And once covid hit, he lost it all. So then his back was against the wall and we're like, okay, how are we going to make our next payment, you know, our rent payment? Um, and he was just searching the nights literally online seeing what he was going to start doing. And then that's when he saw FFL, saw some videos and reached out.
Speaker 1:How did he get started? What attracted him to FFL?
Speaker 2:The energy. The potential, I mean it's really up to you, the sky's the limit. The potential, I mean it's really up to you, the sky's the limit. So if you put the hours in, you can get it done and you can be successful. So that's what he did and he just looked at it and liked the people that he was seeing in it, felt that you know real true stories, you know challenges. He associated with some of the other reps that he saw videos of and associated with that and he said you know what, if they can do it, I can do it.
Speaker 1:Now, I think it's not common to restart an entire new career, and I think it's most people would think that would be hard to do or not even attempt to do it. How did you do that? Like what were you thinking? Were you scared? Were you just like I got this? I'm a beast, what was it?
Speaker 2:I wasn't scared on my abilities. I was more scared as to will this work, will I succeed, will I be able to help people and be happy? And, you know, will that be the fuel that's going to wake me up every morning and be like I'm going to be 110 percent today, you know. So I needed to have that fuel. Um, and then, literally within the first month, I was like I got this. You know, first was just getting the test done get, get the test done, be done and then really focus and again being able to access, you know, different reps, managers, everybody to get information from them, training from them to be able to succeed. And then, but it was hard, because several times, you know, you get good days and you get bad days, and several times I was like maybe days and you get bad days, and several times I was like, uh, maybe I want to go back to pharma you know.
Speaker 2:So I did have those moments. I was like you know, maybe I just want to go back, and then I was like no, what did you not like about pharma? Um, I liked everything. I liked everything, but then at one point I just got tired too. You know it was a lot of driving. I'd say the only thing I don't like about pharma is the driving. It's a lot of driving from morning to night Were you seeing doctors.
Speaker 1:Yes, so you would go see doctors. Yes, so you would go see doctors.
Speaker 2:Yes, so I was working with cardiologists.
Speaker 1:And you would try to get them to use your brand of.
Speaker 2:Yeah, educating them. Educating them on the product, educating them on the benefits, what it does for the patient, how to get it approved, all that.
Speaker 1:Got it, mm-hmm Cool, so you started from. Do you think anybody could start over? And if they really gave this a chance, they could.
Speaker 2:Everybody can reinvent themselves here at FFL 100%, 100% One. We have the systems, okay, we have the support. So change is always, you know, hard for people, but if you're in the right environment with the right support, and who doesn't need life insurance?
Speaker 1:Yeah, everybody does. See, I'm seeing like a kind of like, a common theme of like. Somebody has been in a career for a long time, it doesn't work out for some reason or things change. And I'm seeing this the ability to work on Zoom and make sales, you know, at any hour of the day, because you can work all the different time zones, including Hawaii. I'm seeing this become pretty common and it's starting to make me think this is a big opportunity. A friend of mine could never drive all over the place to make sales, but they're making a few sales a week, which I forgot. How much that could change somebody's life like just a few cells a week and they're so happy. I think there's a big opportunity here for situations like that, you know.
Speaker 2:Yeah, and this is like when you compare it also to pharma, that you asked like what's one thing you don't kind of like about pharma was that you don't get your numbers right there. You know you get your numbers like three months after, okay, so you work really hard and the doctors are saying, yep, it's working, it's great. You know you see the product coming out, but you really don't see anything until three months, while the beauty of this industry is you see it right then and there you get, paid you get paid, you know, one day, two day, three days, depending on the carrier, but it's you know.
Speaker 2:So you know your business is closed, it's done. But then it's not done there because you got to make sure you follow up with the client and do the proper servicing for them.
Speaker 1:So let's say somebody's in a career that they're sick of and they wanted to try this. Would you recommend they try it part-time and see if they're good?
Speaker 2:They can try it part-time, you know, if they still want to keep their other job, because the beauty of it, if they're working a 9-to-5 job, perfect. Then from 5-to-9, you know, it's perfect dial time to have appointments, do mortgages, final expense, whatever it is, because that's when people are home. So they can try it like that. But once they start seeing deposits coming in and business being closed, they're going to be like they'll make the move. They'll make the move immediately, within less than a month. They'll make a move. They'll make the move immediately, within less than a month.
Speaker 1:They'll make a move once they start seeing it once, they well, my uncle jimmy is kind of the same.
Speaker 1:He worked in vegas nightlife for like 30 years and he tried selling insurance when we drove around everywhere and he hated it because we would have to go see everybody in person. And so he's like I'm not gonna do this. And then once he came back around, I was like wait, you could do it on zoom and over the phone now. And he thinks this is the greatest thing in the world, like he's the biggest fan of selling insurance ever and selling his salsa yeah yeah, um so I just think that's pretty cool, like where we're going and the opportunities we have.
Speaker 1:What's the hardest thing you've gone through in insurance?
Speaker 2:The hardest thing I've gone through was just getting the test done. Honestly, I just had to focus and get it done and then, once that was done, I was like that's it.
Speaker 1:What about chargebacks?
Speaker 2:They're expected. So I don't think that's the hardest, but they're expected and that's your fault.
Speaker 1:Could you get chargebacks in pharma?
Speaker 2:No.
Speaker 1:I guess they already give the medication out and then Correct, correct. So in pharma you got paid on how many prescriptions were filled with that specific.
Speaker 2:Correct, correct. So whatever volume.
Speaker 1:And did the? Do the doctors get paid more or less? Based on no, no, no.
Speaker 2:The doctors get nothing.
Speaker 2:Got it, the doctors get nothing. Yeah, Got it. That has nothing to do with the doctors, Got it. It's all to the reps. But then you're also competing against the whole United States ranking-wise. So you know, somebody in Florida can be doing really well and somebody in Massachusetts, you know. And it all depends also on insurances, because some insurances will put the product as a preferred, others' insurance might not, and you have to do what's called a prior authorization that the doctor needs to fill out in order to get that medication to the client.
Speaker 1:Got it.
Speaker 2:So you know it's different, it's definitely different.
Speaker 1:Okay, so chargebacks. Would you guys agree that chargebacks are the worst part of the business?
Speaker 4:They're expected. Like she said, they're expected.
Speaker 1:But what's the worst part of selling insurance, at least with us?
Speaker 3:probably a charge box I mean I hate to see money go.
Speaker 1:You know who doesn't yeah it's always the people that love you so much too. They're like I would adopt you, you're awesome.
Speaker 4:And then the next day they cancel when someone tells me you did so well, I love you. I'm going to call you tomorrow.
Speaker 1:Someone told you they love you.
Speaker 4:I've had a lot of clients say I love you. I've had clients cry on the phone To me. It's something that is real and you experience it, because some people that we work with just need someone to talk to in that moment.
Speaker 4:I live dial with my agents and a lot of times my agents will listen to a call I'm on and they're like, in reality, that guy or that woman really needed to just talk to you as well. You helped them, you protected their family, but they really needed to have that conversation and kind of let it out in that moment.
Speaker 2:I have a client that literally almost calls me every day and the. I have a client that literally almost calls me like every day, like, and the other day I grabbed the phone I'm like what's up? And he's like do you know what my insurance, my home insurance, is with and my appliances? So he calls me for everything you know? Or who can I talk to about this? I'm like, okay, but you know, that's again the relationship that you build with your client, that now for everything they call you.
Speaker 1:Yeah, I had a client who was uh, he recently died. He was 89. I think when he died and me and him became really good friends and my wife was always like who are you talking to? And it would be my customer, which was crazy because he knew a bunch of my relatives from like a long time ago. So when I had an appointment with him he was telling me about like my family history and then we became friends and he called me all the time and he was awesome. He came over to my mom's house for dinner. I went to lunch with them a bunch of times, but that is a cool part of this industry.
Speaker 4:And you're right.
Speaker 1:Sometimes people just need somebody to talk to.
Speaker 4:Yeah, yeah.
Speaker 1:It's huge. Okay, other than chargebacks, what's the worst part? I'm going to tell you what the worst part for me is the initially picking up the phone and starting to call people. Is that bad?
Speaker 2:for you guys, not for me.
Speaker 3:I think it's the environment, too that you're in, Like, if everyone is positive, everyone's ready to work, then you are too, I think if you take a long break too, and then you come back and you start dialing, you're like, whew, I'm a little rusty.
Speaker 2:That's the hardest when you go on vacation and you come back and you're like I got to restart, I can't talk, I can't speak, I can't grab the phone.
Speaker 4:It's like right, yeah, I felt like in the beginning I did not want to pick up the phone. I was one of those new agents that kind of just sat there and was like, okay, well, I'm going to listen to a couple more presentations, I'm going to watch a couple of YouTube videos before I actually pick up the phone and dial. And now same thing when I go on vacation or on a trip, I come back, but I feel excited to dial now.
Speaker 2:Oh yeah, you're dying. You're like I need to get back.
Speaker 4:Yeah, I was talking to someone this morning. I was like I can't wait to get back home tomorrow and dial, and it's something that's really common amongst my team.
Speaker 1:we hear it often that we can't wait to dial so I just don't take vacations more than three days because I feel like at the day three I'm like I gotta go do something, but you could sell on vacation now right, yeah, we do like work trips, and you know yeah, but when you have kids, I I think at some point you've got to be like I'm 100%.
Speaker 2:I had to go to Spain for my mom and I was working from there, so when she would go to bed I would pick up the phone and I'd have appointments and I'd be doing business out there.
Speaker 1:Yeah, that's crazy.
Speaker 2:So it is.
Speaker 1:All right. So basically, what we've discovered is working is the worst part, calling people, but you got to do that somewhere and you can enjoy it if you have the right attitude. And then chargebacks, which need to be expected. How do you tell someone? It needs to be expected, Because people come in here they think it's a regular job and then they get shocked if they get a chargeback. What do you tell people?
Speaker 2:Well, one that's your responsibility too, because you need to make sure that you're protecting the right client with the right amount. Make sure that when you're doing the call, I always do a financial inventory to make sure that they can actually afford it. Because the other day I had a lady oh I want $50,000. Well, I'm looking at your budget and when I see the premium, you can't afford that and I'll tell the client why, because I don't want to charge back. So I'm like let's start smaller and then give it some few months and then we'll see if we go up. So it is part of our fault. We need to make sure and then we need to follow up.
Speaker 2:Maybe the chargeback was because we put the wrong banking information and we missed one number, or maybe the client didn't give us the right information and now that they know it's real, you know and you know they get the policy, but it's still not active because there was an issue with the payment. You know you need to follow up because then if you don't follow up then it's a chargeback.
Speaker 1:Yeah, and I call that. I used to be a hit and run agent. I would get the. I'd get paid and disappear, and I wouldn't want to call them because I'm like what? What if they want to cancel when I call them. So I think the answer, though, is to be a full service agent and plan on being their agent for a long time, and you want to know if there's a problem, so you should call them and check in and stay in touch with them, write the right product, and then you'll still get chargebacks because someone's kid is going to come in and think he's an expert because he went to a Primerica meeting one time, six years ago, and they're going to cancel, and you just have to factor it into your profits. You know for sure. So, um, all right. So I want to get into some objections. So why don't you? Can you run through what kind of leads you work and then call let's have you call Vanessa and do a role play with her.
Speaker 2:Okay, okay, so I have. I use ILC leads and-.
Speaker 1:Which ones? For mortgage protection? Okay, so the aged ones? Yeah, well no. And new mailers too, and new mailers, okay.
Speaker 2:So the aged ones? Yeah Well, no, and new mailers too.
Speaker 1:And new mailers Okay.
Speaker 2:Yeah, yeah. So that's pretty much my focus, and then my husband's going to start on the veterans, because he's a veteran as well, so he's going to start on the veteran leads now.
Speaker 1:Okay.
Speaker 2:Mm-hmm.
Speaker 1:So if you were to call a mortgage protection lead and you're an expert at mortgage protection that's your thing.
Speaker 2:I consider myself pretty knowledgeable.
Speaker 1:yes, so you're going to call Vanessa and then we're going to come up with some objections. You can give her some throughout the call, perfect, and we'll also chime in as well. Okay, so do we have an appointment, or am I? Well, let's tell everybody how you run. What do you? Do you have a dialer?
Speaker 2:book your appointments um, so I have a dialer that books my appointments, or I book you know myself as well, so both okay, so you pay a dialer to call, schedule your day, and then how many people do you see a week? On an average, I mean I have between 10 to 12 a day.
Speaker 1:How many days a week?
Speaker 2:And I work six days.
Speaker 1:So you're just on the, you're presenting all day the whole day, the whole day. I mean 8 o'clock in the morning, until 8 o'clock in the you say the same Thing, same joke, same everything um well, depends on the client, but for the most part the same.
Speaker 2:But on the fly, on the fly, yeah, depending on, depending on the client.
Speaker 1:Gotcha.
Speaker 2:Yeah, I mean, sometimes I ask them you know, oh, in the last five years have you had any surgeries? And they're like what you know, or what are the medications that you stop, that you're no longer taking, and for how long did you take them? And they're like I can't remember. I'm like I know, I'm asking you to remember something five years ago. I can't remember what I had for breakfast today, you know. And then they chuckle on that, you know. And then they're like more at ease. I'm like, okay, well, let me think, and then they go that's good.
Speaker 1:So All right and book the appointment.
Speaker 3:Let's do one call close.
Speaker 1:I don't think she does one call close.
Speaker 3:Do you do outbound?
Speaker 2:dialing at all. I mean, I do outbound dialing, yeah, and if I can get them there, it just depends what I'm doing. If I'm focused on just dialing, then I'll just focus on dialing, and then I book them for the afternoon, or if it's a one call close, or if it's somebody that I know I've tried to reach and it's been impossible, and then finally I get them on. I'm like okay.
Speaker 1:You're getting them, I'm done. All right, let's do appointment. Though. Let's say you have 50 appointments this week. You're going to call Vanessa and you're going to try to close her, perfect.
Speaker 3:Okay.
Speaker 2:Hello, hello, vanessa. Yeah, who's this? Yes, this is Tatiana Muchacha. I'm the field medical underwriter for the state of New Jersey. How are you? Pretty good, I'm glad I'm calling you today. Regarding the, today we have the meeting regarding mortgage protection, and so I don't know if you recall receiving in the mail maybe some postcards reminding you when you closed on your mortgage to make sure that this appointment would take place. Do you recall receiving those postcards?
Speaker 3:Yeah, but I don't really know what mortgage protection is. I don't even remember really filling it out, to be honest.
Speaker 2:Don't worry. Don't worry. When we do have mortgages, obviously we fill out a lot, a lot of paperwork, and I totally understand, and that's why I'm here today to really explain to you what mortgage protection is and to see if you can qualify, because not everybody qualifies, and that is my role as a field medical underwriter. But before we start, is this your cell phone number where I can text you my state license information.
Speaker 2:It is yeah, okay, perfect. So I'm going to send this over to you. It's going to be coming from my cell phone number. I like to make sure my clients have direct access to me.
Speaker 1:Can you text that to Drew so we could pull it up on the screen and people watching can see what you're sending? Do you have Drew's number?
Speaker 3:No, hold on, if you send it to me, I can send it to him too.
Speaker 1:Yeah, so for everybody watching, she's sending something to the customer to give credibility. His number is 562-221-1659. Oh great yeah, so he is single. If there are any girls on here, he goes by Factory Fresh.
Speaker 3:I'm going to put a picture. With his age, his weight, age weight.
Speaker 4:First name age.
Speaker 3:Hobbies Matchmaker.
Speaker 1:Andrew over here Still waiting. Okay, when it comes up, drew, let us know We'll keep going. All right, we'll do, okay.
Speaker 2:So you, we'll do Okay.
Speaker 1:So you just received the text.
Speaker 2:Okay, I got it. Okay, perfect, perfect. So you can see there again. My name is Tatiana. I am the field medical underwriter. It is required by the state, as well as by the carriers that I work with, to make sure that you have this, so you know that you're speaking to a licensed underwriter. Okay, and this is regarding the loan that you initially took out with Rocket Mortgage. Okay, so, if you can, please confirm your first and last name for me and the address.
Speaker 3:Vanessa Powell, 123 Main Street.
Speaker 2:Perfect and Vanessa, it's only you on the mortgage, or do you have anybody else on the mortgage?
Speaker 3:Yep, I have a spouse.
Speaker 2:You do have a spouse, okay, and is your spouse here as well? Yeah, he's here. Okay, perfect, perfect, because, yeah, it is very important that we have but the two of you on the call, since it's involving the two of you Pause?
Speaker 1:Is your appointment setter making sure they're both there.
Speaker 3:Yes.
Speaker 1:Usually, when you call them, they're both there. Are they getting reminders?
Speaker 2:Through Calendly.
Speaker 1:Yes, They'll get a text Calendly's spitting out reminders saying your appointment's coming up.
Speaker 3:How many do you send before the appointment?
Speaker 2:They get several. They get two hours before as well. I mean they get before the day and then they get two hours before and they get five minutes before.
Speaker 1:Do they ever reschedule on their own? Yes, quite a bit.
Speaker 2:Sometimes I don't open my schedule too much, so I normally have like two days open.
Speaker 3:Got it.
Speaker 2:And even for when my dialer's booking, I really only open two days for him. I don't want him booking five days out or six days out. I want it to be for those two days. Got it Okay?
Speaker 1:So yeah, Drew, you get that picture. Yet.
Speaker 3:No, where is it getting sent to Then?
Speaker 2:I didn't go. Then I wrote his number wrong.
Speaker 1:Well, you sent it to someone else.
Speaker 2:I guess so.
Speaker 1:Okay, five, six, two.
Speaker 4:Hold on.
Speaker 1:Hold on, you want to just send it to me and I'll send.
Speaker 2:No, we want to make sure the whole world knows his number. No, I sent it to you. Okay, hold on.
Speaker 1:Okay, so you're sending just a screenshot of your license. All right, Drew, I'm sending this over to you right now. Drew, can you pull this up?
Speaker 4:Yep, just give me a sec.
Speaker 1:So Vanessa, the customer, received this screenshot we're going to pull up so everyone can kind of see. Now how much does this help you as far as credibility goes. A lot Like how much.
Speaker 2:Like I won't even start the call until they have that. And especially if I even know, like you know, sometimes my dialer will put a note like was skeptical or was confused or whatever. So just to get that out, so they know that one I'm a real person, that they can go search me and find who I am and a lot of time. And they receive that as well my license information within Calendly. So some of them have already looked me up before they get on the call Got it, so it makes it even better, so it makes it even better.
Speaker 1:Yeah, yeah, okay.
Speaker 2:And then also they receive. When they receive the text, they also see, you know, I'd only cover one state, I have several states that I cover. So then they see that I cover several states as well.
Speaker 1:Okay, mm-hmm Sweet, let's keep going.
Speaker 2:Perfect. So, vanessa and John. So I wanted, first and foremost, also to explain to you what the purpose of the call is. What is mortgage protection? Make sure that you guys understand this and then see if it makes sense for you guys and if this is something that you guys need. Okay. So, um, mortgage protection, what this does is, um, it's going to protect you guys while you're living. So, god forbid, we get heart attacks, strokes, cancer, bad car accident. We don't die, but we might not be able to work for a few months. Okay, we still have all our bills coming in. The mortgage that needs to be paid. Plus, if we're having any medical issues, we're going to have expenses with that as well, wouldn't you agree? Yep, okay. So this mortgage protection is what's going to make sure that it pays for your mortgage during that time, okay, so, for example, I had a client, 27 years old, super young, not one medication.
Speaker 2:I protected him a year ago, six months, called me in, said he had kind of like a stroke behind his eye, his right eye, lost vision in his right eye. It wasn't going to be permanent, but it was going to be for a while and he couldn't work. He had his policy, his mortgage protection policy that was able to pay for his mortgage during that time and it was six months that he did not have his vision. Once it came back and he went back to work perfect Everything the same, but he was so grateful he had his protection. He called me. He goes, tatiana. I thought I never was going to use this and I'm so glad I had it, because otherwise I would have lost my home. So that's where it makes a difference. Now are you?
Speaker 1:telling the customer this yeah, okay, so this is your presentation.
Speaker 2:Yeah, I'll tell my customer and they're like, oh, I understand this now and I go, perfect. So, because a lot of times people think, but I didn't die, and I'm like, no, no, no, but that's the whole point. Most of the most client you know, most individuals, unfortunately, lose their home when they're living, not when they're dead. It's when they're living and they go, yes, okay. So, vanessa, I see here that the mortgage is $300,000. Is that correct? Yep, that's correct. Okay, perfect. And how long have you been in the home? We just bought it. Perfect. And how long have you been in the home? We just bought it. Awesome, congratulations. New home, new year, right, fresh start, awesome, awesome. Is this first time home buying for you guys? It is yeah, oh, even better. Actually, you're probably my fourth couple today, first time home buyers under the age of 30. So this is awesome. Looking forward to making sure we can protect you guys and your biggest asset being your home, um, perfect. So how much monthly are you guys?
Speaker 3:paying.
Speaker 2:Uh, we just started paying, so probably around 1500 or so, okay, okay, and do you have to pay any homeowners association fees or anything like that?
Speaker 3:we do. We have hoA taxes and things like that, so altogether probably around $1,700. Okay, perfect.
Speaker 1:Vanessa give her objections.
Speaker 3:So I was going to say so. One of the common objections.
Speaker 1:No, no, just give her the objection.
Speaker 3:Well, it was like. Before, yeah, before so something that people will ask is is this like life insurance or is this life insurance? Okay?
Speaker 2:is this like life insurance, or is this?
Speaker 3:life insurance. What do you say to that? Yeah?
Speaker 2:So this is a form how life insurance is used to protect your home as well. Okay, so it is a life insurance product, but I do customize things based on each client. So today I'll ask you a lot of different questions. Okay, because the way I'm going to look at the two of you, it's going to be. Okay, because the way I'm going to look at the two of you, it's going to be totally different than the way I'm going to look at a couple that's 70. Okay, why? Because I look at your world and I'll customize everything based on the two of you and see what makes sense. Okay, but it is a life insurance product because they'll protect you. Anything terminal, anything critical, anything chronic that happens you'll have that coverage there as well.
Speaker 3:Now I don't know if I would be interested because I have coverage through work.
Speaker 2:Perfect. Most of my clients do. Unfortunately, what happens with work I don't know if you're aware of this is you're paying the life insurance. You pay it very cheap, right? Why? Because you're not the policy owner, okay, you just have like a certificate. It's really the company, and once you leave that company you don't have anything, okay. So you want to have something that you own, that you're not attached to a company that's going to dictate if you have life insurance or not.
Speaker 3:Got it. Yeah, I mean we just purchased the home right, so we have a large bill coming in now. So we're just kind of worried about adding on another bill to our expenses. How much does it cost?
Speaker 2:That's the purpose of the call today.
Speaker 2:That's the purpose of the call today, because it's different for everybody and I can't even tell you it's going to be 30 or it's going to be 5 or it's going to be 100. I can't Because, again, I customize everything based on the two of you and it's going to depend on your age, your health, how much coverage we put on and how I structure it we put on and how I structure it, and then I'll come up with a few different options for you guys so we can see what best fits the two of you. And that's a decision. You guys will decide which of the three options is best. Okay, okay, perfect, okay.
Speaker 2:So let me see here, vanessa, what is your date of birth? 10-9-99. Okay, perfect. Are you a smoker or non-smoker? Non-smoker. And what's your height and your weight? 5'7", about 120. Okay, perfect. And what's your occupation? Insurance, awesome. And how much do you make? Maybe monthly or yearly? Why do you make maybe monthly or yearly? Why do you need that? Because, again, I'm going to make sure I'm looking at your world, okay, and I want to make sure I customize everything and that it's something that you guys can afford as well. Like you said, you have a lot of expenses coming in. Okay, this is going to be one that you know. We want to make sure that you get a flat tire or anything like that, or the car breaks down. You don't say, oh, I'm going to cancel my life insurance because I need extra money now to change the tire, you know. So this is why I ask all these questions to customize everything for you.
Speaker 3:Okay, so we make around for you.
Speaker 2:Okay, so we make around. Well, I want to know what you make and then I'll ask what your husband makes, because, again, I want to make sure I separate everything.
Speaker 3:So I make around 3,000 a month. Okay, my husband makes around also 3,000.
Speaker 2:Okay, Perfect, and so now I'm going to ask the two of you these medical conditions. You tell me if you guys have had any of these. Have we ever had a heart attack, a stroke, a TIA or cancer?
Speaker 1:So let's skip through the medical stuff, but and then continue. Where do you pick up after all the medical questions?
Speaker 2:And then I get all the medical questions and then I go. Does anybody else live in the home with you guys, or is it only the two of you? Yep, we have kids. Okay, and what are the ages? One and three? One and three perfect great ages. And do you guys have any significant forms of savings, like any 401ks, iras, stock bonds, mutual funds, anything like that? What does that have to do with my mortgage protection? Again, like I said, I like to see your world, because I'm not just looking at today, I'm looking at your future. So I want to make sure that you guys have the right amount of coverage based on what you have. Yeah, we have a 401k.
Speaker 2:Okay perfect, and that's with your current employer or your past employer. Current, perfect, okay. And do you have an idea on average how much you might have in there, like $50,000. Okay, perfect. And do you guys have anything that acts like life insurance that you actually own? You said that you have the one from work, but do you have anything that you own? No, okay, okay. And then God forbid, vanessa John passed away tomorrow. Would you want to stay in this home or do you think you would move somewhere else?
Speaker 3:I'd want to stay here with the kids.
Speaker 2:Okay, okay. And what would John want to do? Would you want to stay in the home as well? Okay, perfect and okay. So now let's go over. Like I mentioned to you that I was going to do some medical questions, now I'm going to ask some financial questions. Okay, more about your expenses. So what are your expenses monthly? On average, $3,000 a month. Okay, okay, normally I go down through every expense, but I'm not going to do that.
Speaker 3:I mean dude we should jump to like once you pitch options, because I feel like that's where.
Speaker 1:Yeah, I just want to dig in on the why. Because, like you're kind of creating the need for it. And then do you ever reference like how expensive stuff is, like when people are like, well, a hundred dollars is expensive and you're like dude, like you can't even go to chipotle with like three people and not spend a hundred dollars yeah, you guys ever do that.
Speaker 2:Yeah, I do well what I do. Also, when I do the expenses right, then they're paying like two hundred dollars on cell phone, right? Got it and then they're working, they're doing cables and all these subscriptions and once they realize what they're doing cables and all these subscriptions and once they realize what they're spending on some of these things, they're like hmm.
Speaker 1:I think I have like five Paramount Plus accounts. There you go.
Speaker 2:Netflix. You know all the different. You know Hulu's all up, you know it adds up, it adds up, so once. Because then once I go out and give them a quote and they say let's just say it was a hundred dollars, they go oh my god, that's so expensive.
Speaker 2:I'm like, oh yeah, but you're paying 250 on your cell phone yeah so you know what's more important in your cell phone or your life in your home. So then I just I just throw it back at them and I'm like, okay, well, is it that you just don't care? You say that, oh yeah, sometimes when I'm talking to the clients, they're like ah, ah, and I go. Well, there must be one of these three reasons why you're not taking the policy Like if they were to go oh, I can't do this, it's too expensive, or whatever. There must be one of these three reasons why you're not taking the policy Like if they were to go oh, I can't do this, it's too expensive, or whatever One. You don't like me, and that's fine. If that's the case, tell me. If I didn't do my job correctly, tell me so I can improve right Then. Second, you can't afford it, but you can, based on the information that we did, but you don't want to.
Speaker 2:And then, lastly, you just don't care. You just don't care about your wife, you just don't care about what happens with your kids when you're gone. You just don't care. So, out of those three options, out of those three reasons, what is the reason why you're not going to take the policy today and see if I can get you approved and I just shut up?
Speaker 1:He's definitely not getting any after that if he says no.
Speaker 2:Oh, and I shut up. I mean I've had a client that said my car is more important. Damn, because he was paying thousands in the car he goes. The car is more important. I said you know what? Then I can't help you. What did his wife say?
Speaker 1:in the car he goes, the car is more important. I said you know what? Then I can't help you. What did his wife?
Speaker 2:say, I told her I was like I'm so sorry, I'm so sorry, I can't help you. I said, if you do change your mind, call me back, but I can't help you. And those three things I constantly say to clients.
Speaker 1:How many times do people say yeah, see ya.
Speaker 2:Like oh yeah, I'm just not interested. Bye, oh, a lot.
Speaker 1:But you're not going out easy.
Speaker 2:No, oh no, I leave it all. I leave it all. I mean, I've gone in some heated conversations with some clients and they're like don't tell me, I don't care about my family. Well, you have no life insurance currently, but you're spending all this other stuff. I'm giving you a life insurance for $40, and you are not taking it and we don't even know if you're applied. And I said, and today, you're the healthiest and youngest you'll ever be. So, don't you know, call me in six months. What I told you today might not be available on the table for you. Why?
Speaker 1:don't you just go call me next week? Here's my information. Call me when you're ready.
Speaker 2:They'll never call you. And when they tell're ready, they'll never call you. And when they tell you, oh, I'll call you, yeah, yeah, I'll call you when we decide Right, then and there tell them you know I'm not top of mind for a lot of people and you're not going to call me next week, so just tell me now. No, no, no, no. We really didn't need to think about it. I'm like the carriers need to think about it too. That's what I told them First. We put in an application. We see if we can get you approved. Once you're approved, we still have 30 days to go up down. Whatever you decide to do Because, again, I'm customize everything based on you guys we want to make sure it's something that works.
Speaker 1:Yeah, that's huge, I love it. So you go right at them.
Speaker 2:I go to the juggler.
Speaker 1:You don't play no.
Speaker 2:Plus, I have so many. But one thing is when I'm with a client, I'm with that client and I will give it all, even if I know I'm late now for my next one, I don't care. I'll finish with the client that I have in front and then I'll go to my next one.
Speaker 1:What's the craziest thing you've said to a client?
Speaker 2:well, that one about the car I was like.
Speaker 1:Really your car is more important than your wife have you seen the dude who's in love with his car on Instagram? Have you guys ever seen?
Speaker 4:that.
Speaker 1:He's like in a relationship with his car. It is hilarious.
Speaker 3:What kind of car?
Speaker 1:It's like an old Toyota or something, I don't know.
Speaker 4:That's funny.
Speaker 2:But yeah, that one, that one was heated.
Speaker 1:Crazy.
Speaker 2:But the funny thing is, the wife called me like a week later Her Okay, she said I want to get it for my kids. So he doesn't have any. He doesn't have any, but I got them protected.
Speaker 1:I've had that a few times.
Speaker 2:Yeah, I've had that a few times Because I've had several calls where I have the client that's like I need the husband and she's like he doesn't want to do it at all. He does not want to do it, but I do.
Speaker 1:I've had that so many times.
Speaker 2:And I'm like, okay, I do, I've had that so many times. And I'm like, okay, I'm like, then, that's because otherwise I would call that a one-legger and I don't like to do one-leggers at all. But at that point it really wasn't a one-legger. He was not going to show up at all, he did not want to participate, but you still got the sale, I still got the protection. Yeah.
Speaker 1:Yeah, I the protection. Yeah, yeah, I started telling people which I wish I learned this earlier. When they're like we need to think about it, they would always say can we think about it? They wouldn't say we need to think about it. They go can we think about it? And I would just go no, we just need to know which one you think works for you to get you approved and we can adjust it if we have to, so which one is the most affordable. And people would be like oh, we can't think about it. Okay, that one is the most affordable that works. Do you do that?
Speaker 4:yeah, yeah, I I'm very direct with people, um, and if I hear I think about it. Past presentation. First of all, I think most objections are areas of education, so there's a reason that they're objecting. You need to dig into that, have that conversation and then from that point, if they still feel they need to think about it, it's very simple. It's either price, the coverage, or they just don't care. They just don't care.
Speaker 1:Yeah, I spent too many years being too soft and like people saying they're going to call me back. You want to know a messed up story? This, I was so nice and people would just literally like take advantage of my time, like crazy. But this was the breaking point. Okay, I this is when we had to drive to go see people, but I it's like saturday night and it's like 8 pm and I'm with this family and they just had a kid, guy's, a police officer, they pick out their plan and they're like super happy and the kid, they need to get the kid in the bath, which, now that I know, now that I have kids, I know that is not an easy thing to do but they go.
Speaker 1:All right, come back tomorrow and I'm gonna have all my friends who are also police officers over, because they need this too, and I was like dude, I live two hours away. He's like, well, it's going to be worth it for you, okay. So I drive home, go to like in and out at like 11 pm because it's that late, uh which is a usually a must if you're running appointments on the weekends and then come back. I drive back the next day. I get there at like 9 am. Not only did he not answer the door, but they were home, okay. So I'm sitting there like calling, texting nothing. So then I drive home and I'm like I'm never, ever gonna take this. Uh, I need to think about it ever again, because I've never had anyone get covered ever. So I'd rather just do what you're doing, which is just be okay with being uncomfortable, and try to close them, or not.
Speaker 2:And I've had clients that, yeah, they have called back, but they're far in between. So I'll be like whoa.
Speaker 1:I haven't.
Speaker 2:I've had, I've had've had, and I've been like whoa, okay, are you ready now? Okay, I'll, I'll do it, but, um, but yeah, it's not that many yeah, crazy, okay, um.
Speaker 1:So let's get to pricing. And you wanted to give objections when she shows you prices yeah, okay so like once you.
Speaker 3:What do you say when you know obviously you have your pitch, you go through. How many options do you go through?
Speaker 2:two, three um, depending um on the client, but on average I do three. Sometimes I might do two, but I'll do. Let's say, if it's a mortgage I might do like a full mortgage, maybe like maybe like for yours would be, I don't know 300,000. Then I would do maybe like a 200 and a 150.
Speaker 3:So I do a full mortgage a little bit less than the full mortgage and then half of the mortgage and how do you determine if you're going to be pitching both spouses options, Like do you just automatically do both?
Speaker 2:Well, once I see how much income each brings. So if the mom is a stay-at-home mom, okay, and he's bringing all the money, okay, and if we have a really tight, tight budget, you know, working with my priority at that time is going to be the dad, okay, the husband which makes sense but at the same time, let's just hypothetically say budget is fine, still, wife doesn't work.
Speaker 2:Okay, because she takes care of the kids. Husband makes all the money. But I still tell them okay, you know what? If Vanessa gets sick? Okay, now who's going to take care of the kids? Now, that's time off your job, that you have to stay home? Okay, to take care. So that's an expense or that's income that you're not going to be receiving, while at least if we have some coverage on her, if something like that happens, at least we'll be able to cover at least part of it for that. And they're like that makes sense. But a lot of times I'll be like we don't necessarily need to put the same amount on each. But then if they both have equal income coming in and there is a budget, then obviously it'll be for both, because something can happen to one or something can happen to the other yeah and one objection I get is a lot of times like well, do we have to get it for both of you, both of us, or can we just get it for one?
Speaker 2:you know, like that's a question a lot of times I get and then I'll explain to them the reasoning behind it and they're like, okay, that makes sense how important is it to tell stories? Very, because you're making it live that's the only way I learn.
Speaker 1:Like there is, like stories, I can learn easily so I'll I'll kill my clients in the call.
Speaker 2:I bring them back to life, okay.
Speaker 2:I do I do so, you know. So I'll kill Vanessa. So I say, okay, so now Vanessa passed away, but no, vanessa's dead. Yep, now what does his world look like? And I just let him talk and he's like, oh my God, now I have to take care of the kids. Now this, now that All of it is on him, I just let them talk, then I bring her back to life and then I kill him. Then I hear what she has to say, then I'm just repeating what they said to me.
Speaker 2:If I hear you correctly, your world would be upside down. You might even move to your parents' house because of the kids. That means a lot of stress, not only having to, you know, take care of any of his final expenses, but then fixing up the house, moving, all this. That's a lot, okay. So that's how I decide the amount of coverage as well. You know, if we did a full, a half Because even if I do a half, I calculate it for them how many years that's going to be. So if we have one kid that would be out of high school in five, ten years, you know, like out of school, then I'd be like by that time, you know, know, you have 10 years of mortgage payments here. Your son will be graduating, you'll be able to move wherever you want and your house is paid to.
Speaker 2:You know, whatever we coverage we put on and they're like oh okay, that makes sense yeah, that's huge.
Speaker 1:Um, all right, what are some objections you have that we can give her? What are some objections you have?
Speaker 4:that we can give her For price or just for anything.
Speaker 1:Just for anything throughout the call? What are we missing?
Speaker 3:How do you handle? Because with mortgage protection, a lot of people go into it having certain expectations about what they want. So how do you handle people? Let's say you're pitching equity protection? How do you handle people saying to you well, I want the full mortgage paid off. Oh yeah, that's a very common thing to get Very common yeah. What do you say to that you?
Speaker 2:get a 70-year-old? Oh no, I want $400,000.
Speaker 2:I only want the full mortgage, I want the full mortgage, or that's it. And I said you, I want a Ferrari, but I have a Ford. You think I'm not going to use the Ford to move around because I want a Ferrari. And they're like okay, but I still need to get stuff done, so the Ford allows me to do that.
Speaker 2:This is what the equity protection is going to do. It's going to allow your wife to have some peace of mind, to be able to mourn you, to be able to decide what she's going to do. And we're protecting that equity, because unless you want to give that money to the bank but I would want to leave it to your wife if something happened to you and then they're like oh, okay, you're right, but that's a tough one, because they always want the fool, they always want the, and it's always those that can't get it. You know that much. And I'm like no, no, no. And I always tell them something is better than nothing. Here, with the equity protection, we're giving her a year, a year and a half or two years to decide what she's going to do, and that's a peace of mind for you and that's a peace of mind for her.
Speaker 3:And then they're like okay, yeah, but I need to talk to my kids about this, because they're going to be the beneficiaries.
Speaker 2:Don't worry, I'll definitely talk to the kids as well, actually, because that's something that I do. So because it's important for your beneficiaries to know what you have. Okay, in case something does happen. Okay, they know who to reach out. They know that they can reach out to me, to the company, directly, um, so I will establish a relationship with them as well. Okay, but you need to make the decision. It's your home. So what if they say I'm in the shower.
Speaker 1:Can you call me back?
Speaker 2:I've had those and you know what is what I've told them. I'm like why did you pick up the phone?
Speaker 1:I've got that a few times that I'm like are they lying to me? Oh no, I'll hear the shower. You hear the shower.
Speaker 2:Oh, I've had, I've had, I like two and and they're like just just give me a second and I'm like no, I'll call you back in five minutes like finish up. Yeah, oh yeah, we've had all kinds.
Speaker 1:That's fun. It seems like you also have fun with it though.
Speaker 2:You have to, you have to have fun. First, you have to have that fire, that drive right. And I've always been a very driven person, while in pharmaceuticals, everything just my daily life I'm very driven. But you have to have that fire, you have to have that excitement. Every day is different, even though every day you're calling and every day you're talking, but every conversation is totally different. I have a blast. I mean just even hearing my son in some calls and we all get this. Some calls it's and we and we all get this.
Speaker 1:You know, sometimes we get a call and we get all the words given out to us like yeah, all the bad, all the bad words, oh yeah oh, I have a recording for my son.
Speaker 2:I have to play that to you guys. It's crazy, crazy. And he kept his posture composure the whole way through. Okay, okay, sir. Well, I guess you're having a bad day today. I'll call you tomorrow.
Speaker 1:Did he close them? No, some of the meanest people have bought the biggest policies.
Speaker 3:Same. They're always so nice too when you call them out, Like when you're just like are you having a bad day, Like are you okay, and then they're like whoa, yeah, Like when you're just like are you having? A bad day, Like are you okay? And then they're like whoa yeah?
Speaker 1:So basically, what I'm getting is the top producers are very straightforward, because you guys are all saying the same thing, like I. Just tell them the truth. Don't beat around the bush Call them out.
Speaker 2:Oh yeah, like, and everybody knows me, I have no screen, Like I'm very direct just in my daily living and my work, everything. And some clients appreciate that.
Speaker 1:Some clients don't. I think most people do though. Yeah, they like that honesty, yeah.
Speaker 2:What's driving you to keep going Seeing well? One, obviously sales. You know sales always drives you. But two just making a difference in people's lives, just putting that seed in their family and letting it grow. I've had some really amazing relationships that I've built up with the different families and I still have not met them, you know, face to face. But whenever I go to that state, you know, I know I'll call them and actually be able to meet them. There's one family it was a mortgage protection lead and I started. I protected him. She had a 401k $120,000 sitting there. I created an annuity for her. Now I'm doing an IUL for the daughter. So it just from one lead.
Speaker 2:That, that's legit and they call me christmas my birthday.
Speaker 3:I do the same, so so it's nice, it's nice yeah, I think, uh, you hit a lot of these big objections yeah, I mean, I think the main ones which we went over which were think about it, I need to talk to my spouse, um, and then I mean just like upfront objections, if you're dialing, you know yeah, have it taken care of.
Speaker 1:I'm not interested the other thing is like the importance of setting it up with the husband and the wife, because I would have people tell me you don't want my wife here because she's mean, and I'm like, well, she has to, because it's my job, and then she comes and she's the nicest person ever, and that's the only reason they get the policy is because of the wife.
Speaker 1:But long story short, you don't want them to say, well, I need to talk to my wife about it, I can't do anything now. After you do you spend 45 minutes with them.
Speaker 2:Right, you spend 45 minutes with them, right. Oh yeah, oh yeah. Because you have to do a whole new call. You have to do a whole new call and the husband's there. So I'm like, and they go well, I'll just give him the information. I'm like sorry, I need to record the call and I need both of you in it. That's it.
Speaker 1:Do you record the calls? Yeah, you record the calls. Yeah, you record the Zoom? Yeah, you do Good for you.
Speaker 2:That's cool, yeah, and they know.
Speaker 1:What do you do for motivation. Is there days where you don't feel motivated? Is there days where you're really motivated?
Speaker 2:I mean obviously you have ups and downs, for the most part always motivated. One thing my husband and I do is we got into pickleball. So when we play pickleball you cannot think about anything other than pickleball. As soon as you think about something else, boom the point goes, who wins? Most of the time it's me so you beat him in pickleball and production we're pretty close on pickleball. You know pretty close, but we have so much fun. It's so much if you haven't played it, it's so much fun um, it's fun yeah, it's so much fun you can't think about about any.
Speaker 2:So that is our break. So we'll take a break between 12 and 2.
Speaker 1:Every day, every day, every day. Yeah, pickleball every day, every day. Have you heard of Chicken and Pickle?
Speaker 2:No.
Speaker 1:It's a place in Vegas where they serve chicken and alcohol and they have a whole bunch of pickleball courts everywhere. They just built it. No. Pickleball courts everywhere, they just built it. No, we should have went.
Speaker 2:Yeah, that would have been fun. That would have been fun, that would have been fun.
Speaker 1:But I just don't know how those two things mix Like alcohol. I don't know what kind of chicken it is. This place is huge, but it doesn't seem like all those mix together.
Speaker 2:I guess, you have options. I guess you have options, but yeah, and that's perfect, because that like breaks our day and that's like our stress reliever and we'll just play pickleball, then, you know, at the gym, then take a shower, going on sauna, you know, do that, and then two o'clock comes, we're fresh for the rest of the day, till nine.
Speaker 1:My friend was telling me he was like a lot of people have issues because they think it's always supposed to be good.
Speaker 4:And it's not.
Speaker 1:It's never always going to be good, you're never always going to be happy, you're never always going to be on, you're never always going to. But people want to be happy and they want the fun, productive part of everything all the time. And then, once you just realize I just got to go through this bad part or get through this and everything turns around.
Speaker 2:Get back on the wagon and keep on going.
Speaker 1:Yeah, keep going. Have you ever gotten real negative?
Speaker 2:You know what? No, because my husband also makes sure that we're. He's very positive, energetic, you know, and we're always, you know, reading and doing meditation. You know all of that.
Speaker 1:Your husband does have really good vibes, like happy vibes.
Speaker 2:Yes, yes, everywhere he goes, he brings just that joy to everybody. I mean it's crazy. I joke around with my mom, but I'll call my mom and she'll be like where's Gio? Because he always, when I do the FaceTime with him, he always pops in and he's like there's my Gio, there's my Signor Giovanni, as he calls him, and so it's just that positive vibe, you know. And so he always and yeah, when I have bad days, he's like Mom, shake it off, let's go, come on, let's go. You got this, you got this, remember this, remember that. Go meditate for 15 minutes.
Speaker 2:You know, turn it off and he's very supportive supportive like at home as well. So so it's keeps me going.
Speaker 1:Yeah, can I call him if I'm having a bad day you can totally, he will change it in a day for you in a minute he is.
Speaker 2:he's like I remember the other day I can't remember where he was and uh, oh, I think in one of the zooms now with the team and stuff and they go boy, you had a lot of energy.
Speaker 1:Dude. Even when he was telling me he lost everything, he seemed happy. I was like this guy's awesome.
Speaker 2:He always sees the positive in everything.
Speaker 1:Yeah.
Speaker 2:So I'm very thankful that he is that way.
Speaker 1:That's cool.
Speaker 2:Because I could get in a rock and this business could be very lonely for you as well. You know, because you're dialing and dialing and smiling and you know making the appointments and taking care of all that. But you're doing it. Some people do it from home, some people go to the office, but a lot of people are remote. So it's a great thing that we have the Zoom where everybody can be there, you know, and you can hear other agents as well and learn from them and you can help them in their calls as well. So I like that environment, that you're kind of alone but at the same time you have a whole crew behind you, but at the same time you have a whole crew behind you.
Speaker 1:Yeah, it's important to be plugged in or it gets real lonely.
Speaker 2:Yeah.
Speaker 1:And then you can't get out of your negative thinking because there's no one else to like Get you out of it.
Speaker 2:Yo Snap out.
Speaker 1:Yeah, yeah. But some people say they don't go through that. But I did and I kind of think they're lying.
Speaker 3:I think it's just getting new agents and new energy around consistently, like new people to be around is what keeps me excited yeah, because you forget what it feels like to be a new agent and get that check yeah, get that check like all the jitters you have on the phone making your first sale yeah, that's huge, all right, cool.
Speaker 1:Well, thank you for sharing. You're an animal and now I know why you're doing so much premium. Can you share your contact info if someone wanted to work with you?
Speaker 2:Yes, definitely so. Again, my name is Tatiana Muchacho-Stein and my phone number is 617-710-2910. And you can also find me on Instagram as Tatiana Muchacho cool.
Speaker 1:Thank you for coming in.
Speaker 2:Thanks guys thank you guys.