How to Sell More Mortgage Protection in 2026 (Ep. 277)

He was 21, already producing at a level most agents never touch, then a single decision flipped the whole trajectory. Adrian Sardinas joins us to talk through what happened when he left a winning situation out of loyalty, what it cost him in real dollars, and why coming back with the right systems and carriers instantly changed everything.

We get honest about the stuff people argue about online: choosing an IMO, rumors about whether agents get paid, and why “belief” is not enough if your speed to pay, product access, and lead strategy are broken. Adrian shares what he now looks for in leadership, how team culture is built, and why consistency like waking up early, training daily, and sticking to a routine is the difference between a rough month and a relapse-proof career.

Then we go full tactical on life insurance sales. We break down mortgage protection direct mail leads, what mailers cost, how long responses can take, and why retention is often better than digital. Adrian walks through his underwriter-style scripts, one call close flow, and the small details that keep you from getting smoked on inbound leads, including texting your state license and making sure the right decision makers are present.

You will also hear clean product frameworks you can use today: equity protection, critical period mortgage payment coverage, return of premium cash back term with living benefits, and the 30% discretionary rule that keeps clients protected without making them insurance broke. If you got value, subscribe, share this with an agent who needs a reset, and leave a review with your biggest lead or closing question.

*****DISCLAIMER****** 

Results mentioned in this content are not typical and are not a guarantee of future performance. Individual results will vary based on a number of factors, including but not limited to experience, market conditions, product availability, and individual effort. Any examples, case studies, testimonials, or income figures shown are for illustrative purposes only and may not be representative of the experience of other individuals. Past performance is not indicative of future results. Insurance and annuity product guarantees are subject to the claims-paying ability and financial strength of the issuing company. FFL USA does not provide tax, legal, or accounting advice. Consult your own tax, legal, and accounting advisors before engaging in any transaction.

Transcript

SPEAKER_02 0:00

What's up, everybody? Andrew Taylor here. Today we have Adrian Sardinis with us. Thank you for coming in.

SPEAKER_03 0:05

Hi, Jardine.

SPEAKER_02 0:06

Adrian, how how old are you? 24. 24. You're this is what I'm going to say about you. You're it's nice to be around you because you're always positive and you get crazy results. But some people you're around them and it's kind of like they bring you down a little bit. I feel like every time I've been around you, I've left in a better mood because regardless of what you guys are going through, you're just like, yo, this is we're gonna make the best of it and we're gonna figure this out. What's your biggest month in life insurance?

SPEAKER_05 0:36

My biggest month is sixty-two thousand.

SPEAKER_02 0:39

And what's your what's what's your biggest team month?

SPEAKER_05 0:43

Our biggest team month is

Meet Adrian And The Numbers

SPEAKER_05 0:45

gonna go ahead and be 312,000.

SPEAKER_02 0:47

312,000 for Mamba. When did you get into life insurance?

SPEAKER_05 0:51

At age 21, 20, turning 21.

SPEAKER_02 0:54

And when did you come in here last time? At age 21. So this was four years ago, too? Three almost three now. About three. What the hell? That's crazy. All right. We pulled up some clips. I have not seen them. Drew said he pulled some up of your first podcast when you were 21 coming in here. Maybe it might be two years ago, but let's see it. Yeah, let's see it.

SPEAKER_00 1:15

Yeah, it's the it's the video, so I'm gonna pull it up right now. Okay. I didn't really chop it, but we'll just scrub it.

SPEAKER_05 1:27

Think of pretty much every weekend, every Sunday we'll go out there, spend some time with the family because the family is important. There's chickens, roosters, horses, ponies. There's a lot of animals there.

SPEAKER_02 1:39

So my four-year-old is obsessed with animals, like I'm talking beyond obsessed. That's all he cares about. I could go to the watches all these people on YouTube in Florida. Oh yeah. Where do you live at in Florida again? Right when you wake up a cold shower. Right now I'm in Kendall. And then Miami go to the gym and then go to the office.

SPEAKER_05 2:01

So I'll go to the gym, yeah. So wake up, um, cold shower, meditation, drive to the gym there by 6, 6.15, work

Daily Habits That Never Changed

SPEAKER_05 2:10

out between from 6.15 to 7.15. 720. Drew, pause it. I'm there with my team every single morning. And around 720.

SPEAKER_02 2:19

Do you still do all these things? Every single day? Every single day. Yeah, that has not changed. So this is two and a half years later. Yeah. You're still doing these things every single day. How do you do that?

SPEAKER_05 2:30

On a daily basis, because no one else is gonna do it. And it's really came down to like the perspective of like who you want to be. And like when I joined insurance three years ago, I've always said, who's that millionaire version of me? How do I talk? How do I act? What time do I wake up? What is it that I do on a daily basis? And that just comes down to like if I don't do those things in the morning, I'm failing myself.

SPEAKER_02 2:56

And do you drink? Every now and then, but it's not really something not often. No. And how does your whole team do this? Wake up early. Oh, yeah. It's right. Everybody has it's part of the culture of your team.

SPEAKER_05 3:10

Yeah, if you want the results, you gotta do the work.

SPEAKER_02 3:12

Now, how much were you selling then when we did this video?

unknown 3:15

A lot.

SPEAKER_02 3:16

Did you do Hall of Fame? Yes, I did. So at 21 years old, you did Hall of Fame, which was $400,000 in one year of issue pay premium.

SPEAKER_05 3:24

Yes.

SPEAKER_02 3:25

Okay.

SPEAKER_05 3:25

It was $450, I think that I did that year, to be exact.

SPEAKER_02 3:28

Drew, keep let's keep going through this thing.

SPEAKER_05 3:32

We'll go upstairs, we'll do some abs together, we'll spar together. At the gym. At the gym. We'll go to UFC. Nice. And then from there we all go to the sauna. Meditate there as well.

SPEAKER_02 3:45

Alright, pause.

SPEAKER_05 3:46

Same meditation.

SPEAKER_02 3:47

So you do it. What's the meditation you do? I remember it. It's it's a six-phase meditation. Six phase meditation on YouTube, which did Vivian get you on that?

SPEAKER_04 3:55

Yes.

SPEAKER_02 3:56

Which is an awesome thing. I need to do that actually more, but I did do it a couple days. It's it's huge.

SPEAKER_05 4:03

We especially our last lock-in we recently just did. Like if you're going through adversity, you're having a tough morning, like always put it on that meditation and it just prepares you for the day.

SPEAKER_02 4:12

Do you find your days way better if you do that? Yes, a thousand percent. Do people automatically go negative, but this helps them?

SPEAKER_05 4:20

It's I would say it's something you gotta do on a daily basis to actually see like the compacted results over it. But you'll notice like your tougher days, your smoother days. When you do it on your tougher days, on your smoother days, you notice the big difference how much it helps.

SPEAKER_02 4:36

Crazy. Okay, Drew, let's keep running through this.

SPEAKER_05 4:41

Same meditation, sauna. The moment you get out the sauna, cold shower.

SPEAKER_02 4:47

Let's skip around a little, see what we can find in here. Which is why get around people. So plug into whatever your team's doing. There's a lot of people that are just kind of like lonely everyone likes to help.

SPEAKER_05 4:59

Find someone you can really relate to, figure out what they did, figure out what people are doing to be successful, and just implement it in your own life.

SPEAKER_02 5:06

What if I said, Well, the guy that hired me doesn't help me, so I can't be successful.

SPEAKER_04 5:12

I think you wouldn't make it. I think you're being a wussy. Being honest, your mindset's already not there.

SPEAKER_02 5:19

So do you tell anyone just to throw the talent? Like if they if they're not doing these things and they're just kind of like what we call success zombies, they show up, they say they want to, but they don't put in the activity. Alright, Drew, you could pause this. Yeah, they're they're like you said, they're zombies. If anyone's watching this, they can they can go and find this on YouTube and watch your original one, which I think was really good. But this is the funny thing. You were doing really well. We recorded this video, you hit Hall of Fame. How much money did you have saved?

SPEAKER_05 5:52

Top one in time. Over 60,000.

SPEAKER_02 5:56

Okay, so you had over $60,000 saved. Now you come from mortgage protection spending a lot of money on leads, right? Yeah. And that's what we're gonna talk about today. But then, next thing you know, someone calls me and they're like, yo, Adrian quit. And this is two years ago, so I'm like, man, that sucks. We lost a good one. But fast forward,

Leaving For Loyalty Then Losing Momentum

SPEAKER_02 6:20

now you're back. We're gonna talk about that. What happened, like what happened there, and what happened over the last two years, and what happened since you came back.

SPEAKER_05 6:30

A lot, and it's actually funny, like looking at the videos, because if you were to tell me when we started that podcast, everything I would go through from now to then, I wouldn't believe it.

SPEAKER_01 6:42

What was it?

SPEAKER_05 6:43

A lot of adversity, and then this business will make you or break you, and then obviously coming from like 450,000 as a new agent, still learning the game, still understanding it. Um when you lose certain systems and you lose certain products and you lose certain carriers and you don't have things in place, it can affect you. Especially like the trajectory you're going, it could set you back. Um, so in this case, for example, when we did this podcast two and a half years ago, I think now to be exact, um left FFL. Why? The reason I left FFL was honestly loyalty. Due to my upline, they wanted to leave, and I just followed them.

SPEAKER_01 7:33

Okay.

SPEAKER_05 7:34

Um at the point of my career, um, obviously being at that time when we made the switch, I lost a lot of money. A lot of it. Um had to pretty much go back to the basics. There was something that someone told me, someone's biggest failures or success. And then I had to pretty much go all back to what I was doing, but I was doing it on a daily basis no matter what, it just wasn't falling.

SPEAKER_02 8:06

Okay.

SPEAKER_05 8:06

And then what happened? Um went from one transition to then I went to another transition to now I'm back here. Um we've been here officially a little bit over 30 days, I would say 45 days to be exact. And I miss it.

SPEAKER_02 8:26

What and what so how's it going since you're back?

SPEAKER_05 8:28

So our team our best month is three hundred and twelve thousand, and we just did to be exact, a hundred and forty nine thousand for the week as a team.

SPEAKER_02 8:42

Okay, so you're pacing six hundred K.

SPEAKER_05 8:45

Yeah.

SPEAKER_02 8:46

Love it.

SPEAKER_05 8:46

Within 45 days, we did half our best month in a week.

SPEAKER_02 8:50

Is this issue paid or something? Issue paid. So you're not tracking submit. No. Are your guys fired up? Or they're super expensive. But why? What changed?

SPEAKER_05 8:59

Systems, carriers, belief. There's proof in the pudding here. There's everything.

SPEAKER_02 9:07

Now, what were you told about FFL, all these horror stories?

SPEAKER_05 9:11

Um they said everything in terms of there's bad people in FFL, um, which is not true because if there's bad people, like there's a well, how much does a FFL do again? Almost a billion a year?

SPEAKER_02 9:24

Well, we're pacing a billion now in issued premium.

SPEAKER_05 9:29

So, like all the false they said is like at the end of the day, you guys are pacing, we're pacing to do a billion dollars. Like, it's not I don't think there's anyone else doing that. Um, all the lies they said, like, FFL's not the place to be, there aren't people really making money, like, that's a lie. Like, I'm 30 days in and made the most money I've made within the last year and a half since I've left.

SPEAKER_02 9:55

You just met Edmund in the uh office, yeah, and he's making I think 200 grand a month. He's been here six months and he doesn't sell. That's in all all in overrides. But, anyways, there's a lot of successful people, yes, a lot of people doing very well. So, congratulations on your success, dude. I find it interesting though, like when you when you have a target on your back and everybody tries to tear you down or they're waiting for you to fail. But I feel like we do a very good job of ignoring it and continuing to work and do the right thing and seeing what happens.

SPEAKER_05 10:39

I mean, at the end of the day, if people aren't paying attention, if people aren't talking about you, you're clear doing something wrong. Facts. Um, so there's always gonna be hate, there's always gonna be people watching you. As long as I know, regardless, our team, our people, they're always gonna do what's best for us and what's best for everyone. You put God first, you show up on a daily basis, you're gonna get the results. And people are gonna hate, people are gonna want to follow, people will fall off. But there's one thing that I know for sure in two, three years that I've been in insurance, with a transition, my guys following a transition, my people are making so much money now, and it's 45 days in. What are they saying? It's ridiculous. Just it was just everything's just dropping. It's just another thing, too, that plays a huge factor is when you have systems and carriers in place. Speed to pay, how fast you're actually getting paid, cost of leads, what comp our carriers paying you at? Are you taking a hit there? Well, that all plays in a in a huge pact when you're running a business.

SPEAKER_02 11:46

Hmm. Love it. Well, dude, we're glad you're back. Glad to be back. Um, let's go back. What would like how did you end it up how did you end up selling life insurance? What did you do before, and then what was it like growing up for you to want to do this?

SPEAKER_05 12:02

Well, originally I worked at waste management, which is a a dump facility where scale house comes at a scale house where you come dump your truck, and I would weigh I would stay there and I would weigh there. Your truck, and for me it was I asked my boss one day how long you've been here. It was like 19 years, because he was complaining about wanting the next job position to pay him a hundred and twenty

Coming Back Strong With Better Systems

SPEAKER_05 12:30

thousand. And I was like, You've been here nineteen years, and your next job position is a hundred and twenty thousand. And I just knew at that point it wasn't gonna be the place to be. Like I was in a four by four wall. I said I wanted something different. I saw people were doing insurance, I had to get out what I was doing, and I made the jump. Took out what I had in my 401k, I said this out a couple hundred dollars to my name. I never got my 401k money, and the moment I got into it, I really just fell in love with like the whole process and actually because obviously there's insurance, there's sales, but there's also who you be who you can actually become. And I fell in love with that whole process.

SPEAKER_02 13:16

Yeah, that's awesome. And then back to when you left, because I I forgot to ask you this. What was it hard to come back because of pride or like anything like that? What and how'd you make that decision to be like, yo, I'm just gonna go back?

SPEAKER_05 13:37

I for me it was honestly, it was actually pretty simple because I already had a lot of success in FFL in the beginning, especially where we were two, three years ago. We weren't pretty much three, two months ago, Andrew. We weren't in the best spot. We were struggling, like we needed help. People have success here. It was a no-brainer. Like, FFL's been along the the one of the longest, they've done almost a billion dollars in production. Like, you're gonna go any other place and you're not gonna have sustainability, you're not gonna feel comfort, like you're gonna be lost, and you're gonna be in the same thing doing what I did, going from IMO to IMO to IMO.

SPEAKER_02 14:20

Yeah, all right, and then how were you how how did how were you treated coming back?

SPEAKER_05 14:25

Oh great, it was been amazing, like smoothest process I've ever seen in my life, coming from two different transitions, nothing but welcoming, like people I haven't spoken to in two, three years. Opened open arms, like, hey, how's everything? Whatever you need from me, like it's been huge.

SPEAKER_02 14:45

Yeah, I love that. Okay, and then what do you feel different this time around than before? Big time. Why?

SPEAKER_05 14:54

Um, just they have gone through a lot, Andrew, that especially bullets have been taken that my people are not gonna go through. A lot of mistakes have been made that my people are not gonna go through, and there's no reason why this time around, when we have all the systems and we have all the carriers and we have anything in place, we were not doing over a million dollars by the end of this year.

SPEAKER_02 15:18

Oh, you guys are gonna do that like next month.

SPEAKER_05 15:21

Yeah.

SPEAKER_02 15:22

It's with we've been here 45 days and we already see the results. Yeah, you guys are gonna definitely do that next month. All right, what what did you learn leaving and coming back that you're saying your guys won't have to learn?

SPEAKER_05 15:35

Taking a hit when you don't have carriers, the correct carriers. Understanding that an IMO, wherever you're at, is very, very important. Why? Because there's a lot of things when it comes to being in an IMO, producer bonuses, team bonuses, those are things they don't really tell you about, that they help, especially coming from a new agent. You're a new agent, here's two, three thousand dollars as a producer bonus for doing the same work. There's your rent paid.

SPEAKER_02 16:06

But a lot of people dog on the five five million dollar monthly bonuses that go out.

SPEAKER_05 16:11

Well, that would that that for me was huge, especially being as a producer now, especially coming back as a business owner, especially having a team now with a team bonus, it's game changing. There's no uh no I them other IMOs really doing it the way FFL is.

SPEAKER_02 16:25

Did you guys already get a team bonus or no? No, but you probably will soon. Probably, yeah. Yeah. What do you think because I'm actually gonna dig in a little bit on this because a lot of people are looking to get in the industry, okay? Okay, and they don't know where to go because all they're doing is seeing stuff on the internet and they FFL's bad, this company's bad, this company's good. What do you think are what do you think are the most common misconceptions when picking an IMO or what people say that are hating on us?

SPEAKER_05 16:57

Every well, everyone hates here because there's a lot of misconception, like you were saying, people aren't actually getting paid. Everyone says no one here is making money when you really look at the big agency owners, a lot of people are making money here. Um, people say the bonuses aren't true, they're true.

SPEAKER_02 17:16

Because people are getting them.

SPEAKER_05 17:18

Yes. Um, we've only been here 40 40 under 45 days. Everything's pretty much already set up to get our bonus. But I'm gonna be honest, Andrew, we've been making more money left and right. That the team bonus is just a top, being honest. Yeah, but it's gonna be nice. Yeah, um be real nice. There's a lot of misconception about the people. I feel like that is huge. Um a lot of people in FFL, everyone in FFL really wants to see you win. I've been here less than 30 days, and I've already had a lot of conversations with people I never had conversations with. That's a huge misconception. Conferences. No one does convention better than FFL.

SPEAKER_02 18:01

And you can you can use that as a tool to grow. Yes, yeah. I think the conference costs around five to six million dollars, and that's to pour into people to for self-development, learn about life insurance, make connections, get to the next level. Um, but yeah, that's a big investment that the company makes, which is huge.

SPEAKER_05 18:24

Yeah, I mean, coming from me as a new agent, when I went to FFL's first convention, I was pretty pissed off because I wanted to be on stage. That's just what it was, and that's what that vision and perspective put into me. I was like, if they can be on stage, I know I can.

SPEAKER_02 18:40

Now, bouncing around, what are you looking for in leadership? Like, what should somebody be looking for since you've kind of been to a lot of places?

SPEAKER_05 18:48

Someone that's been doing it for a while, someone that has proof in the pudding, someone that has power connection, and someone that you can call and it's gonna answer the phone for you. Like, that's huge. Um, and knowing like your IMO has your back, that's also huge when you have that support, when you actually have someone that cares for you and has your back, not even for just you, but for your people, that's huge.

SPEAKER_02 19:14

All right, now I want to get into some sales stuff. Go for it. Tell us about mortgage protection because there's some companies that only use mortgage protection. We use mortgage protection, inbounds, IUL leads, trucker leads, veteran final expense leads, regular final expense leads, aged um internet leads, all kinds of yeah. We use everything, right? But tell for people who do mortgage protection, or people that want to do mortgage protection, tell us about that.

SPEAKER_05 19:46

Well, it's gonna have the best retention. Mortgage protection is gonna be one of your retention. That is my bread and butter. Coming from like we were talking about, Andrew, two other IMOs, you didn't really

Picking An IMO And Avoiding Bad Advice

SPEAKER_05 19:58

have all those different lead sources as well. Um, here you pretty much you have a lot of things you can actually present to your clients and make sure it actually is gonna make sense for them. So, for example, mortgage protection, it's my bread and butter. It's gonna be the best retention, the best close ratio, but it is gonna be the most expensive lead. That is something I would say it's especially in today's age where we have, Andrew, a lot more access to new things because two or three years ago it was just purely mortgage protection.

SPEAKER_01 20:30

Yeah, it was, yeah.

SPEAKER_05 20:31

Um, at least the way I was doing it. Now, when you bring on a new agent, there's different aspects to train them, to get them on, to actually let them learn before getting on mortgage protection. Because it is a more expensive lead, but it's gonna be your best bread and butter, I'll tell you that.

SPEAKER_02 20:46

So, how do people get them?

SPEAKER_05 20:48

It's mailers. So you need mailers. Well, they're um it's what it is, it's a mailing campaign. So, what mailers are is when a brand new home is purchased or there's a refinance on the house. They recently just did a loan, a form is gonna get sent out to their home about a plan that could pay off their house if they get sick or pass away. On that form, it's called an IVR, an IVR form where they can simply scan it, call in the number, fill out all the information, the lead comes to us. We call the lead in regards of, hey, this is Adrian. Um, I'm just calling you about the request that came through back when you closed for the mortgage detection. I'll say their loan amount, and then we'll go back into setting an appointment and I'll run a zoom. And that's been my bread and butter.

SPEAKER_02 21:36

And and how many of those can you do a day? Now?

SPEAKER_05 21:42

Back then, Andrew, last podcast, I was doing twelve a day. Now, looking more around five to six. Why?

SPEAKER_02 21:53

Because is it harder to get them?

SPEAKER_05 21:55

It's uh it's harder to get them, they're more expensive. Um Um a lot more people are doing mortgage protection compared to it's a lot more saturated now.

SPEAKER_02 22:06

Dude, that's weird because I started on mortgage protection. Yes. And then it got saturated. Yes. And then I had to move to something else. Yes. And this was a long time ago, dude. 17 years ago. And then I I never looked back from not using mortgage protection again because I always thought it was saturated. But then I was talking to some of our mail houses that we use, and everything's open again. Yeah. So it's not that maybe the areas you run are saturated.

SPEAKER_05 22:37

Well, coming again, Andrew, I'm also giving you my pre my experience from last six, seven months. Then again, I've only been with you guys 30 days, 45 days, and we just got a great new mailing campaign that's been kicking ass. Oh, you did you got that set up? We got the set up within one week, purchased the leads to be exact. Last Thursday, by Tuesday, I had over 50 leads come through. And I did not do that many, I did not drop that many in mailing and mail campaigns. So I did a little bit over 2,500 mailers. I think it was 20, I think it was 2,500 mails that I dropped Thursday and Tuesday, Wednesday, I had over 50 leads, which is pretty fast. Usually most mailing campaigns are looking at two, three, four weeks before you get a lead.

SPEAKER_02 23:25

So do you um can you p if someone's watching this and they want help, can you hook them up with your whatever you use for leads? Oh yeah. And how does it work?

SPEAKER_05 23:36

So it's the guy you sent me, Andrew, um, the integrity marketing hub. So if you guys want to get on actual mailers, there's four, there's actually four different very good mailing campaigns in FFL to be exact. There's four.

SPEAKER_02 23:54

Okay. One now you want me to recommend. I mean, they can call you to get it because we don't want to tell everyone all our secrets.

SPEAKER_05 24:02

Okay. There is actually four very, very good mailing campaigns in FFL. Um the main one I'm using recently just did it. Been like I said, purchased it Thursday. Already got some deals through, I've had a bunch of leads. If you guys want to know about the mailing campaigns, they can reach out to me. I'll be more than happy to let them know because I'm gonna be honest, it's it's pretty crazy how much money you'll make if you get that many leads that fast.

SPEAKER_02 24:27

And this is you doing how much is it per miller? So it's every thousand is six fifty. Every thousand you're paying six hundred fifty bucks, and you're already getting leads flying in.

SPEAKER_05 24:38

Yes. I purchased them Thursday, Monday.

SPEAKER_02 24:41

I already had over 15 leads, and you don't really see that. Yeah, dude. I want to add so if you're watching this, I will and you don't use mortgage protection. I want you to add mortgage protection into your mix because your profitability will go up, your persistency will go up. It's a nice sale, it's a really nice sale. It's usually like people just bought a home and they're excited. And it's I don't know. I love I I always loved it, and I think some areas might be saturated, but I think there's a lot of open areas.

SPEAKER_05 25:16

Um, no, you could at the end of the day, if you're doing mailing campaigns, you're talking to someone that has a need, you're gonna get the job done. Yeah. If you know what you're doing. Um, but so you can understand what I'm pretty doing, and I want everyone to know this because it's a good way to make money, especially with the mailing campaigns, because the mailing campaigns are gonna be your bread and butter. Um, but yet you gotta go on a lot more appointments too. So, inbounds now.

SPEAKER_02 25:39

All right, hold on. Let's pause on it. So you started using inbounds. Yes. And you do you like them?

SPEAKER_05 25:46

It's been 30 days, and it's I would say less than 30 days, and it's been amazing.

SPEAKER_02 25:50

Okay. I I want to get to inbounds, but after mortgage protection.

SPEAKER_05 25:54

Okay.

SPEAKER_02 25:55

Because I think mortgage protection is not saturated in certain areas, and people can add some to their campaign. They can do it through FFL. There's four vendors, they can do it outside of FFL. We don't care. We just want you to have a good experience and make money in it to be good good uh leads that are compliant.

SPEAKER_01 26:14

Correct.

SPEAKER_02 26:15

That's all we care about. Yeah. Okay. So once you get a lead in, can you run through your script really quick for us?

SPEAKER_05 26:20

Yes. So hey Andrew.

SPEAKER_02 26:23

Yes.

SPEAKER_05 26:24

Hey Andrew, this is Adrian the Underwriter. Just giving you a quick call here about the request that came through back when you closed with Rocket Mortgage for like the mortgage life and disability protection. Andrew, it's just gonna be the protection that will pay off your house, make the payments for you if you ever got sick or passed away. Has anyone been out there to make sure that was taken care of for you? No. Perfect. I'm just gonna be the underwriter, sign to get this out to you. I just gotta verify a few things here on my end just to make sure we're getting this out to the correct place, okay?

SPEAKER_01 26:53

Okay.

SPEAKER_05 26:53

I have your loan amount here for with Rocket Mortgage for $300,000. Is that right?

SPEAKER_01 26:57

Yes.

SPEAKER_05 26:58

Okay, have your age here on file as 29 years young. Is that right?

SPEAKER_01 27:02

Yes.

SPEAKER_05 27:02

Okay, and then obviously the address on file, it's 113 Waterford AV 33102. Is that right?

SPEAKER_01 27:09

Yes.

SPEAKER_05 27:09

Awesome. And then, Andrew, I see you don't have any COBAR on file at this time, sir. Are you single, married, engaged? I'm married. Married? Okay, perfect. What's your wife's name, Andrew? Nicole. Nicole. Awesome.

SPEAKER_02 27:21

And what would Nicole's age be? She is 37, but she looks like she's 25.

SPEAKER_05 27:27

Okay, that's a good thing. Um, smart man. And now, Andrew, um, the plans as well, they won't send any crazy doctors or nurses to make you do any blood work or test. Um, what they do now is just assign an underwriter to um ask you a few minutes of health questions to figure out exactly what you qualify for and see if it's gonna make sense for you. Um now the whole point of this call is a quick one. Now, this is where, because back then you would go into an appointment. Now this is where you can one-call close them.

SPEAKER_01 27:57

Okay.

SPEAKER_05 27:57

So, hey Andrew, the whole point of this call is just to find a good time zone where me, you, or let's say if your wife was there, that's if you told me you had a wife, I already know one call close, it might be a little bit hard. I guess she's if she's there with you. But hey Andrew, the whole point of this call is a quick one. It's just to find a better time zone where me, you, and your wife um can hop on Zoom. If he was single, more or less to say, or let's say they're married, I'll be like, are you and your wife working? Did I catch you guys at a good time? They'll be like, No, no, we're at work right now. Okay, what's your work schedule? 9 to 5, 8 to 4. Pretty much clear this schedule, make sure they're available, then show options. But now you have the option where back then I wasn't doing it, one call close them. Which is huge. Because if they're available there, especially if they're single, don't have a loved one, don't have a spouse, they have time available. Okay, um, perfect. Well, what I'm gonna do is I'm gonna go ahead if um I'll pretty much I'm gonna go ahead and send you that Zoom link. Do you have around 20-30 minutes now? Yeah, perfect. I'm gonna go ahead and text you the zoom link very quickly. You're gonna receive a text, and then you're gonna receive all my state license, okay? Perfect. And then I'll pretty much maybe talk to him there a little bit. Hey, are you familiar with Zoom? You know how to click on the link with your computer phone, and if it's a woman, I'll say maybe, hey, maybe brush your hair as a heads up. But there's multiple routes now, especially with one call closing, which is something we didn't do back then.

SPEAKER_02 29:21

Yeah. Huge man. And then what what product are you usually selling?

SPEAKER_05 29:26

Varies on the client, but it's usually gonna be equity protection critical period, as everywhere, which is mortgage payments, so find like a whole lot of money.

SPEAKER_02 29:35

I want you to break those down because um equity product equity protection. When I started, I struggled with this. Yes. Let's say you get a mortgage protection lead and it's a $300,000 loan, and it's a 70-year-old, and he can't afford a three hundred thousand dollar policy. The cell

Mortgage Protection Mailers And Lead Costs

SPEAKER_02 29:55

becomes a policy for equity protection. Tell us what that is and how you sell it.

SPEAKER_05 30:00

So what equity protection is it's pretty much a way what we do is we break it down for the insured, where in the event that something happens, we're gonna protect their equities so their house doesn't go into foreclosure using a final expense policy that covers their mortgage payments for a certain period of time. So, and the way you can really set that up and to break it down to Andrew, it just comes down to the questions you can ask. So, for example, in this case, Andrew, let's say you're 70 and you know your kids want to sell the house, they don't want to be in it. So, hey Andrew, I guess let's say, God forbid you didn't make it home last night. Um, you'd think your kids would want to sell this house or would they keep it?

SPEAKER_02 30:39

Um They'd probably sell it.

SPEAKER_05 30:41

Okay, they'll probably sell it. So as I'm printing as as I'm pitching the product, as I'm presenting it to them, I'm gonna be like, hey look, Andrew, so there's multiple ways we can protect your house. So we could do a full mortgage payoff, or we could do something called critical period mortgage payments. Qualify for both, but I don't think you need the full mortgage payout. There's no need to be selling paying for such an expensive insurance when your kids are gonna sell the house regardless. What's gonna make more sense for you, Andrew, it's gonna be a plan that's gonna last the rest of your life, so it'll be a whole life policy, that the day you pass away, it's gonna cover your mortgage payments for one year, two years, or three years. So let's just say, God forbid you pass away, Andrew, your kids will receive a full lump sum check worth of one year or two years of their mortgage payments covered. So they have enough time where, like, if they want to sell the house, take out some equity, do reverse mortgage, it just gives them that time without having to get any foreclosure or lose a house.

SPEAKER_02 31:43

All right, let me break that down for everybody. Okay. So a critical time period is that what you call date?

SPEAKER_05 31:52

Yeah, so what it is, it's gonna be a it's gonna be their mortgage payments covered for a certain period of time.

SPEAKER_02 31:58

Amount of insurance for that. Correct. So if my mortgage is a thousand bucks a month, two years of payments would be $24,000. If you got if let's say I'm 70 and I have COPD and I can't get a lot of policies, I can't qualify for much. You can get me a Trans America Express that takes COPD on level death benefit, $24,000. And then my kids, now this really gets crazy if there's equity in the um house. Correct. So let's say there's $90,000 of equity in the house. Then you go, hey, Mr. Smith, let's make sure that there's two years of mortgage payments so the family has time to get the $80,000 of equity out of the house and they don't have to fire sell it or get rid of it really quickly, or sell it in a down market. They can wait, they have they have some time to figure things out.

SPEAKER_05 32:52

Correct, because you got to break down to them at the end of the day, they have that equity, it's there in their family's money. The last thing you want to happen is foreclosure. So you want to make sure day in, day out, those mortgage payments are being covered so they can have that equity so nothing happens. Um, but it's a pretty, pretty huge sale when you really understand the concept and the breakdown to it. It's overall, Andrew, just getting someone that obviously can't get a lot of coverage doesn't make sense for them, and being able to break it down to them to make sure it makes sense for them. Like, hey, look, you have a hundred thousand in equity, your son obviously he can't afford the mortgage payments. Obviously, due to your age and health, it's gonna be very hard to get you three hundred thousand in insurance. So, what's gonna make the most sense for you? It's gonna be, for example, a whole life policy for let's say twelve thousand, which of his mortgage payments a thousand dollars a month, that will cover his mortgage payments for a year. That way, his family, for example, his kids, could cover it for a year.

SPEAKER_02 33:52

Dude, it's weird. I've done so many mortgage protection appointments, but it was such a happy time for me that I love even listening to this because it brings back so many good memories for a lot of reasons, but like it's a very uh pleasant presentation with people that have money and they have a new asset that they want to protect.

SPEAKER_05 34:17

Correct, because at the end of the day, everyone wants to protect their biggest asset, which is their house.

SPEAKER_02 34:23

Bro, and like if you I got a six and a four-year-old, and there's no chance I would I would risk them losing the house if something happened to me.

SPEAKER_05 34:35

Correct, and when you break that down for them, because sometimes it just takes someone like putting that into their perspective, and they're like, Oh damn, no, I maybe I really do need this.

SPEAKER_02 34:47

Okay, so now let's say they're this is for somebody older, or the price is gonna be too high for them, so you're gonna go to pay mortgage payments for a couple years, critical time protection option and mortgage protection. So if you're talking to a customer, this is gonna be one route you can go. What's the second route?

SPEAKER_05 35:06

Second route, let's say they're younger, a little bit more healthier. Let's say Andrew, in your case, Andrew, how old are you?

SPEAKER_02 35:16

Thirty. I'm turning 37.

SPEAKER_05 35:18

37. Got a mortgage?

SPEAKER_02 35:21

Uh yeah.

SPEAKER_05 35:21

How much is your mortgage? My mortgage is 500,000. Okay, 500,000. So 37, 500,000. You got kids, perfectly healthy, you're working. A couple routes you can probably go here. What I'm probably looking here, it's probably gonna be a cashback option, a CBO.

SPEAKER_01 35:40

Okay.

SPEAKER_05 35:41

What's a CBO? It's gonna be a term policy that's gonna last for X amount of years, 20, 30 years, let's say 15 years, let's say in this case a 30-year term. So you have a 30-year term, Andrew. Um, that during those 30 years, since you're very young, the policy is gonna come with your living benefits. So if you receive any critical, chronic, or terminal, the policy will pay to you while you're still living. And obviously, God forbid you pass away, it's gonna pay out, so we make sure your mortgage is covered. But now let's say nothing happens to you, Andrew.

unknown 36:10

Okay.

SPEAKER_05 36:11

You don't get sick, you don't pass away. The insurance carriers are gonna go ahead and return a hundred percent of everything you put into this policy.

unknown 36:19

Okay.

SPEAKER_05 36:19

So you get sick, you pass away, your home's gonna be protected. Nothing happens to you, the carriers were gonna are gonna go ahead and return all that back to you.

SPEAKER_02 36:29

Yeah, so I this I've sold so many of these, dude, it makes me so happy. Alright, so my pitch was always this Adrian, if you die, do you have a girlfriend?

SPEAKER_04 36:41

I do.

SPEAKER_02 36:41

What's her name?

SPEAKER_04 36:42

Anna Lauda.

SPEAKER_02 36:43

Okay. I'm just gonna call her Anna.

SPEAKER_04 36:45

Go for it.

SPEAKER_02 36:46

Okay. I go, Adrian, if you die, Anna gets paid. If you live, you get all your money back and you get paid. And if you get this, I get paid. So everybody gets paid no matter what. It's a win-win-win. And everyone would always laugh. But that is the truth on that policy. Yeah. And then they go, well, what's the catch? Because the insurance company always wins. They do say that once the catch. You want to know the catch? Most people don't even keep it three, four, five years. But if you're gonna keep it, which you are, because you need it and you care about your family, you beat you beat the insurance company.

SPEAKER_04 37:20

Yeah.

SPEAKER_02 37:21

You do. And if something happens to you, you beat the insurance company. So they're just collecting three, four, five years of payments and then not giving them a full refund. Now, versus just keep the policy for 20 years, get all the money back and pay your house off. Now give us that pitch because this is beautiful.

SPEAKER_05 37:41

So you're saying the whole cashback pitch, you want me to break it down for you?

SPEAKER_02 37:45

No, but how to pay the mortgage off early.

SPEAKER_05 37:48

How to pay the mortgage off early. Yeah. Okay, so you're talking you wanted to do like a 20-year cashback. A 20-year cashback. So this is I haven't done this in like a year and a half, Andrew. Oh, you're missing out, bro. You put me on the spot here. Okay.

SPEAKER_02 38:02

I'll I'll do it. Yeah, go for it. Okay. So I'm gonna go Adrian. Yes. Oh, my phone down.

SPEAKER_05 38:07

Yeah, calculate the interest rate. This the app.

SPEAKER_02 38:10

Well, I I'll do it very simply because you don't have to complicate it, okay? So I'm gonna go Adrian. Yes. If you want it, your how your mortgage is 500 grand. If we got both of you, you and Anna a policy for 500,000 and you guys got you guys got kids, then it's gonna cost you three hundred and twenty bucks a month. Yes. Okay. But check this out three hundred and twenty bucks a month times twelve is three thousand eight hundred forty dollars a year times twenty-five. You do the twenty-five one, and you're gonna get ninety-six thousand back. Now, what you could do is instead of making extra payments on your mortgage, which a lot of people do, is you get this policy, and then at twenty-five years, you can choose if you want to to just pay the mortgage down and pay it off early with that 96k. So I would always sell it as like a pay your mortgage early and get insurance program if you want to.

SPEAKER_05 39:16

Yeah, and I used to I used to actually do I used there was an app that you could just throw in their mortgage, their their mortgage in there, their interest rate.

SPEAKER_02 39:23

And show what they owed at 25 years, and you match it up to yeah, that you could Google that. Yeah, that's so good. Now, the other beautiful thing that I love about this cashback sale, I feel like this is lost, by the way. Like a lot of people don't know about it, they don't use it.

SPEAKER_01 39:38

Uh-huh.

SPEAKER_02 39:38

The thing I like is asking people when you're doing the inventory how much money they save. And they go, I save 750 bucks a month. And then immediately I'm gonna go, Adrian, let's take part of that savings and let's apply that to this life insurance and think of it as a savings account, but long term that you can't touch, and in 20 years, when the policy's over and your kids are grown up and you don't owe as much on your house, they're gonna write you a check for $72,000. And funny enough, dude, I have a check this out. Let me try to find this.

SPEAKER_04 40:19

Go for it.

SPEAKER_05 40:21

Uh and then there's multiple pitches behind the cashback. You can even use it like, hey, Bob, in 30 years, you're gonna be 60 something years old. You're gonna go ahead and pay you $80,000. So at the end of the day, something happens to you at age 60 something years old, regardless, you'll have 80,000. So if you're even looking to get a final expense policy, you want to get one in the future, you can, but you'll have that money, you might not even need one.

SPEAKER_02 40:50

Alright, check this out, bro. Go for it. Okay. I met with this customer. This is tw almost 20 freaking years ago.

SPEAKER_04 41:01

Okay.

SPEAKER_02 41:02

Okay. Well, in 17 years ago, I met with them. I'm brand new in the industry. The dude is like, I like you because you're young and you're hustling. And he's like, I want you to have dinner with us. So I'm like, and he's in a mansion and I'm intimidated.

SPEAKER_04 41:18

Okay.

SPEAKER_02 41:20

This dude buys a policy for $12,650 a year.

unknown 41:26

Okay.

SPEAKER_02 41:26

Writes me a check for $12,650. He just texted me and he said, Hey, when does he forgot what I wrote him? He says, When does my policy end? I gave him a 20-year term with return a premium. Okay. $500 grand. Uh, let's see. Right now, his available cash value is $161,589. And if he waits the 20 years, he gets the entire amount that he put in, every single dollar. So he's gonna get $12,000, $240,000 back. Okay. But this is the this is the dope thing people don't know about. He this is with Mutual of Omaha. He gets to choose if he wants the $240,000 back or if he wants a guaranteed paid up whole life policy that they'll calculate the numbers at the end. But let's say it could be for $500,000 or whatever it is, and it's paid up for the rest of his life. He never has to make a payment guaranteed death benefit.

SPEAKER_05 42:31

So he has a whole life policy just there, and people don't even know about it.

SPEAKER_02 42:35

But think about this, dude. He thought it was gonna expire because he forgot.

One Call Close Scripts And Product Options

SPEAKER_02 42:41

That we gave him the so he thinks I'm the man. And this is seven now. When he called me, I had his number saved because it I'll never forget that appointment because it was kind of like a life-changing appointment for me because I I wasn't making money yet.

SPEAKER_04 42:56

That's a pretty big policy.

SPEAKER_02 42:57

Yeah, and he gives me a full annual check where I'm like, yo, I can't even get a charge back. You know what I'm saying? Yeah, that's sick. Alright. What's the so that was the second option? Is there a third option?

SPEAKER_05 43:10

Yeah, so usually if I show a cashback just to give people a little bit of sauce, um, because cashback is obviously gonna be a little bit more expensive. I always right next to that cashback, I'll show them a term. Just a normal, same coverage, just show them a term because obviously it's gonna be a lot more affordable. So the way I'll show it is I'll explain the cashback just like I went through with you, Andrew. Um, and then I'll tell them, now now but now Andrew, that was a cashback option. This next option, it's gonna work the same way. Living benefits, the vent that you pass away, it's gonna pay out 500,000. The only difference is you don't get your money back. So you do get a lot more coverage for a much affordable price, you just don't get your money back. So one you get everything you put in back, the other one you don't, it's just more affordable. I got it. So that's how we present it, which is simply going to be a 30-year term policy, or I'll match their mortgage amount.

SPEAKER_02 44:07

Now do you say, like, how is is this affordable? Do I need to lower, lower it, raise it, adjust it? How do you feel about the price? Do you say anything like that?

SPEAKER_05 44:16

No, so I go through their financial inventory. So I go through their financial inventory, I go through the finances. So I'll break down, Andrew, your everything on a monthly basis. Your mortgage, utilities, cars, water, cell phone bill, food, groceries, toilet paper, taking your wife out to eat, credit card bills, any other notes.

SPEAKER_02 44:37

Dude, my mine would be insane with taking my wife out to eat and and spending. Yeah. Dude, you could spend a lot of money fast.

SPEAKER_05 44:47

On food, yeah.

SPEAKER_02 44:48

Yeah, and on whatever.

SPEAKER_05 44:50

Like in today's age, yeah.

SPEAKER_01 44:52

Yeah.

SPEAKER_05 44:53

And then Andrew, pretty much I'll break down all the finances from I'll be like, okay, so total monthly expenses, Andrew, it's gonna be $5,000 a month. How accurate does that seem to be for you? And they'll be like, you think that's a little high, a little low? Some people would be like, nah, it's that's a little low. I'll be like, okay, six thousand, you think? Or okay, so you and at this point already have their monthly income. So if they tell me they're making seven thousand dollars a month on a total monthly basis, but they have five thousand dollars in expenses, um, or to make it even simpler, to break it down, let's say they have six grand in expenses, their monthly income is seven thousand. Right there, I already know they have a thousand dollars left over. So after I go to their expenses, I'll be like, okay, so you have six thousand in expenses. How accurate does that seem to be? No, yeah, that that seems pretty accurate. Okay, I'll be like, so your guys' discretionary income after paying off everything left over around a thousand dollars. Does that seem pretty accurate? I like to grab how much money they have left over after paying their bills. Because I grab a I do a 30% discretionary rule where whatever amount they have left over, I grab 30% of that. So if they have 30, if they have a thousand dollars left over, 30% of that is three hundred dollars. I won't show options over three hundred dollars. Okay, and I'll break that down to them. So to put it in perspective, um, I'll do it with you, Andrew. Andrew, you have around six thousand dollars in total monthly expenses. How how accurate does that seem to be? Yes, accurate. Okay, so then you told me you bring home on a monthly basis $7,000. So your discretionary income, Andrew, after paying it left over, after paying off everything, would you say $1,000 seems pretty accurate after paying off all your bills and everything left over?

SPEAKER_01 46:45

Yes.

SPEAKER_05 46:46

Okay. The reason, Andrew, I grab your discretionary income, whenever you go to look at private insurance and investment or something like this, you never want to submit an application for more than 30% of your discretionary income. Not saying that's where your options are gonna be. That could be pretty high, but it's just a good rule of thumb to follow.

SPEAKER_02 47:06

So you're shooting for 30% of what's left over.

SPEAKER_05 47:09

Exactly.

SPEAKER_02 47:10

Okay.

SPEAKER_05 47:10

So now if they have $100 left over, $150, $200, I probably won't really even show options. Or I'll tell them, like, hey, like financially, right now probably might not make sense for you guys. And my whole goal here is not to make you guys insurance broke or uncomfortable. So there's two things we can do here. You guys can come back to me when you're a little bit better financially. Obviously, I'll love to help you guys put a policy in place. Or if you feel that you guys know you can afford $30, $40, $50, or whatever that amount may be on a monthly basis and can keep it, I'll see what I can do for you guys. But my best recommendation is you guys come back at a later date when you're better financially. That always works. Because it's the truth.

SPEAKER_01 47:52

Yeah.

SPEAKER_05 47:52

You see someone has a hundred dollars left over, it's like there's 70 something 70, 72. It's like, hey, Bob, like maybe right now, financially, like, might not be the best for you. My goal is not to make you insurance broke. And then you're like, no, no, like, I'll set aside this amount, I'll take away this from food if they really want it. No point of submitting no charge back if you know they don't have money left over.

SPEAKER_02 48:15

Now, I want to challenge you on that. Go for it. Because, like, can you go, bro, stop spending money on other things? Do you do that?

SPEAKER_05 48:26

So it's also being direct with them, too.

SPEAKER_02 48:28

Yeah.

SPEAKER_05 48:28

Um, that's why you brief your finances. So if you see that he's like overly expending money on food, it's not I'll I'll be sure.

SPEAKER_02 48:37

You ask, do you like Yeah?

SPEAKER_05 48:39

So I'm going through everything, Andrew. I'm going through car payment, utilities, phone bill, everything.

SPEAKER_02 48:46

Cause dude, insurance can cost this. How much is a 36 pack of cooers light?

SPEAKER_05 48:51

I don't buy beer. I don't know.

SPEAKER_02 48:52

Drew? What do you think? 36 pack of cooers light. $25, $30. $28. Oh, sorry. $28. Okay, so a couple of those a month is you could get a $50 policy.

SPEAKER_04 49:03

Yeah.

SPEAKER_02 49:04

But I just would hate for something to happen and you don't push them, and I'm sure you do because you sell a lot. But I don't want people to think that you just let them off.

SPEAKER_05 49:14

No, I don't I don't let them off. I'm also building the need, building the why, making sure it's important. Like I'll brief their finances, but also coming in consideration if their monthly income off of Social Security is $2,000, but their rent is $1,600, it's also being in perspective, like, hey, hey, hey, Barbara, like obviously, like you told me this is a necessity because obviously something happens to you, your beneficiary Bob is going to be put in a bad situation. But we got to make sure we find something that's comfortable for you. Right now, your total monthly expenses, they're two, three thousand dollars a month, and your income is pretty close to that. And I don't want to put you in a worse financial situation, but I know this is important to you. Is there a is there is there something that you had in mind that you know on a compt on a monthly basis you can set aside to protect your family?

SPEAKER_02 50:02

Yeah, love it. Dude, you're in you and your team are dialed on scripts. Yeah. Like everybody that I met, they got their scripts down.

SPEAKER_05 50:11

Yeah. We it's we don't well, the scripts, no one uses a script in our office. Like if you're pretty new, like yeah, we have our scripts, but I would say within few weeks, I would say six, eight weeks, you're off the script. Should be from the top of the head in all reality, which is huge.

SPEAKER_02 50:28

Yeah, that's legit. Okay. Uh few last tips on mortgage protection. What how do you close them? What do you say?

SPEAKER_05 50:38

Uh I feel like it's a more professional appointment as well. So you mean how do I close them? Like, how do I get the job done?

SPEAKER_02 50:45

Like when you're showing them options, what do you say to them?

SPEAKER_05 50:48

Yeah, so let's say, Andrew, I'm showing you we're doing equity protection critical period. We're gonna do one year, two years, and three years. So, Andrew, after everything we spoke about today, at the end of the day, these options that I had you write down, can we use this as a pen and paper itself? Because I don't know if we can get you fully approved just yet. Obviously, it's still up to the insurance carrier. If you were, though, to get approved and want to put a policy in place to protect your family and home, which option would you like to see if you can get approved for?

SPEAKER_02 51:18

Dude, that's so funny. I've been that seven, eighteen years ago, I was doing that exact same close. Yeah. Very soft, and I loved it because it wasn't it wasn't too pushy.

SPEAKER_05 51:30

And also being direct with them too, like when it comes to the banking, being straight up with them, like, hey, we're gonna put this policy in place, confirming the EFT date, making sure there's no wrong draft, making sure they know it comes out. Like, hey, we're submitting an application, obviously, with the intentions of getting you approved and putting this in place.

SPEAKER_02 51:50

Yeah, so I started I was getting put, and I'm interested to what people are doing virtually now, but in the when I was going in the field, there it's a lot of effort to go to 15 to 25 houses every single week all over the place, right? So I started vetting customers over the phone and doing a trial close before I would meet with them.

SPEAKER_04 52:15

Okay.

SPEAKER_02 52:15

And I would say, hey Adrian, I got you down for Tuesday, and I just want you to let I just want to let you know if we find something that is affordable, fits your needs, and your budget, I'm gonna get you approved, and then we're gonna submit the first payment to the insurance carrier. Are you okay with that? Dude, and my appointments, everybody said yes, by the way, and my appointments close ratio was so high because they expected me to do that when I got there. Yeah, you already let them know up front. And if they said no, I would say, Adrian, if we find something that fits your needs, fits your budget, covers your family, is affordable for you. If not, I'm gonna leave, shake your hand, and I have no problem leaving. I don't want you to get it if that's the case. But if it fits your needs, budget, it's affordable, it protects your family. You lay your head on the pillow at night, your family's taken care of, if you don't wake up. Are are you good to see if you qualify and submit the first payment to the carrier? And they'd go, Yeah, why wouldn't I do that? But trial closes are so underrated, bro. Yeah. If you start doing that early, because people will just expect that to happen.

SPEAKER_05 53:21

Yeah, it's just letting them know, and then also it also depends on who you are when you run your appointments. If it's a soft, more mellow approach, because that's how I am. I'm more of a soft, mellow approach, but I'm also very direct. Because when I start the application, I let them know hey, these are the three things that we're gonna be needing: your driver's license, your social for the MIB, and then obviously we have to validate um banking, and then obviously we have to confirm the effective date and obviously the draft.

SPEAKER_02 53:49

Yeah. All right. So if you're watching this, mortgage protection, if you need help, hit up Adrian. It is a lost treasure, it's like it's like a lost land because everyone's so focused on digital this and veteran this, but for quality, if you can get dialed in on a couple counties and mail every single week or a couple states every single week, you can have a very profitable business. And there's a lot open still. There's

Inbound Calls Workflow And Getting Smoked

SPEAKER_02 54:20

a lot direct mail open where you can actually get the old school mailer back.

SPEAKER_05 54:24

Yeah, because what so oh what I was saying earlier, Andrew, was doing mortgage protection, but it was digital, so we had let off the gas from mailers.

SPEAKER_02 54:34

Now you're back on mailers. Yes. What's the quality from digital to oh mailers?

SPEAKER_05 54:40

It's it's a pretty big difference, and it's digitals more or less obviously looking for quotes less quality. Your mailers, dude, those are your bread and butter. Yeah, those are your bread and butter.

SPEAKER_02 54:57

I love it. Okay, so you you you joined FFL, you came back to FFL, and then you started doing the inbounds. Tell us about your experience.

SPEAKER_05 55:06

It's been great.

SPEAKER_02 55:07

What is it? What happens? How's it go? What's the bad? What's the good?

SPEAKER_05 55:11

So you guys can understand. So inbounds, obviously, it's a guaranteed appointment. It's you're paying, that's what it is, you're paying for a guaranteed appointment. So, Andrew, so you can understand the whole breakdown as well, how you can implement inbounds. So, obviously, inbounds, it's a guaranteed appointment. Someone calls in for a request they made for life insurance, and it's your job to see if if it's you have the products to fit their needs and budget, see if it's gonna make sense for them. The way we're running it now, Andrew, at 8 in the morning to I would say 10-ish, we're we're doing the mailers from 10 to the rest of the day, four inbounds, and maybe towards 5-6, we'll pick up the mailers again. And that system that we've been able to implement has been huge. Inbounds ever since we've implemented it, our team has just did an all-time week. Um, we will be doing our all-time month, but inbounds have been huge in terms of a new agent back then. So I could give it to you in perspective. New agent comes in, spend a thousand dollars on leads, they have to dial the leads, schedule the appointments, run the appointments. Now, you give a new agent a few couple hundred dollars, make sure he understands the scripts, and run an appointment. And get someone on the line, get someone on the line. So the scalability for like a newer agent, it's cheap. Now, what's the good and the bad? So the good news is it's a guaranteed appointment. The bad news is you're gonna pay for the appointment, so you better know what you're doing.

SPEAKER_02 56:44

Now you only pay if you're on for 90 seconds, right? Correct. But you still can get smoked.

SPEAKER_05 56:53

You can get smoked, you can get smoked. It is the truth. That's why it comes down to making sure like you know your scripts, you know your products, you know what you're doing. Because at the end of the day, if you're putting your back against the wall, you best be ready. But you can get smoked because you don't ask the right questions, you don't build the right report, you don't send your license. I don't I see a lot of people don't send their state license. Um, all that you can get smoked. And then another thing, another way you can get smoked in inbounds, if you don't have the right carriers, the right products, you will get smoked.

SPEAKER_02 57:24

Yeah, that's crazy. Um, what's your script when someone calls you? So for inbounds, yeah. Ready to rip it? You already know it?

SPEAKER_05 57:34

Top of the head. Okay, let's go. Hey, um, so ring ring. Let's say I'll be like, hello. This is so obviously it's a mailer, so you guys are calling me, so I'll be like, Hello? You'll be like, hello? I'll be like, hello, this is Adrian with the life insurance department calling on a recorded line. Are you calling in for life insurance or for final expense coverage?

SPEAKER_02 57:57

Uh it's that straightforward. Yeah. You've dude, I've never heard of a more straightforward beginning of an appointment. Yeah.

SPEAKER_05 58:06

Rings in.

SPEAKER_02 58:07

Okay, life insurance.

SPEAKER_05 58:09

Okay, great. Were you um life insurance? Were you looking at protecting your purchasing the inshelf on yourself or a loved one? Uh myself. Perfect. What what's your age and what state do you reside in? 72. I'm in Las Vegas, Nevada. Las Vegas, Nevada. Okay, and you said you were looking at life insurance. Yes. Um, were you always were you looking something in particular to protect? Were you looking like a cremation, burial, money to live behind?

SPEAKER_02 58:32

Funeral, stuff like that.

SPEAKER_05 58:33

Okay, funeral. Yeah. Okay. And at this time, are you married? No. Okay. Do you receive and is this the best cell phone number to call you back? Yeah.

SPEAKER_01 58:41

Okay.

SPEAKER_05 58:41

Can you receive text messages to this number?

SPEAKER_01 58:43

Yes.

SPEAKER_02 58:43

Okay, awesome. Now I'm on pause. Can you receive text messages to this number? Why'd you do that?

SPEAKER_05 58:49

Yes, because they have to be able to receive text messages. Um, because I send them my state license.

SPEAKER_02 58:55

Hmm. And they have to be able to sign the app.

SPEAKER_05 58:58

And they got to sign the app. But it's huge. At the end of the day, you're going to be running an appointment where you're going to ask some guys some questions. You don't know the person just yet. You haven't built enough report. You have a state license. You should send it. So of it. I'll be like, right after this, is the best cell phone number where you can receive text messages. They'll be like, yes, perfect. I'll be like, on my end, I have access to all the cars, so I'll be able to narrow down which one's going to go ahead and give you the best rate. I just got to ask you a few minutes of questions to figure out which one's going to do that for you. Um, before I jump into everything, Andrew, I got and then as well, I'll ask, are you single, married? That's also huge in there because you don't want to run a runner one legger. But that's pretty much from there, Andrew. Send my license. What's your height and weight? Confirm your full name with me. Are you a smoker? Health questions, the why. 45-minute call.

SPEAKER_02 59:49

How do you get through a bad day?

SPEAKER_05 59:54

I just keep going.

SPEAKER_02 59:56

Do you have bad days?

SPEAKER_05 59:57

I do have bad days. Um, but it's I said this the other day. It's like, what do you really consider a bad day? We've been I've been going at this three years now, Andrew, and I don't think once I've ever worked while while looking at the clock. I don't think I've ever been like, damn, I've been here eight, nine hours. Yeah. I want to go home. Like I could have had six Sentinel sales, seven Sentinel sales. I don't think I've ever been like damn, it's a bad day. It's just I'm obviously trials, tribulation, been doing it for three years. It's all part of the process, and I know when I have a bad day, or like if I'm having a bad week, I know the field owes me. So I'm I'm in for a nice one. So I actually get pretty excited if I have like a bad week because I know a big one's coming.

SPEAKER_02 1:00:45

Yeah. My one of my best friends, actually, my best friend did 22 appointments one week and no sold every one of them. And the next week he did like 23 appointments and sold every single one of them.

SPEAKER_05 1:00:59

Yeah, so and you'll see this as a new agent too. The longer you're in insurance,

Mindset Through Bad Weeks And How To Join

SPEAKER_05 1:01:05

the more stuff you're gonna go through, and the more stuff you're gonna be able to overcome.

SPEAKER_01 1:01:09

Yeah.

SPEAKER_05 1:01:10

I had, for example, my cousin Natalie Sardinez, I'll shout her out here. She was two, I'm sorry, three, four weeks, no sale. Three, four weeks, just wasn't happening. Just in the middle of a transition, just wasn't happening. I said, You'll be fine. Just keep putting your head down, keep showing up. You know why you do this. Yeah. At the end of the day, you gotta put your why first. Out of nowhere, three weeks later, there goes one sale, there goes another sale, in ten days you did 25 grand.

SPEAKER_02 1:01:47

That's crazy.

SPEAKER_05 1:01:48

So, what I'll tell everyone is if you're going through something hard, you're going through adversity, it's really never that bad. You'll get through it at the end.

SPEAKER_02 1:01:57

Now, everybody goes through adversity, everybody struggles sometimes, everybody has anxiety sometimes, everybody nobody's happy all the time, correct? Correct. But you just keep going.

SPEAKER_05 1:02:09

You have to keep going. Because in this case, especially for me, I don't have anything else. What is complaining gonna do? Someone has to do it regardless. I don't have something else to fall back on. This is my all. So if you're in this for yourself, like for your future self, for your family, like you have goals, you have visions. Adversity, it's like what you signed up for. You really think a million dollars is gonna come easy?

SPEAKER_02 1:02:36

Yeah, now what's your what's driving you?

SPEAKER_05 1:02:41

And then that has some that's something that has changed, Andrew. I'll be honest. From last time we were on this podcast to now, and it's like it's actually really cool, like being able to experience it. My why has changed. I feel like n now, especially having a lot of people that depend on me, my guys. If I don't wake up, like who am I for them to tell them to wake up? So I have a lot of people that count on me. I have to get the job done.

SPEAKER_02 1:03:08

You're doing it for your team.

SPEAKER_05 1:03:10

Yeah, it's bigger than me now. Because at the end of the day, there's people that are asking me questions, or there's people that are looking up to me, there's people that need me. So if I'm not at 100%, I'm failing them and myself. It's pretty selfish.

SPEAKER_02 1:03:24

Yeah, that's huge. If somebody wanted to work with you, how do they join your team?

SPEAKER_05 1:03:28

They could, well, first they could reach out to me through Instagram or they could message me directly to my phone number. Um, we can get in contact, and then we'll see. Obviously, breakdown. We're here, but we we do have an office in Miami and Miami, Florida.

SPEAKER_02 1:03:41

But you they you can be anywhere, right?

SPEAKER_05 1:03:43

Yeah, we do work Zoom. We have a Discord actually, we do Discord. Okay. Huge. Um Discord where we have everything. We're always on Zoom, we're always running every appointment, every objection. You're gonna be able to see it, you'll be able to hear it. But there is nothing better than obviously being in an office.

SPEAKER_02 1:04:01

Yeah, I uh okay, we're gonna wrap this up. Thank you so much. I'm glad you're a part of our team because I believe we're building the biggest, the best leadership team the insurance industry has ever seen. And you're a part of that. Or we're gonna blow up. We're gonna blow up, you're gonna blow up. If you're watching this, let us know how we can help. Also, comment, like, share, let us know what you guys want to see next time. Thank you for joining us. Thanks for coming in, bro.

SPEAKER_04 1:04:29

Thanks for having me.