454. The Script That Makes Short-Term Disability Insurance Sell Itself

Insurance agents — would you pay $100/month to know exactly what your producers are saying on every call? Most agencies lose that in one missed objection.

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What’s in this episode:
Most insurance agents walk past short-term disability insurance every single day without writing a single policy — not because their customers don’t need it, but because they don’t know how to bring it up. In this solo episode, Michael Weaver breaks down a word-for-word script called the Debt Payment Protector Plan that any producer can use on their very next call to start writing more short-term disability insurance immediately.

Michael Weaver walks through exactly how to open the conversation, how to qualify the lead without pressure, and — most importantly — how to get the customer emotionally invested in their own answer before a single product is ever mentioned. If you have customers with a mortgage, a car loan, or even a rent payment, you have a short-term disability conversation waiting to happen. This episode gives you the exact words to start it.

[00:00] Emotion first, logic at the close — the one principle behind every sale
[01:00] Michael Weaver goes solo — what this episode covers
[01:30] Introducing the Debt Payment Protector Plan
[02:00] The word-for-word script to open the conversation
[03:00] The three most common responses — and how to redirect them
[03:30] How to qualify the lead without convincing anyone
[04:00] The "tell me more" follow-up that locks customers in emotionally
[05:00] Agency Coach AI free training — scale your agency, save time
[06:00] Why making customers vocalize the answer closes more sales
[07:00] How to surface the repercussion of having no plan
[07:30] Wrapping the emotional conversation and moving to the close
[08:00] Who this script works on — renters, homeowners, car loans
[09:00] Text Michael Weaver your results — 816-727-7610

Text Michael Weaver directly with your results or questions: 816-727-7610

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Transcript

SPEAKER_00 0:00

Remember, people buy off of emotion. They don't buy off of logic. Your conversation is all emotional until the close. This is the Insurance Buzz, and we are your host, Michael and Courtney Weaver. We coach insurance professionals, business owners, and people just like you every day on how to live a life and have a business you are excited about.

SPEAKER_01 0:23

Here on the insurance buzz, we share the wins, the losses, and everything in between that comes with being married business partners, training in the insurance space, and growing our business side by side. We also connect with other business owners and leaders making their mark in the world and hopefully inspire you to make yours.

SPEAKER_00 0:41

Hey, welcome to the insurance buzz. I am your host, Michael Weaver, and I'm flying solo today, baby. And today I'm going to be sharing how you can write more short-term disability insurance today using this strategy. Now, many of you, if you if you've been listening to the buzz for a while, you've probably heard my debt payoff protector plan strategy when it comes to life insurance. And this is a very similar conversation, just a little bit different verbiage, all right? So if you want to start writing more short-term disability insurance today, take this, utilize it in your next conversation, and you will see results from it. So when I say it's very similar, what I mean by this is instead of debt payoff protector strategy or plan, it's called a debt payment protector strand strategy or plan, right? So debt payment protector, not debt payoff, debt payment protector plan. So the next time that you're talking to someone that owns a house, they rent, they have a car loan, it doesn't matter. Bring up this in conversation. So this is exactly how it's going to go, all right? This is the exact word track. Hey, John, before I let you off the phone, I don't see any notes on file regarding your debt payment protector plan. What I mean by that, John, is I know that you have the mortgage on the house, I know you have a few loans on the car uh or on the cars, and I was just wondering what you currently have in place as far as a debt payment protector plan in the event that you got hurt and you couldn't work for an extended amount of time. Let's just say you you got hurt outside of work and uh you couldn't work for nine months. What does your plan look like to ensure that all of your loans can continue to be paid even though that you're not going to work and you no longer have a paycheck, or you have a reduced paycheck of around 50%? What does that plan look like? When you use this, the most common response that you're going to receive is, well, Michael, I I don't have anything like that. Or Michael, I've got some disability through work, or Michael, what are you talking about? I didn't even know anything out there was like that that could take over payments. Well, John, let me ask. So regardless of what of what is what's said, you're going to redirect the conversation and say, Hey, I'm totally with you. Let me just ask you real fast. Would it be important to you that you had a plan in place to where if you did get, if you got hurt and you couldn't go to work for an extended amount of time, that you actually had a plan that would take over the payments on all of your loans so that you didn't have to worry about how you were going to make that next loan, maybe being forced to sell the house, sell the car, or even start to talk to debt collectors. Like, would it make sense for you? Would that be important to you? So we're going for a yes here. We're going to qualify the lead here because if they say no, again, it is of my opinion that it is not your job to convince someone that they need protection. It is not your job to try and talk to someone about, hey, well, this is really important and this. No, your job is just to ask the questions to figure out what's important to the customer. And if they are interested, if they respond with yes, I want you to simply respond with, and this is how you should be responding in a lot of your sales conversations, but hey, tell me more about that. Tell me more about that. Why would it be important to you to have a plan in place that in the event you did get injured and you couldn't go to work for nine to twelve months, that you had a plan that took over all of your debt payments so you didn't have to worry about paying those? Why would it be important to you? So tell me more. Why would it be important to you, right? And this is where we're going to get them emotionally involved in the conversation. Remember, people buy off of emotion. They don't buy off of logic. Your conversation is all emotional until the close. The close is logical, but everything in the conversation is emotional. And so this is what's going to actually tie them into their emotions because you are actually making them vocalize, you're making them verbalize why it would be important to them. And then you could also, after they start to tell you why it's important to them, well, hey, in the event that something happened and you didn't have a plan in place, what would your current situation look like? How would that negatively affect you if you couldn't go to work for nine months and you didn't have a plan in place to make sure that all of your debt payments could be paid? What would that look like in your situation? So now you're making them vocalize what they would not want to happen, the repercussion, right? The repercussion of not having a plan in place. And then a really good strategy or conversation topic is what would you want it to look like? So this is going back to so why would it be important to you to have a plan in place to cover all your debt payments so that you wouldn't have to worry about all the things that you just told me? So again, you're getting them tied in emotionally, you're having them actually vocalize why it would be important to them. Great, John. So roughly how much total debt do you have from a monthly payment standpoint that you would need protected? Thousand, two thousand, three thousand, what does that look like? And then you solve the problem. Great, John, let's go ahead and take care of all that today. What we're going to be talking about today is a short-term disability insurance plan to ensure that if you got injured, all of your debt could be paid every single month until you went back to work. Easy, right? Simple. So remember, debt payment protector plan or debt payment protector strategy, whatever you want to call it, this will be again, we are using words that matter. We are using words that your customer can relate to and understand. And that's why the debt payment protector plan works so well. And if you just bring it up on your next conversation, it doesn't matter if it's your new business conversation, if you want to call your current customers that have mortgages or rent, have car loans. Remember, you have rent payments every single month. You got to make sure that's protected, right? This works on every single customer that you're talking to: renter, homeowner, car loans, doesn't matter the next time you're talking to someone and you notice that they have some type of debt on their file or they are required to make some type of monthly payment, even their insurance payment. Bring this up. What does your debt payment protector plan look like to ensure that if you got injured today and you couldn't go to work for 9, 12, 18 months, that all of your debt payments could be paid so that you wouldn't have to worry about being forced to sell something, being forced to go to collections, possibly even bankruptcy. What does your plan look like to ensure all those payments can be paid regardless if you are working or not? If you just bring that up in conversation, you will have success when it comes to disability insurance today. I'd love to know your take on this. Come on, text me now, 816-727-7610. Let me know if you have any questions. And when you use it, let me know your results. Let me know your success because you will have success with this. Other than that, as always, time and attention are by far our most important assets. I appreciate you spending time with me today on the buzz. Go out and make it great, baby. Thanks for listening to this episode of the insurance buzz. If you enjoyed this episode and you'd like to help support the podcast, please share it with others, post about it on social media, and leave a rating and review. If you want to take your insurance agency to the next level and join our community, simply check out Weaver Sales Academy at www.weaversa.com. Again, that's www.weaversa.com, or visit the show notes on our new and current programs we have available exclusively for you. As always, time is the most valuable and important asset that we all have, and I appreciate you spending it with me. See you on the next episode.