@jmartinez1127: Most agents start a mortgage👇protection appointment in the WRONG place. They immediately start explaining the policy. Coverage amounts. Carriers. Benefits. Price. But before I show a client ANYTHING, I want to understand why protecting this house actually matters to them. So I ask one simple question: “If something happened to you tomorrow, what would you want to happen with this house?” Then I shut up and LISTEN. Because they might tell you: “I want my wife to be able to keep it.” “I don’t want my kids to lose the house.” “I’d want the mortgage paid off.” Now something completely changed. I’m not trying to convince them why mortgage protection matters. THEY just told ME what matters to them. My job is to listen and help them look at coverage options that could address the problem they just described. That’s how I approach mortgage protection appointments. SAVE this question and use it on your next appointment. And FOLLOW because next I’m breaking down the question I use to determine how much protection to show the client. I’m teaching the actual mortgage protection process I’ve learned and used over the last nine years — one piece at a time.
