RRapportConnect before you present. Sit at the kitchen table. Show your license and family photo.
EEmotionUncover the cash flow problem. Numbers don't lie — let it sink in.
AAssumptionRun the quote. Present as if they're already getting coverage — not if, just which.
LLock It DownTake the application tonight. Confirm the protection is in force.
R — Rapport: Opening the Appointment
"Before we get started, I just want to share a couple of things." [Show your state license and a family photo.] "This is my license — I'm required to show it at every appointment. And this is my family. I got into this because I wanted to make sure families like yours don't fall through the cracks."
"Here's how I'm different from most agents you've seen: I'm independent. I don't work for one company — I work for you. My job tonight is to find you the best rate and help you qualify, not to push one product."
"Once we find the right fit, your job is to pick the program that makes the most sense for your needs and your budget. Sound good?"
E — Emotion: The Financial Picture
"Let's start with health, since we already went through some of this on the phone." [Review health questions from the CQF.]
"Now, let's look at the financial side — grab a pen. What would your home sell for today if you had time to get full value for it?" [Write down home value and mortgage balance.] "So you have roughly $X in equity. That's your family's money — and our first job is to make sure it stays with them."
"Let me ask you — (first spouse), if you didn't come home last night, what's already in place to help (other spouse) keep this house and this lifestyle?"
"So it looks like about $X comes in every month, and about $X goes out. Without your income, (spouse) would be left with $X. Is that what you see?"
Let this moment breathe. Don't rush past the cash flow number. That's the reason they responded to the letter.
A — Assumption: Running the Quote
"Based on what you've shared, let me pull up a few options that I think you'd qualify for." [Run quotes — show 2 or 3 tiers.] "Here's what I see — this one gives you the most coverage at the best rate given your health profile."
"My goal is to save you some money and be the hero here. So let me narrow this down to the programs that actually make sense."
L — Lock It Down: The Application
"If I can get this approved tonight, your family would be protected starting right away. Which of these fits your budget best?"
"The application takes about 10–15 minutes. The company will review it and it usually takes 2–7 days. Once they approve it, we'll get back on the phone together and go over the final policy — and we can make any changes if needed. Sound good?"
Key Mindset
You are a field underwriter — you work for the client, not one company.
You're not selling. You're solving a cash flow problem.
Never oversell. If they're already covered somewhere, tell them — that builds more trust than a policy ever will.