John Wetmore, an insurance agent, explains why he avoided senior leads early in his career and how he lost money because of it. He learned to reframe whole-life products for mortgage protection, which turned those leads into his strongest final-expense business.
When I first got in the business, if I got a lead that said, you know, 72-year-old widow or whatever, I honestly, I wouldn't even call it because I, I went through this stage where those were very difficult sales. I would get objections like, I want the entire thing covered or nothing, that's not enough coverage for the money, I got to talk to my kids. Things like that were the big objections at that stage. And I just, when I was new, I kind of thought if someone was more in line with my age, it'd be an easier sale. What I learned when I tweaked a few things is that actually became my favorite sale. In fact, at my company, I became the number one final expense producer, and it's not because of final expense leads, it's selling them a whole life product based on protecting the mortgage. What I'll tell you guys is, you know, mortgage protection doesn't mean like mortgage payoff, it just means making sure that the family doesn't lose the mortgage.
How YOU Can Make $15,000 Per Week from ANYWHERE ft. Keenan Stockling Jr | Ep112
