Transcript of a sales call (YouTube video) where Tanya Hughes, an underwriter, discusses mortgage protection options for a Shamrock Bank loan (~$102,000) with a prospect named Steven, who is camping and ultimately declines the insurance. The call includes post-call remarks between Tanya and Lori reflecting on the prospect's lack of need and the difficulty of converting such leads.
Hello?
Hi, is Stephen there?
Yes, it is.
Hi. Do what?
Yes, this is him.
Hi, Steven, my name is Tanya Hughes. I'm calling in regards to the information you requested for the mortgage protection on your loan with Shamrock bank for 102,000.
Yes, yes, yes.
How are you doing this morning?
I'm doing very well. How are you?
I am having a great morning. Great morning.
Hey.
Well, I'm the. Actually the underwriter that's been assigned to get you and your wife's information. Okay. Okay. Now, we used to do this 100 in person, but changed about a year ago. So it's just a brief phone call that I'm trying to set up for you and your wife. When are you both typically available? It takes about 15 to 20 minutes. Is morning, afternoon, or evening typically best for you guys? Do you work during the day? What is your schedule like?
No, we're. We're both retired, so about any time. Actually, we're. We're. We're kind of camping out in a big 5th wheel travel trailer right now, so. About any time. But. But my question is, and you may or may not know.
Sure.
And. And you probably saw it written on the bottom of the little sheet that I sent back.
I do.
Go ahead.
Yep. Yep.
Now, does it pay on the first death or does both people have to pass away before the mortgage protection kicks in?
Well, it really depends on what we look at. We custom fit it to your needs and your budget. There's some plans that if you do it for both, then it's. You can. You can do it that way. I'll be honest, I don't like to do it that way because when you don't save any money and.
Yeah.
And two, if one passes away and then the other one. Now they don't. There's nothing left for the other one. Does that make sense? Because it also covers if you get sick, if you qualify. So, yeah, I'll be honest, it's way more work for me to type both of you up, but it is way better for you because if something. If you're both on the same policy and all of a sudden something happened and maybe expenses happen or something, and you need. You're like, hey, I can't afford this. If you're both on the same policy, there's no options. Right. You just lose everything. But at least if you're on. On separate policies, then we can choose. Hey, you know what, Stephen? It looks like we should probably keep yours. Maybe lose hers for right now. You know what I mean? And now you've Got options, whereas before you didn't have options. I'll be honest, I hate those, I hate those at 100 because I just do not like that, the way they work.
Yes.
Does that make, does that help? Does that answer that question?
Well, somewhat, yeah. Somewhat. So it doesn't pay on a first to die is basically what you're saying. And if you want to, if I'm wanting each of us to be covered, we'd need to write two separate policies.
That's what I would recommend. But we could definitely look at it and see what makes the most sense for you. Of course, it's the most important is what makes sense for you. Right. Fits your needs and your budget. And that's my job, just to get that information to you.
Sure, sure. And I'll be honest with you. We don't really need it. We don't have to have it. We're pretty financially secure and that's why I didn't take it from the get go. Sounds like it may be a little bit more than what I want to get into anyway, so. Hey, thank you for calling, but I think we'll just pass on it.
Okay, well, and it's not a problem. My job is just to get the information. I can just set a time, just at least get you some numbers. And it'll take me like 10 minutes if that, if you'd like, if you're going to be available later on today to make a quick phone call and then you can even just see, because there are a lot of different options and plans. And if you want to put you both on the same and you want the first to die, you can do that.
Yeah, well, I, I, I just think it's going to be more than I want to mess with right now. I just don't have the patience or the temperament to, to go through all this stuff. So I think I'll just pass on all of it. And I appreciate you calling me this morning. I hope you have a great day.
All right. And Steven, just real quick, can you just answer this question when you fill this form out? What, what were you looking for? Because it sounds to me like maybe you're, maybe you're looking for something that I haven't addressed. Is that correct? Because you did fill out the form for, for a reason. And my job is just to make sure that I get that information and it doesn't matter what you do with it.
Yeah. Now I think I'll just pass. Let's pretend I never sent it. So.
Okay. Okay, Take care.
Bye.
Bye. So so guys, that was, that's a tough one. There's no, there's no getting through on, on him on that one.
You know what that was. Yeah, I like that. You know, you came up with some objections, right? You overcame some objections, but that would have been the biggest waste of an appointment slot that you possibly could have had. So you guys don't try to, if there is no need, don't try to put that square peg through that round hole because it just ain't gonna fit.
Well, that's why I asked him, Lori. Right? Why did you fill it out? You know what I mean? And he couldn't really even tell me. And I'll be honest, I'll put in like a stack for when I have no leads. Then I'll call it from a different phone and just see because they're just out and about and they're camping. He already told me that. You know what I mean? So I just don't, like, I think he may want it, but he's just like, now's not a good time.
Yeah, it's a, you know, and then it head fakes you because you have that appointment in books. You're like, yes, I have sex. No, you don't, because that one doesn't count.
And I wouldn't count that as an appointment. To me, that would be like a 5 minute appointment type deal. Does that make sense? But it was a good. I mean, you saw, I tried multiple ways to overcome it and when I realized it wasn't going to go anywhere, that I would just be getting no shirt anyways, there's no point.
