Paint the Picture

And so let's just say we've already built the rapport. I'm going to tell them, I'm going to ask you some questions to help me understand where you're coming from, because we custom fit everything to your needs and your budget. Okay? So my job is to kind of paint this picture because I need to see where you're coming from. Right? Everyone comes from something different, right? So you got to see where's that need. So you're kind of the financial cancer person, like the financial cancer doctor, right? You're looking for the problem, right. So I said, I'm going to ask you some questions so I can understand where you're coming from, because I don't know where you're coming from. And everything is custom fit to your needs and your budget and where you're at today. Keywords, where you're at today. Today we're going to get the process started to get you qualified where you're at today. We can always add to it later. Okay? So I'm going to ask questions so I can understand. And then I take husbands and wives, right? And I'm going to ask them, do you work? Yes or no? And they're going to say, yes, I do. Right. And I'm going to ask them, okay, roughly what's your income? And they're going to be like, okay, it might be $5,000 a month, right? I'm like, okay, great. What about your, your, you know, Joe or Mary. Right, Mary, do you work well, yeah, I make about $2,000 a month. Right. And then I'll say, okay, great, Let me ask this question. Let's say you don't even qualify for mortgage protection at all. Now, I'm not saying that's the case. I'm just saying what if you don't qualify? Help me understand what you currently right now have in place. If something happened to either one of you. I said, and though some people were like, oh, I had nothing. Okay, I get it. So that's okay. You're like, most people in the world, they don't have anything. That's okay. But now I understand where you're coming from. Right? Because here's what I don't want to do. If I've got someone that has $1 million death insurance policy, they're looking for more, the living benefits, if they requested that information. Right. And if they have a ton of insurance, like, man, that's so awesome. I do death insurance as well. You got to die to use it, right? Yeah. Okay, well, when you request this Information. Something must have stood out to you. Like, was it more if you were to get sick, pass away, become disabled? Like, what was it? Oh, yeah. Or was it all three? Oh, yeah, no, I'm, I'm looking. Well, if I get sick. Okay, well, most people get short term and long term disability at your work. Joe, if something were to happen to you, do you get a short term and long term disability at your work? And they'll be like, yes or no? And they go, yeah, okay, awesome. Listen, Joe, if your income got cut from 5,000 to $2,500 a month, what does life look like for your family? Let them answer. It'd be tough. Okay, so at minimum, we know we need to at least look at 50 because there's a 50 gap. Do you see what I'm saying? What I'm doing, I'm creating. Hey, there's at least a gap. There's. If your income gets cut by 50, you got a 50 issue, right? What does life look like? I'll turn back around and say, now, Mary, if something were to happen to you, you get $2,000 a month, you get a short term or long term disability at your work, and they'll be like, yeah, okay, typically it's 40 to 60% of your income. Because everyone's going to say, oh, I get something if I get sick. Oh, I already have short term and long term disability. You got to help them, see? No, but what does life really look like? It's 40 to 60% of their income. If that income gets taken away, what is their life going to look like tomorrow? Do they get a short term or long term disability at their work? Some people, I'll ask them, they're like, oh, well, no, I didn't opt in for that. Oh, wow. So let me just ask this question. So tomorrow, if you get sick, you're like a big fat zero. Like nothing, no income, nothing. What happens if someone gets sick? Your expenses do what I, you guys, I do talk with my hands. But the reality of it is it stands out in their mind. It goes what up? Your income goes down, right? Mortgage protection is that bridge to allow you to get back on your feet. Right. If you were to get sick or pass away. Right. But I don't even know what you're going to qualify for. And I'm going to ask some questions to see. So. So would you agree, I said, whether we're looking at 10, 20, 30, 40, 50, or a hundred percent of your mortgage, would you agree something's better than nothing? I'm still Going to ask them to respond if they go, no, no, 100 is nothing. But if they say, I don't want to grease something's better than nothing, move on. Right? But I've never had someone say that. And something is better than nothing. And I always tell them, at minimum, we want to protect the equity. I learned that from you guys, right? We want to protect that equity. If something were to happen, to give her options, right? If something does happen to you, Joe, she at least has options. She can sell the home, she can save the equity, she can do whatever she needs to do, right? So that she can not, you know, not. And I, and I even say it, hey, do you have kids? I ask them, I want them to do they have kids? Because if they have kids, I'm going to say, well, is your concern getting your child to school without any disruption? And I never thought about it that way. I'm just asking because that's my concern. If something were to happen to me, I don't want my kids without a school in the hardest times of their lives. Well, yeah, that would be a concern for me, man. Me too. Right. So how was your youngest child? Oh, well, they're like eight. Okay, so I'm assuming your biggest concerns, what, the next 15 to 20 years, right? Getting them through school without any kind of disruption. Never once has someone said no. Not one time has someone said no. Because it's all about protecting their family. Right? So then that helps me understand, hey, they may have a 30 year mortgage, but the biggest concern right there is either the working years is they're going to get sick, or whether kids are getting through school, you don't want them to sell the home, move away from their friends at one of the hardest times of their lives. Because you know what, it's important to then when they get to hard times with the people that they've been growing up with, they can be with, right? That their whole lives are not completely disrupted. It's hard enough losing a mom or a dad or something you care about, like, truly, but then to have to like move immediately, it's devastating. Like, we've seen it, guys, with our own kids. When our son passed away, we had to move and it did affect one of our children really a lot. So I can speak to that, right? They go, oh yeah, I've got a one. You can throw it at me. You can throw some objections. Like let's say I was at. You're like, oh, I got to work, I got to work. Insurance at my work. Hey, man, that's awesome. I love it. Get as much as you can, because it's crazy. Cheap, cheap, cheap, cheap, cheap, cheap. As much as you can, right? But it is like the ketchup while at the restaurant. It's great while it's there, but you can't take it with you, right? Would you agree with that? Oh, yeah, yeah, yeah. Okay. And you're going to retire, right? Well, yeah. You're not taking that with you. And you don't own it. You don't control it. You know what a lot of people don't know, even with that life insurance at your work, do you think that's immediate? They get taxed on that. Did you know that? Absolutely. It's taxed. It is taxed. Did you know that? And do you know who. And people who work for the government? I'll joke around like, oh, man, the government's kind of slow. Do you think the government does anything fast? We're like, no. How fast you think the little $10 or $12 an hour person behind that computer is going to work on getting that money to you? It's the truth, because I've seen it happen, right? One of the things with older people, a lot of people get scared with older people, right? Hey, they're retired, they're on a set income, right? So I'll just say you're retired, you're on a set income, right? So you're. They're looking for something that's permanent. It's going to be there no matter what, right? And I'm still going to create the value. Because here's the thing. If something happens, you got to know, if that husband passes away, how much of that retirement is that wife going to get? How much of. And who gets the higher social, the wife or the husband? And if the husband gets the higher social, guess what? There's a transition time of six months to get that social into her name. So even if she's getting Social Security right now, he's getting Social Security right now, and they've got retirement going on, you got to find out if something happens to him. What's. What's the retirement? How much retirement do you get? Oh, well, like hardly any vas. It's like 20%. It's crazy, right? But you got to know. And they go, I don't even know. Listen, that's a big thing. That's. That's the big deal. So a lot of people don't even. They. It's like. And then they go, I don't know. I'm like, okay, so let's just assume it's 50%, because that's a common thing. Right? But now if Mary over here is getting $2,000 a month and. And for retirement, and then she gets the 3,000 in Social Security plus your retirement, you got to help them see what's the deficit. Hey, so that looks like if something happens to you, she's really immediately straight out gonna lose $7,000. Now, she'll eventually get that Social Security over into her name. This can take six months. So what we need to do is we need to create the bridge to give time for that Social Security to actually get over here. Right. So that she could be okay. Because would you agree, Joe, that if she gets that Social Security and she has her. Her. She gets retirement, that she could either stay in the home or sell the home. Either way, she would not have to be pushed out of the home. Yeah. Okay, well, then that's what we need to do. Let's just put something in place that pays mortgage for six months, nine months, or a year at any time something happens to you to give her time to figure out what she's going to do. Get that Social Security over in her name. Because here's what you don't want to do. What? While they're waiting for that Social Security, like, stuff to come over into their name, you don't want them to lose a home. And do you know how I know about. This is my own client. She called me up. It was the daughter, and she said it is the mortgage protection. Her. Her mom had had a stroke, and the dad, we thought. We thought that the mom would pass away long before, and the dad was older, and it was what we put in place. It was just pay the mortgage for six months, give time. And she said it was six months to get that Social Security over to her mom, and her mom would not have been able to stay in that home. So unexpectedly, the dad, the. The husband passed away. And that's where I really learned the importance of it. Right. It's from my own. My own experiences, right? So now people are like, oh, wow, I didn't even think about that. So as you educate people, then they're like, oh, yeah, that makes sense. Because I need something to bridge that gap. Customers get older guys. They may be 85 years old. And I'm like, okay, so if something happens to you, what do you want to have happen to the home? I'll go to my kids. Okay, how many kids you have? I don't know, 30 or four or. He holds like four or whatever. I'm like, okay, well, so is one gonna move into the home, or what do you want to have happen? Well, are they gonna. I mean, most people. Most people in your situation, the kids are gonna sell the home and split the equity. Is that what. Like. I mean, you couldn't have all four kids moving there, right? They do. They already have their own place. I'll ask them. Do your kids already have their own place? Yeah. Okay, well, if they've already got their own place, do you think they're really going to move into your home? Well, no, probably not. Okay, well, so at minimum, all this money you've been putting into it is a legacy you can leave behind for your. For your children, right? It's that way the bank doesn't get to keep all of it, right? So this is your home. This is your investment. This is a legacy you can leave behind for your children, because now they can sell the home, they can save the equity, and they can take that money and do whatever they want to do with it. And that's a legacy you're living behind for your children.

So notice her tonality. She's here, and then when she talks serious, she brings it back slowly, and she brings it back real softly to people. Listen to her tonality when she's talking, and you don't even realize you're doing it because it's just unconscious, Tanya. But that's just what you call experience, going through so many reps, and that's where we want you guys to get to is it's all about reps, reps, reps.

Imagine if you are in there, like, I truly do go. Try to look at it and go, what if I were in their situation? Like, what would it look like for me? Like, I try to put myself in. Like, I'm the wife and it's the husband, right? That's like, I. And try. Because that's how you can bring that passion into it, right? Because you can feel what life would be for them. Does that make sense? Like, I try to imagine it, like, what would that be for me? Like, that I'm that person in their situation. You have to find the need. If you can't. If you can't find the pain, you cannot get the gain of the sell, right? I'm not jb. I'm really not thinking about how much money I'm gonna make. I'm just gonna do what's best for the client, and the money will just come. And I know that's hard sometimes when you're kind of like, hey, I just needed, I just need that man just to pay my bill. But I promise you, if you just put your heart into it and say, you know, I'm just gonna do what's best for them, I'm not gonna pay attention to the money, and I'm gonna be consistent and do that with every single client. You'll be surprised. You'll get referrals, you'll get people calling you, saying, hey, you help my brother, can you help me? Like, people, People know your true passion in your heart if they feel like you're all about the dollar. And so what if an appointment goes over? Okay, it goes over, but you know, you took the time to care. And I'll just send a text message, hey, I'm running behind. And I always tell my clients ahead of time, Please allow a 30 to 45 minute lead way time in case my other appointment goes over, you know, but it's kind of like if you go to the doctor, right? And you go to this doctor and you wait three hours to see a doctor or two hours, you know, and you know, you're human mad. You waited two hours to see the doctor, and if they only spend like three minutes with you, I'm probably not going back to that doctor. But If I waited two hours and I got it and they spent 45 minutes with me or 30 minutes with me, I'll be like, he really cares. He's just cares so much about his patients or cares so much about his clients, right? Sometimes he goes over, I'll tell my clients, I'm sorry, I'll. I apologize that I would, that I'm running behind, but it's really important that I give my best to my clients and I'm going to absolutely give my best to you.