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[Music] wow [Music] oh [Music] [Applause] [Music] so you're about ready to watch episode one of call to close initial contact and i think that i don't know that i can say this is more important than that i just know without appropriate initial contact there is no appointment without appropriate initial contact there is no sale without appropriate initial contact there is no education and i want you to as you go through each we dissect each agent that does this you need to really take a step back and think about the things they're doing and then you want to start analyzing what you're doing so the following video when you watch brian mendenhall in his initial contact how many different stages are there to initial contact well number one you need to go ahead and let people know who you are know why you're doing what you do who in your family is important to you in your life what life experiences do you have as it pertains to life in terms good bad or indifferent why it's so important to you and in that initial content allows you to set that structure see we used to talk about having a an imaginary bank if you will on the dining room table and every time i wanted to know something about you i had to make a deposit in the bank so if i was going to ask you a difficult question about your family or who's going to provide for the financial security of your family if you die or any i need to make sure i explain to you what when you listen to brian talk about being raised by a single mother when you talk about the respect he had for you we talking about the you hear him talk about his professional experience the things he's done what he liked about his previous jobs why that's allowed him to be very good here why he's so competitive to be the best he can be for you and when you hear him talk about things when you hear the clients in here you know who's in control and it's not see one of the things you learn about in in life i believe is people respond when you have structure and short-term goals that gives a sense urgency a lot of people say i can't get there's no sense of urgency in the house yeah because you didn't provide structure you didn't find any short-term goals brian's initial contact is all structure here's who i am here's who you are here's what i do here's why i do it and here's why you need it that's it short-term goal here's how it's going to work today we're going to do this that's going to equal you having this and here's the protection you're going to have in place for this period of time so you don't have to worry about it listen to his words watch his body language is simple when he reached out to bill and laughs them about you know how tough bill is as a man and what he does and and and the husband in this role play and it's simple stuff like that that escapes us this business is so simple and this portion of the call to close shows you how important initial contact is all right guys so first things first i know you don't want just a random person in your house so i want to show you this is my license i'm licensed through the state through the banking and insurance department all that means is i'm authorized to help you guys today protect your mortgage okay okay now i want to ask you guys a question who was the smart one that filled this out normally it's the wife but i would have to be here that would mean that that was you she's the smart one bill absolutely um let me ask you jasmine when you filled this out what were you thinking about um just trying to make sure that we get the coverage and we get the best price um so a couple came in the mail and i just sent them all back so jasmine when you saw this you were more it wasn't about the price i'm sure it says in the event of a death you want to make sure that your mortgage is protected basically paying off your house so when you saw this what were you concerned about it wasn't the price it was about what um in case anything were to happen to my husband anything were to happen to you that you would be in a situation where you wouldn't lose the house okay so i'm going to go over some stuff and explain that to you today what we can actually do to help you guys okay um but i want to ask you so there's going to be three things that we're actually going to do i'm going to make sure that we find a program that fits in your budget okay i'm gonna make sure you understand how it protects you which was your number one concern you wanted to be protected correct and the most important is i'm gonna make sure we can get you to qualify because if you don't qualify the price doesn't matter would you agree right all right so there's no there's two things that i need to talk to you guys about that everybody feels is almost taboo but we need to talk about it okay the first one is death no one wants to talk about death do that we need to talk about it how old are you guys 27 so i remember when i was 27 10 years ago i'm 37 now i felt like i was superman okay but we're all gonna die we're all gonna die the last thing we we need to talk about also is finances no one wants to talk about finances no one wants to talk about what they're bringing in but we need to talk about what's coming in after tax dollars because that's what pays the bills would you agree so if something were to happen to you bill we need to know what's going to not be coming in here tomorrow vice versa you guys are both working yes all right so i'm gonna i need to get some information from you okay sure all right so first things first so you're 27 years old yep 27 both 27 yes all right you know what before i go too far into this i want to tell you a little bit about myself as well because i need to ask some personal questions is that okay yeah all right so first things first i don't i'm not here just for the mortgage protection i'm here for that today okay but in the future these are some of the other things that i specialize in and i'm going to be your agent from here on out so if you guys need anything you're able to reach out to me okay so mortgage protection is one thing that i specialize in final expenses now this is important a lot of people have jobs they have work insurance and they're covered for the whole time they're working but when they lose their jobs or they're not working anymore they lose their coverage and this is when they're looking for this type of coverage between the ages of 45 and 50. that's going to take care of your burial okay life insurance now this is more meant for income protection do you guys know the difference between mortgage protection and life insurance no make sure i'm going to explain it to you in a little bit there's a huge difference that you guys need to know about okay well one thing you need to know normally with life insurance they're going to come out with a needle stick you make you pee in a cup they're going to watch it it's really weird and i don't like needles do you no all right so they do all that and it normally takes two months to find out if you're approved or not 50 of the time it comes back and it comes back rated so it's higher than what they originally told you the price would be okay so that's that's one thing with life insurance the other thing about life insurance let me ask you a question if you came down with a stroke a heart attack cancer or anything like that and you called your life insurance company and told them you had to happen what would they tell you you mean through the work insurance any type of insurance if you have if any type of life insurance let's say you have a stroke or a heart attack you call them up and you say hey i had a heart attack what are they going to tell you i'm guessing the rate would go up yeah no i'm not sure you will be calling because you want help correct you want money they're going to tell you why are you calling me because you're not dead yet right does that make sense it only covers you in the event of a death you want coverage if something happens to you while you're living as well correct yes that's what mortgage protection is going to help you with and i'll break that down for you um you don't you guys don't have any kid yet so when you guys go to have kids i do the college savings plans which i can teach you how to do that um asset protection you guys are still 27 so you don't have a bunch of money but you guys are putting money into a 401k i'm assuming yes and your company's matching uh a little bit yeah okay what percent do they match up until they match four percent four percent and how much are you putting in i did the four you do the four just before okay we can talk further in the future about setting up something like this as far as tax-free retirement what makes sense for you okay yeah but a little bit about me i'm from bensalem i lived there with me my wife and my two kids bj and brandon um so i grew up i was raised by a single mom all right my mom was a prison guard and she was tough as nails kind of one of the reasons why i took my shoes off at the front she didn't play no games um but i put this in here also that i was the general manager at la fitness sports club i did that for 10 years and helping people has always kind of been one of my things um in the gym we always had whatever club i went to i always had the number one club because i serviced the heck out of people i just kept serving and serving let me break it down i would literally bill you came in today for a membership yep i'd sign you up yeah and then i tell you come back and work out with me right yeah but i would tell you to bring a friend and i worked you and your friend out for free right and now when i'm doing that what are you going to do keep bringing people in right yeah i ended up having the number one club in the nation and i would go to every struggling club and get them booming here's the deal i'm still helping people here what i do is a little different now i've had 14 clients passed away on me in the last seven years now each time i've been able to be there for that family and help them out one thing i want to ask you bill and this goes both ways but how long have you guys been together we've been together for seven years seven years so i want to flip it around i know you're tough you're you're a tough guy right sure if you lost your wife you've been together for seven years yeah you wake up tomorrow like nothing happened absolutely not you go right back to work you're strong right it's probably not gonna happen right you probably won't have your legs under you and vice versa i'd be the person to step up and help you guys out make sure that the insurance company is going to pay that money right away does that make sense yes all right so i got to show my family also this is my wife emily she's better looking than me we all know we all got the same problem as brandon that's my 11 year old and that's my five-year-old bj now i'm a little backwards i mean bj after me most people named their first son after him i was a little backwards at least he got one of them yeah so i want to tell you guys this story and it's it's actually kind of emotional for me every time i tell it but i tell it for a reason okay i'm assuming you guys have work insurance is that correct yes so bill how much coverage do you have for your job it's uh two times myself two times your salary how much are you making a year fifty thousand okay so you got a hundred thousand dollars worth of coverage yep and jasmine how about you um the same program it's double my salary and how much you make in a year i make about 25 pounds 20 so you got about 50k all right so i'm this is my auntina and my uncle rick okay now when i first got my insurance license back in 2011 i literally went to everybody in my entire family i'm like you're getting covered you're getting covered you're getting cut your everyone got covered right right now my auntie is the only one that actually did not take coverage with me and the reason she didn't take coverage bill is because she had three times her salary to work she was making a hundred thousand dollars worth of life she making a hundred thousand dollars a year and in the event of her death she got 300 grand well i was brand new in this business so i didn't know any better to tell her that that coverage wasn't actually hers see most people don't die while they're working she came down with stage four pancreatic cancer now her job said hey go ahead and get better get better and come on back to work guys unfortunately no one gets better from stage four pancreatic cancer you die but she was a fighter and she actually fought long enough to where her sick time was all done her just all the time ran out and they said you need to come back to work or we gotta do what not fire you but they put it nicely they said we gotta let you go yeah they let her go what do you think happened three weeks later that's what you passed the messed up part is she had no life insurance because the coverage wasn't there anymore she wasn't actively working i literally felt like i let the family down on the flip side it's my uncle rick he also passed through stage four pancreatic cancer but the crazy story is i actually wrote him a policy with one of our companies eight months before he died check this out he didn't know he had cancer what we do is non-medical there's no blood no urine no physical exam i wrote the application he answered the questions to the best of his ability telling the truth right right a couple months later his back's killing him he goes to the hospital finds out he has stage four pancreatic cancer then he's gone wow the insurance company they did freak out a little bit they're like oh my gosh this 250 000 policy now this guy's dead well let's they wanted to check the doctor records which that makes sense right yeah when they looked at it what did they see nothing he didn't know did he so what did they have to do through their investigation they had to pay oh wow so here i felt like a hero when a family was protected they got a house paid off and there was a little couple extra dollars left over and here i felt like i let the family down so when you guys say that you have this work insurance by all means guys with no disrespect i'm gonna have to cross that off you don't have anything it's kind of like a company car where if you leave that job they're not gonna let you keep the keys well they you gotta get that car back right yeah i never thought of it that way well that's all you need to think of it now because that's how it is okay all right so guys a couple other things so i work with a ton of different companies so i work with you've heard of mutual of omaha right sure you've heard of transamerica yeah how about gerber they used to probably feed you when you were a baby right so what i will tell you this company america i know you've never heard of them but hands down right now if you guys are healthy which i'll get into your health a little bit they have the best product on the market hands down okay they've been around since 1906 and they're only worth about six billion dollars that just means if something happens to you i think they can pay yeah does that make sense it looks like so guys let's go into this a little bit all right so i ask yourself to do as you move through and process what you just watched with ryan mendenhall and think about you know the way he set up that initial contact is that how you're doing it do they know as much about you as his clients know about him are you sharing those life experiences that experience he shared about his family and the life insurance is able to put in place for somebody that was sick shortly thereafter but i mean at the time they filled the application out they did their deal they weren't informed didn't know and how the policy paid out how some other people wasn't able to help did do your clients know that if you're a closed book you ain't got to work you close book they're going to close their checkbook you don't have to worry about them open it up it's a matter of are you going to share so we're going to now segue to marx and mark's initial content what i love about this is these are all great producers and they do it different well they first of all they're that they're you got to be you well they first of all they're that they'll be you by the way what's great about it what's great about i think the human race is we're all different go be you it's awesome nobody wants the same thing from every person they interact with anyway marx focuses a lot i was in the role play with mark obviously i i as i was talking i really subconsciously felt myself feeling better about when he you know when you mark asked a lot of questions about who is going to be in control and in this role i was playing a you know a guy's older with some medical issues and you know worried about my kids who when this roleplay would be older and making sure they're taken care of and at the end of the day mark started really getting me to you know first of all saying your kids names is important i mean it just is i mean it just makes a lot more personal oh you got two kids what are their names how old are they you know where did they i mean just asking questions about it but when he ever sat when he ever said hey what's your advice on this like start asking me parenting advice ask me advice you got my background as a social worker and here i was you know still working there and and really made me feel good about me because here he was asking my opinion he did not ask my opinion on life insurance he was a professional he asked my opinion on where i was allegedly a professional raising kids because he's his kids aren't at my my kids ages yet he's not you know he's never been a social worker so he he it allowed him subconsciously for all of us as he moves through his appointments if i've given you recognition and credibility for you being the professional in your field well i asked the same and i'd venture to guess if i had pushed a lot harder or been an abnormal client mark may have said that but at the end of the day he didn't need to and i bet he doesn't need to 60 70 80 percent of time because he sets the stage so well mark got me talking so much about what i did or didn't need who i was what my background was and the minute he started asking my opinion i was like man this is i kind of forgot i'm in this role play and i'm like i'm answering like i'm smiling and i'm just like and i'm who i was by the way it's weird too because i'm a guy that would never felt i've never felt i've never filled out a form so i really can't you know so so for me i'm like wow i would definitely buy life insurance it came to my house so i really hope as you watch what mark's doing and you pick up on these nuances and you get to see where he's at how he's making initial contact the subtle things he does think about that do you ever do that do you ever ask your clients opinion on something please outside of life insurance their opinion on what they do for a living so you can get the same respect in return how you doing i'm doing well my name is more for me sean nice to meet you thank you for having me here today um so i'm assuming your main concern sean when you filled this out was god forbid you passed away you just want to make sure everything's taken care of yeah i said death would pay off my hundred thousand dollars i have left in the house um i really wasn't so worried about the disability to be honest with your other stuff i mean not that i'm but i was really worried about um i've had this house now for you know four or five months and i was renting always before this so i just want to make sure i don't know a lot about this but i have a couple kids and i don't want them to i like them to keep the house i think the house is worth probably closer who's the normal person who'll be picking up the pieces when you die my daughter your daughter yeah and you said a couple who's the other kid i have a son okay and are they both local yeah they're within half an hour half an hour okay and your daughter's the most responsible by far okay god so we want to make sure that she's going to take care of this house if you have this i'm having fuel yeah i just want to get it paid off okay um how much did you put down on the house oh man then maybe put they made me put 20 down okay because i had to for my loan program okay so you know right at that was 20 something thousand dollars a little more than that closing costs end up all being like 30 grand oh god do you have any type of life insurance at all outside of anything from work no i i no i've never got any of myself no oh i got it i don't think i needed it before i got the house got it okay um and do you have any conditions at all i'm healthy i mean you know i um i take a blood pressure medication listen to pro i take that i've taken about four or five years now and i had a you know i had a minor they said it was a heart attack um i didn't really feel like i had a heart attack but i mean i'm in good health i work out a lot i try to eat good and um they went in and they put a little stent in i was in and out every couple days and back to work after you know a month or so but that did happen okay i don't know five years i feel good though i feel great it's good i feel really good that's good strong okay so heart attack about four or five years ago yeah okay and right now you're 52 yep smoke no i'm going to die real slow all right um are you familiar with mortgage protection at all i mean i'm guessing that's what that is but i don't know i don't i don't want any more than that okay god so basically the way this works is the mortgage protection program basically my job symbol i'm not here to bedazzle you i'm here to cover anywhere between ten to a hundred and ten percent of mortgage okay put on what gelatin before everybody's over something different we got to see exactly how you fit in and then i'm going to try to find something that works for you financially okay all right so i basically have two jobs no more i gotta see what you're eligible for number two i gotta see what works for you financially okay because that was my concern yeah am i not going to be eligible because they're going to tell me i can't get it because it's hard thing okay well i mean it's definitely going to be something we look at good thing is i work with about 15 different aerated insurance carriers so i'm going to try to you know poke and prod and see who's got an appetite for what okay and then we'll kind of go from there does that make sense yeah okay do me a favor if you could just grab me your uh any prescription drugs you're taking are just a valid idea we'll get wrong okay how long you lived here i've lived here a couple months so four months yeah and all i have is a listener i can tell you i know how many i know i know what i tape i don't have the prescription on it if i take the center pole okay well you um were you take like after the heart attack i took no other medications okay nothing he must have been really mild though i don't think it was that big a deal i didn't feel that good and i was getting light-headed and um now i went to my regular doctor and did some tests and they brought me over to the hospital here in norwich and they sent me to hartford okay i did a surgery and i was in and out you said you missed work for a little bit yeah probably six weeks i probably could have gone back sooner which six foot probably two ten he's smoking him he's out and you you you kind of well you've been with the same job do all that what's the name of the company over the state of connecticut okay that's who pays you stay up canada mm-hmm what do you do there i work with abusive active kids wow how long have you been doing that long time yeah long time 30 30 years wow wow you've probably seen a lot seen way too much yeah how old are the kids that you generally work with from newborns to you know 20 newborns yeah what do you do what do you do with the kids i do investigations hear the men abusing elected people calling and make reports and go out there and check and make sure they're okay and sometimes they're born addicted to drugs or getting abused neglected that kind of stuff and we go out and make an assessment see if they're safe to remain with whoever they're is raising them wow what's the what's the best part about that job the best part about the job be when i retire it's a no it's a rewarding time i do love the kids it's a it's a tough job though got it i said what's the worst part of the job dealing with people that don't care about the children wow it's hard wow yeah they probably want to they have their own stuff to deal with so yeah but it still makes it hard nonetheless has that had any effect on the way you raised your kids um i think the way i was raised had a lot of effect on how to raise my kids you know i just always wanted to have better for them you know i always wanted to do better for them i wanted a better opportunity that's kind of that's kind of the program right yeah you know um my daughter's 23 and my son's 21. got him both in college or out of college i'm both out of college nice man did your job they did their job i just didn't screw it up too bad [Laughter] sweet so what would that title be social worker social worker yeah 30 years yep and on average a year what do you make with them probably 75 grand give or take before overtime all right we got a mortgage here what's the uh what's the balance currently i think about 100 right at 100 that's what the when i got this form i don't know where you guys got that information but it sounds about right yeah i mean i've made a couple payments but they showed me that none of that really comes off the principal for a while so probably right around 100. okay let me ask you a question based on your background i mean i was um i grew up probably more than a troublemaker okay probably had i was probably in the dean's or principal's office quite a bit um they probably labeled me i don't know because i mean you've been doing this 30 years so i'm asking um does that cuz i have a son and daughter now five and three i always think like will that come back to haunt me like the way i was wanting a karma kind of way yeah like you know just kind of i think that uh here's here's what i think i think there are no bad kids okay i think they're bad parents okay i think once kids can be a certain age their behavior is on them but when you're a young child you tend to um you know not that you're not accountable you are but you don't find too many too many kids that in my opinion um and the stuff you did was probably you know relatively speaking to what other people are doing it was troublesome but you're doing it for a reason right you know i mean raised by if you weren't raised if you didn't have mom and dad both there had some things they said structure weren't there and it doesn't mean don't you go you get to be the mom and dad you know just having an unhealthy dynamic at home substance abuse whatever happens to me but now i'm a big believer in god i'm afraid of god i don't know if i call god's word karma i might but uh you know i don't know i think that you do the best you can you know what you do you do everything you can for your kids you give everything you got and at the end of the day just kind of you know what does that let go let god that's my opinion what do you think some good i mean you got 23 old 21 year old you raised them what do you think would be good if i got i got five and three what do you think would be good advice for me just overall just something you could you know i um i'll be honest with you i think that it's it's you almost look at it in phases i think i think you need to be when they're young you know from newborn to to the age of four or five or six you're gonna be you know you gotta be crazy vigilant but you also have to be increasing and you have to be but you have to be encouraging their independence real early one things i learned about teenagers once they got there was i had two choices i could either intervene and try to fix everything for them which i thought would debilitate them when my daughter got a boyfriend i wanted to kill him [Laughter] you know it's hard it's a hard deal it's a hard deal yeah you know and sometimes just sit back and it's hard to let your kids get the heart broken and sometimes you gotta let them get their hearts broken how do you how take you ride a bike let them fall you know so that's kind of probably the best advice i got you just kind of kind of you can't be all things to all people you have to let them make mistakes you have to let them have we got free will you have to make choices you just have to i guess if it's not imminent you kind of gotta just watch and read and and let them gain some independent skills wow that's probably the best advice i can give you yours if it helps you a sports guy at all yeah i like sports i follow sports okay yeah do you play any at all i used to yeah and i'm old now no i mean it's all fit softball's not a sport but i can't mess around with that every once in a while i played flag for probably too long hurt both my knees really i think it's coming back to haunt me now yeah that that might be hit contusion chest contusion i'm thinking dude what am i doing you know what i mean get old fast [Laughter] oh god all right so how much is this in this mortgage now how much do i owe yeah how much do i'm sorry 100 grand 100 right and then what's the payment plan oh man with everything included i'm probably 700 bucks 760 something i think that's all that what they call the escrows in there the taxes and checks annually would you say oh man i don't think i'm at like eighteen hundred dollars a year okay something like that they just take it all out going on sure sure so it's it's all in there okay and then um what was the what's the market value um i mean the appraisal said it was about what i bought it for which is like give or take 130 233 i think it's worth more than that but i mean everybody probably says that but there's houses in this neighborhood about same size sold for 150 hundred years about 150. i think it's 150 000 right that's how i was selling it tomorrow i put on the market for that good deal yeah i had to do some work to it it wasn't that bad but i mean you got 50 000 in equity just right just in the first four months that's pretty strong most people i see don't have that well so you're doing well yeah took a while to buy one i guess um just you on the loan here yeah that's it okay and any extra payments you're making towards the mortgage right now no i pay right now it's only been a short period of time i might have been paying exactly what i required to pay every month okay you're looking to make any extra payments at all down the road is that something you know i yeah probably i just haven't gone there yet i mean i have stuff i've paid off i paid off there you know some loans out to send the kids to college sure um and i started a few more years now i'm trying to pay those off you know earlier i had a really good interest rate i thought so i was like right at four percent okay so i felt pretty good especially nowadays yeah i feel very good about that i put i have good credit put a bunch of money down okay so all right that's strong so it kind of reserved right now yeah okay yeah sorry let me get this back to you thank you you got it and um we said no other life insurance at all correct no okay no state gives me um year my salary i guess okay i don't know how that works what's how what year yeah sure that's probably whatever my base pay is yeah it's all good i mean it's there it's kind of like you know i tell a lot of people it's kind of like an icing on the top of the kitchen you do want a cake though yeah i don't pay anything for it so i'll just have it okay got it um any type of retirement at all no okay no i did it i did a deferred comp for a while and i needed the money he used it took it it penalized me so much okay i wasn't i guess old enough to take it out okay i've never done it again okay put the money well i didn't know it was going to be that i didn't know i couldn't get it out i wasn't there in charge that much money to take it out sure and i don't think they ever i didn't feel like they told me that okay but nothing outside of that no i guess the state gives me something okay like pension type okay yeah but nothing man if it's if it's 20 000 a year i'd be surprised all right so now the way you want to structure this you want your daughter in in first place like if you passed away no my daughter okay and then you want your son in second position sure okay what's your daughter's name savannah can you spell that s-a-v-a-n-n-a-h god last name same last name yeah i got a three-year-old daughter good luck she's base good luck she is a base she terrorized her brother all the time really she's the oldest she's younger okay yeah um what is that gonna feel like when you have to give away i've seen it down how to do it and i i you know i feel like i had to give her away when she decided to date somebody [Laughter] i don't i don't know i'm not there yet you know i guess thankfully or not but i know i will be eventually i know i don't know what i think about that stuff i mean enjoy it yeah be my advice don't think about it now god and plenty of stomach to us that's why i had a damn heart attack i wouldn't say it to her she'd be a hundred percent your son be in second place his name yeah trevor same last name it's a lot of questions i know i'm not mad at you that's like my job you know just different questions all right sean so what i'm going to do is i'm going to ask you some medical questions see exactly what you're eligible i'm going to present you with some basic price options you'll pick the one that makes the most sense financially okay my job's simple just got to take the application we'll submit it to the insurance company would avoid a check see if it gets approved if it does get approved they're going to send a binder out to the house very similar like an auto or homeowner insurance you know exactly what it is if it gets declined i have to come back out and write something else okay again however as i reiterated earlier 15 different companies i work with my jobs try to find the best value for you and your family okay make sure your kids have something you've got that you pass away all right that makes sense okay so let me just kind of get a handle on this so as as we slide through looking at where we were and what mark was doing i think the other important thing to think about is as mark was asking those medical questions you watch the way he just kind of moves through it um you know you never want to be too high or too low on an appointment right you always want to prepare for whatever anybody ever has to say to you and i think mark just did such a good job asking so many questions whoever asked the most questions wins i mean it's kind of that concept he asked so many questions it was just you know what am i going ask can we just add this and then what about this then you have this then you would need this and it's like okay got it so we just kind of fell into place there was structure so now you're gonna um be able to watch frank euphemia and what's great and we were talking about this as the videos were being done is how you know i alluded to it in the intro video how different they are frank euphemia does a lot of um setting up the you know what do you actually have now what is it going to be in place what if this happened what do you have to your company one point he says to to mike who's playing the husband in there you know do you have these benefits to your company and he says no i don't and he says okay that's fine like not like oh my god why don't you worry what's wrong with that companies and don't worry about what we have here will take care of that as well and he's always in his initial contact he's always closing well when i at that phase yet but he's always just no we'll take care of that he asks a lot of questions he is you know mike is he's very non-threatening you know so he just kind of why are you not going to answer them he came across as honestly just a just a good guy to talk to you know he didn't come across as i don't know what your typical say you know sales person would be but frankie didn't come across that way came across the guy that cares about initial contact got a couple kids made a few jokes yeah we don't have any yet okay got it didn't go too far and certainly wasn't remotely judgmental and anything that they said just kept it moving you know he learned a lot about this couple in a short period of time and kind of you know anything that he could use and when i say against them to help them all things so when they say i can't you know down the road hey i don't want to use remember we talked about this or you have this here and it's not only you have the 25k good you have that your 401k but what else are you gonna have in place when something happens so really again it's such an eclectic group which is awesome but i want you to watch what you're trying to do when you watch all these is figure out as we go through them all whose initial contact mostly most resembles me you know mine how where am i gonna fit maybe it's some of each i need to do better at doing this over here this and over here i like this from him or her and this so you know as you get to watch frank's watch the very simple um low-key approach and the amount of questions that are asked in the states that set up in this initial contact how long y'all been in the house uh about two months you just bought it yeah just congratulations okay and where are we at before probably five miles from here same time renting yeah we're renting so it's your first home yeah it is very nice very nice okay um so here's the form that y'all sent in okay it's very simple i mean it's very self-explanatory when people feel these out there looking to do a couple things usually it's to make sure that something happens to them that their spouse and or their children are are taken care of that they have a roof over their head my job's very simple guys it's it's i've got to do three things today one is i gotta figure out which program we've got about 16 different companies hundreds of different programs which program will best fit what you guys are trying to accomplish the most important thing for me is that the companies will actually approve you okay so we'll send some paperwork into the insurance company they'll underwrite it and say yes or no the most important thing for y'all will be the budget we're gonna find something that fits in your budget today not just today but if something happens like you know wind up with a bad hot water heater or a couple flat tires you it's not going to affect this payment this is going to be something that's important that you're going to want to stick around does that make sense yeah perfect so i'm going to ask y'all a couple questions and you know take about five minutes or so um let me ask you a lot of questions okay it's just to kind of help me figure out where we're gonna navigate to to put you in the best program it makes sense uh mike what do you do i'm actually a fan painter yeah you work for yourself or work for someone else no work for someone else okay commercial residential a little bit of both yeah right now mostly residential nice yeah um and mike how are you i'm 35 35 okay and jasmine i'm your receptionist okay i'm 35 as well j-a-z okay and you said 35 as well how long y'all been married uh five years okay any kids no no kids do y'all want kids maybe someday maybe some yeah they're expensive so they are i've got three yeah and they don't get any cheaper than order to get and you have a girl it's all over so um do you have as far as what you have with your company's benefits goes do you have any benefits to your job as far as life insurance health insurance disability anything like that i got nothing nothing at all just a 401k okay or yeah i mean it's it's it's a benefit for sure um how about outside of work do you have any life insurance outside of a job no yeah okay has that been something that you guys have thought about maybe getting or just didn't really know about not really yeah we never really thought about it yeah i think we're young you know yeah no doubt yeah when i get older you know that's and that's you know it's fine i've been doing this for a long time and and the older people get the more they think life insurance is important right but every day at least one mom and dad are one husband and wife don't make it home from work so it's just it doesn't matter really whether you're 30 or whether you're 104 it's it's it it could be any time any day so all right so no life insurance you have a 401k how about you okay so if if something happened jasmine to you roughly what would mike get out of your 401k that could help him maybe you know cover some bills things like that you know how much your balance is looking for okay um i think it's about 25 000. okay who do you work for um northeast dental group yeah how long you've been there six years okay and like the name of your company it's abc painting how long you been there about 10 years okay that's good yeah um you like what you do it's all right sorry yeah do they offer any of these benefits i mean that's a long time to be somewhere do you know this is a small local company yeah okay that's fine this stuff will cover you know a lot of what you guys are should have in place or some companies offer this can take care of so that's that'll be able to kill two birds with one stone um and then you put money into your 401k every week and you get paid weekly bi-weekly weekly okay do you know how much percentage-wise you're putting in uh i'm gonna say three percent okay i'm not really sure i just paid right do they match they do okay do you know if they match up to three percent or not good all right and then mike what's your annual income roughly about 45 45. jasmine about 40. okay it's pretty close um and the mortgage is say 175 000 is that right yeah okay do you know what your interest rate is it's like around four four and a half yeah okay what's your payment uh it's right around 1100 a month is that everything taxes and insurance yeah that's one interesting okay all right so we'll take it four and a quarter and it's a 30-year loan right yes health-wise um you guys are on the younger side so hopefully you don't have any health challenges but anything health-wise that that i need to know about no cancer stroke heart attack no nothing pretty healthy how about prescription medication any type of pain medication or anything like that no okay perfect are y'all saving any money on a monthly basis a little bit yeah good couple hundred bucks a month not a whole lot okay what was your rent before you bought the house i was about 1600 so you saved about 500 bucks right there yeah that's awesome it's expensive when you buy a house though oh yeah decorations you put stuff in yeah i like to say my wife's not a shopping problem she does everything for the house and if we get a package from amazon like once again all right so we're gonna look at a couple different options i'm gonna show you the most popular plan for people that are in your age bracket okay essentially what it's gonna do is it's gonna cover to both of you something god for it happens either one of you that has to be paid for and clear okay um you sit behind a desk so it's it as far as you're getting hurt at work it's probably slim if you got hard at work you would have workman's comp but if you got hurt outside of work it'd be tough for you to work you could go to work with a broken leg you know might not become but you could go to work um so we might want to look at putting some disability on for you as well just just to make sure that if something does happen you can at least make that mortgage payment you guys don't lose the house that you just literally got you know you guys 35 got your new house and want to make sure that's does not go back to the bank yeah we got a bunch of these forms ever since we moved in i'm sure and you'll continue to get them yeah the problem is there's a lot of folks out there trying to do this i'm sure you guys got letters from alarm companies roofing companies windows companies and that's just going to be because when you do a loan your information is recorded at the courthouse and people go pull that information and they sell it and that's essentially why you're getting letters from all those folks we get the information send you the letter just like other companies but you know we deal with 16 different insurance companies so hundreds of different products you'll be able to i'll be able to shop it out between all of them to see which one's gonna give you the best rate so you guys don't really much have to worry about filling out any more forms unless you guys like to just waste time you know no we're not big on that me neither but it's confusing i do know that all right so y'all don't have any life insurance place so people get life insurance for a couple different reasons one is income replacement other is mortgage protection the third is is a few different reasons to you know funeral expenses and leave a legacy okay so because you have just done your loan and you're eligible for these plans we can actually give you a little bit more so you can get life insurance and kind of build it into your mortgage protection so if something happens we can pay the house off but if you know like sometimes you jazz and you'll get some extra money to put the bank as a cushion while you get used to living without that forty five thousand dollars in income it's a lot of money so um it'll you like i said you'll be able to wrap a bunch of stuff up into one thing and make sure that if something happens then you will not struggle at all which is at the end of the day but i would imagine that's your biggest concern as a husband so that's your initial contact you have to ask yourself when you get to somebody's house how are you setting the stage how are you quote-unquote building rapport i'm big on initial contact as suppose as opposed to i think building rapport can be a dangerous thing if you don't know how to do it the right way i'm not out there trying to be everybody's best friend i think that's hard and i think people say no to their friends if you could sell life insurance to friends and family the rest of your life you would just do that wouldn't need leads friends and family have familiarity familiarity breeds contempt and there you go this is your initial contact what are you getting what are you divulging about yourself to them why are you doing what you do what experiences do you have why should they be trusting you and then you're not now you're trying to learn everything you can about them what what what is going to happen if this happens where how is your job what do you have over benefits do you have work insurance i love what brian said about it like well now you know you know because like why don't you think about that and pertain to my work insurance well now you know because that is the way that it works you know it's really just if you don't set the stage there's no play like there's no game you you've got to set the stage man when you get there it is certainly it's a good handshake it's eye contact but it's you're immediately into how am i going to set some structure and you are setting structure by getting know some things you're saying starts by talking about you and then again everybody's going to do it their way and i think you take all this just let's take these for example brian mark and frank and go okay what is it about each one that i could do by the way they all can have have sold you know 400 000 plus plus in a year paid business so they know how to do it what they're doing is working nobody can dispute that so now it's you be you but find out some of the things that they're doing that maybe you're not but i promise you you have to when you're walking up that house you just always i'd get pull up my car i and it was like it was game time i'm sorry i didn't play football like rolling one day put my uniform on let's go play i was getting excited man i wanted to know why i wanted to get on the field who i wanted to hit why i wanted to hit him and why i disliked them so much i had to set the stage for all the things i was going to do i don't care what it was in life it was if it was given a a training if it was talking in front of whatever it happens to be you need to get prepped and this is the same thing i put the house game time and unfortunately in our game if you don't bring your a game people get hurt so as i'm walking up to the house i'm talking to myself remember to smile shake hands say this about this say this about that maybe it's something about the neighborhood or the house or the car that i can already relate to and i can send it maybe it's about them being the military and thank them for their service because i genuinely thank people for their service money served what can i do to help gathering information i'm watching everything as i walk up to the house and once i walk in the house i'm observant and then i'm a question asker and i'm a control taker and that's who you are that's initial contact and you have to have good initial contact to be very successful in this business so i hope these segments help [Music] [Applause] [Music] you