Script library: mortgage protection
The mortgage protection phone script, word for word
This is an appointment-setting script: the only goal of the call is a booked 15 to 20 minute sit-down. Nobody buys a policy on a cold callback, and trying to sell one is the fastest way to lose the appointment you could have had.
1. The pickup
Goal: Sound like a person, anchor to their card, twelve seconds max.
“Hey, is this John? ... Hey John, this is Andrew. I'm the field underwriter who got the mortgage protection request you mailed back on the house on Maple Street. I know you filled that out a few weeks back, so let me tell you why I'm calling and then you can tell me if it's worth five minutes.”
Name, reason, permission. No 'how are you today', no company monologue. The card and the street name do the credibility work.
2. The frame
Goal: Separate yourself from the bank and set the appointment as the goal.
“Quick context so this makes sense: I'm not with your lender, I'm the licensed broker for this area, which actually works in your favor because I shop all the top carriers instead of pushing one. My whole job on this call is simple: I'm required to get you the information you requested, and the way I do that is a quick 15 to 20 minute sit-down where I show you the options and the real numbers for your situation. Nothing gets decided on this call.”
Two jobs: kill the 'is this my bank' confusion before it becomes an objection, and lower the stakes so booking feels small.
3. Discovery, three questions only
Goal: Enough to personalize the sit-down, not a full fact-finder.
“So I bring the right options and not a phone book: is the goal mainly to pay the house off if something happens to you, or income for the family too?”
“And is this just for you, or you and your spouse together?”
“Rough ballpark, are you both in decent health? No surgeries or anything major in the last couple years?”
Each answer narrows the quote work. The health question also pre-frames underwriting so it is not a surprise later.
4. The two-times close
Goal: Offer a specific choice, then stop talking.
“Perfect. I'm going to be out your way twice this week. I've got Tuesday at 6:15 or Thursday at 7:30. Which one works better for you two?”
A specific pair of times beats 'when are you free' every single time. After you ask, be quiet. The silence is the close.
5. Lock it down
Goal: Make the appointment real so it survives until Thursday.
“Great, Thursday 7:30. Grab a pen, my name again is Andrew, here's my number. I'll have your options worked up, so if anything changes, call me instead of just canceling, fair? And make sure Sarah's there too since this covers her as well.”
Name written down, number saved, spouse expected, permission to reschedule instead of ghost. Four small hooks against a no-show.
The four pivots you will need
Clear it in one breath and turn it into an advantage: you're independent, you shop every carrier for them, and the card they mailed is the only reason you're calling.
The number one mix-up. PMI protects the bank if they stop paying. This pays the house off for the family if the paycheck disappears. Two different things, and that gap is what the appointment covers.
Agree, then trade: the right info depends on their answers, so convert to the three discovery questions or a booked time.
That is exactly why the appointment matters: coverage gets built around the budget, and the sit-down costs nothing. If the numbers do not work, no problem.
Paste this into RingReady and run it out loud against an AI homeowner who objects like a real one. The coach grades how naturally you deliver it, rep after rep.
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