📋 Term · —
—
Coverage — 100%
Coverage — 50%
Term Length
Run waterfall to check eligibility. Coverage, 50% option, term length, and live-rate buttons are all controlled here.
🏠 Payment Protection · Enter payment
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Enter monthly mortgage payment to calculate PP face amounts.
🛡️ Accidental Death · Coverage Grid
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Enter age, gender, and state to check AD options. Local rate engine — instant, no API call.
⚱️ Final Expense · Bronze / Silver / Gold
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⚱️ C1 Tiers
🥉 Bronze
🥈 Silver
🥇 Gold
Set Bronze / Silver / Gold face amounts here, then click Get Live Rates to pull all three tier quotes.
🧪 API Diagnostics
Last successful quote: —
No live quote run yet. This will show request type, raw rows returned, rows kept, and any API error.
Show last request / response trace
📷 Lead Scanner Pro
AI-powered OCR → GHL
Push to:
Assigned to:
Drop lead cards here or tap to browse
JPG · PNG · PDF · single or batch (up to 20 at once)
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📋 Call Disposition
No client loaded
No client loaded from Intake tab
Mark This Call
SOLD
Policy submitted — enters Sold workflow
THINKING ABOUT IT
Quotes delivered — enters follow-up sequence
NO SHOW
Did not answer — enters No Show sequence
NOT INTERESTED
DNC — removes from pipeline
VOICEMAIL
Left voicemail — VM drop workflow
NO ANSWER
No pickup — attempt sequence
RESCHEDULED
New time confirmed — update CRM
Sold — Policy Details
Co-Borrower Coverage (if sold)
🎯 Annual Goals
➕ Manual Production Entry
Backup — GHL auto-feeds on Sold disposition
📋 Production Log
🏆 PRODUCTION SCOREBOARD
🛡️ Accidental Death Quoter
Foresters Prepared II · MoO Guaranteed ADvantage
💰 Return of Premium Schedule
No client loaded
📞 Step 1 — Opener & Credentials
OPENER
"Hi [Client], this is Scott Watkins with Legacy Guard. How are you doing today?"
PURPOSE OF CALL
"The reason for my call — you recently requested information about protecting your mortgage. I'm an independent field underwriter, which means I work for YOU — not any one company. I represent over 40 carriers and my job is to find you the best coverage at the best price."
CREDENTIALS — "Give them your card"
"Do you have a pen and paper handy? My name is Scott Watkins — S-C-O-T-T W-A-T-K-I-N-S. My NPN is 87604. My cell is 601-624-1513. If I were sitting in your home right now, I'd hand you my business card. This is your card."
💡 Pause and let them write it down. This builds trust like an in-home visit.
🏠 Step 2 — Verify Mortgage & Build Rapport (FORM)
VERIFY MORTGAGE
"Let me verify what I have here. I show a mortgage of about [loan amount] with [lender], on a [30]-year term, with a monthly payment around [payment]. Does that sound right?"
FORM FRAMEWORK — Build the relationship
F — Family: "Tell me a little about your family — do you have children at home?"
O — Occupation: "What do you do for a living? How long have you been there?"
R — Recreation: "What do you like to do when you're not working?"
M — Move to presentation
O — Occupation: "What do you do for a living? How long have you been there?"
R — Recreation: "What do you like to do when you're not working?"
M — Move to presentation
💡 Don't rush FORM. Rapport built here makes the close easier. They buy from people they like and trust.
THE WHY QUESTION — Most important question on the call
"[Client], if something were to happen to you — if you were to pass away unexpectedly — what would you like to see happen to your home?"
💡 Let them answer. Don't fill the silence. Their answer IS the sale.
💊 Step 3 — Transition to Health
TRANSITION
"Great. Now to find you the best rate across all my carriers, I need to ask a few quick health questions. These are simple — most take less than 30 seconds. This is what lets me shop 40+ companies for you right now."
3 KEY QUESTIONS
Q1: "In the past 2 years, have you been hospitalized, had surgery, or been told you have a terminal illness?"
Q2: "Do you have any heart conditions, stroke history, cancer, COPD, or kidney disease?"
Q3: "Do you have diabetes? If so, is it controlled with diet/pills or are you on insulin?"
Q2: "Do you have any heart conditions, stroke history, cancer, COPD, or kidney disease?"
Q3: "Do you have diabetes? If so, is it controlled with diet/pills or are you on insulin?"
💡 Health answers are already captured in the Intake tab. Use those — don\'t re-ask if you already have the info.
⭐ Step 4 — Living Benefits Presentation
The Game ChangerTHE SETUP
"[Client], before I give you the rates — can I share with you something that most agents never tell their clients? Most people think life insurance only pays when you die. That was true 20 years ago. Today it's completely different."
LIVING BENEFITS — THE THREE TRIGGERS
"The plans I'm going to show you come with what's called Living Benefits — built in at no extra cost. Here's what that means:
Terminal Illness — if you're diagnosed with a terminal illness and given 12 months or less to live, you can access up to 100% of your death benefit while you're still alive. Pay off the mortgage. Take that trip. Leave it to your kids. You decide.
Critical Illness — if you have a heart attack, stroke, or cancer — you can access a portion of your benefit to cover bills, treatments, or lost income while you recover.
Chronic Illness — if you can no longer perform 2 of the 6 Activities of Daily Living — bathing, dressing, eating — you can access your benefit to help pay for care at home or in a facility.
So this policy doesn\'t just protect your family when you die — it protects you while you're still here."
Terminal Illness — if you're diagnosed with a terminal illness and given 12 months or less to live, you can access up to 100% of your death benefit while you're still alive. Pay off the mortgage. Take that trip. Leave it to your kids. You decide.
Critical Illness — if you have a heart attack, stroke, or cancer — you can access a portion of your benefit to cover bills, treatments, or lost income while you recover.
Chronic Illness — if you can no longer perform 2 of the 6 Activities of Daily Living — bathing, dressing, eating — you can access your benefit to help pay for care at home or in a facility.
So this policy doesn\'t just protect your family when you die — it protects you while you're still here."
💡 Pause after this. Let it land. If they say "I didn't know that" — you've got them.
THE LOCK-IN
"And here's the best part — your premium is guaranteed to never go up. Not in 10 years, not in 20 years, not ever. What you pay today is what you pay forever. That's the promise."
💰 Step 5 — Rate Presentation
PRESENT THE RATES
"Based on everything you've told me, I've found a plan that fits. Here's what I have for you..."
💡 Present from the Intake tab — the waterfall has already determined the best carrier. Lead with the monthly premium, then the coverage amount. Never lead with coverage first.
IUL / CASH BACK SIZZLE (if applicable)
Enter a monthly premium in the Intake tab to calculate Cash Back sizzle numbers.
PAYMENT PROTECTION PIVOT (if applicable)
"Since we're focused on the payment right now, let me show you what I call Payment Protection. Instead of covering the full balance, we cover 6, 8, or 12 months of your mortgage payment — $___, $___, or $___. If something happens to you, your family has that time — time to grieve, time to figure out next steps, without losing the home. That's peace of mind."
🤝 Step 6 — Objection Handling
🗣️ "Let me talk to my spouse / husband / wife"
"Absolutely — and I love that you want to include them. That tells me you have a strong family. Here's the thing — the lead card we received was addressed to both of you. Your spouse knew you were going to get this call. And honestly, they'd want you to protect your home. When would be a good time to get them on the line — right now, or this evening?"
🗣️ "I need to think about it"
"I completely understand — this is an important decision. Let me ask you one thing: what specifically would you like to think about? Is it the price, the coverage amount, or something else? Because if there's something I haven't explained well, I'd rather answer that right now than have you sit with a question."
🗣️ "I'm already shopping around"
"That's smart — and I respect that. Here's what makes me different: I AM the shopping. I represent over 40 carriers. What you'd get from calling them yourself is one rate from one company. What I'm giving you right now is the best rate across all of them. You're already done shopping — you're just talking to the right person."
🗣️ "I can\'t afford it right now"
"I hear you — and that's exactly why we need to do this now. The older you get, the more expensive this becomes. The rate I'm quoting you today is the lowest it will ever be. If we wait a year, that changes. And the mortgage doesn\'t wait — it's due every month regardless. What if we looked at something smaller to start, just to get the protection in place?"
🗣️ "My kids will take care of it"
"I love that you have that kind of family. But let me ask you — would you want to put that burden on them? If something happened tomorrow, your kids would be dealing with grief AND a mortgage. This takes that weight off their shoulders completely. You're not doing this for yourself — you're doing it for them."
🗣️ "I have life insurance through work"
"That's great — and we absolutely want to keep that. What I'm doing is supplementing it, not replacing it. Employer coverage typically ends if you leave the job, get laid off, or retire. This is yours — portable, permanent, and it follows you no matter what happens with your employment."
🗣️ "I don\'t believe in life insurance"
"I understand — and I've heard that before. But what you're really saying is you don\'t want to think about worst-case scenarios. I get it. Nobody does. But your lender doesn\'t care how you feel about insurance — they want that payment. This is about protecting YOUR home, for YOUR family. It's not about insurance — it's about the mortgage."
Matthew 6:33
"But seek first his kingdom and his righteousness, and all these things will be given to you as well."