Mortgage protection lead cards and the 'I already have coverage through work' answer

The most common objection on a mortgage protection card is that the homeowner has a group policy through the job. It's true, and it's also usually not enough, and the way you handle it decides the appointment.

Don't argue with it. "Good, that's a start" is the right response. Then ask two questions: how much is it, and what happens to it if they change jobs. Most group life is one or two times salary, which on a $320,000 mortgage is a gap of a year or more of payments. And it ends the day they leave the company, which is exactly when a family's finances are already under pressure.

Show the gap, not the product. Mortgage balance minus group coverage minus savings equals the number the spouse would have to find. Write it on the card. Homeowners understand a number they wrote down with you.

The product decision. Level term matched to the remaining mortgage term is the honest default. A 30-year term on a 24-year remaining balance is overkill on premium. A decreasing term product is cheaper but pays less every year, and many clients regret it. Return-of-premium term on a healthy 35-year-old can make sense if they'll actually keep it 20 years; most won't.

Underwriting reality. Term is fully underwritten. A homeowner who smokes, takes blood pressure meds and weighs 260 is not getting the rate on the illustration you emailed. Pre-qualify on the phone with the five health questions before you drive out.

Closing note. The job coverage objection is rarely the real objection. The real one is "I don't want to think about dying." Acknowledge it once, then get back to the number on the card.

What's your close rate on mortgage cards where the homeowner already has group coverage?