100% of the money to be made in this business begins on the phones. 

Follow the phone script and appointment booking training. Become a master of the phones and booking appointments and you’ll do very well in this business.

Getting on the phones is where many people give up and miss the best opportunity in the world to make a very nice six-figure living. An income that is literally life-changing.  If you have fear or call reluctance follow tips on how to overcome your fears and reluctance.

Shawn Meaike – Attitude & Activity

Mortgage Protection

View or download the Mortgage Protection Scripts.

Final Expense

View or download the Final Expense Script.

Sales Psychology

Winning on the Phones

How to Win on the Phones

These are tips from top producers.  Follow what they do and you will succeed.  Succeeding in this business is not a magical or mysterious.  It’s a proven process.  If you can follow a cake recipe to bake a cake, then you can follow the steps that other agents have followed that allowed them to make six-figures on their own pen.  


  • Full-time agents: 20-25 appointments per week will produce $5K-15K+ in app premium a week. Approximately 250 – 500 dials a week depending on lead type.
  • Part-time agents: 10-12 appointments per week will produce $2K-$7K+ in app premium a week. Approximately 150 – 300 dials per week depending on lead type.

Keys to being successful on the phone

  • Attitude – Keep a positive winning mindset. Don’t take the calls personal or get emotional. Have fun & smile. Let the negative roll off like water on a ducks back. Remember It’s a numbers game – the more dials you make the more appointments you’ll book which results in more opportunities.
  • Be Consistent and Protect your dial time. – Regardless if you are full-time or part-time, Commit to consistent dial time each week and don’t let life’s chaos steal that time and opportunity from you.  Seriously, protect as if your life depended on it!
  • Remember you can’t lose a deal you don’t have.  When making calls don’t be afraid to push it, you don’t have the deal yet so it is impossible to lose. You will lose the opportunity if you don’t pick up the phone or properly cover the objections.
  • Buy leads every week to keep your inventory up.
  • Dial about 48 hours before the appointment time
  • If you can book 1 appointment you can book 25 by dialing more.
  • Don’t stop dialing until you reach your appointment goal.  If you are just starting out and depending on the lead type you have you may have to make 500 dials.  Who cares! You are getting great practice and developing good habits.

Metrics based on lead type

You’ll make approximately 25 to 30 dials per hour.  Close ratio once you sit with the client is the same regardless of lead type.  The following are estimates to set realistic expectations for yourself.

  • A leads: You’ll book 8 out of 10 contacts
  • 90-day bonus leads:  For every 4 to 5 contacts book 1 appointment
  • 120-day bonus leads:  For every 5 to 7 contacts book 1 appointment
  • 12-month bonus leads: For every 7 -8 contacts book 1 appointment
  • 18-month bonus leads: For every 10-12 contacts book 1 appointment

Phone Script

  • Follow the mortgage protection or final expense script based on the lead type you are calling. Have the script in front of you to keep you on track.
  • Speak slow and low. Don’t be enthusiastic or have a chipper voice. You don’t want to sound like a telemarketer – you are Field Underwriter helping to protect their family.
  • Master the phone scripts, rebuttals and maintain control of the conversation.
    • Deflection – “That’s exactly why I’m calling”

 Dialing a lead

  • We dial each phone number 3 times is to increase our contact ratio which increases the number of appointments booked. You’ll also make the most of your leads and won’t burn through them as fast.
  • Dial each number 3 times. Dial let ring 3 times, then dial again let it ring 3 times then on the 3rd dial until they pick up or go it goes to voicemail. Each dial is a tally mark on your tracking worksheet.
  • A Contact is defined as speaking with the person who is on the lead

When to Dial

  • Dial Monday for appointments on Tuesday and Wednesday. Dial on Thursday for Friday and Saturday and Sunday if necessary.
  • 48 hours before scheduled appointments.  We have a model that allows you to maximize the number of appointments you run each week which is why our agents make more.  The more opportunities you have the more you’ll close.

 Tracking your calls and objections

  • Track your progress and results with the call tracker form. This will help you and allow your mentor/manager coach you to improve your results.
  • If you are just starting out write down each objection that you get so you manager/mentor can provide feedback and coaching to help you improve.
  • If you are getting a hold of people but are not booking appointments. Stop! And contact your manager/mentor to discuss with them what needs to be corrected to improve your appointment setting.

Use these additional tools to help you be efficient and improve your dialing results.

  • Lead initial Health Questionnaire – Print this and when making dials use this to capture the necessary health information for client.
  • Appointment scheduler – Print this out and use when dialing to jot the time and name of your appointments. After I’m done dialing I take this info and enter into my calendar or CRM system to stay organized.
  • FFL Tracker– print this tracking form to track your dials, appointments, and production.  When making calls track how many dials, how many contacts, and how many appointments booked. This is a valuable tool for yourself and for your manager to know what results you are getting so they can coach you and improve your results.

    Submit this form each week to your manager so they can coach you.


Family First Life generates exclusive final expense leads in-house through our internal lead department. These leads are only $15 a piece. Contact your VP directly for details…..

ARM – This is the primary and exclusive lead vendor for Family First Life.  They have a “Buy Per Lead” program which allows you to buy mortgage and final expense direct mail leads as they come in.  They charge a one time deposit of $500 dollars which is drawn down when your first leads come in.  After that, you pay per lead when you receive the lead.  These are NEVER resold and are exclusively yours.  Please contact Sasha for pricing and availability in your area.  Attached is the FFL order form that has to be approved by your manager.

To Place an Order:

Email:Leads@familyfirstlife.com or call Sasha@ (860)317-1324 ext#4

If an area is not available be sure and ask Sasha to put you “ON DECK” which means as soon as it opens up you will be next in line.

Lead Credit Guidelines
1.Submit to leads@familyfirstlife.com and must be submitted within 30 days of receiving the lead.
2. Above age 80, non-English, bad contact information, SOME duplicate leads

A nationwide inventory of older leads that range from 50 cents a lead to 15 dollars a lead. Our favorite are the second chance mortgage leads and the $3 mortgage leads. Ordering instructions.

  1. Log into your CRM on the FFL site https://ww2.familyfirstlife.com/campus/login.aspx
  2. Click on Create a Lead
  3. Click on Cherry Pick Mortgage Leads
  4. Enter your desired area and start shopping

A vendor for mortgage protection that has Geo Price every county is different.
Leadco charges up front for leads, you prepay for 22 leads at a time. Every county has a different price.

Don’t forget to ask about LeadCo’s SR Leads which are $12 dollars a piece. (these are mortgage leads over the age of 70) These are Andrew and Paul’s favorite lead.

Contact Email: Cheryl@leadcoleads.com

Phone Number: (888)346-4686

Lead Credit Guidelines
1.Submitted to leads@familyfirstlife.com and must be submitted within 30 days of receiving the lead.
2. Above age 80, non-English, bad contact information, SOME duplicate leads

This is a vendor that only managers have access too. It is $40 per final expense lead, $60 per mortgage lead and $30 Medicare Supp direct mail lead. Please download the order form and email to the appropriate person.