Once I know they can't pass underwriting I show them the best option, even if there is nothing in it for me. I also show the plan that pays me something that makes it worthwhile and explain on plan A I get nothing, on plan B I get paid enough to make it worthwhile for me to help service your plan.
Which one do you want?
If the differential isn't substantial they will usually pick the one where I get paid, otherwise they go with the "free" one.
That's when I give them the number of the home office and invite them to call.
