He wanted mortgage protection and couldn't get the amount he wanted. You showed him what you felt was an alternative, although it really wasn't -- at least not in his mind.
No offense, I would have taken it to another carrier and gotten him what he was looking for -- cheap, in this case, the cheapest term for mortgage protection purposes. Had this not been a mortgage lead -- me personally, given his health issues, I would have looked to expand the conversation, talk about the future, insurability, conversion, perhaps a bit more of a "planning" approach. Actually, personally, I would have attempted that and offered it as you never know where one lead will take you.
One of my biggest cases, well into seven digits, started from a "lead" from a T&E attorney, where his client needed about $50mm of term for business purposes (to secure loans). Less than one year later I was able to place more than that amount in various types of permanent coverage. You just don't know, LOL.
No offense, I would have taken it to another carrier and gotten him what he was looking for -- cheap, in this case, the cheapest term for mortgage protection purposes. Had this not been a mortgage lead -- me personally, given his health issues, I would have looked to expand the conversation, talk about the future, insurability, conversion, perhaps a bit more of a "planning" approach. Actually, personally, I would have attempted that and offered it as you never know where one lead will take you.
One of my biggest cases, well into seven digits, started from a "lead" from a T&E attorney, where his client needed about $50mm of term for business purposes (to secure loans). Less than one year later I was able to place more than that amount in various types of permanent coverage. You just don't know, LOL.