Symmetry Financial Group: How to Sell Mortgage Protection Insurance and Make
Money Doing It!
Published By: Symmetry Financial Group
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Copyright © 2013 Symmetry Financial Group. Smashwords Edition.
Symmetry Financial Group.
Swannanoa, NC 28778
http:// www.sfglife.com
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Table of Contents
Preface
Chapter1: So You Want to Sell Mortgage Protection Insurance
Chapter 2: Getting Started in the Mortgage Protection Industry
Chapter 3: What You Need to Achieve Success
Chapter 4: Where to Find the Most Promising Leads
Chapter 5: The Secrets to Closing More Sales
Chapter 6: Help! I’m Stuck in a Sales Slump!
About the Author
Appendix
* * * * *
Preface:
Symmetry Financial Group specializes in selling mortgage protection insurance policies. Our agents
earn fruitful incomes in rewarding careers helping families to realize the benefits of mortgage

professional liability insurance that protects you, the agent, in the event that a client suffers a financial
loss as a result of your mistake, such as a failure to disclose pertinent policy information. Check with
your state’s insurance department for a list of approved E&O providers.
Finally, you will need to register yourself as an agent with the provider or agency you wish to sell
insurance for and familiarize yourself with your product portfolio.
* * * * *
Chapter 3: What You Need to Achieve Success
The mortgage protection business is a competitive marketplace. But with the right attitude, motivation
and support system, agents can earn a lucrative income. The two factors that will have the biggest
impact on your success or failure in the mortgage protection business are:
1) The support system provided by your agency, and
2) Your attitude.
Building a Foundation for Success
A good insurance marketing agency will provide its agents with the complete tools, training and
support they need to achieve financial success. At a minimum, your agency should provide you with:
• Direct sales support
• Friendly, accessible managers
• A competitive portfolio of highly sought-after carriers
• Exclusive, internal leads
• Underwriting and new business support
At Symmetry Financial Group, we prepare our agents for success by providing each of the above, in
addition to:
• Full IT capabilities and agency support
• Website design and support
• Contracting and licensing assistance
• Weekly focused discussions from agency experts
• Continued education through webinars, teleconferences and live networking events
If offered by your agency, take advantage of the opportunity to attend trade shows, conferences and
meetings. Whenever possible, network with other insurance professionals in your field. These are
great places to make connections, learn from respected industry leaders and stay up to date on

Ideally, agents should be working with a company that has done the prospecting for them and
provides the agent with verified, warm leads, allowing them to focus on selling – the real money
maker.
Direct Mail
At Symmetry Financial Group, we have found that the most effective method for cultivating leads that
will convert is through direct mail marketing. Direct mail marketing produces the highest quality leads
in comparison to other lead generation techniques. By completing and mailing back a direct mail
marketing piece, prospects are actively confirming their interest in obtaining mortgage protection
insurance. The leads arrive already warm, with a confirmed interest in the product and are
expecting to be contacted!
* * * * *
Chapter 5: The Secrets to Closing More Sales
As a mortgage protection insurance agent, you are in a sales career that offers multiple ways to grow
your business relatively inexpensively. While not every lead may convert to a sale, there are several
steps you can take to increase your chances of success.
Listen More, Talk Less
As tempting as it is to sit down and begin explaining all the benefits of your insurance policies and
plans, the best thing you can do is let the prospect lead the discussion. Instead of pitching your
product, sit down and ask the person you are speaking with about their lifestyle. Ask questions about
their family and concerns for the future, and let them tell you what it is they are looking for. Your role
is to be an insurance consultant, not an insurance salesman.
Don’t Sell Products, Provide Solutions
Instead of jumping into a sales pitch about the great discounts your agency offers on insurance plans,
explain to the prospect how what you are offering can help solve a problem they currently have, or
potential problem down the road. People are much more likely to purchase products that resolve
problems and provide them with peace of mind. You will only be able to do this successfully if you
understand the families’ needs and have followed rule number one: Listen More, Talk Less.
Highlight Benefits over Features
Rather than focusing on the technical aspects of an insurance policy (although you do want to be
sure the lead clearly understands this prior to purchase), first highlight how having insurance will help

People who enjoy what they are doing experience less stress and a higher success rate.
* * * * *
Chapter 6. Help! I’m Stuck in a Sales Slump!
If you are in the mortgage protection insurance business, you will likely have those days, weeks, or
even months, where you feel like no matter what you do, you just can’t make the sale. You are not
alone. Even the most successful insurance agents and agency representatives have lost their selling
rhythm at one point or another in their professional careers. The key is to recognize that your sales
slump is a temporary situation and work to minimize it.
Take a Mental Break
When sales are low, the pressure to succeed mounts. If success is not achieved, it can be
discouraging and lead to lowered expectations and a lack of motivation. Don’t let a temporary rough
patch erode your confidence in your ability to achieve success. Instead, take a short break and focus
on something you enjoy. Rather than worry about whether you will close the next sale, give yourself
some time off and enjoy an outing with your family or friends. Surrounding yourself with people you
love and enjoy spending time with will be an instant mood booster.
Before heading back to work, be sure give your brain a mental reset. The past is the past. Go to your
next sales appointment with a fresh perspective. Don’t set yourself up for failure by expecting poor
sales. Instead, treat each lead as a new opportunity and go to each appointment with a fresh,
optimistic outlook.
Evaluate Your Lead Source
When leads aren’t expecting you or have no idea what you are talking about, it can be next to
impossible to close a sale, let alone get your foot in the door. Your agency should be providing you
with legitimate, verified insurance leads who know you are coming. Handling warm leads is much
easier than cold calling or randomly going door-to-door.
At Symmetry Financial Group, we cultivate our own in-house leads through a proven direct-mail
system. That means our agents are put in front of families who have requested their help and are
ready to buy.
Talk to Your Mentors
A good insurance marketing organization will provide its agents with a strong support system. In
addition to webinars, training videos and conferences, agents working with Symmetry Financial

Appendix
Federal Housing Authority (FHA) “FHA Requirements: Mortgage Insurance” (2012)
Guide to Lenders “Private Mortgage Insurance Available Again”, Gina Pogol (2013)
Insurance Journal “The Ins and Outs of Errors and Omissions Insurance”, Glenda Wertz (2004)
SFGLife “The SFG Business Model” (2013)
U.S. Securities and Exchange Commission (SEC) “Cold Calling” (2012)
SFGLife Blog “10 Tips for Closing Sales Every Insurance Agent Should Know” (Jan. 2013)
Symmetry Financial Group Blog “Get Your Career Back on Track with These 5 Tips for Increasing
Insurance Sales” (Jan. 2013)
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