The famous TV detective, Columbo, always had something else to talk about as he was leaving a crime scene, and so can you! If you spot a cross-selling or add-on sales opportunity during a delivery meeting, plan review, or informal client or policyholder contact, use the "Columbo Method."

Try this! Here's how you might discuss home mortgage protection during a plan review.

Agent: "By the way, what kind of home mortgage protection coverage do you have? The kind that pays the mortgage company or the kind that pays your family? Does it pay if you become disabled, or only upon your death?"

(Wait for a response. Then say...)

"If I could show you an option to pay your mortgage off early if you live, or keep up the payments if you die or become disabled, is there any reason you would object to looking at it?"

"Great! Let me put some figures together and get back to you next week. Is this same time good for you?

"What's your approximate balance and interest rate, and how many more years of payments do you owe on your mortgage?"

Columbo's "By the way..." technique can also be used to get x-dates for follow-up contacts, or feed names to create on-profile referrals.

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