Effective sales people know when to listen. Developing your listening skills will add to your success rate, and you will meet your goals faster. Listen while your borrowers are talking, and try not to form your next thought while they are talking. Many times your borrowers will let you know what they are concerned about, and you will be able to address their concerns if you have been actively listening.

Don't be surprised if your borrowers object to the loan protection package. Continue to ask questions and listen, and you will uncover their concerns. Here are a few questions you might find helpful:

• "How much life insurance do you have?"
• "What was the original reason you bought life insurance?"
• "Has your personal situation changed since you bought life insurance?"
• "What kind of coverage do you have at work?"
• "How much of your salary would you receive if you were out on disability?"
• "Can you afford not to have this loan protection package?"