You should offer debt protection more than once in your sales presentation. Many borrowers will want to think about the loan, the monthly payment and the loan protection package. You should be prepared to answer any questions your borrower may have concerning the loan or debt protection.

You will want to discuss debt protection at the following points in your sales presentation:

• At the beginning of the sales presentation. When you are explaining the features and details of the loan, mention that there is a loan protection package available and you will discuss it in more detail later.

  "Mr./Mrs. Borrower, based on what we've discussed so far, you would qualify for an unsecured loan with a 10% interest rate. We also offer our valuable loan protection package which would pay off your loan in the event of death or make your monthly payments in case of disability."

• The first time you discuss a monthly payment, include debt protection.

  "Mr./Mrs. Borrower, based on what we've discussed so far, your monthly payment would be $350 and that includes our valuable loan protection package."

• If you have an opportunity to contact the borrower at a later date with a loan approval, include debt protection with the good news.

  "Mr./Mrs. Borrower, your loan has been approved, and we need to schedule a time that is convenient for you to sign the loan documents. The loan includes the loan protection package that we discussed earlier. What time would be convenient for you?"

• When signing loan documents, give the borrower one last opportunity to enroll in the loan protection package and have the debt protection fee included in their monthly payment. (Note: Check with your loan center administration for procedures in this situation.)

  "Mr./Mrs. Borrower, this is the last opportunity to enroll in our loan protection package for pennies a day. Have you had a chance to think about what we talked about before? I would be glad to include the loan protection package in your loan documents now. How does that sound?"