ORDERED: Ryan, 08-28 08:33 — "private investigator for Brian Tracy method on all the
mortgage protection scripts."
GRADED: v5 (bone) · v4 (field card) · v3 · the Rebuttal Card (15). v2/v1 = training copies.
SOURCES: Tracy's Psychology of Selling, Advanced Selling Strategies, 24 Closing Techniques,
briantracy.com cold-calling doctrine (web-verified 08-28; the PI file is in
firm/ledger/the-tracy-pass.md and is not repeated here).
HONESTY: Same rule as the legal pass: no line Ryan could not defend as literally true.
Insurance has a bonus — the approach close is TRUE here. See §1.
STATUS: Proposed. v5 stays the pocket bone until Ryan adopts v6 by name.
v5 is already about 70% Tracy — it is a question script, it leads with loss, it closes on alternatives, and it assumes the sale ("spell your first name"). Three of his load-bearing moves are missing, and one was cut that he would have kept:
"John — Ryan. You asked about mortgage protection, right?" (yes) "On the house on [street]?" (yes) "About one-eighty still owed?" (yes) "Good. Ten minutes and you decide. And nobody's approved on a phone call — I can only ask the carrier if they'll take you. I'm a broker, a hundred companies, I work the rates."
Three true yeses, then the truth that drops the guard. Tracy: a man who has said yes three times is on your side of the table.
Aged: "John — Ryan. Your mortgage protection request never got finished — handled, or still open?"
"What made you look into it?" "If it had happened yesterday — does Sarah keep the house?" "How long could she make the payment alone?"
This is the hot button. Tracy: find the ONE reason, and everything after is that reason worn different ways. Do not move on until you have it in his words.
"Quick health run. Birthday? Smoker? Conditions or prescriptions? Heart, stroke, cancer, diabetes? Height and weight?" "Payment each month? Years left? Worth today?" "What's left over after bills?" "Anything in place now?" (Work:) "That's theirs, not yours. Gone when you leave."
"You told me [Sarah loses the house / she could carry it four months]. Is this something you need? … Why?"
The read-back IS the close. His words, not yours. Tracy calls it the hot-button close; v2 had it, v5 lost it.
"Two ways. Pay the house off — big money, runs out. Or cover the payments — a check lands, a few years of mortgage at once. She keeps it or sells on her terms. Cheaper, permanent. Which one?" "Pen. Three numbers. … Cross one off. … Of the two left — which fits? … Good. Spell your first name for me."
Alternative close (which one) → alternative close again (cross one off) → assumptive close (spell your name). Textbook Tracy, already in v5. Keep.
"Write down my name, license number, cell. Look me up any time." "Carrier's {X}. A-plus." "No exam — they check your social against your records. What's your social?" "It's live when the first payment clears. The account has to match your name. Who do you bank with? Checking or savings? Account number?" "Save my number. It's submitted — forty-eight hours, I call you."
"Checking or savings?" is Tracy's secondary close — a minor decision that carries the major one. Keep exactly.
"Know anyone overpaying or carrying nothing? I place them, you get a check. Who first?"
Keep all 15. Change the delivery on the four emotional ones to feel-felt-found; everything tactical stays question-back.
| # | Objection | v5 card (keep the question) | Tracy layer in front of it |
|---|---|---|---|
| 7 | Can't afford it | "What's left each month after the bills?" | "I hear you — most people I talk to said the same thing before we ran the numbers, and most found it's under what they spend on the phone bill. That's why we start at the bottom. What's left each month after the bills?" |
| 13 | I've got savings | "What's the balance protecting her, roughly?" | "Good — you're ahead of most. A lot of people felt savings was enough, then found the savings became the mortgage fund and the family lived on nothing. This check lands day one and the savings stay for living. Roughly what's protecting her right now?" |
| 14 | Think about it | "About which — or whether?" | Just-suppose: "Sure. Just so I know — if it weren't a question of thinking it over, is there something about it you'd want different?" (the real objection surfaces) → then "About which — or whether? Start at the bottom, raise it any time. Spell your first name." |
| 1 | Not interested | "You asked. Did anyone ever price it?" | "Fair — most people say that when I call, they asked months ago and life moved on. Did anyone ever actually price it for you?" |
The other eleven are right as written. Tracy would sign every one of them: answer, ask, shut up.
The setter's product is not insurance. It is a ten-minute call with Jazzmany at a set time. Tracy's appointment doctrine applies exactly here — this IS what he taught:
Open — yes-ladder + approach close (true):
"John — Ryan, calling from [Jazzmany's agency]. You asked about mortgage protection on the house on [street], right?" (yes) "Still owe about one-eighty?" (yes) "Good. I'm not the one who quotes it — that's [Jazzmany], the licensed broker. My job is to get you ten minutes with him so he can tell you whether the carriers will even take you. Nothing's decided on that call. Is he better catching you tonight at seven, or tomorrow at seven?"
Alternative close on the TIME, never a yes/no on the appointment. Tracy: never ask "would you like to set a time"; ask which time.
The one WHY question — so Jazzmany walks in with the hot button:
"One thing so he's not asking you cold — what made you look into it?" Write it down. It goes in the appointment note. That sentence is worth more to Jazzmany than the appointment itself.
The lock — Tracy's confirmation:
"Seven tonight. He'll call from a [area code] number — save this one too. If anything moves, text me, don't stand him up. Fair?"
Setter objections, Tracy delivery: - "Just tell me the price." — "Depends what your health lets you have — that's his part. Birthday? … Good, he'll have a number ready at seven." - "Not interested." — "Fair — most say that, they asked a while back. Did anyone ever actually price it? … Ten minutes with him and you'll know. Seven or tomorrow?" - "Send me something." — "He'll walk you through it in ten minutes — paper can't tell you if you qualify. Seven or tomorrow at seven?" - "Talk to my wife." — "Good — she should be on. Seven tonight, both of you?"
The setter's paycheck is the show rate (field-brief §1: preset appointments close 35–50%, blended 25–40% with no-shows). Confirm-text an hour before. Every no-show is money left on the table for both of you.