Final Expense -- Easy Cross Sell

[GreenSky]

There are many marketers that can help you and I understand there is an association that also supports agents with questions like these. I heard they don't recruit nor appoint so they can give you some unbiased recommendations.

Now if I could just remember where I saw their link.

Rick

 

[jdeasy]

Frank, I have a customer that called looking for a final expense policy with a face value of only about $10K. He is 71 years old and in fairly good health. Should I be looking at a GI whole life? Is $85 a month an unreasonable amount for him to expect to pay?

He should qualify for immediate coverage with RNA. $10,000 face would cost him about $73/mo.

 

[KJ in Miami]

Good info!

 

[comm vezmus]

[FONT=&quot]A

Med Supps and Final Expense go together like a hand and a glove.


Use that approach and you do a better job for the client than any previous agent, plus you make 2 sales instead of 1! Double martinis after double commissions!

 

[Frank Stastny]

[font=&quot]A

Med Supps and Final Expense go together like a hand and a glove.


Use that approach and you do a better job for the client than any previous agent, plus you make 2 sales instead of 1! Double martinis after double commissions!

I like martinis. It's kind of like a two for one happy hour. I get two apps, they get increased coverage and I still leave them with additional money in their pocket. That makes most of them think that I am a really nice guy.

 

[Hopwood04]

Very well put Frank! Cross selling is a wonderful thing!

 

[ActingBoss]

[FONT=&quot]Although I have never tried to specifically market final expense insurance I have talked to hundreds of agents who have. Based on what they have told me it seems that it would be much more enjoyable for me to go to the junkyard barefooted and kick broken bottles and bricks.[/FONT]

[FONT=&quot]It appears to be way too much work, too frustrating, expensive and time consuming. I have sold a ton of final expense in the last sixteen years and each sale was an easy and rewarding experience. Why? Because I had already developed a relationship with that person and they knew and trusted me.[/FONT]

[FONT=&quot]Every final expense sale I have ever made was the direct result of a Med Supp appointment. Med Supp appointments are so much easier to get and Med Supps are so much easier to sell without the need to spend thousands of dollars buying what I consider mostly worthless "leads". In my experience direct mail is the absolute worst when working the senior market.[/FONT]

[FONT=&quot]Most of the time after making a Med Supp sale I am able to show my new client that not only can they have a policy that will cover their funeral expenses but it will not cost them any additional money over and above what they were already spending.[/FONT]

[FONT=&quot]Over 99% of the time, when I sell a Med Supp policy, I am able to save my new client money. Many times I have saved them a substantial amount of money. (It doesn't occur often but I have saved a prospect over $100 per month on their Med Supp policy.)[/FONT]

[FONT=&quot]After completing the Med Supp application and pointing out the savings it is a very smooth transition to simply make the suggestion that, with the money they saved, it may be a wise decision on their part to invest a portion of that savings in a final expense policy.[/FONT]

[FONT=&quot]Since the prospect is not going to have to increase the amount of money already coming out of their checking account, most often they also think that it is a good idea.[/FONT]

[FONT=&quot]Med Supps and Final Expense go together like a hand and a glove.[/FONT]

[FONT=&quot]Does it get any easier that that?[/FONT][/quote

And I know personally about 30 people in the air as we speak on a plane bound for Scotland who sell nothing but FE.......no MedSups or MedAdvantages, nothing but FE,, and they all gross over 250k yearly.

Maybe you can't build your business solely on FE, but tons (this writer included) do on a daily basis without all the tribulations you mention.

I know personally 2 people who are multi-millionaires who in their careers have never sold a policy with a face over 20k.

To each his own.

 

[vanquishV12]

JDEasy and HoosierDaddy?

I know personally 2 people who are multi-millionaires who in their careers have never sold a policy with a face over 20k.

To each his own.[/QUOTE]

 

[ActingBoss]

There are many marketers that can help you and I understand there is an association that also supports agents with questions like these. I heard they don't recruit nor appoint so they can give you some unbiased recommendations.

Now if I could just remember where I saw their link.

Rick

Don't worry if you can't find their link.

They're useless anyhow.