- 5,261
He's the ****, trust me. He could sell monthly shipments of ice to Eskimos and keep it from lapsing.
-Dave
Final Expense Presentation by Tim W
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He's the ****, trust me. He could sell monthly shipments of ice to Eskimos and keep it from lapsing.
-Dave
The idea is to use a ridiculously high amount (with a big grin when you say it).. Would $500.00 fit your budget? ...When they say no, you respond well surely yoou could afford a $1.00... When they say yes, you respond, "Well, between those two ridiculous amounts, there has to be something reasonable.. let's see if we can determine what it is.
- 19,022
Plenty of people have the Tim W presentation. Me included. What no one will do is share his proprietary information on an internet forum. Still, it's not the presentation, it's him.
My 4 questions are; 1. How much? 2. What kind 3. From who? 4. When?
- 19,022
No, I'm speaking of the agent. That's where I explain to them that the "who" is me.
When? is now.
I also have the answers on my 4 questions page that I give them. It's not as a simple as just asking the questions and then giving the answers. It's an outline for a conversation. The 4 Questions page is the foundation. The agent has to build on that foundation.
- 5,261
I ask, "So why did you request information about life insurance?", then, "So, if you keel over and die TODAY, what happens financially?" I let THEM sell me on why they NEED life insurance (or don't). Then I play devil's advocate and ask them, "Oh OK -- so no burial insurance, you must have some savings to take care of it or home equity, right? (No...). What about your kids -- wouldn't they pitch in to help out?" (No...).
At that point, I ask them, "Well Mrs. Jones, I can tell YOU know you've got a problem taking care of your burial expenses. Now, I know you don't know exactly what your options are yet, BUT, let's say I can get you a program that FITS your budget... that gives you the coverage YOU need... If I can do all of that for you, would you be ready to move forward today/over the next week I on it?"
I've had pretty good success doing all of this over the phone -- they either say YES and I go on to qualify them on health and budget then set the appointment, or they weasel out and I end up hanging up on them, politely, of course.
Empowering to blow off tire-kickers and not fight your way into the home to see them. All without door-knocking them and wasting so much time listening to tire-kicker's lives and sob stories.
At that point, I ask them, "Well Mrs. Jones, I can tell YOU know you've got a problem taking care of your burial expenses. Now, I know you don't know exactly what your options are yet, BUT, let's say I can get you a program that FITS your budget... that gives you the coverage YOU need... If I can do all of that for you, would you be ready to move forward today/over the next week I on it?"
I've had pretty good success doing all of this over the phone -- they either say YES and I go on to qualify them on health and budget then set the appointment, or they weasel out and I end up hanging up on them, politely, of course.
Empowering to blow off tire-kickers and not fight your way into the home to see them. All without door-knocking them and wasting so much time listening to tire-kicker's lives and sob stories.
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