Q. Mrs Jones when you become an angel how will you take care of your final expenses??
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1 no fam$$ 1 Money
2 age (is frozen in policy)
3 Use nest egg elswhere (LTC)
4 Health
5 Stop the worry
6 Show this policy to friends!!
7 Me as your agent
I'm using a Ben franklin to sew up my presentation.
Common guys lets see what ya got.
Greenhorn
Last edited by Greenhorn : 05-24-2008 at 09:37 PM.
Reason: spelling
Probing ??? - Ms. Jones we recently conducted a survey - do you know what the average funeral costs are today in your area?
Probing ??? - Ms. Jones if you should qualify for our program - who do you want to leave your benefits too?
Closing ??? - Ms. Jones - Social Security only pays $255 towards your funeral expenses - who is going to pay the rest? You need to have a plan, or do you plan to leave the burden on your loved ones?
Closing ??? - Ms. Jones people don't plan to fail - they just fail to plan. Do you have a plan in place?
After 1st objection while closing. " I understand Mr. Jones, No one likes to think or talk about death or dying, but most people will admit they would prefer not to have their loved ones burdened by their expenses when they pass on. Family members don't have to come up with the money out of their own pockets. So lets go ahead and get this taken care of today. May I please have your social?"
The following assumes you have a Pre-Planning guide/checklist to offer (you can get one at a funeral home, among other sources):
"Mrs. Jones, none of us gets out of this world alive! Have you written down your last wishes?
Mrs. Jones, when you take your final bow, you want to leave a pleasant memory, not frustrated family members trying to figure out what your last wishes were. Let's put this down on paper in loving concern for them."
(Fill out pre-plan checklist... on discussing Last Will & Testament...)
"Mrs Jones, have you designated an executor of your estate? That means he/she is going to need financial support to pay your final expenses. Have you made him/her the beneficiary of your life insurance policy?
No? Well, then, we need to address this. Since funeral costs are between $5000 and $10000 at a minimum these days, how much do you want to set aside?"
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To be truly independent, an agent should not be dependent on a government bureaucrat for contracts or commissions.
I dont work Life Leads, but I always cross sell life... This is what I do in every house...
Now Mrs. Ray are you still paying on your life insurance?
NO
Great so its a paid up policy?
NO
So you dont have any life insurance?
NO
YOUR KIDDING ME! .......
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Now Mrs. Ray are you still paying on your life insurance?
NO
Great so its a paid up policy?
YES
Great, have you looked into pre paying your funeral?
NO
YOUR KIDDING ME!............ (Talk about Funeral Trust)
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Now Mrs. Ray are you still paying on your life insurance?
YES
Great How much do you pay per month and how much is it worth?
(Answer)
IF there was a way to save money on your premium, would you be interested at just looking at that option?
YES
Great! (Look up some quotes, if policy has been effective for a while, look at converting the existing policy to a paid up policy and quoting the difference in face amount, usually need second appointment)
We pay out LOTS of claim checks every years and NO ONE HAS EVERY SAID THEY DIDNT NEED IT!!!!!!!!!!! Now who do we pay when your died?
You can pay me now or later but you WILL pay someone in the funeral biz, most find its easier to pay a little every month than for someone to write a check for 10 THOUSAND DOLLARS later. Dont YOU agree???????????
After 2nd objection while closing. "Mr. Jones, just 10 years ago, the average cost of a funeral and burial was $5,000 and today that same funeral and burial cost between $8,000-$10,000. Now Mr. Jones, I don't know about your situation, but most people's families are doing all they can do to live week to week or month to month without throwing another $8,000-$10,000 on top of everything else they are having to pay. So let's go ahead and get this taken care of today. Will we be using your checking or savings account to get this set up for you ? "
I also sell Senior Life on the concept of a loss of income.
Most seniors cant survive without the spouses income, so I show a 6-8 month income adjustment that will be needed to keep the spouses on top of bills and time to figure out what to do about the house and bills.
If they still did not say yes after my second rebuttal,and threw me another objection, then I simply ask "Mr. Jones, you read the newspaper don't you? You know the obituary section, I bet if I had talked to all those people in their today, 2 weeks ago, they may have said the same thing you said. But if they knew where they were going to be today, there's no way they would want their family burdened by their final expenses. I know you love your family,don't you Mr. Jones? Of course you do. So let's do this for them. I'll just need to verify some information, can you go grab your checkbook please ? "
When I am done probing, asking questions, and presenting Final Expense I show them three quotes....
And then I say, "Ms. Jones, if you thought about it, just thought about it, and thought it was a good idea, which one of these plans would you just lean towards?"
Then keep silent (next one to speak loses, Ive sat there in silence for two or three minutes in pure silence)
Your only asking for their opinion. This is a perfect test close, because there is no pressure, your not asking them to buy, and they can be totally honest about premium and face amount, once they pick I always circle it and say, thats a great choice, thats the same one I would of picked for you.
(Then I go into the close) Now to get this plan started I just need to see your picture ID.
A little of topic but if you guys want understand the business fundamentals of FE insurance and how the carriers view us agents this is an excellent concise read.
FE probing Q's and closes
Re: FE probing Q's and closes
Linear Mode
