Originally Posted by jginsurance
Does anybody know of a effective final expense sales script?
It's not so much a sales script as asking questions and getting them to think.
1. Have you ever been responsible for making funeral/cemetery/cremation arrangements when someone died? How did it go for you? Did it create any financial problems?
2. Who will be responsible for your arrangements upon your death? Is that person financially prepared for such an emergency?
3. Do you have any children/grandchildren/favorite charity that you would like to leave money to upon your death?
4. Upon your death, does your spouse have enough savings to protect against the immediate loss of your income?
5. How much do you expect your funeral expenses to cost if you died today? How much do you think the same arrangements would cost if you lived to age 80 or 90? (use an inflation calculator to figure. If someone is 65 today and would have an $8,500 funeral at today's price, that projects to $18,624 if they live to age 85 and $27,568 if they live to age 95 figuring 4% annual inflation.)
6. Do you realize your bank accounts and assets are not available to your children immediately upon your death? (unless you have joint accounts which opens up a whole other set of problems.)
7. Are you aware there are final expense insurance policies that can be paid with one single premium? ...an annual payment? ...an affordable monthly premium?
8. Do you have any health conditions that have caused you to be turned down for insurance coverage?
9. Who would be the beneficiary of your insurance policy?
10. If you don't take out a final expense policy...what alternative plan will you use for your family?
Selling final expense is just more conversational than a formal presentation. They will usually tell you why they want it. You just have to get the conversation started and guide them to the correct policy that suits their needs and is competitively priced for their age and health.