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I don't do much Medicare Supplement work at all but I have agents that do. This script is from one of my agents and, with his permission, I have posted it here for you to see how he does it. He has been in the business for 20 years and claims this script works best for him. Good luck and hope this helps.

Script:

"Hello, this is _____________, and I work with _______________, and they asked me to contact Medicare eligible retirees in _____________ to see if they qualify for reduced rates on Medicare supplement and a new RX drug benefit. Do you have a moment to see if you are eligible?

If No: Thank you very much.

If Yes: As you know, Medicare supplement insurers have dramatically increased their rates and as I said, if you are eligible and can qualify, we may be able to help. This will only take a few minutes and if you are eligible, our local representative can get this out to you in a the next few days. OK?

1. You do have Medicare parts A and B, correct? Yes____ No____

2. Do you currently pay for your Medicare Supplement, or is it provided by an employer?

Pays self___ Employer Provided___

If they pay for it: Do you mind if I ask who its with?___________________________

If you don't mind me asking, about how much do you pay each month?______________________

3. Within the past two years, have you been treated for any major conditions such as: heart surgery, Insulin dependent Diabetes, Stroke or Cancer? If no, continue.

Have you been in the hospital two or more time in the past two years? If no, continue.

4. Do you take any prescription drugs? Yes___ No____ About how many?_______

Do you know about how much you spend per month on the medicine? $____________

What would you say are your most expensive medicines?__________________

5. What is your date of birth?_____________

I'm just about finished.

6. Are you familiar with__________________ hospital? Would that be your hospital of choice or would you prefer a different one?

Great.

It appears you may be eligible. What I'd like to do now is confirm your address:

Do you still live at ________________.

Now, our local adviser has time available on _____________ or ___________. Which of those days is better for you? OK, let's see, would ________am or ________Pm be better for you?

Great. We'll look forward to seeing you on ________ at ___________am.

We appreciate your time and look forward to meeting you. You might want to put us on your calendar so you don't forget. Thank you again and have a great day."

I just wanted to inform you that there is a final expense forum called: www.finalexpenseforum.com.

It's just been launched so it will take some time to build.

I ask that any questions you have be posted there and I will answer them and if anyone else wants to join to share your knowledge, please feel free.

I keep forgetting to mention this but I found that it's really important to recap everything at the end of a sale.

I usually will do this when they are signing the applications.

I will say, "Mrs. Jones, I just need to verify that I got all your information correct (I will go over her DOB, SSN etc)... and Mrs. Jones, you are purchasing a $10,000 Whole Life insurance policy and I want to make sure that you understand that this policy will never go up in price, the face amount of $10,000 will never decrease and that this a Whole Life Insurance policy, not a Term Insurance Policy."

"Mrs. Jones, I want to make it clear to you, so you are confident in what you are purchasing, that this is a Whole Life Insurance policy, with immediate benefits so if you were to pass way the day this policy goes into effect, you are completely covered and your daughter will receive $10,000. Do you understand Mrs. Jones? You will pay $43 dollars a month for the life of the policy and you are covered immediately."

Then, I go through the legal mumbo jumbo on the application and make sure she understands that she is giving us permission to check her medical records and that all the answers she gave on the application are true and correct to the best of her knowledge.

Guys, you want to make these points clear because you will find insurance agents coming behind you and since their price is more expensive than yours, they will tell Mrs. Jones that she purchased a term policy from you or that it doesn't have immediate benefits or that the price will go up every 5 years.

I had a guy from American National do this to me back when I first started. He told hold her that the policy I sold her was a term policy, had a two year wait period and that it would go up in price every few years. My client called in furry, yelling at me and even though I was able to convince her that he was lying to her, I still lost the sale.

From that day forward, I drilled the point home and I encourage you to do the same.

I wrote a really long article for this blog but I decided to keep it short and simple:

Learn how to generate your own insurance leads.

You have to prospect and brand yourself in your local area. You have to use the phone by either cold calling yourself or hiring a telemarketer to do it for you. It's best to create your own mailer, using an IVR phone number and go out and knock until you talk to at least 10 people every day.

You can't sit at home and wait for some magic lead generation system to produce your leads for you. If you want a magic lead system, you have to create it yourself.

You have to market yourself and become known in your community as the Life Insurance Man (Lady) and make it be known that you have the best prices and the best products for their entire family.

The same holds true for using the internet. You have develop a presence on the internet and not depend a company to do this for you. The internet is a powerful tool and if you know how to generate leads from the web, you will become very successful. All the agents I know that do this, aren't worried about buying leads. They are only worried about having the right products and the best sales techniques to push those products.

Anyway, if you want to learn to generate your own leads on the net, then I recommend spending $50 bucks and buying this ebook. It's not perfect but it will get you going and help you develop enough knowledge to open more doors for you in the internet lead generation market.

Click Here! To learn more.

I can remember when I was with Equita Final Expense and they asked me what the secret to my success was. They wanted me to tell other agents how to go out there and write $5000 a week in business.

This is what I told them:

"You have to work hard."

I mean, I said it in a lot more words but "Hard Work" was the essence of my message. I told them that I was not special. I just took a system and applied myself 120%.

I would work 12 hours days and I would not stop for any reason.

I had my appointments scheduled from 10am to 9pm. If one of my appointments got canceled, I would pull out my old lead cards and start knocking on doors.

I never sat idle.

I had a goal.

I had to sell at least 10 polices a week or I did not take the weekend off. If I wanted to be with my kids and go the beach on Saturday, I had to have submitted 10 policies (minimum).

How do you do this?

You work hard!

That is the secret.

True, you need a system and a plan in place (this is on the website) but these are like a bunch of zeros.

A plan = 0

A system = 0

Leads = 0

Great Products = 0

It's all a big fat ZERO without hard work.

Hard work = 1

If you put the hard work behind the everything else, you will have 10, 100, 1000, 10,000, 100,000, 1,000,000+....

Without the 1, you just have a bunch of nothing.

Remember this:

"Everyone needs life insurance."

So it's up to you to get out there and find them. If you have leads, work them to death. If you don't, go banging on doors or set up a table at a fair or put up posters or ads in the newspaper, etc. Use your head. Think outside the box.

Nothing is going to work out for you if you don't make the effort. You will be just like 90% of all Final Expense Insurance agents out there: out of business.

We now offer a premium membership that will give you access to our video training.

The following video is the first part of the Final Expense Sales training.

I was just talking to a very experienced Final Expense agent this week.

He told me that he rarely has charge backs and he told me that his secret is to set the payment date the day after they get their Social Security check.

He said if you set the draft date on the day they get their check, the draft may go through before the deposit of the Social Security check and this results in a bounced payment.

Anyway, I thought this was a really good idea to share with you and something you should consider doing yourself.

If they get their Social Security check on the 3rd, set the draft date for the 4th.

Jody

When I can't get a hold of my leads on the telephone, I will I take those leads, knock on their door and when they answer, I say "Mrs. Jones, you or your husband sent this card in."

I hand her the card.

She looks at the card and while she is looking it over, I tell her:

"I'm here to give you that information you requested..." (I have the attitude of "you sent the card in and I'm here because you asked me to come...")

If she looks baffled, I ask, "You did send this card in, didn't you?"

She will normally say, "Well, I don't remember but this sure is my handwriting."

I say, "To be honest, most people don't remember sending those cards in -- that is normal.  I'm just here to follow up with you and to see if today is a good time to meet with me or if sometime tomorrow would be better?"

Usually they will choose the following day.  I take out my business card, write the day and time on the back and I hand it to them.

I hand them the card and repeat the day and time and i ask them to call me if they need to reschedule.

Sometimes they will just invite you right in, giving you the opportunity to make your sales presentation and possibly making a sale.

I suggest making most of your appointments by the phone to save time and gas, but if you find that you have some free time, go knocking on the doors of anyone you can't get on the phone.

I personally don't worry about people not being home or wasting my time.

I just go and knock.

Even if it's an hour drive.

I figure that I usually come out ahead so why worry about it. It's just all in a days work.

Several times, I have spent all day driving around to empty houses and I find myself at 8pm, at someone's dinner table, eating a nice meal and receiving a $150 dollar check for their first months premium.

I think a $1700 commission makes it a good days work?!

Don't you?

Within the member section of this site, I have a presentation that has worked very well for me. However, I have had many times where the presentation in itself was not good enough to close the sale. This is when you have to work a little harder and use some strategy.

The following was introduced to me by a very successful insurance agent. It's called a "Sales Cycle," and it works very well in Final Expense Life Insurance sales.

1.      To the client:  “Do you have any questions over anything we have covered so far?”  Answer any and all questions!

2.      “It makes pretty good sense doesn’t it; being able to protect your family, and not having to worry about passing the burden of paying for your funeral on to your family”

3.      Give the client 3 choices and ask: “Which one best fits your budget?”

4.      ACPA (Assume Consent with a Physical Action) “Who do you want as your beneficiary?”

5.      If you get any push back or objection you say:  “I can understand that; many of my clients feel the same way when I first speak with them.”

6.      Then you say: “”Let me tell you a story.”  The story should consist of another individual that wanted to wait, and did.  3 months later they were diagnosed with cancer or some other terminal disease and died.  It is best to tell your own story, but you could borrow someone’s until you have this happen to you.

7.      “Is there any reason other than money; that you would not want the benefits of this policy to protect yourself and your loved ones against the cost of a funeral?”  LET THEM ANSWER!

8.      “So if it was free you would take it?”  Wait for them to answer!  This is called a smoke out because it gets down to the real reason why they do not want to buy.  Typically you will hear something like; “I would take it, but it is too expensive.”  Re-calculate a premium and then go back up to # 3 and repeat.

In most cases, they will pick one of the lower premiums and when this happens, I usually say:

"Mrs. Jones, I think that is best for you too. You know, many of my clients start off small and then, when they are used to the payment, they gradually increase it. However, Mrs. Jones, $5,000 is still a lot of money to leave your family and I can guarantee you that they will be very happy that you did this for them. Mrs. Jones, do you know your Social Security number by heart?...."

Put your head down and start filling out the application...

When an agent or appointment setter calls a lead to set an appointment, this is the first impression that your lead gets of meeting the agent. Many people in today's society, especially seniors, crave genuinely friendly conversation and interaction with others. 

From the moment your lead picks up the phone, the friendlier the appointment setter the better they feel about letting someone come into their home.  The kind tone in your voice while you speak will set you up for success at scheduling an appointment and the more comfortable an individual will be to invite a stranger to come in their home. This friendly approach is the most basic key to success.

Here are some more helpful hints for setting finale expense appointments:

• Don’t answer the phone as if you already know them.  This confuses people and makes them feel tricked.
• Be humble. For example, start a conversation with, “I'm sorry that I have not gotten back with you sooner.”  This helps them to feel they have the upper hand and are more in control.
• Remind them that the appointment will only take 10-15 minutes of their time.
• Also remind them the appointment is only to see what they qualify for and give them some information to take a look at.  This will help them to not feel pressured.
• Many people might already have life insurance and think that final expense is the same thing.  Don’t get into it to much in detail and try to word it in a way that they think it's more than just a life insurance plan. Many final expense plans offer more than just life insurance.
• If they want specific details, an appointment setter can explain that they only schedule appointments and the representative can tell them which programs they will qualify for and give
• It's best to divert away from mentioning that the agent is selling something. Otherwise, they'll be on guard.
  

Here are helpful words to use: 

• "Program" instead of "plan". This helps people not to feel pressured.
• "Qualify" and "benefits". People like to know what they are going to get out of something.
  
• "Representative". Always say we have a representative who will stop by to see what you qualify for.  Even though you may only be scheduling for one person this gives an impression that your company is well established.