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If you want to hire some telemarketers to cold call for you, then I highly recommend it. The leads are much higher quality and it's a good bit cheaper for you.

If you want to try this, look under the Lead section and check out our cold calling advice (You must use a predictive dialing system).

Here is a question I got this morning

Question:  I am looking for a calling script for telemarketers and appointment setters ... I have 2 telemarketers that are ready to go to work but they are waiting on me.

Answer:  There is already a killer cold calling script on the site that works really really well ... it's under the lead section .... under cold calling ...

As for appointments, if you guys can make a schedule in excel and upload it to Google documents, then you can have access to your appointment schedule in real time.

If you are out on the field, you can check it on your phone and make corrections.

Your best target is going to be the African American community and Hispanic community, ages 45-80 ... They have closer families and are more concerned about that funeral cost. You can buy specific list focused on very specific data.

You may want your Telemarketers to try and ask if they have a checking or savings account (or credit card) ... it's a waste of time to sell to someone without it ... in fact, I refuse to sell insurance to someone that doesn't have a bank account or credit card -- they rarely will pay their premium. 

Anyway, that cold calling script is what some of the best telemarketing companies use today ... it's very good.

I set my apointments from 10:30am to 7:30pm ... every 1 and half hours ... tuesday through saturday.

Final Expense Insurance is a great Telemarketing focus if you want good and fast leads.

hope that helps,

So ... I have made a decision to try out some free leads for Medicare Supplements. I'm not a big Medicare Supplement guy ... but hey, they are free. I take a bit of a reduced commission on the sale but, in all honesty, that's is fine with me. It's just another platform for me to sell my Final Expense. Well, it went beautifully.

I got one Med supplement sale and two Final Expense sales.

All on free leads and with only the cost of the gas in my car. 

This isn't such a bad deal ... I will keep you updated on how the rest of the week goes.

No complaints here.

Final Expense is fool proof and it's a good place to start, before you get into more complicated insurance.

When you get into health insurance and investment strategies, you run into to possible problems. Lets say you sold someone a health policy but you didn't understand that it didn't cover cancer or something and then the client gets cancer. This could ruin their lives and they will come after you .... and possibly ruin yours.

With Final Expense, you can't really mess up ... it is so simple.

It comes down to what they can afford and how much insurance they want.

If they want 25k but can't afford the payment, you sell them a 10k ... everyone is happy ... or you sell them a 25k term that converts to whole life later ... you work with their budget.

No one is really going to get that screwed if you are new and don't sell the best policy.

True, you could have done better, but there isn't going to be a financial disaster.

The main rules you have to play by as an FE agent is:

1. Be truthful about their health conditions on the application.
2. Reveal whether they are a smoker or not (don't try to lie about it to get them a better price).
3. Tell them if you are putting them on a modified or graded policy. Many agents in South Texas sell seniors policies that have a two year modified benefit (meaning there is basically no coverage for the first two years) without telling the client.

Other than these three things, you just do your best. You will learn as you go as to which products are the best for each client. I personally like 10pays and 20pays ... this is a great sales tool that even if it's a little higher premium than another companies, you have given them a good product which most FE agents don't sell. You've done them a favor. These are exciting products to sell seniors who've only heard of Level Pay policies ... it's a GREAT SALES TOOL!!!! It sells itself.

By nature, I'm not a salesman and I don't have it in me to sell someone a bad product.

I will straight out tell you if you don't need the insurance or if you do, I will show you a better product.

Like yesterday, a couple already had a Medicare Supplement and I looked at it and the price they were paying ... they wanted to switch. So I began asking why?? What's wrong with this company?? They basically couldn't tell me so i told them that they are fine and that they don't need to switch. I said I can offer you the same thing for a little less money but it's not going to save you a whole lot. You are already familiar with this company, so just stay with them.

They were really happy that I said that ... So I went on and advised them about some of their other insurance ... I asked to see their life policies and, by God, I saw that there policy ended in 5 years and I asked if they knew that ... "They looked at me confused and said "NO??"

To make a long story short, I was able to replace their Life Insurance policy with a better insurance company and a much better Final Expense product, for about the same premium they were already paying.

I was their hero ....

This happens all the time.

When you go in with their best interest in mind and not worried about making a sale, you will often get a sale ... they sense it and they appreciate it.

It's called being personable ... their friend ... their well wisher ...

If you can do this, you can sell Final Expense Insurance ... or, for that matter, you can sell anything.

Equita, otherwise known as EFES, ls one of the largest Final Expense companies in the market.

They provide agents with leads and a sales process in exchange for a chunk of your commissions and renewals.

You can make a lot of sales with Equita. In fact, most agents sell well over 100k in yearly premiums even when they are new to the insurance world.

They give you a great system.

However, from what we are told and what we have experienced, Equita agents have nothing to show for it.

One of our members sold 150k in his first six months with them, yet he ended up leaving there with no money in the bank and debt to the insurance companies.

Several other agents have emailed us with similar stories. They have no money to show for it. 

Basically, what we have concluded is that their products are just too limited. You don't have the right products and therefore, your applications get denied.

Also, we feel strongly that you need that extra commission to succeed.

Companies like Equita Final Expense start you off at 80% commission; however, if you are independent, you will get paid 110% - 125% ... you really need that extra 30 - 45% commission ... that is your cash to put in the bank.

Imagine if you made $200,000 in sales and you could have $160,000 of that money or you could have $250,000 ... that is $90,000 dollars more.

In fact, after just 4 months after our friend left Equita, the one who left broke and debt, he now has $70,000 in the bank (which, by the way is me :)) ...

You see, I rarely get an applications denied now because I have a slew of companies to choose from. When I submit an application, I know for sure that the sale is going to go through. 

Approved applications at 110%+ commission, means money in the bank. 

So, my point is, choose your companies wisely. Don't get suckered in to these companies that give you leads. The fact is, all they do is send out mailers and you can easily do this yourself.

BTW: Equita is a great company and you learn a lot but you are not going to make much money there. If you want to go there to just learn the business, then that's an option but we have compiled everything you will learn there plus so much more ...

If you want to make money, then consider what we are saying.

When people think of a salesman, they think of a pushy, big smiling, fast talker. 

But, that is not the best salesman!

The best salesman, especially for Final Expense or any type of insurance is someone that listens. If you can get in front of someone, make some conversation, get them to talk about themselves, gain their trust, etc ... you will make sales.

You have to listen. You learn about their family, their worries, their debt, their illnesses etc. They will tell you just about everything if you are willing to take the time to listen to them.

Don't rush the sale. Just sit and talk and learn about them. Not everyone will want to do this but many prospects will.

Then, when it's your turn to talk, ask them why they requested information on life insurance. Are they looking to cover just funeral cost or ... are you worried about larger expenses?

If they say they are just worried about the funeral, then you know that you need to focus on final expense.

If they say, I'm worried about my mortgage, then you know you need to focus on Term or Mortgage protection insurance.

If they say they want $25,000 to leave their grandchild, then you know what direction to go.

You have to get them talking; otherwise, you are banging your head against the wall. If you offer someone a $10,000 policy that wants $200,000, then you aren't going to make the sale.

You have to listen. You have to probe. You have to fact find.

This is the key to sales in the final expense business. 

Listen, Learn, Present, Sell.

L.L.P.S ...

Don't forget it!

Final Expense Life insurance is the easiest insurance product to sell. It's very simple to understand, explain and it is in great demand. Plus, the underwriting is generally just a few questions and if the client can truthfully say no to these questions, then they will be approved for the insurance.

First, you must understand what Final Expense Life Insurance is. Final Expense Life Insurance is a small whole life insurance policy that is designed to pay for the final expenses; mainly, the funeral and burial cost but also including other bills that come along with someone's death. You may have hospital bills, credit debt, transportation costs, etc.  However, the largest part of the final expense is the funeral and burial which generally cost around $10,000. Sometimes more and sometimes less.

Second, you must know the best products to sell. There are probably over 100 insurance companies selling final expense life insurance. Most, in my opinion, being overpriced and just plain junk insurance. Your job as an agent is to know these companies and to have the best companies to offer to your customers. You want companies that are solid financially and have products that fit your needs. I always look at price first. You want companies that are cheap for smokers and non smokers. Then you want to take the application for each company and compare the underwriting guidelines. Some companies will allow medications that other companies will not allow or they will accept someone with a recent heart stent implant, whereas another company will deny them ... and so on! The point is, you need a company for every scenario.  You don't want to find yourself in front of someone that wants insurance, but you can't offer them anything. Also, you will often times find yourself in a situation where someone already has insurance and if you can offer them a much lower price or better coverage, then you can easily make a sale.

Third, you need final expense leads. Leads are people who are interested in buying your product. They have already said they are interested. In my opinion, this is the hardest part of the business; however, by simply knowing where to get your leads, from companies that have great success in the business, you can have an endless supply of fresh, hot leads.

Fourth, you need a great sales presentation and since this is such a simplified product, it doesn't need to be long and drawn out, it just needs to feed on their emotion, build value in your product and it needs to break down the wall of rejection. If you have the right sales presentation, you will eliminate almost all objections and you will have seniors signing on the dotted line before they even know what they are doing. It's just all about how you present it.

Fifth, you need a follow up process. You need to keep in contact with your clients on a regular basis. There are several programs designed to help you do this. They will remind you of birthdays, holidays and any other reason you may have to contact your client. These programs are essential and the best way for you to keep your book of business for the rest of your career (which many agents claim is the secret to success).

What does Final Expense Insurance really mean?

Final Expense Insurance is a small Whole Life Insurance policy designed to protect one's family from the high cost of funerals and cemeteries.

When people get into their 50's, 60's and 70's, this is more of a concern for them. They know that they are closer to death and they have experienced what it's like to lose someone and the high cost that goes along with it. 

Seniors have spent their whole lives caring and taking care of their families and the last thing they want to do is for their family to have a $10,000 funeral bill to pay for.

So, as a Life Insurance Agent, you have the opportunity to capitalize on this concern.

You can either prospect by calling seniors in your area, go door to door or pay for a lead generation company to give you names and phone numbers of seniors that are already interested in purchasing final expense insurance.

This is a huge market. A billion dollar industry and these seniors are being hit hard with all kinds of final expense insurance offers.

However, most of the offers are junk. They are crap insurance. But since your regular grandma and grandpa have no idea what they are buying, they just buy the first final expense insurance that comes along.

This is where you come in.

If you have a better product, at a cheaper price and you can get anyone approved for insurance that will cover death immediately, then you can steal customers and the customers you sell, can't be sold by any other agent. Why? Because your client has the best product and the price can't be beat.  Your client will keep you as their final expense agent for the rest of their life.

In this business, it's all about what you know and what you can offer. If you know how to get in front of people and you have top notch products, then you can sell anyone. It's called using your brain.  You don't have to be a great sales person, you just have to have a product that sells itself.

What are the benefits offered by final expenses insurance?