Final Expense Insurance Sales Training
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    • Tell Your Client Why They Need Final Expense Insurance

      07-Sep-09 13:06 | anonymous

      Final expense insurance has been around a long time and will continue to be sold for a long time in the future. Although the product itself is simplistic and easy to learn and get your arms around, there is definitely an art when it comes to selling final expense insurance.

      Selling burial insurance is a process that requires and agent to build a need, want and desire for the product. Like any life insurance, everyone needs it but no one truly wants to buy and pay for it. As with other things in life we should have, if it was free, everyone would most definitely have it. Problem is... it's not free so we need to create that need they can't live without. So how do you do that?

      First off, the client needs to see the value of having a policy and protecting the people they care about. Any life insurance I have I look at as an asset and not as a monthly expense each time I make a premium payment. It's important you talk in terms that the client is creating an instant asset for their family and not an expense.

      The second thing that is very vital to helping your client is don't tell them they need final expense insurance but have them tell you. This is one of the biggest mistakes agents make selling absolutely everything. A successful agent does not tell a client they need the product, a successful agent has the client tell them why they need it and want it.

      It is very important to ask probing questions to get the client to tell you. This is where most agents fail. Agents usually tend to do the telling in the selling process and by telling the client instead of having them tell you, in the end the client doesn't take ownership to the sale and the sale is lost.

      "Mrs. Jones, do you see planning for your final expenses your responsibility, or do you see it as your children's responsibility?" The follow up question after Mrs. Jones answers it is her responsibility would be "Why? Why do you think it's your responsibility and why wouldn't you want to put this on your kids?" Sit back and listen to her tell you why she needs to buy your final expense product. These types of questions make the client take ownership and make the sale for you.

      To be successful selling final expense, you need to create a need for your product since not many clients really want to purchase what you have. How you create that need is by asking questions that get your client to sell themselves and take ownership. Don't make the mistake that 99% of all agents do and that is tell your client why they need final expense insurance

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    • You Have To Be Trained to Sell Final Expense Insurance

      07-Aug-09 14:11 | anonymous
      Final Expense Insurance Agents aren't born as Final Expense Insurance Agents, they are trained into being Final Expense Insurance Agents. What are the characteristcs of a successful Final Expense Insurance Agent?
      • Final Expense Insurance Agents have an ability of getting people to trust and like them
      • Final Expense Insurance Agents have an ability to see a problem and create a solution
      • Final Expense Insurance Agents are great at telling a story and painting a picture
      • Final Expense Insurance Agents do not take a no as a no they take a no as an I don't know enough yet to say yes-they continue to ask for the sale
      • Final Expense Insurance Agents have set a goal and feel as if they must achieve it (the goal is to close a deal in every house)\
      • Final Expense Insurance Agents use all of their lead sources wisely

      Now look at these areas and relate the bullet points to your own self. Where do you rate on each of these areas? If you are not closing 3 deals or more per week in the Final Expense Market take a close look at what you are doing in every home you are in and take a close look at what you are not doing in every home. Get it together and ask more people to say yes!

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    • Final Expense Telesales

      07-Jul-09 18:30 | anonymous

      Not only is Final Expense Sales recession proof it also is one form of Insurance the Government and regulator don't mess with and most likely won't in the near future. If you have ever sold health insurance with it's yearly rate hikes or Med Advantage, you know exactly what we mean. And then there is Long Term Care... No thank you!

      The real trick though with selling Final Expense Insurance is finding that right Insurance Selling System. Most agents don't make $100k per year and that is sad since there is so much opportunity to make that and so much more if you find that right system.

      Most agents don't focus on one thing or they do and then can't keep there book of business because rates keep going up and they have to start over every year or the Government changes regulations and all those agents run to the next hottest thing.

      AAAAh then there is Final Expense. Such a simple product with little or nothing to learn. You can master it in about a week. There are no moving parts and it is so easy for clients to understand. There is no complicated language about what is covered and what is not. No complicated illustrations or contracts to decypher. There is no question as far as need since we all die. And it won't put any client in the poor house.

      How simple is this - Client dies..... Beneficiary gets some money!

      Selling Final Expense in and of itself isn't necessarily profitable. It really boils down to how you do it and what platform you use in selling it. The old way is out and not very profitable anymore.

      What's the old way? Running appointments in the field, knocking on doors, spending $25-35 for the good leads..... you get the point.

      The way to be successful today Selling Final Expense Insurance and the way to cut your personal expenses to practically ZERO and cut lead costs by more than 75% is with Final Expense TeleSales.

      Final Expense TeleSales has all the advantages of making money without all the expenses and limitaion running appointments in the field has. The real trick though is finding the right platform and group to work with. Not many people have all the pieces in place to make Final Expense Telesales Profitable. It's a tricky business if every piece of the puzzle is not in place. This is where doing your due diligence and research is so crucial to your success in this business.

      Selling final expense is the future of selling insurance for those agents that want a simple non complicated product that is recession proof. Not only is it easy to learn and sell but the Market is exploding with new customers every day as the population gets older.

      There is an exciting future for this business.

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