The first stage of the sale is to pre set final expense life insurance appointments. So when calling, make sure you are extra friendly and genuine on the phone. If you have good conversations and they like the appointment setter, they will be more likely to let the salesperson in the house when arriving for the final expense appointments. The tone in your voice is key to not only getting the appointment but it sets the tone and mood for the whole final expense sale.
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My final expense appointment setter is so good that when I arrive at the house, the door is literally open, with the welcome mat hanging on the door.
Seriously! They know my name, they remember my appointment setters name and they are ready for my presentation. It truly makes my life a lot easier.
My appointment setter tells us in her interview with www.finalexpense101.com/join-now that the tone in your voice will set you up for success in scheduling your final expense pre set appointments; simultaneously, it will also make the prospect more comfortable to invite a stranger into their home.
Some helpful hints:
1. Don’t address prospects as if you already know them. This confuses people and then they just feel tricked by you. They’ll feel you are just trying to get something out of them.
2. Be humble. Start a conversation with, “I am 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.
3. Remind them that these pre-set final expense appointments will only take 10-15 minutes of their time and we are only there to see what they qualify for and give them some information to take a look at. This will help them to not feel pressured.
4. Many people might already have life insurance and think that final expense is the same thing. Don’t get into it too much in detail but try to word it in a way that they think it’s more than just a life insurance plan.
5. It is just your job to set the appointment. If they ask what the rates would be, just let them know you only schedule appointments and the representative can tell them which programs they will qualify for and get them all the information.
Divert away from mentioning they are going to have pay anything so they don’t feel like they are going need to be on guard because a sales man is coming over.
Important Words To Use:
1. “Program” instead of “Plan”. If people are worried they’re going to be sold something, this helps them to not worry they’re going to be pressured.
2. “Qualify” and “Benefits”. People like to know what they are going to get out of something.
3. “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.
Join today and hear more about how to set the appointment, as well as her appointment setting script and tips on organizing your leads and following up with old leads.
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