Selling final expense insurance can be a tricky thing; while it’s an important product, not many people like thinking about their own passing.
How do you get leads and customers excited about your product when it’s a topic they don’t want to talk about? The answer is to have a fantastic final expense presentation.
Getting your presentation just right can make the buying process easier for your clients and keep your numbers on the rise. Read on to discover some tried-and-true tips for perfecting your final expense presentation.
Optimize Your Opening
When you’re getting ready to make a presentation, the first thing you need to do is hook your audience. You’ll have just a few seconds to grab your audience’s attention. If you don’t nail your opening, your audience will spend your entire presentation checking their watches and wondering when it will be over.
Start with an opening that will grab your audience’s attention and make them want to hear more. You may want to start with some shock value – something that will show them the importance of final expense insurance and the disaster that can strike if they don’t have it. However, tread carefully; you don’t want to come across as pushy or doom-and-gloom right off the bat.
Tell a Story
Once you have your audience’s attention, you want to make sure they can relate to your product. They need to be able to envision the way it will improve their lives and why they should spend their hard-earned money on it. One great way to do this is to tell them a true story from your company’s history that they can relate to.
Pick one or two of the best success stories from your history – preferably ones you’ve encountered personally. Tell the story of those customers’ experience with your product and your customer service. Make sure you don’t fall into the hard-sell trap here; your goal at this point is simply to get your customers to connect with your products.
Once you’ve told your story, you need to take the next step towards your customers being able to identify with your product. They need to begin to envision their life with – and without – your product. One great way to do this is to ask them questions that make them consider what your product could mean for their life.
Ask your customers things like, “How will your family cover your final expenses when you pass?” and “What would you do if you suddenly had to cover final expenses for a loved one?” You may also ask “What do you want your final days to look like?” Keep these questions rhetorical; it’s more important that your audience considers these questions than that they answer them.
The topic of final expenses isn’t exactly one people love to consider. Thinking about your own passing or the loss of a loved one is hard, and your customers may lose interest in your presentation if it gets too depressing. The best way to combat this is to keep things focused on your genuine excitement about your products.
Keep your presentation centered on the benefits your products can provide for your customers. Show your enthusiasm, and keep your energy levels high during the presentation. However, don’t overdo it – no one wants to watch someone give a presentation about something that they obviously don’t believe in.
Take a Breath
When you’re focused on giving a great, energetic presentation, it can be easy to find yourself talking fast and forgetting to breathe. You’re trying to gauge your audience’s reactions, focus on your content, and keep the right presence. But when you get caught up in all those things, your presentation can start to feel rushed and tense.
Every so often, stop between sentences and take in an intentional breath. Drop your shoulders, relax your smile, and give your audience and yourself a beat to process. Slowing down this way will keep your presentation natural, your audience relaxed, and you in command of the space.
Focus on the Need
Once you’ve worked out what you consider to be your ideal presentation, it can be tempting to follow the same routine. You’ve worked out your script, so why would you mess with it and try new things on the fly? And while there’s a lot to be said for a good script, you also need to tailor your presentation to your audience’s needs.
As you’re giving your presentation, be sure you look at your audience and think about what their individual needs are. Pick and choose the parts of your presentation that will most connect with their situations. Otherwise, you’ll have done all the work to connect your audience with your product, only to lose them when you start talking specifics.
While your presentation should be focused primarily on your customers’ needs, you also need to remember that you’re not the only one trying to meet those needs. If your audience is contacting you, they’re also contacting your competitors. You need to make sure you stand out from the competition and convince your customers you can give them the most bang for your buck.
Make sure that during your presentation, you talk about what sets you above your competitors. This may include better prices, more coverage, additional bonuses, and more. However, don’t slip into the trap of trash-talking your competitors; it makes your brand seem dirty and desperate.
Your presentation should be designed to keep your audience’s attention even if it’s given with nothing more than an old notepad and your voice. However, a little pizzazz is always a good thing when trying to wow your audience. It’s a good idea to bring in some multimedia for your presentation to make what you’re telling your audience really pop.
Set up a visually stunning slide presentation, and include some testimonial videos from real customers. Provide handouts for your audience to peruse during and after your presentation. But always be prepared for everything in your presentation to stop working; you should be able to fall back on the basics if needed.
Summarize Your Takeaways
When you get to the end of your presentation, your audience’s minds may be spinning. They’ll have heard a lot of information, scenarios, prices, plans, and perks. You need to make sure that when they leave your presentation, they have some clear takeaway points in their minds.
Wrap up your presentation with the key things you want your customers to think about when they walk out the door. Stick to three or four main points that will show your customers why they need final life insurance and why your company can provide what they need. Also, make sure you include ways for interested leads to contact you and any benefits they may get for doing so.
Although your presentation should be designed around answering questions before they arise, a good presentation will leave your audience wanting more. Your leads may also have questions you didn’t anticipate, or they may wonder how a specific feature works. You want to make sure you can answer all those questions before you leave the presentation room.
Leave time at the end of your presentation for clients to ask you any questions they may have. Be sure to emphasize that if any additional questions come up after you leave, your leads can always contact you. And for more complicated issues, try to go ahead and set up a separate meeting to delve into those concerns.
Keep It Brief
Most of all, when you’re putting together a final expense insurance presentation, you need to make sure to keep it brief. Your audience will hopefully want to hear what you have to say. But if you go on for too long, they’ll just want it to be over so they can go on with their days.
Shoot for a presentation that’s a few minutes shorter than your allotted time limit. If you have an hour to make your presentation, keep it to forty-five minutes or less; if you have a fifteen-minute window, do your presentation in ten. Not only will this give you time to handle questions at the end, but it will keep your audience eager for more.
Perfect Your Final Expense Presentation
When you’re trying to sell final expense insurance, having the right presentation can make or break you. Make sure you focus on connecting with your audience and helping them to see all the wonderful things your product can do for them. You should also be sure to wrap up early, summarize your main takeaways, and leave time for questions at the end.
If you’d like to perfect your final expense presentation, check out the rest of our site at Final Expense 101. We can help you jumpstart your final expense insurance career using a proven sales system. Sign up today and start mastering the art of selling final expense insurance with step-by-step agent training and support.