Ask Why They Have Not Taken Care of this

[Rearden]

Think of the question I posed.

"What happens if you were to drop dead tomorrow -- how would you pay for the funeral?"

This is a good "pre-objection killer" -- you can phrase questions about:

- "What about savings -- do you have enough?"
- "Could your kids come up with the dough -- WOULD you want them to if you died?"

You can heighten the severity of the situation while also knocking out typical objections ahead of time.

 

[Justin Bilyj]

Good post Rearden, I like that. Newby had a list of questions that were conversational in format.
I ask who will be responsible for them and their funeral after they pass away, that usually opens the flood gates to talk. If they don't buy I transition to doing their auto/home insurance, got a deal last week doing that, then got referrals for his two sons.

 

[SportsNut]

Think of the question I posed.

"What happens if you were to drop dead tomorrow -- how would you pay for the funeral?"

This is a good "pre-objection killer" -- you can phrase questions about:

- "What about savings -- do you have enough?"
- "Could your kids come up with the dough -- WOULD you want them to if you died?"

You can heighten the severity of the situation while also knocking out typical objections ahead of time.

WHY really doesn't matter to me, in fact I'm glad that they haven't taken care of it yet, caust that is where I come in... further, I don't want to admonish Mom for not acting to this point.

A lot of diff ways to get this idea across, but this is how I go about it.

Let me paint you a picture Mrs Prospect,...

Let's say at 10 am tomorrow morning your daughter is sitting in front of the Funeral Director... He will pass along his condolences, say how sorry that he is that Mom passed away suddenly... BUT within a few minutes he will be asking Mary for a check for $ 7500. Can Mary write that check...?

[Silence is piercing...........>]

Do you really want to place Mary in that position, having this to be one of the last things that she remembers about Mom, disappoint at Mom that she didn't plan ahead...? Or would you rather allow Mary to grieve the loss of her Mother and know that Mom thought enough of her daughter to properly plan for the end of her life...? Let me help you take care of this in advance... doesn't that make good sense...? Today is the day to start that plan, don't you agree...? What is your DOB...?