Critique my Presentation

[RonSmith1984]

Hey Guys, as im approaching my first run in the field im trying to nail down a good presentation. Here is what I have so far. let me know what you think and please dont hold back. Give me the good the bad and the ugly....One thing im having trouble with is how/when do you ask if they have a checking account for EFT. If I could get a little help in that I would appreciate it......

When on the phone calling to set appointments from lead cards:
Hi Mrs Doe, This is Ron Smith with EFES. Im calling because you sent in a reply card to us requesting more information on our programs pertaining to senior death
benefits. Im the guy that handles that in your area. I need about 10 mins of your time to see which programs you qualify for. I will be that way tomorrow morning/afternoon, will XX o clock work for you?
Great see ya then....

(do you find it best to give them options for meeting times? I have XX and XX open tomorrow, which works best? or not?)



when Door knocking lead cards without an appointment:
Hi there are you Mrs Doe? Hi Mrs Doe Im Ron Smith with EFES, were the ones you sent in THIS reply card to (show the card) requesting some more information
on our programs pertaining to senior death benefits, Im the one that handles that in this area. I DO need a few mins of your time to just ask a few questions and see exactly which programs you qualify for, is it ok if we go inside for just a few minutes to go over the programs?

After a warmup, begining the "presentation"
Mrs Doe, I want to make sure that your covered under one of our programs before I leave here today. In order for you to make a rational decision with me today, is there anyone else that needs to be here or on the phone with us? Son, Daughter, brother/sister, or perhaps power of attorney or are you your own financial decision maker?

Identifying the need
Now Mrs Doe, times these days sure arent like they used to be, Its getting to be more and more expensive to live and also more and more expensive for our loved ones to cover the costs for when we do pass. Its not something that MIGHT happen, Its something that WILL happen.
Now I have found that folks typically send these cards in for 1 of 3 reasons.

• They either have no coverage in place and want to make sure its taken care of so their loved ones arent left to take care of that burden,

• They already have SOME coverage in place but need a little more because of the recent increases in funeral costs

• They already have all of that taken care of but want to leave a legacy behind for the family, church or charity.

If the customer hasnt stopped me to tell me why they sent in the card ill ask:
So tell me what your needs are, what were your thoughts and concerns about your family when you sent in the request to our office?

Has someone close to you recently gome into the hospital or nursing home?
Have you ever had to help pay for someones funeral in the past?

Upon your passing would you prefer a burial or a cremation?

Now Mrs Doe, if you can answer NO to all of these questions we can get you approved for first day coverage....
Then go over app questions.

provide 3 premium/face options and ask: Now Mrs doe, which one of these could you fit into your budget?

 

[Rearden]

I ask the Reason Why question before the 3 Reasons question.

Once I build on that, I go into my formal intro and my USP.

Then I transition into pre-qualifying for health and budget.

Then I present my solution as an apples-to-apples comparison to other stuff out there.

Then I trial close on the best concept, present the program, then offer 3 price levels and ask which would work best.

 

[TDFnCali]

Hey Guys, as im approaching my first run in the field im trying to nail down a good presentation. Here is what I have so far. let me know what you think and please dont hold back. Give me the good the bad and the ugly....One thing im having trouble with is how/when do you ask if they have a checking account for EFT. If I could get a little help in that I would appreciate it......

When on the phone calling to set appointments from lead cards:
Hi Mrs Doe, This is Ron Smith with EFES. Im calling because you sent in a reply card to us requesting more information on our programs pertaining to senior death
benefits. Im the guy that handles that in your area. I need about 10 mins of your time to see which programs you qualify for. I will be that way tomorrow morning/afternoon, will XX o clock work for you?
Great see ya then....

(do you find it best to give them options for meeting times? I have XX and XX open tomorrow, which works best? or not?)



when Door knocking lead cards without an appointment:
Hi there are you Mrs Doe? Hi Mrs Doe Im Ron Smith with EFES, were the ones you sent in THIS reply card to (show the card) requesting some more information
on our programs pertaining to senior death benefits, Im the one that handles that in this area. I DO need a few mins of your time to just ask a few questions and see exactly which programs you qualify for, is it ok if we go inside for just a few minutes to go over the programs?

After a warmup, begining the "presentation"
Mrs Doe, I want to make sure that your covered under one of our programs before I leave here today. In order for you to make a rational decision with me today, is there anyone else that needs to be here or on the phone with us? Son, Daughter, brother/sister, or perhaps power of attorney or are you your own financial decision maker?

Identifying the need
Now Mrs Doe, times these days sure arent like they used to be, Its getting to be more and more expensive to live and also more and more expensive for our loved ones to cover the costs for when we do pass. Its not something that MIGHT happen, Its something that WILL happen.
Now I have found that folks typically send these cards in for 1 of 3 reasons.

• They either have no coverage in place and want to make sure its taken care of so their loved ones arent left to take care of that burden,

• They already have SOME coverage in place but need a little more because of the recent increases in funeral costs

• They already have all of that taken care of but want to leave a legacy behind for the family, church or charity.

If the customer hasnt stopped me to tell me why they sent in the card ill ask:
So tell me what your needs are, what were your thoughts and concerns about your family when you sent in the request to our office?

Has someone close to you recently gome into the hospital or nursing home?
Have you ever had to help pay for someones funeral in the past?

Upon your passing would you prefer a burial or a cremation?

Now Mrs Doe, if you can answer NO to all of these questions we can get you approved for first day coverage....
Then go over app questions.

provide 3 premium/face options and ask: Now Mrs doe, which one of these could you fit into your budget?

I would uncover WHY they sent the card in 1st before I ask if there's anyone else needed to make a decision, since they might not know what decision they are making yet. I also, like JD, dont do much of a warm up before getting to the WHY part, maybe 1min or if they start talking (rare) 1st.

After I have established a need, then I'll ask a few more questions to see how serious they are (have u been in charge of planning a funeral before? Have u had anyone in ya fam, friends or neighbors have to have car washes, go door to door? Do u feel its important to have something like this in place, or is it your kids problem?) After all that, I do a lil 2-5min warm up, depending on how receptive & open they are at that point. Then I cover WHAT (term vs WL), WHEN (why havent u bought this before & why ppl wait but shouldnt- time is now) and from WHO (me, cause I specialize in it & do this for a living, everyday). From there, I go into questions about meds or sometimes let the appt take its natural course now that Ive said what Ive needed to, to establish why Im there.

The problem Im having is I dont always do all of those parts, for various reasons, and it comes back to haunt me, so Im working on it being in every presentation. The only exception is when they have ins already, you dont need to go thru all that in that case.

My 3cents!

 

[jdeasy]

I would not use EFES as the company. I use my company name. I don't them "death" benefits either. I do not give option for a time. I tell them what time. If that's not good for them then they will give you an alternative time.

I verify the address and maybe even ask for directions. Even if I know right where they are it helps to cement the appointment in their mind. Plus, sometimes the address on the lead card is not right.


I do not ask them about another person as decision maker. That's only an issue maybe 2 times out of a 100. No sense insulting the 98% over that 2%. If that is truly the case they will usually tell me on the phone that someone helps them or they will have that person there when I arrive for the appointment. Sometimes it come up in the warm up without my directly asking it.

I used to ask about the bank account right after I got done with my "4 Questions" presentation before I ask about health and before I present pricing. I no longer ask about bank accounts. Everyone has an account now. If they don't have a checking or savings then they have the DE card. Or they are underage and still working. If still working they will have an account. Now you might find a person that's not getting a government deposit and not working that doesn't have an account. Big deal! They can't pay anyway. Move on.

Your finding the "why" is too wordy for me. I show them the lead card and then tell them that people send these in for one of 3 reasons and then tell them the reasons.

Nor do I ask about burial or cremation. They will let you know without asking if they have made that decision. I find that most people have not made that decision and don't want to make it with me present. Plus, I'm not selling funerals, I'm selling life insurance.

But this is just me. If what you are doing is working then don't change it because of what someone says on an insurance forum.

Hey Guys, as im approaching my first run in the field im trying to nail down a good presentation. Here is what I have so far. let me know what you think and please dont hold back. Give me the good the bad and the ugly....One thing im having trouble with is how/when do you ask if they have a checking account for EFT. If I could get a little help in that I would appreciate it......

When on the phone calling to set appointments from lead cards:
Hi Mrs Doe, This is Ron Smith with EFES. Im calling because you sent in a reply card to us requesting more information on our programs pertaining to senior death
benefits. Im the guy that handles that in your area. I need about 10 mins of your time to see which programs you qualify for. I will be that way tomorrow morning/afternoon, will XX o clock work for you?
Great see ya then....

(do you find it best to give them options for meeting times? I have XX and XX open tomorrow, which works best? or not?)



when Door knocking lead cards without an appointment:
Hi there are you Mrs Doe? Hi Mrs Doe Im Ron Smith with EFES, were the ones you sent in THIS reply card to (show the card) requesting some more information
on our programs pertaining to senior death benefits, Im the one that handles that in this area. I DO need a few mins of your time to just ask a few questions and see exactly which programs you qualify for, is it ok if we go inside for just a few minutes to go over the programs?

After a warmup, begining the "presentation"
Mrs Doe, I want to make sure that your covered under one of our programs before I leave here today. In order for you to make a rational decision with me today, is there anyone else that needs to be here or on the phone with us? Son, Daughter, brother/sister, or perhaps power of attorney or are you your own financial decision maker?

Identifying the need
Now Mrs Doe, times these days sure arent like they used to be, Its getting to be more and more expensive to live and also more and more expensive for our loved ones to cover the costs for when we do pass. Its not something that MIGHT happen, Its something that WILL happen.
Now I have found that folks typically send these cards in for 1 of 3 reasons.

• They either have no coverage in place and want to make sure its taken care of so their loved ones arent left to take care of that burden,

• They already have SOME coverage in place but need a little more because of the recent increases in funeral costs

• They already have all of that taken care of but want to leave a legacy behind for the family, church or charity.

If the customer hasnt stopped me to tell me why they sent in the card ill ask:
So tell me what your needs are, what were your thoughts and concerns about your family when you sent in the request to our office?

Has someone close to you recently gome into the hospital or nursing home?
Have you ever had to help pay for someones funeral in the past?

Upon your passing would you prefer a burial or a cremation?

Now Mrs Doe, if you can answer NO to all of these questions we can get you approved for first day coverage....
Then go over app questions.

provide 3 premium/face options and ask: Now Mrs doe, which one of these could you fit into your budget?

 

[RonSmith1984]

If what you are doing is working then don't change it because of what someone says on an insurance forum.

Appreciate the feedback. I actually havent started yet. Im getting ready to go out on my first ride along and will be making a presentation.

I certainly don't want to insult anyone by asking if they are their own decision maker, but reading through post after post so many folks recommend that I find that out in the very beginning to avoid the "well, I need to check with my wife/brother/sister/son" I understand if that happens often then its really just a smoke screen.

 

[TDFnCali]

Appreciate the feedback. I actually havent started yet. Im getting ready to go out on my first ride along and will be making a presentation.

I certainly don't want to insult anyone by asking if they are their own decision maker, but reading through post after post so many folks recommend that I find that out in the very beginning to avoid the "well, I need to check with my wife/brother/sister/son" I understand if that happens often then its really just a smoke screen.

One thing I've learned about the smokescreen of "I need to look at my budget & think about" (which is a lie anyways) is to ask how long they've been on SS a the beg of the presentation. Then if they bring that up later, say... "Mrs Jones, u said u have been on SS for 8yrs correct?" After they confirm say "So in 8yrs of having the same income every month, you don't know if you can afford $40?" And shut up, or sometimes I'll add "then what can you afford right now?" And then shut up.

 

[RonSmith1984]

Thanks Toby.
I appreciate everyones feedback.

 

[Tom Harford]

Ron,

Nice start on your new business direction into Final Expense. You made a great decision in choosing to partner with EFES.

There are a handful of really good IMO's beyond Equita, but there are scores of bad ones. Know that you are on a great company and that you avoided so many bad choices.

Two things I would recommend to you:

1. Commit yourself completely to the EFES sales system completely - with no exceptions. Focus even tighter by following one person so closely that you begin to talk and think like him / her. Rather than practicing "your" presentation; practice theirs. Download their presentations and conference calls, turn your car into an EFES university - listening over and over and over again.

2. Ignore everyone else for at least 90 days. You've gone with a great company and a great system use and leverage them exclusively.
( the only exceptions to listening only to people that are currently with EFES are three men who were very successful at EFES; Travis Tubbs, Tim Winders and John Dugger they were proven successes at EFES and would never steer you wrong).

Sorry to all of the other Equita alumni - I know your good, it's just that I don't know you...

Sent from my iPhone using InsForums

 

[John Galt]

I would not use EFES as the company. I use my company name. I don't them "death" benefits either. I do not give option for a time. I tell them what time. If that's not good for them then they will give you an alternative time.

I verify the address and maybe even ask for directions. Even if I know right where they are it helps to cement the appointment in their mind. Plus, sometimes the address on the lead card is not right.


I do not ask them about another person as decision maker. That's only an issue maybe 2 times out of a 100. No sense insulting the 98% over that 2%. If that is truly the case they will usually tell me on the phone that someone helps them or they will have that person there when I arrive for the appointment. Sometimes it come up in the warm up without my directly asking it.

I used to ask about the bank account right after I got done with my "4 Questions" presentation before I ask about health and before I present pricing. I no longer ask about bank accounts. Everyone has an account now. If they don't have a checking or savings then they have the DE card. Or they are underage and still working. If still working they will have an account. Now you might find a person that's not getting a government deposit and not working that doesn't have an account. Big deal! They can't pay anyway. Move on.

Your finding the "why" is too wordy for me. I show them the lead card and then tell them that people send these in for one of 3 reasons and then tell them the reasons.

Nor do I ask about burial or cremation. They will let you know without asking if they have made that decision. I find that most people have not made that decision and don't want to make it with me present. Plus, I'm not selling funerals, I'm selling life insurance.

But this is just me. If what you are doing is working then don't change it because of what someone says on an insurance forum.

Dayummmm, my brother from another mother This is really really good stuff!! Im pretty much doing this exactly. You just gave me another raise JD, thanks. A pay raise that is

 

[BWB]

Your finding the "why" is too wordy for me. I show them the lead card and then tell them that people send these in for one of 3 reasons and then tell them the reasons.

I go more in depth to find out the "why." This can bring out some emotions and then I tie the F/B into their "concept." Basically, I show them how my product will satisfy their concept.

I use concept in the same way that Miller Heiman does in their Conceptual Selling program.