Final Expense Advice and Questions

[hope33709]

Help for a dummmy,please.

I just got some leads for final expense plans. This is totally new to me, I have only worked the Medicare market and don't even know what questions to ask when I make these calls.

The company I carry is Americo, Assurity and Home Life.

I so want to make a good impression on these calls.

You all have helped me in a pinch before and I am greatful, please have mercy on me now. Many thanks to all.

 

[insuranceexec]

Help for a dummmy,please.

I just got some leads for final expense plans. This is totally new to me, I have only worked the Medicare market and don't even know what questions to ask when I make these calls.

The company I carry is Americo, Assurity and Home Life.

I so want to make a good impression on these calls.

You all have helped me in a pinch before and I am greatful, please have mercy on me now. Many thanks to all.

Have you tried calling your up-line for help?

 

[HomeService]

Basically, the market is: folks who have either retired and their group term insurance is lapsed, or they never really had a life plan set up. If a funeral costs about $8K or so, you basically want to quote them $7500- $10K or so, see how they like the premium. I have sold $5K policies. Basically you are calling them up to see if they need a quote for their final expense, no biggie. They will either tell you they have some, or that they were always meaning to get some-maybe they have a small policy and may need more. It's nothing really too complicated.

 

[sunmed]

Hey there! I did final expense with PFL about 10 years ago. My approach started with the phone call to get the appointment. After burning through 15 to 20 leads at $20 a pop, I decided to go and knock on their doors. the same leads that told me to f*%#^ off were much more receptive to me when I knocked on their door. There is money to be made in final expense, no doubt! Maybe things have changed with this industry in the last 10 years, but if I was to do it again, I would get leads in a tight geographical location and make a route to knock each and everyone of these leads. I use to be a debit agent, so i was used to knocking on doors. Any more questions, let me know. I would be glad to help!

Blessings,

Sunmed

 

[myinsurebiz]

You need training.

Your IMO is taking a commish - you should be all over them to earn their money.

Good luck . . .

Tom

 

[myinsurebiz]

"knocking on doors" - - - yuck . . .

Use technology.

Talk to more people - close more deals.

Tom

 

[Todd King]

Hey there! I did final expense with PFL about 10 years ago. My approach started with the phone call to get the appointment. After burning through 15 to 20 leads at $20 a pop, I decided to go and knock on their doors. the same leads that told me to f*%#^ off were much more receptive to me when I knocked on their door. There is money to be made in final expense, no doubt! Maybe things have changed with this industry in the last 10 years, but if I was to do it again, I would get leads in a tight geographical location and make a route to knock each and everyone of these leads. I use to be a debit agent, so i was used to knocking on doors. Any more questions, let me know. I would be glad to help!

Blessings,

Sunmed

You were obviously trained to knock doors. Were you trained to sell over the phone or did you just pick up the phone and start? If you weren't trained, there's the problem. I've seen many people that were trained to knock doors, you put them on the phone and they sound like a babbling ***. It is a different approach.
I used to work at an agency with a guy. We were the top two FE salespeople. He knocked doors, I got on the phone. In the end, I always outsold him. Don't get me wrong, he was a great door knocker and a great salesperson...I just had more time to see more people.

 

[insuranceexec]

THE NEXT GREAT IDEA:

Learning to sell Life insurance using telepathy...........LOL.

Can it be any easier?

 

[Todd King]

THE NEXT GREAT IDEA:

Learning to sell Life insurance using telepathy...........LOL.

Can it be any easier?

You mean you don't use mind control techniques? I thought we all did. If I didn't do that I would actually have to learn to sell! That's too much like work!!

 

[hope33709]

So, when I get these return mailers, I call, don't ask anything except to set the appointment, like .. "Hello ..., I'm calling about the reply card you sent and I need to get together with you to go over some questions, to find the best product for you?" "I will be in your area Tuesday, which would work best morning or afternoon?"

I am assuming when I get there, find out the amount needed and what they can afford and qualify for to decide on the company??

I feel lost here, I hope I can put it together, I really need to start selling something besides Medicare Advantage plans. CMS has made it very hard to contact people, even though most Agents don't go by the rules.
If I can't make a go of insurance, I will be going for CNA training in about 2 months.

Thanks for all the suggestions, this board seems to be the most informative and uplifting place for me lately.