Final Expense Advice and Questions

[Todd King]

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.

No, not quite like that. Remember, your time is money and your time is very valuable! You need to qualify them a bit better.
Whether you're setting an appointment or selling over the phone, inflection and tone is very important. With that said....
Hi Ethel, this is Hope with __________ insurance. I received your card in the mail where you were inquiring about life insurance and I'm calling to follow up with you on that. By the way, how are you doing today? ...Great.(or, oh, so sorry to hear that). I just need to ask a couple of questions to see how I may best help you.
If you don't mind my asking, who do you have your life insurance with now? (get answer). How much coverage is that for? (get answer). Are you still paying on that or is it paid up? (get answer).
Do you have in your mind how much coverage (of more coverage) you're looking for? Great.
Ok, just one more question for you Ethel. How's your health? Any major health problems? (that way you know whether to head for the graded or not).
Now, at this point you can go ahead and set your appointment or you can quote it right over the phone if you want. I personally like going ahead and giving a quote of some kind because once again, I don't like wasting my time or theirs. That way, if they balk at the price, you know there's a good chance you might be wasting your time.
Setting the appointment: Is there any particular day that's better for you than another and if so would mornings or afternoons work better? EX: Ok, so mornings are best for you...I've got Tuesday at 10 or Thursday at 9, which would work better for you?

However you make the phone call....just talk to them, that's all they want, just somebody to help them and talk with them. They don't like being sold any more than you or I do.
If you need a little more help, just call me, it may be good to actually hear someone do it than it is to read about it.

 

[hope33709]

Thank you, thank you,
You actually give me the hope that I can do this. If I learn the three companies better, I should know which one to use just by the health questions.

Many thanks Todd

 

[myinsurebiz]

Don't say where you are from - big NO NO . . .

ring ring:

lady answers -

Hi Sue this is Tom and the reason I'm calling is you had sent back a reply card looking for quotes on Burial Insurance plans - now Sue - were you looking for coverage on yourself or another loved one . . .

(if it isn't Sue - they'll tell you. If a male answers - ask to speak to "Ms. Sue" - never use a last name)

The rest of the script we go over in training - get some training and a good script . . .

Tom

 

[Todd King]

Don't say where you are from - big NO NO . . .

ring ring:

lady answers -

Hi Sue this is Tom and the reason I'm calling is you had sent back a reply card looking for quotes on Burial Insurance plans - now Sue - were you looking for coverage on yourself or another loved one . . .

(if it isn't Sue - they'll tell you. If a male answers - ask to speak to "Ms. Sue" - never use a last name)

The rest of the script we go over in training - get some training and a good script . . .

Tom

Tom, I hate to call you out on this one, but you're a churn and burn operation. I've been selling by the phone for many years and I'll be willing to bet I could outsell you 2 to 1! I come from the position of actually caring about the client, were as in your case you are just looking to make a sell. No, it's not a "big NO NO" to be honest and say where your from.

 

[Newby]

Tom, I hate to call you out on this one, but you're a churn and burn operation. I've been selling by the phone for many years and I'll be willing to bet I could outsell you 2 to 1! I come from the position of actually caring about the client, were as in your case you are just looking to make a sell. No, it's not a "big NO NO" to be honest and say where your from.

Todd, I read that and thought the very same thing.

Why agents think they need to lie or withhold who they are is beyond me. Seniors who do business without any clue of who they are buying from ALMOST (I said almost) deserve the lousy service they get.

ALWAYS tell who you are and where you're from AND how to get back in touch with you. DON'T be a scam artist.

 

[insuranceexec]

Well there is only way to settle this. The both of you call me and the first one to sell me wins.........LOL

 

[HoosierDaddy]

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.

You need to be involved in some kind of training system. What made you get into insurance? Why did you pick those companies? I am curious what commission % you have with those companies. Are you working direct mail lead cards?

 

[myinsurebiz]

Tom, I hate to call you out on this one, but you're a churn and burn operation. I've been selling by the phone for many years and I'll be willing to bet I could outsell you 2 to 1! I come from the position of actually caring about the client, were as in your case you are just looking to make a sell. No, it's not a "big NO NO" to be honest and say where your from.

Todd,

Why would you say I'm a "churn and burn operation" - and you don't even know me?

The reason you don't say where you are from is it makes the call seem business versus personal.

They'll soon get that you are from a company.

I learned not to say "I'm with . . ." while at Senior Life - and they have the phone sales script down pat . . .

If I didn't care about the client and was "churn & burn" - I would be selling them double what they need and care less if it sticks. When in fact - we do just the opposite.

I laugh everytime I read someone say you must be doing it for the "sale" . . .

Heck - we all do it for the sale. If you say you don't - I say bullshit!

But - even you Todd are entitled to your opinions.

Tom

 

[scottishX]

Please tell me how to sell over phone!

 

[Trotter]

I'm just breaking into Final Expense.
Can anyone share a good phone script (or know where I could get one) for colcalling to set appointments?
Or a good company that sets appointments by phone?
Thanks!