Final Expense Sales Tips

[WinoBlues]

1st you have to care about your clients.

The trick is to make a name for yourself, by helping people.

Also, you have to never give up when doing F.E. There will be times you just want to quit, but you just go at it again.

You are not selling insurance, but you are selling yourself...That is the trick.

Most of them have a problem and you need to figure out the best way to solve it.

Most prospects can tell if you care about them and what you are doing or if you just trying to make a quick buck...

It takes practice to be good at F.E. A lot of trial and error...

I use to be a term junkie that chase new homeowners...That was the gold mine back in the day...But with no one buying new homes these days and seniors still doing about the same they did 10 years ago, the market has really taken off. They all know they need at least about $10,000.

You have to find a way to stand out from every other F.E. agent approaching them. I have about 10 things that I do that makes me stand out....You must find you some ways to stand out...Its about services and helping them...

Exactly. Doing the above long enough and you will not have to buy leads. They will call you. That and making annual or bi annual service calls. 1 case turns into 6.
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I agree totally. FE is not my primary market not even my secondary market but I have sold a lot of it in the past and it is very important to stand apart.

The way I always sold it was to bring up other issues not just a burial/funeral.
I always say maybe you have a son or daughter who isnt as well off as your other kids, maybe there is a charity or church that is near and dear to your heart, maybe you would like to leave a little something extra to grandkids and from there I tell them that this insurance could do any of those things it doesnt just have to cover your funeral it can increase your legacy also.

That is what has worked for me to sell larger polices because your making them think they are all in one or more of those situations they just might not be thinking about it.
The above isnt word for word what I use but it is really close, and it does work.

FE and Simplified issue Term and Wl. has moved from a small side line to about 50% of my business. I like the renewals. And I do not have to prospect for it.

The Legacy thing is a lot more important to seinors than a lot of agents realize. Also they want their children and grandchildren to have an easier start than they did.

 

[Newby]

One thing that is often overlooked is that many older people KNOW that they have one child (usually a daughter) that will care for them in their old age. That caregiver will possibly keep them out of the nursing home and will sacrafice a lot.

They have at least one kid that is a deadbeat.

They usually have all the kids equal in their will.

A life insurance policy is a private way they can leave money to that caregiver without anyone else needing to know about it.

I've sold a few policies just off that idea alone.

 

[davidp711]

I agree totally. FE is not my primary market not even my secondary market but I have sold a lot of it in the past and it is very important to stand apart.

The way I always sold it was to bring up other issues not just a burial/funeral.
I always say maybe you have a son or daughter who isnt as well off as your other kids, maybe there is a charity or church that is near and dear to your heart, maybe you would like to leave a little something extra to grandkids and from there I tell them that this insurance could do any of those things it doesnt just have to cover your funeral it can increase your legacy also.

That is what has worked for me to sell larger polices because your making them think they are all in one or more of those situations they just might not be thinking about it.
The above isnt word for word what I use but it is really close, and it does work.

I like that, it makes them think more about buying.

 

[general88]

Newby is right on the money.

 

[johndale]

Qualified leads is the winner.

 

[jody108]

Qualified leads is the winner.

Only if you can generate them yourself.... otherwise, the only winner is the lead company.

 

[jdeasy]

Only if you can generate them yourself.... otherwise, the only winner is the lead company.

That is simply not true.

 

[Frank Stastny]

I agree totally. FE is not my primary market...

Like you, FE has never been my primary market and I too have a lot of it on the books.

I save money for everyone I sell a Med Supp to. I simply make the suggestion that they may want to reinvest a portion of the savings in a FE plan. It is very smooth because I am not using any "new money".

An agent can easily double their Med Supp commission on an appointment by adding a small FE plan. More and more companies are making that a part of their Med Supp app. At one time I was adding a small FE plan to about 70% of the Med Supps I wrote.

They also all have checking accounts.

 

[jody108]

That is simply not true.

You are absolutely incorrect.

 

[jdeasy]

You are absolutely incorrect.

No, I'm not. You are just telling lies to recruit. You either don't know what you are talking about or you are hiding facts from people.

So, stupid or a liar, take your pick.