I Wonder if the Final Expense Pros Felt Like This Starting Off.

[Josh]

In the FE market is all about their budget. Probably saying the same thing since if it ain't in the budget it ain't working for them either.

I don't disagree with you about it being with their budget, but I think budget can be an ugly word. Asking what works best for them tends to imply budget anyway, but it also helps pull a little focus towards the product vs the price. I think this is especially true because of this conversation:

"Which one of those fits best into your budget?"
"Well obviously the cheapest one."

Ya know?

 

[WinoBlues]

I don't disagree with you about it being with their budget, but I think budget can be an ugly word. Asking what works best for them tends to imply budget anyway, but it also helps pull a little focus towards the product vs the price. I think this is especially true because of this conversation:

"Which one of those fits best into your budget?"
"Well obviously the cheapest one."

Ya know?

Or, Mister Jones slide your finger down the options till you finally hit the one you can afford.

 

[jdeasy]

I don't disagree with you about it being with their budget, but I think budget can be an ugly word. Asking what works best for them tends to imply budget anyway, but it also helps pull a little focus towards the product vs the price. I think this is especially true because of this conversation:

"Which one of those fits best into your budget?"
"Well obviously the cheapest one."

Ya know?

I've never had that answer and I always ask "which one fits your budget?".

I've had, "all of them", "none of them" or "this one".

 

[theinsuranceman]

I'll find out ahead of time who will be handling their funeral, obit listing, etc. Then, 20 min. later when I'm showing 3 different plans I'll say "one of the great things about these state regulated plans is that no matter which plan you pick today, you can always add on to it later....you can add on to it next month or several years later if you want to. I'll then ask "which one of these plans would you like to leave to your daughter Cindy"?

 

[Mattschmidt]

I'll find out ahead of time who will be handling their funeral, obit listing, etc. Then, 20 min. later when I'm showing 3 different plans I'll say "one of the great things about these state regulated plans is that no matter which plan you pick today, you can always add on to it later....you can add on to it next month or several years later if you want to. I'll then ask "which one of these plans would you like to leave to your daughter Cindy"?

How do you show different plans when your doing Tele-Sales??? do you email them the plans ahead of time?

 

[theinsuranceman]

How do you show different plans when your doing Tele-Sales??? do you email them the plans ahead of time?

I don't email them anything...this is FE. I just say everything to Ms. Jones just like I laid out for you 2 post above. Good question though.

 

[Mattschmidt]

I don't email them anything...this is FE. I just say everything to Ms. Jones just like I laid out for you 2 post above. Good question though.

Just curious...The hardest thing for me when doing tele sales for Insurance is having the prospect looking at the same illustration as I am...often times they have printed the material off, or have multiple PDF's open...Seems like I spend more time making sure the client is looking at the right illustration...with Final Expense I have never done a tele sale, and could only imagine what the prospect is writing down, and having to repeat yourself over and over.

 

[theinsuranceman]

Just curious...The hardest thing for me when doing tele sales for Insurance is having the prospect looking at the same illustration as I am...often times they have printed the material off, or have multiple PDF's open...Seems like I spend more time making sure the client is looking at the right illustration...with Final Expense I have never done a tele sale, and could only imagine what the prospect is writing down, and having to repeat yourself over and over.

FE tele-sales, like FE face 2 face sales, is fairly simple once you know what to do, when to do it, and how to do it. Note I said simple, not easy.

The FE tele-sales prospect doesn't have to write much down. Just my name and cell # after the sale has been made and the date the Co. will bill their bank for the 1st payment and the payment amount.

They get a welcome pack sent out that same day highlighting 1st draft date, future draft dates, copy of the front of the app (with "copy" stamped on the front face of the app 4-5 times), free prescription drug card, free memorial planner, lettter from Dear Abby talking highly of having burial insurance plan in place, letter from the Co. CEO, and a few other goodies too.

Can't say too much more as I'll be helping the competition.

On a side note, you seem very professional and friendly today, are you feeling ok?

 

[Josh]

I've never had that answer and I always ask "which one fits your budget?".

I've had, "all of them", "none of them" or "this one".

I'm sure this will come as a shock, but I guess people are different in NY

 

[coloradoseniormarket]

We are talking about generational perception budget to a senior is not an ugly word- it is a fixed expense every month. My mother balances her checking account every month and still keeps all her bills in a ledger. She has been doing this along as I remember and she has found errors in her bills.

JD broached this topic well during his interview with Scott. The budget lends importance to the amount due every month and because this coverage is important there should be a planned allotment - expenditure- budget that will have priority over the unexpected bill that comes up. I bet his lapse rate is pretty low.

I like working with spread sheets so I don't have to calculate premiums on the fly - they can see all the premiums and face amounts and usually they can increase the face for just a little more - and I can throw in my jokes about my poor math skills.