Important Questions

[SportsNut]

Sometimes I wonder if y'all think all seniors are in denial and complete ignorance of death.

By all means, paint a picture, but ask questions and paint a picture about what concerns them, not something you think is important.

I agree, not all of them are in denial and many of them are plumb worried about the consequences of the event already. We call those 'lay-downs' for the most part... they are ready to buy, they just needed a FE agent to come by and write it up. Frankly there are plenty of those out there, even a caveman could do it on lots of these appts.

I was just illustrating what I say when there is resistence, or when they want to think it over, just shopping, etc. If you don't have to sell, then don't sell. All too many salesman of every walk of like don't know when to take yes (or some sign of it) for an answer. When they give you buying signals, just shut and up and get to writing on the paperwork... laced with necessary questions... "What is your birthdate Mrs Jones?"... "what is your height & weight?" 280lbs. "You didn't look a pound over 272 Mrs Jones..."

 

[theinsuranceman]

Sometimes I wonder if y'all think all seniors are in denial and complete ignorance of death.

By all means, paint a picture, but ask questions and paint a picture about what concerns them, not something you think is important.

I think about 70%-75% of the lead responders seem to be. About 70%-75% of a set of 20 leads don't/won't/can't buy. That's why I can only close 25%-30% of em.

 

[pcbinsurance]

I always refrain from using the "You love your family, don't you?" kind of questioning. That seems to me like using guilt as a ploy.

If you have good rapport, you can simply say, "As your insurance man, would you rather I bring flowers to your funeral or a $10,000 dollar check"? That pretty much says it all and is easy for them to understand.

 

[theinsuranceman]

I always refrain from using the "You love your family, don't you?" kind of questioning. That seems to me like using guilt as a ploy.

If you have good rapport, you can simply say, "As your insurance man, would you rather I bring flowers to your funeral or a $10,000 dollar check"? That pretty much says it all and is easy for them to understand.

That sounds good, I'll be using that one.

 

[rousemark]

I used to tell people who would make snide remarks about insurance salesman that when a death occurred and a family was in their greatest need of cash, we are the only ones that show up on the doorstep with something in our hands other than our hat.

I have never had a beneficiary slam a door in my face..

 

[WinoBlues]

I used to tell people who would make snide remarks about insurance salesman that when a death occurred and a family was in their greatest need of cash, we are the only ones that show up on the doorstep with something in our hands other than our hat.

I have never had a beneficiary slam a door in my face..

Some years I pay out many times more than I make all year. Sometimes in one check.

 

[TDFnCali]

"One of the key attributes in being a great salesperson is in asking purposeful questions, and listening intently." Allan Himmelstein

What open ended questions do you feel are the most important to ask in your presentation?

1. Why did you send in the card ( or respond to the phone call).?
2. Tell me about your experience with funerals?

#1 is WHY...why they sent in card/answered the call?? (They MUST be able to answer this in my book)

#2 Do u currently have coverage?


Then in no particular order or preference I ask the following (I eliminate some if they do have coverage)...

Have u ever had to plan a funeral? If yes tell me about it...

Is having a funeral/burial plan important to you?

Have u ever seen any family, friends, neighbors, etc have a death in their family & have to ask for donations or wash cars for $$? What happened?

Do u think the financial burden of a funeral is your responsibility or your family left behind?


Then I go from there....

 

[draconian]

This stuff is really helpful and there are some interesting approaches. I really like this forum a lot.

 

[WinoBlues]

Around here the hispanics are NOTORIOUS for having BBQ's to raise $$$ for funerals...SAD!

BBQs? That would be a new one for me. Plenty of car washes though.

Hispanics are great insurance prospects. 90% of the time it is a love sale. And it stays on the books. We have a large South East Asian population here. That is another great market for FE. The funerals were only about $20,000.00 When I wrote my first one. Now they are $45,000.00+ depending on the family. Again, stays on the books.

 

[Nelson C. Janney]

Don't think anyone could of put it better