My Final Expense Presentation

[shonceman]

Not taking my shoes off to go in a prospects house... They will just have to find another agent.

I always say it this way - "I promise you DON'T want me to take my shoes off!"

 

[Baseball7]

Too many agents fail because they don't have a set presentation, no format and no flow thank you for sharing

 

[DayTimer]

What about slipping on the hospital booties over your shoes? Is that acceptable?

Amazon product ASIN B009IC0KWO
No joke ... I keep a bundle of these in my car. If it is raining, I put them on as I enter the home. If it isn't raining but the person hesitates to let me in, I pull them out of my pocket and put them on. Not for nothing, but I think it has helped me get into a few more homes simply because they don't want to tell me they are not interested after I have gone through the trouble to put those on.

These are better than hospital booties because these are plast. Hospital booties, when wet, are good for nothing and will make a muddy mess.

 

[rousemark]

Too many agents fail because they don't have a set presentation, no format and no flow thank you for sharing

Fixed that for you.. For those that don't want a "canned" presentation, Tom Wolfe said it best.. "If you are going to have open heart surgery do you want a doctor who reinvents the procedure every time or one that has a proven procedure and repeats it each time he operates?"

 

[goillini52]

Amazon product ASIN B009IC0KWO
No joke ... I keep a bundle of these in my car. If it is raining, I put them on as I enter the home. If it isn't raining but the person hesitates to let me in, I pull them out of my pocket and put them on. Not for nothing, but I think it has helped me get into a few more homes simply because they don't want to tell me they are not interested after I have gone through the trouble to put those on.

These are better than hospital booties because these are plast. Hospital booties, when wet, are good for nothing and will make a muddy mess.

The cable company uses those.

 

[tribetime32]

Good stuff! Thanks for sharing! I love your story as you hit home with people on a few different fronts. Veteran, experience with death and burden, opportunity to help others not feel the same way. I need to get a better story

 

[WinoBlues]

o help others not feel the same way.

Tell me it is not an emotional sale.

 

[Jose Arteaga]

Some of you may do it differently. This has always resulted in a lot of success.

The first thing I do when I walk into a house is, I ask, "Do you want me to take my shoes off?"

From there I walk to the wall of fame. This is there pictures, trophies, something that looks important to them. I'm trying to build rapport from the get go. Find something that you can talk to and connect on. From there dig deeper on that subject. The idea is that you want to get them talking about themselves.

Once I can get them to start laughing I start my transition. I say, "I'm from Ohio originally. After high school I moved to Rhode Island to go to school. After my freshman year I joined the Army; took a couple years off from school for that. I was deployed to Iraq in 2005. After that I came back to Rhode Island, finished school and stayed that way because of a woman. We broke up and now I live in Massachusetts. This is my wife." I then show a picture of my wife. They always say she's pretty I say, "Thanks I like to say I'm good at sales. She also has a little boy; he's 10 going on 30." I then show a picture of him.

What I'm doing by giving a back story of me and showing pictures of my family, am letting them know that I'm a human being with a family and some shady insurance salesman. It really breaks down barriers that they are holding up.


entrepreneurs

From there I move into my mission statement; why I do what I do. "I've been doing the insurance thing for six years. Before this I was one of those annoying cell phone guys in the mall that used to ask you what kind of phone you had when you walked by. After the market crashed my company went under and I lost my job. I stayed in wireless for a little while after, but it wasn't panning out to where I wanted it to be. Then his opportunity presented itself to me and it was something I was looking to do for a while. The main reason is my mom was diagnosed with a rare form of breast cancer in 2001. Now, me being the only child, if anything ever happens it all falls on me to take care of everything. And at the time she had no life insurance, and I tried getting it for her after the fact; but it was tough because she had cancer. Now she beat it, and she's still around today; I thank God. But looking back at it all, if something would've happened to her, I was a senior in high school working part time at Wendy's. There's no way I could've covered a funeral let alone a cremation. I know they were expensive because my friend Chris Eads was killed crossing the street. A truck hit and killed him; he was only 16 years old. I remember being at the funeral. And not only watching his mom going through the emotional burden of burying one of her kids, but she also had to pay 8000 to bury him. So, this job has given me the opportunity to help people out so things like that don't happen."

My next transition is into why people fill out the card. "I work a lot here in *insert town* , and what I find is people fall into three categories: The 1st being they don't have any life insurance now. The 2nd being they are paying too much for too little or not enough and want to add a little extra. The 3rd being not the right type of coverage; they either got something from the mail from companies like AARP, colonial Penn, Globe, etc. The problem with those companies is that they are expensive, if something happens to you in the first 2 years they only pay what you pay into them, the premiums go up every five years, and a lot end at age 80. Out of those 3, which one do you fall into?" Then I let them tell me which one.

"What I do is I'm an agent broker. So, I work with companies like Mutual of Omaha, Transamerica, Foresters, Gerber, AIG. So what it does is give me options to shop around and find the best product for you at the best price. Everything I do is non-medical; meaning no one is going to come out and stick you with a needle or make you pee in a cup. It's all based on your medications. What medications are you on? Can you go grab me your medications please?" From here I'm going to google the medications to see what conditions they are being treated for to see which carrier to right. Remember from the trainings that you should always have your go to carrier. And that the medications should be friendly to that go to carrier.

Then I ask if they plan on being buried or cremated? Do they want to leave a little extra to anyone? And then come up with a price of low, medium and high. Generally show them 3 to 4 prices. Then what is say is, "I'll tell you how this works Mary, what I'm going to do is show you a few options. What I want you to do is go with the one that makes the most sense to you; the most important thing is that you have something that fits in your budget. You can't have something that you need to cancel in 3 months because you can't afford it. Then what we do is submit this over to the insurance company because they have to have the final say so on this. This can cost you a million dollars a month and you want to give me 10 years' worth of payments up front, and still say no. Money doesn't buy life insurance, your health does. Now, if they approve it, they are going to issue a policy, I'm going to come out here and go over it with you. What I'm going to show you in whole life. Meaning, that it last forever, the payments never goes up, death benefit never goes down, it builds cash value, and the most important thing is that it's day 1 coverage; you die tomorrow it pays a full death benefit-no 2 year waiting period."

I then show the prices and always say, "It's ONLY X amount of dollars a month."(Always say only) Out of these, which one makes the most sense?" Once they give me a price I circle it then take an application out and start filling it out. I don't ask if its ok to fill out the application I just assume they are going to buy it and fill it out. I always ask the beneficiaries info before I ask for the social. The bank info is the last thing I ask for after I get all the signatures!!!!!

"The last thing I need from you is to make out a voided check. Don't write it out to anyone; don't sign it, just write 'Void'". I also make a square with my hands like I'm holding a check. After I tell them I need the check, I look down and keep filling out the application as if they are going to get me a check.

After I've gathered everything and pack my stuff up. I let them know that it will take about a week to hear in answer from the company. Once they approve it I'll give you a call and let you know it got approved and then on *preferred draft date* they will take out the 1st premium. You'll see a thing on your statement for *premium amount* from *company you used*. Here's the deal now, I'm your agent, I'm your guy. With me you don't have to worry about 1 for English 2 for Spanish and get somebody in India, you get me. I always have my phone on me the only time I don't pick up is if you call me a 6:00 in the morning, 11 at night, or I'm sitting with someone else; I won't pick up. But, if you leave me a message I always get back to people, the only thing I ask is if you have any questions you call me first. Not the insurance company, not your cousin Tito who fixes car, but me. "

"Thanks for giving me the opportunity to help your family"

Hi, you said resulted in a lot of success.
Just curious how much yearly AP approx.

How many leads do you take a week?

 

[rousemark]

Hi, you said resulted in a lot of success.
Just curious how much yearly AP approx.

How many weeks do you take a week?

I normally take one week per week..

 

[jensing0406]

Hi, you said resulted in a lot of success.
Just curious how much yearly AP approx.

How many leads do you take a week?

30