No Need.

[profithuner]

good morning everyone!

first off, I want to thank all of you season veterans for helping me develop my final expense practice. I am still a newbie but thanks to you, I'm getting better every day. I've gotten pretty good at developing I need and presenting a solution. However, I'm starting to run into a lot of people that really do not have a final expense need but they're very kind and friendly, they let me into the house, and they sit down at the table with me. they all seem to say the same thing, well I just wanted to know what this is all about. I know there's some people out there that may not have a need, but they like buying insurance. my question is, what type of conversations are good to have with these buyers? I realize that they have the bases covered as far as paying for the funeral, I'd like to get some ideas as to what type of emotional conversations, or should I say questions are you asking. Thanks in advance.

 

[jdeasy]

good morning everyone!

first off, I want to thank all of you season veterans for helping me develop my final expense practice. I am still a newbie but thanks to you, I'm getting better every day. I've gotten pretty good at developing I need and presenting a solution. However, I'm starting to run into a lot of people that really do not have a final expense need but they're very kind and friendly, they let me into the house, and they sit down at the table with me. they all seem to say the same thing, well I just wanted to know what this is all about. I know there's some people out there that may not have a need, but they like buying insurance. my question is, what type of conversations are good to have with these buyers? I realize that they have the bases covered as far as paying for the funeral, I'd like to get some ideas as to what type of emotional conversations, or should I say questions are you asking. Thanks in advance.

If they have no need then they are not a prospect. Move on to someone that does.

How did you get in front of them if they had no need? If by a lead piece then there was a need or want of some kind.

Very first thing I do is establish the need/want as soon as I get in the house. Failing to establish either then out of that house in less than 10 minutes.

 

[0b1kanobee]

If everyone bought only what they needed, well there just wouldn't be enough prospects.
Somewhere along the line you have to create desire. Many people desire more than what they need. I know I do.
I had a lady I was talking with for final expense and I could tell she was friendly and nice but I just couldn't get her excited about it. So I asked her the dumbest question that popped into my head because at this point I was spent. I asked "Carol, I can tell you are not as excited about this as I thought you might be. What would I have to do to get you excited about what we are discussing?" She said "I'd be excited if we were talking about $50,000 of life insurance. $10,000 is not enough for everything I want. There's me and all my grandchildren and I want every one of them to get something".

Sometimes you just have to take your smart cap off and put your stupid cap on. It's great to meet friendly people and they will talk your ear off half the day if you let them but you also need to get them either excited about your product.
You also might consider cultivating some of these people you make contact with who like you but didn't buy. You never know what you may one day have to offer them besides life insurance. The next time they need insurance, it could be you that comes to their mind and it just may be life insurance. Ya never know.

Just to be clear, I didn't end up making the sale. She went with another company that she was familiar with. I pushed RNA and even though I showed her something from them from 1932 it didn't matter. Almost got an annuity too. She ended up buying from the funeral home pre-need (which somebody like Newby could of done for less money) and took an annuity from someone else who had a local office. She said she wasn't comfortable with me not having a local office even though I offered to take her to 4 other offices one being on the main drag and in the ritziest part of Central Florida.
I did get something great out of it though. It inspired me to get a local office. Best decision yet that I've made in this business.

 

[profithuner]

If they have no need then they are not a prospect. Move on to someone that does.

How did you get in front of them if they had no need? If by a lead piece then there was a need or want of some kind.

Very first thing I do is establish the need/want as soon as I get in the house. Failing to establish either then out of that house in less than 10 minutes.

it was through lead piece.

 

[bill3173]

If they agreed to an appointment, they want to buy something. If you feel that you're losing them, tear up while you tell a touching story, or say something touching that gets them to tear up. Then let them know that it doesn't cost anything to put in a app..you'd be surprised at how many of them will keep the policy once it's approved.

The last appointment that I had ended with everyone in the room crying and signing.

 

[Tahoe Ray]

good morning everyone!

first off, I want to thank all of you season veterans for helping me develop my final expense practice. I am still a newbie but thanks to you, I'm getting better every day. I've gotten pretty good at developing I need and presenting a solution. However, I'm starting to run into a lot of people that really do not have a final expense need but they're very kind and friendly, they let me into the house, and they sit down at the table with me. they all seem to say the same thing, well I just wanted to know what this is all about. I know there's some people out there that may not have a need, but they like buying insurance. my question is, what type of conversations are good to have with these buyers? I realize that they have the bases covered as far as paying for the funeral, I'd like to get some ideas as to what type of emotional conversations, or should I say questions are you asking. Thanks in advance.

How? Do they already have insurance, did they prepay, or do they have sufficient savings to cover their final expenses?

 

[profithuner]

most of them that I talk two already had insurance, but they were very willing to sit down and talk to me. I'm trying to get a consensus as to whether I'm wasting my time or not. now I have sold a few, but they would lay dows.
- - - - - - - - - - - - - - - - - -

it was through lead piece.

yes it was through direct mail piece.

 

[VolAgent]

most of them that I talk two already had insurance, but they were very willing to sit down and talk to me. I'm trying to get a consensus as to whether I'm wasting my time or not. now I have sold a few, but they would lay dows.
- - - - - - - - - - - - - - - - - -


yes it was through direct mail piece.

You are missing something. Unless these people are seriously lonely and desperate for someone to talk to, you missed something. They sent the card if for something. Time to be stupid and frank, ask them why they sent it in and don't accept anything less than a real answer. Just wanted to see, looking around, etc. are not real answers. There is something they wanted if they sent the card in and then agreed to appointment. Particularly if they have a well kept home.

 

[jdeasy]

If everyone bought only what they needed, well there just wouldn't be enough prospects.
Somewhere along the line you have to create desire. Many people desire more than what they need. I know I do.
I had a lady I was talking with for final expense and I could tell she was friendly and nice but I just couldn't get her excited about it. So I asked her the dumbest question that popped into my head because at this point I was spent. I asked "Carol, I can tell you are not as excited about this as I thought you might be. What would I have to do to get you excited about what we are discussing?" She said "I'd be excited if we were talking about $50,000 of life insurance. $10,000 is not enough for everything I want. There's me and all my grandchildren and I want every one of them to get something".

Sometimes you just have to take your smart cap off and put your stupid cap on. It's great to meet friendly people and they will talk your ear off half the day if you let them but you also need to get them either excited about your product.
You also might consider cultivating some of these people you make contact with who like you but didn't buy. You never know what you may one day have to offer them besides life insurance. The next time they need insurance, it could be you that comes to their mind and it just may be life insurance. Ya never know.

Just to be clear, I didn't end up making the sale. She went with another company that she was familiar with. I pushed RNA and even though I showed her something from them from 1932 it didn't matter. Almost got an annuity too. She ended up buying from the funeral home pre-need (which somebody like Newby could of done for less money) and took an annuity from someone else who had a local office. She said she wasn't comfortable with me not having a local office even though I offered to take her to 4 other offices one being on the main drag and in the ritziest part of Central Florida.
I did get something great out of it though. It inspired me to get a local office. Best decision yet that I've made in this business.

Whtever works I suppose. That certainly doesn't work for me. I don't create a need for anyone nor do I even know how to create a need that's not there.

I might be able to uncover a need but I sure can't crate one. Nor do i believe any other agents are either.

I haa say they do that but I also see them gone from this business in a few months too.

Something I learned a long time ago is that people do not buy what they need. They buy what they want. I see my job as not creating a need but in educating them to the point that they want what I'm offering to fill a need they already had.

Now, I will be the first to admit that I may be doing it wrong but this is still how I do it and I will just have to stay wrong if it is.

 

[Justin Bilyj]

If they agreed to an appointment, they want to buy something. If you feel that you're losing them, tear up while you tell a touching story, or say something touching that gets them to tear up. Then let them know that it doesn't cost anything to put in a app..you'd be surprised at how many of them will keep the policy once it's approved.

The last appointment that I had ended with everyone in the room crying and signing.

Everyone?? Nice close sir....

(crying) just sign here (sob) so noone has to be burdened (blow nose)