Objection

[rousemark]

I thing most people I talk to don't have FE. They probably have burial, or preened.

Know what preneed is but do you wan to explain the difference between FE and Burial?

 

[coloradoseniormarket]

The problem is, they don't even give me the chance to find that stuff out. Especially, when I am on the phone. All I hear is click. Maybe someone can recommend a good phone script.

Check out cold calling part of the forum - there are some good threads about cold calling in general and scripts. Josh has some scripts on his website. There are no fast and easy answers or magic bullet for this. Even if you have a script you will need to personalize it and make it flow like a conversation.

You will have people hang you or just cuss you out. If you are really unlucky you may get a solication for a horizontal meeting or two.

This is a numbers game you will need to make x dials to talk to x people to set x appointments - these numbers will vary from person to person and day to day. The key is persistency and keeping numbers up.

 

[fretfrek]

Know what preneed is but do you wan to explain the difference between FE and Burial?

Are u asking me? If so My understanding is, Preneed is you pay up for a funeral in advance and when u die 10 years later, no matter the inflation, you are still covered. Burial pays just for a burial plot. FE pays for ur final expenses regardless.

 

[0b1kanobee]

When i go door to door/cold call, the most common objection i get after my intro script is "oh i already have a plan." What do you say to these prospects?

Just tell them you can appreciate that and continue talking and asking questions. If they already have it they will tell you again and maybe again. Then maybe they do and it's a real objection.
If they have a lifetime pay by asking how long they have to pay on it (make premiums) they may be a candidate for a 10 or 20 pay.

 

[coloradoseniormarket]

Are u asking me? If so My understanding is, Preneed is you pay up for a funeral in advance and when u die 10 years later, no matter the inflation, you are still covered. Burial pays just for a burial plot. FE pays for ur final expenses regardless.

So... congratulate them for their planning and forethought. What made you decide to prearrange? Do you travel often to visit family - how far away do they live- if you die when traveling are going to be buried, how will you get the body back home for the funeral? Do you have any financial obligations that may need to have covered? Do you need some transition money to help your spouse adjust to the loss of the other income, etc.

 

[rousemark]

Are u asking me? If so My understanding is, Preneed is you pay up for a funeral in advance and when u die 10 years later, no matter the inflation, you are still covered. Burial pays just for a burial plot. FE pays for ur final expenses regardless.

OK.. Have never heard that description before.. Usually Burial and FE are interchangeable terms. Both refer to small face amount whole life policies.. Kind of like a rose by any other name is a rose.. FE and Burial plans are life insurance policies.

 

[fretfrek]

Some great stuff here! Thanks guys and gals.

 

[coloradoseniormarket]

Some great stuff here! Thanks guys and gals.

You're welcome - don't use the term gal it is offensive to some sweetie falls under the same category.

 

[xrac]

So... congratulate them for their planning and forethought. What made you decide to prearrange? Do you travel often to visit family - how far away do they live- if you die when traveling are going to be buried, how will you get the body back home for the funeral? Do you have any financial obligations that may need to have covered? Do you need some transition money to help your spouse adjust to the loss of the other income, etc.

Exactly, how to respond. Get them talking.

 

[FEguy]

You're welcome - don't use the term gal it is offensive to some sweetie falls under the same category.

Gals...really??? So then what are some proper terms now that would not be misconstrued?

To the women that are offended by "gals" I can think of a number of other terms I'd use.