Pre Need Upcoming Appointment Advice Needed

[Matthew85]

A potential client called me earlier today expressing her interest in purchasing a pre need plan for herself. She knows about the rising costs of funerals and sees the value in taking out an insurance plan to help her children. The weird part was when she told me that she would be bringing her daughter with her to the appointment who disagrees with her mother purchasing the plan. Her daughter doesn't see the value I assume.

How should I handle the situation to win over the daughter? It seems like I will have to sell to the daughter while the mom is already sold.

Matt

 

[Newby]

A potential client called me earlier today expressing her interest in purchasing a pre need plan for herself. She knows about the rising costs of funerals and sees the value in taking out an insurance plan to help her children. The weird part was when she told me that she would be bringing her daughter with her to the appointment who disagrees with her mother purchasing the plan. Her daughter doesn't see the value I assume.

How should I handle the situation to win over the daughter? It seems like I will have to sell to the daughter while the mom is already sold.

Matt

Just do your normal presentation showing the inflation protection, guarantees, less stress on family, etc.

The daughter probably has more objection to taking time out of her day to come in rather than objecting to mom planning ahead.

 

[Rearden]

Yep -- do the normal presentation, involve the mother as well as the daughter, and, if they object (let me think about it), do your normal rebuttal techniques to get them talking.

If they still rebut, that's when I'd bring up what the mother said about the daughter's reluctance or disagreement with a policy.