Pushing a Sale

[BenS]

If you run an appointment and the person already has paid funeral arrangements and a decent amount of retirement money, do you guys still push for a FE policy? I've run into some leads that don't really qualify as traditional FE prospects. They are in more middle class areas. I feel bad just giving up on a lead, but at the same time, it just doesn't seem like there is a need for this type of product once I have sat down with them for 15 minutes and gone over their coverage. Am I walking away from business?

Next week I'm heading to a different county that I think should have some better (lower income) prospects. Thanks in advance for the replies...

 

[Mark]

Maybe a spwl if they have money in a bank cd they want to pass on to another family member, or an annuity if are not leaving it to someone.

But you can't win them all.

 

[notfonzy]

If you run an appointment and the person already has paid funeral arrangements and a decent amount of retirement money, do you guys still push for a FE policy? I've run into some leads that don't really qualify as traditional FE prospects. They are in more middle class areas. I feel bad just giving up on a lead, but at the same time, it just doesn't seem like there is a need for this type of product once I have sat down with them for 15 minutes and gone over their coverage. Am I walking away from business?

Next week I'm heading to a different county that I think should have some better (lower income) prospects. Thanks in advance for the replies...

If your honest belief is that there's no need for what you're offering, there probably isn't. That said, people with their final expenses already taken care of with a bit of savings can be sold on providing some seed money for their kids or grand kids. In my experience, that's why the types of people you're talking about filled out the card in the first place.

 

[amerchant7]

If the person already has paid funeral arrangements and a decent amount of retirement money, I wouldn't push the sale. I would eather ask more questions to find another area to give them coverage or try to get as many referrals out of them as I could.

"Mr. Buyer, I see you like to play golf?" "If you won a trip to Pebble Beach tomorrow, who would you want to take to play with you?"

-If you can get solid names/referrals out of the appointment, the appointment is not wasted.

Merchant

 

[Newby]

If you run an appointment and the person already has paid funeral arrangements and a decent amount of retirement money, do you guys still push for a FE policy? I've run into some leads that don't really qualify as traditional FE prospects. They are in more middle class areas. I feel bad just giving up on a lead, but at the same time, it just doesn't seem like there is a need for this type of product once I have sat down with them for 15 minutes and gone over their coverage. Am I walking away from business?

Next week I'm heading to a different county that I think should have some better (lower income) prospects. Thanks in advance for the replies...

I sell prepaid funerals and I sell some of the same people final expense. Sometimes you can bring up one daughter that takes care of them but they are leaving everything equal in their will to all kids so they don't cause hurt feelings. An FE policy is a great way to reward the daughter that goes out of her way without any of the other kids needing to know about it.

 

[Biggin]

In my opinion, these are NOT FE prospects. They planned ahead and sacrificed. There certainly may be other opportunities there, however, like single premium life to pass on a gift to a charity or children or a children's charity or a child named Charity. Annuity business could be there as well. I don't know very much about the pre-need funeral plan business, but unless they had an obvious stinker of a pre need plan, my opinion is that you switch horses and see what else is there. If you can't find anything at all, I would congratulate them on how responsible and thoughtful they have been to have put them selves in such good shape. Ask if they have ever heard about others that have not been quite so "thoughty". "Heck! I bet you've got some in your own family that didn't plan ahead so well, haven't you?" Then explain how you might help them.......You've GOT to leave with something. If I don't get a client, I want a referral or at least some preserves or something from the garden. Do you know how long it's been since I've had to buy jam???

 

[xrac]

If you run an appointment and the person already has paid funeral arrangements and a decent amount of retirement money, do you guys still push for a FE policy? I've run into some leads that don't really qualify as traditional FE prospects. They are in more middle class areas. I feel bad just giving up on a lead, but at the same time, it just doesn't seem like there is a need for this type of product once I have sat down with them for 15 minutes and gone over their coverage. Am I walking away from business?

Next week I'm heading to a different county that I think should have some better (lower income) prospects. Thanks in advance for the replies...

What prompted them to respond in the first place. Maybe your mailer is targeting the wrong market segement?

 

[Biggin]

Maybe a spwl if they have money in a bank cd they want to pass on to another family member, or an annuity if are not leaving it to someone.

But you can't win them all.

I've seen what happens when an agent thinks he should walk out of EVERY house with a deal. You end up with a senior that just put their last $6000 into a 15 year annuity. Bankers
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What prompted them to respond in the first place. Maybe your mailer is targeting the wrong market segement?

THAT is a great question!! I have talked to some retired Professors that have looked me square in the eye and tell me that they thought it was some of that "Obama money". I'd say 70% of the appointments that I run will not have ANY idea what the card was about. The FIRST line of the lead card says LIFE INSURANCE. We have professional "mailerbackers" here in Michigan

 

[WinoBlues]

A FE policy is simply a small simplifies issue Whole Life policy. Life Insurance, Nothing more. Not to be confused with the Finale Expense market.

Finale expense is a concept. They have that concept covered? Great! How about the mortgage? Mortgage protection Or how about survivor benefits? Which pension survivor benefit did they or are they going to take? Pension Max. Are they getting two checks a month now? If one of them dies how is the other going to survive on just one? Do they have other policies in the home? Term that is going to term out? An old UL that is going to implode? Maybe AOR them. When is the last time their old agent called them?

just my two cents

 

[JimmyUt]

Most of these folks either don't pay attention when they fill them out, or lie about it. It is our job to get to the bottom of why they sent it in and sometimes they legitimately have no clue. .