Starting a Position with Securus FE

[Newby]

Ms. Jones, what are you going to do if that funeral home goes out of business?

Duh? Go to another one.

Preplan policies are good at any funeral home, never just one. You should know that Greg.
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Alright sounds good, I haven't had any issues thus far. I think I will find out for sure on Wednesday haha. Yeah I had a pretty rough day yesterday out at appointments. The people didn't even know why they sent the card in. I asked the lady if i found her a plan she could qualify for, a plan that would fit her needs and budget, and a plan that SHE SEES THE VALUE TO, would you be willing to start this plan today... "No" lol... she had to talk to her kids, well i can see where youre coming from mrs x, but this is ultimately your decision, not to mention your children do not want to make decisions on your death, but on your life...so in the end we have to ask ourselves, are we alright with passing the burden of our final expenses off to our loved ones? "well we have enough money in the bank and i still have to talk to my daughter" , so let me ask you this, if you were getting brain surgery, would you ask your daughter how you should be operated on or would you take it to a brain surgeon? "well id ask my daughter first" okay maam, so do you make decisions on your every day life? "yes" so that means when you go grocery shopping, you dont call your daughter and ask her what you can buy, right? i dont know, i didnt throw it all at her at once but i said just about all i could...

OK, first that objection is probably smoke so you start by taking it away.

Mrs. smith if Debbie says that she definitely does want you to get a plan, is there ANY other reason you can think of that you would hesitate to start the plan I have showed you here today?

She is going to tell you her true objection now. I need to shop around more (needs more info), I can't afford it right now (help her figure out a way to pay), I never heard of the company, etc.

And sometimes these are all smoke because she doesn't want to tell you she doesn't like YOU. It happens to all of us.

But let's say that she is giving you the true objection:

Mrs. Smith I am always looking for ways to better serve my client families. And one thing I have learned is that it's GOOD for you to talk things over with your children when you are making important decisions that affect them as well as you. But I've also learned that the way you are going about it will put Debbie in a very uncomfortable position.

By asking her if you should buy this type of protection, you are really asking her if she would like you to inconvience yourself NOW so that you leave her money (I assume she will be your beneficiary) when you die so she is not burdened. Every responsible, caring child that loves their parent is going to react to that question with "No don't worry about it Mom. I will just handle everything when the time comes." She doesn't want to think about your mortality and she doesn't want you to think about it either. And she would feel greedy and selfish saying "Yes, you should handle this burden so you don't leave me with a bigger one."

What works better is this. Start the plan and then approach her with "I have taken care of this for you so you will not be left with a funeral expense." She will then review what you have already done and will be glad you did it. if she sees ANY reason that it's not a good thing to do, you have a no obligation 30-day free look anyway. You are protected but not obligated (I stole that last line from Travis Tubbs).

This is the way that will be MORE comfortable for your daughter and you don't even need to pay anything today. What is your date of birth...blah, blah, blah...
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Well, I also went about it like this, I said you can go over to the Gerber chapel right up the street maam and design your own funeral and funeral director is all done, hes simply going to say well mrs x ive designed your funeral for you and what ive come up with is its to be 10000. Now mrs x would you like to just prepay that and write a check for that amount today? when he presents that question to you, what are you going to say?

she said "yes i would, heres the check"

what are you supposed to say to that lol

On this objection, you are trying to combat a single payment funeral preplan with a lifetime monthly payment FE. The people who single pay do NOT want payments. They like to live debt free.

You offer her your single pay plan. Mrs. Smith we offer a plan that you should qualify for that may be more attractive to you. if you pay at the funeral home and the total is $7,500, you will write a check for $7,500 and your funeral is paid but there is not any extra money.

I offer a single pay plan where you could write a check for $6,000 and you have a first day death benefit of $11,000. That leaves room for your funeral price to go up and STILL leaves extra money that will go to Debbie. The families I serve feel this makes much more sense and is a great value.

 

[iamnewtothis]

Duh? Go to another one.

Preplan policies are good at any funeral home, never just one. You should know that Greg.
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OK, first that objection is probably smoke so you start by taking it away.

Mrs. smith if Debbie says that she definitely does want you to get a plan, is there ANY other reason you can think of that you would hesitate to start the plan I have showed you here today?

She is going to tell you her true objection now. I need to shop around more (needs more info), I can't afford it right now (help her figure out a way to pay), I never heard of the company, etc.

And sometimes these are all smoke because she doesn't want to tell you she doesn't like YOU. It happens to all of us.

But let's say that she is giving you the true objection:

Mrs. Smith I am always looking for ways to better serve my client families. And one thing I have learned is that it's GOOD for you to talk things over with your children when you are making important decisions that affect them as well as you. But I've also learned that the way you are going about it will put Debbie in a very uncomfortable position.

By asking her if you should buy this type of protection, you are really asking her if she would like you to inconvience yourself NOW so that you leave her money (I assume she will be your beneficiary) when you die so she is not burdened. Every responsible, caring child that loves their parent is going to react to that question with "No don't worry about it Mom. I will just handle everything when the time comes." She doesn't want to think about your mortality and she doesn't want you to think about it either. And she would feel greedy and selfish saying "Yes, you should handle this burden so you don't leave me with a bigger one."

What works better is this. Start the plan and then approach her with "I have taken care of this for you so you will not be left with a funeral expense." She will then review what you have already done and will be glad you did it. if she sees ANY reason that it's not a good thing to do, you have a no obligation 30-day free look anyway. You are protected but not obligated (I stole that last line from Travis Tubbs).

This is the way that will be MORE comfortable for your daughter and you don't even need to pay anything today. What is your date of birth...blah, blah, blah...
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On this objection, you are trying to combat a single payment funeral preplan with a lifetime monthly payment FE. The people who single pay do NOT want payments. They like to live debt free.

You offer her your single pay plan. Mrs. Smith we offer a plan that you should qualify for that may be more attractive to you. if you pay at the funeral home and the total is $7,500, you will write a check for $7,500 and your funeral is paid but there is not any extra money.

I offer a single pay plan where you could write a check for $6,000 and you have a first day death benefit of $11,000. That leaves room for your funeral price to go up and STILL leaves extra money that will go to Debbie. The families I serve feel this makes much more sense and is a great value.

THIS. I believe this is gold right here because it is EXACTLY what i feel on the inside, i just cant make out the words this well, now i dont have to... i am using this from now on.. perfect thank you

my only appointment today was not a success because the guy from the very beginning had zero buying signs, said he wasnt paying for anything else and that his union coverage for being with them for 50 years covers all his costs for him and his wife....

after that i did some door knocking today, it was really surprising that i had such terrible luck as i felt super comfortable, i went and saw at least 6 different leads, 3 literally told me to go away, one was really old and dead sounding and told me to cancel their order if i cant just come back another time and then shut the door abruptly, one was just like i dont see people at my house without them calling first, one said he was too busy, the other one had alzheimers and her son was there but he was really nice and wanted me to come back next week, one didnt know what the card was about and she was a freaking hoarder when i got in her house- the place was a mess but some how she ended up already having all of her burial and funeral costs covered even though her son suggested to her to send in the card, i sat down with one who was begging for coverage along with his mom, but neither of them had checking accounts and are going to be setting them up this week especially since the mom turns 76 in september and i told her im not sure i can write graded policies in missouri over 75 (no heart attacks or strokes but she had a pacemaker put in 3 weeks ago)

 

[theinsuranceman]

Duh? Go to another one.

Preplan policies are good at any funeral home, never just one. You should know that Greg.
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I don't do any work with funeral homes so I don't know this.

But you mean I can go write a check for $10k to a funeral home to pre-pay for a funeral, the funeral home goes bankrupt 2 months later, and I can just go to another funeral home and this 2nd funeral home will now do the funeral without any $$$ from me?

Or I'm making $200/month payments to a funeral home, to prepay for a funeral in installments, this funeral home goes bust 12 months later,and I can just go to another funeral home and will not have lost that $2400?

I'm talking about paying the funeral home, not some prepay plan nor some FE policy.

 

[Newby]

Greg, didn't you work with LH for a while? Did they not teach you any of this. They were a fairly big player in funeral Preneed plans in those days.

No one EVER pays a funeral home until there is a death. It would be illegal for a funeral home to do that.

Prepaid funerals are ALWAYS funded with an insurance policy OR a bank account. No exceptions.

The funeral home can go bankrupt, out of business, be blown up by terrorists or whatever. It would never affect YOUR prepaid money. You just select a new funeral home and that's who your Preneed Trust will be paid to.

Even if the funeral home doesn't go out of business but you just change your mind and decide you prefer to go to a different funeral home, they can't stop you. All Preneed funeral policies and bank accounts are good at all funeral homes nationwide. Whichever one actually performs the funeral is the one the trust will pay. NOT the funeral home you paid the money to.

You should know these things being in this business.

 

[MGA]

Newby
You must have forgot yourself. If a funeral home puts the clients money in their bank account and they go bankrupt please tell me where you think their money went.

 

[Biggin]

Newby
You must have forgot yourself. If a funeral home puts the clients money in their bank account and they go bankrupt please tell me where you think their money went.

This is Newby's territory but using deductive reasoning, I would conclude that the funeral trust account or life insurance can not be affected by the bankruptcy.

 

[Mattschmidt]

Newby
You must have forgot yourself. If a funeral home puts the clients money in their bank account and they go bankrupt please tell me where you think their money went.

wow.....This post takes the cake...

 

[Newby]

Newby
You must have forgot yourself. If a funeral home puts the clients money in their bank account and they go bankrupt please tell me where you think their money went.

It would be illegal for a funeral home to put Preneed money in their bank account. People go to prison for that. It's called embezzling.

When someone prepaid a funeral they Have their own bank account. The funeral home can instruct them where it has to be. It may have to be set up at People's Savings Bank or ForeThought Federal Savings Bank or whichever one the funeral home instructs them to use. But it's YOUR account. NOT the funeral home's.

The funeral home can go belly up. It doesn't affect your money.

You can change your mind and go to ANY funeral home you choose. Your account will only be paid to the funeral home you have your funeral at. They do NOT pay the funeral home you Preplanned with unless you have your funeral there.

There is ZERO risk of losing any of your money from financial failure of the funeral home...as long as your money made it to the bank or insurance company to start with.

When there have been thefts, it comes from people who DID illegally pay a crooked funeral home owner directly. You hear about these occasionally. The funeral home owner goes to prison EVERY time. Same as bank employees that embezzle money or crooked financial advisors.

 

[jdeasy]

It would be illegal for a funeral home to put Preneed money in their bank account. People go to prison for that. It's called embezzling.

When someone prepaid a funeral they Have their own bank account. The funeral home can instruct them where it has to be. It may have to be set up at People's Bank or ForeThought. Federal Savings Bank or whichever one the funeral home instructs them to use. But it's YOUR account. NOT the funeral home's.

The funeral home can go belly up. It doesn't affect your money.

You can change your mind and go to ANY funeral home you choose. Your account will only be paid to the funeral home you have your funeral at. They do NOT pay the funeral home you Preplanned with unless you have your funeral there.

There is ZERO risk of losing any of your money from financial failure of the funeral home...as long as your money made it to the bank or insurance company to start with.

When there have been thefts, it comes from people who DID illegally pay a crooked funeral home owner directly. You hear about these occasionally. The funeral home owner goes to prison EVERY time. Same as bank employees that embezzle money or crooked financial advisors.

You do realize that you are replying to an insurance company owner, don't you??

 

[Newby]

You do realize that you are replying to an insurance company owner, don't you??

Is MGA the owner of LH?

If so, he should REALLY know this stuff because until last year Lincoln Heritage was one of 10 largest funeral Preneed insurance companies. They sold their Preneed division off to NGL last year but I would think their agents would all be required to have a basic understanding of how their industry works.
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THIS. I believe this is gold right here because it is EXACTLY what i feel on the inside, i just cant make out the words this well, now i dont have to... i am using this from now on.. perfect thank you

my only appointment today was not a success because the guy from the very beginning had zero buying signs, said he wasnt paying for anything else and that his union coverage for being with them for 50 years covers all his costs for him and his wife....

after that i did some door knocking today, it was really surprising that i had such terrible luck as i felt super comfortable, i went and saw at least 6 different leads, 3 literally told me to go away, one was really old and dead sounding and told me to cancel their order if i cant just come back another time and then shut the door abruptly, one was just like i dont see people at my house without them calling first, one said he was too busy, the other one had alzheimers and her son was there but he was really nice and wanted me to come back next week, one didnt know what the card was about and she was a freaking hoarder when i got in her house- the place was a mess but some how she ended up already having all of her burial and funeral costs covered even though her son suggested to her to send in the card, i sat down with one who was begging for coverage along with his mom, but neither of them had checking accounts and are going to be setting them up this week especially since the mom turns 76 in september and i told her im not sure i can write graded policies in missouri over 75 (no heart attacks or strokes but she had a pacemaker put in 3 weeks ago)

You are correct. That IS gold.

You want to try to address the common objections up front in your sales presentation first. But they will always still come up. You always isolate it to find out if it's the true objection or just a smokescreen. Then you address the true objection with logic. NOT with flippant lines or pressure or BS.

Your upline should be capable of teaching you this stuff.