What Do You Use Show Client FE Rates?

[jdeasy]

I use a legal pad. I write the date on the page and their names and ask if they smoke and write down the answer behind their names. Then I ask if they have anything in place now and write down the answer beside their names.

Then I go into my presenatation. Once done there and ask the medical questions I go to the bottom of the page and write "Immediate benefit-No 2 year wait", {assuming of course that's what I have determined they qualify for}.

Under that I write; "payments never increase" and under that; "benefits never deacrease or end"

Another line down I put; "builds cash value".

We have already discussed this stuff but I write it down again anyway.

Then in the middle of that paper I write down 3 options, the cost for each and the total if it's a husband and wife.

Then I verbally quote those rates again, {I've been telling what I'm writing down the whole time}. Then I tear that page off the pad turn it around and give it to them and say, 'does any of this fit your budget?"

There has been no discussion of companies and won't be until they give me an answer to that question. If they say yes to one of them then I say OK let's get started with the paperwork and this is the company I'm recommending for you. Only after the apps are filled out do I explain why I recomended that particular company. Then I leave that companies paperwork with them and tell them I will bring the policies by in a week or so.

 

[digfesales105]

We always show 3 plans. The first one starting off around $50 a month. Regardless of age and if they have coverage or not. So let's say for example it's $6K in coverage for $48 a month. We will show them $6K, $7K and a high amount like $20K. So let's say its $48, $56 and $180 a month. The theory is this. If they pick the highest plan well then..you're skipping to your car cuz you're hav'n a great day! Lol. But most of the time they won't. But the high figure makes the other 2 look affordable. Most of our clients do not want to come off cheap so they will pick the middle plan. That's why our average AP is $680-$720. We use a pitch pad that we design. (If anyone want a copy let me know). It's important how you go through the 3 plans. This is the part where you REALLY start selling. But too many agents blow through it. So we go through the plans then close with "now Mary, God for I'd you're called home anytime soon, which one of these three plans would you want to have in place to pay for your final expense's to your son Jimmy?"

There are other points to our close and another close we use over the phone vs our field sales.

I'm willing to share our sales outline and closing scripts. Just pm me.

 

[WinoBlues]

Always $50.? "if God calls you home?"

I can not tell if you are kidding.

We always show 3 plans. The first one starting off around $50 a month. Regardless of age and if they have coverage or not. So let's say for example it's $6K in coverage for $48 a month. We will show them $6K, $7K and a high amount like $20K. So let's say its $48, $56 and $180 a month. The theory is this. If they pick the highest plan well then..you're skipping to your car cuz you're hav'n a great day! Lol. But most of the time they won't. But the high figure makes the other 2 look affordable. Most of our clients do not want to come off cheap so they will pick the middle plan. That's why our average AP is $680-$720. We use a pitch pad that we design. (If anyone want a copy let me know). It's important how you go through the 3 plans. This is the part where you REALLY start selling. But too many agents blow through it. So we go through the plans then close with "now Mary, God for I'd you're called home anytime soon, which one of these three plans would you want to have in place to pay for your final expense's to your son Jimmy?"

There are other points to our close and another close we use over the phone vs our field sales.

I'm willing to share our sales outline and closing scripts. Just pm me.

 

[markador]

Some great suggestions

 

[Jake07712]

My leads are emailed to me, and I print them out on individual sheets. I use the back of the sheets for my presentation, and that's where I put the rates as well. I keep the sheet with the ap when I file it. On a referral, I use a yellow pad.

 

[Rearden]

I prequalify based on premium, and offer 3 options in that range.

I'm big on establishing need first. What do they want the policy to accomplish? Just a burial, a legacy?

I want a sensible amount they can afford. I prime them heavily on this before I get a premium commitment, which I picked up from Tim Winders.

I've moved away from my self-made glossy handouts explaining Term vs Whole. I hand them a lamenated copy of the competition's literature, and highlight its fine print.

 

[sidtig]

Hi

I enjoyed reading the post about the scripts. I am new to this business. Any help would be greatly appreciated. I tried to send a PM to digfesales105. I am too new. Would love a copy of anything you are willing to share. Steve. [email protected]

 

[Justin Bilyj]

I first go through a pricing sheet. I then show other final expenses that show up. I then show them an inflation graph and break down with the future money app what their funeral alone will cost today, in 10 years and 20 years. I then price out each coverage and let them pick.

 

[glock32]

Very simple answer. Tell then 3 options. Write the app. 25 years works every time

 

[gordon112]

I still use the 3 choice close, and always determine need and budget before going into rates. I usually know what they are going to get, but still use the old "Funeral Expense Budget Plans". ...Budget, Silver, Gold. I designed the sheet that points out the important things of the coverage.."Premiums will never increase" "Death Benefit that will never go down" ..I even have a "lowest Price Qualification with all A rated Cariers". I know what carrier when quoting and will put the rates and company in the correct sections.

Works for me, I haven't done any hard closes in a while, every time I hand them the paper they sign up (I do a lot of pre qualification)...time is important to me.