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Final Expense Telemarketing Leads

FRee final expense Sales presentation guide

The presentation below is for final expense agent use.  Feel free to use the final expense presentation when sitting with your prospects.  This presentation has been used by 1000's of agents all across the country to sell millions of dollars of final expense insurance policies.  Use this and keep it simple!!

final expense sales presentation

Final Expense Presentation Outline

***This presentation is designed for the prospect who responded to a direct mail lead card or a live operator telemarketer Final Expense lead.

 

The reason people do not buy is because they do not trust you. You did not earn enough credibility from them to motivate them to make a purchase. If there is a need and you did not close them it was because they did not trust you. There are two ways that I consider you can build trust. You need to do both!

Artificial Trust Builders (Examples)

 Embroidered Shirt, Jacket, sweater, briefcase

 Name Badge

 Business Cards, Web Site, Toll Free Number

 Professional Look

 

Tangible Trust Builders

 Knowledge of Companies AARP, Globe, Cuna, MofO, Physicians

 Knowledge of RX and uses

 Transitional Phrases

 Taking Control

 

Every Step of the presentation has to be designed for the sole purpose of building credibility and earning trust. You must be the leader and take charge. They need your help that is why they responded.

 

Ø You must create an environment that will be conducive for your prospect to purchase a Final Expense Policy today.

 

Ask to use the kitchen table

Tell them to turn the TV off

Have all parties, come and sit down

 

 

Ø Brief intro of myself and organization. Then into playing the recording or showing them the card.

 

“Okay… like I said my name is ___________, I’m with the ______Senior Benefits Services and Family Care. I received the card you mailed into us / received the phone message. I am the representative for _____ County. The first thing I would like to do is read the card back to you / play the message back to you, just to refresh your memory what we will be visiting about.” READ THE CARD OR PLAYBACK THE RECORDING TO THEM WITH VOICE INFLECTION OR PLAY THE MESSAGE FOR THEM.

 

Ø 3 Reason Why People Mail These Cards / Respond To A Phone Call into US!!!

 

 Because they do not have a DEDICATED amount for their funeral or final expenses

 Because they are looking to check the pricing on what they currently have in place. They want to see if they can find more value for what their spending or more benefits than what they currently have. Or they would like to add to what they currently have.

 Because they want to leave behind a legacy. Income for a surviving spouse, money for grandkids, or to charity (Cancer Society, Church, ect)

 

Which reason did you respond to the phone call /  mail the card in for?

*** You must find out their need at this point, before going any further. You may also use the question “What do you have in place currently to take care of your funeral and final expenses.”

Ø Detailed explanation of how I can help them make the best decision for their problem.

**IF THEY WILL NOT GIVE YOU A REASON OR NEED FOR REQUESTING THE INFO, THANK THEM FOR THEIR TIME AND LEAVE.  GO TO YOUR NEXT APPOINTMENT**

· Explanation of the services and benefits provided by the __________ Senior Benefit Services

 Specialize in working with people on fixed incomes, disability, veterans, health issues ect.

 Work with the top rated carriers in the country to design an individualized program for you.

 Required to find you the most benefits for your budget

 

 

Ø Determine what type of plan they qualify for.

 

Ø How is your health in general?

 Heart attacks, Cancer, Strokes in the last two years?

 RX

 

Ø Explanation of How their program works

 

 Guarantees

 Flexible… You are in control

 

Ø INSURANCE COMPANY RECOMMENDATION

 

 Memorial Guide, Marketing Materials

 Company Rating (Fiscal credit report)

 Value Building

 

Ø THE CLOSE

 

“Building your program is similar to putting together a puzzle, and the most important piece of the puzzle is to make sure your program is affordable and sustainable for you. If I were able to build you program like the one we just discussed would $$$$ a month be affordable for you?”

 Bring the premium down slow and land on a figure that will work.

 Your program will not cost that much, flexible, discounts

 

“With the premium you have allowed me to work with I am able to get you into a program for $$$, and that will give you a $$$ benefit. Who would you like to leave the money to?

Ø Ask for Referrals

 

 

FRee final expense lead appointment setting scripts for agents

The scripts below are for final expense agent use.  Feel free to use the scripts when calling your telemarketing or direct mail leads to assist you in setting appointments.

Direct Mail Lead Appointment Setting Script


Hello________________, this is _____… How are you today?  Anyway, the reason for my call is that you recently filled out a little card and you wrote down your information on it and you mailed it into my office about the Final Expense and Funeral Benefit plan, and the reason I am calling is to verify the information you sent us. 

Your address is____________ is that correct?  Is there an apartment number or is this a house?

It says your age is ___ and your spouse’s age is___, is that correct? 

*If No spouse age then ask “You didn’t put down a spouse age, is it JUST YOU?”

OK, now I have (agents name) in your area tomorrow and (he/she) is gonna need to meet with you for 5 minutes to figure out what you qualify for… and I have an opening at “time to time”, how’s that with you, OK!

Great, now grab a pen and paper so I can give you some very important information!  Let me know when you have it.

The person that is going to meet with you name is (agent name) and put down (Date and Time) …..now I need you to go put that on your calendar, so you don’t forget…

Now when (agent name) gets to your home, is there a Locked gate or Big Dog that they need to be concerned about?

Ok, great, it was nice speaking with you, and we look forward to seeing you “Day, Date, and Time”… Bye.

 

Final Expense Telemarketed Lead Appointment Setting Script

Hello “Name of client”, this is Mariana, how are you today?

Great….. the reason for my call today is that you recently spoke to someone from my office about the final expense life insurance and funeral benefit plan...  and the reason I’m calling, is to verify your information.

Now, it says that your age is_______ Is that correct?  and your address is_______ Is that correct?  Is there an apartment number?  Would you also like the information for your spouse?

Now, I need to meet with you and your “wife” or “husband” for about 5 minutes to see what you qualify for and I’m going to be in your area tomorrow… and I have an opening to stop by between (TIME), how’s that with you, OK!!!

Great! Now, I need you to grab a pen and paper so I can give you some important information.  Are you ready?  My name is ________.  And put down the day and time, (day) at (time) and please put that down on your calendar and make sure your (wife/husband) is there. 

Great, now are there any guard gates or locked gates or big dogs that I have to deal with when I arrive?

Good, now I appreciate your time on the phone and I look forward to meeting with you tomorrow at (time) Bye!

 

 

 

 

 

 

Final expense TELEMARKETED LEAD APPOINTMENT SCRIPT #2

 

HELLO IS MARY THERE? HEY MARY THIS IS __________ AND EARLIER THIS WEEK YOU SPOKE WITH A LADY FROM MY COMPANY AND ON THAT CALL YOU TOLD HER YOUR FAVORITE HOBBY WAS _______. REMEMBER THAT? (IF NO HOBBY JUST CHANGE IT TO THEIR AGE OR SMOKING STATUS OR ANYTHING JUST TO REMIND THEM).

 

GREAT! WELL I AM JUST CALLING TO LET YOU KNOW SHE SENT THE INFORMATION OVER TO ME AND I JUST WANTED TO MAKE SURE I HAVE IT CORRECT. IT SAYS HERE YOU ARE 66 IS THAT CORRECT? (IF NO AGE, AGAIN JUST VERIFY SOMETHING OTHER THAN THE FIRST THING YOU USED TO REMIND THEM OF THE CALL)

 

OK WELL MARY ANYTIME SOMEONE IN YOUR AREA RESPONDS, I AM THE ONE THEY SEND THE INFORMATION TO. I GO OUT EACH DAY AND GET THE INFORMATION TO OTHERS IN ________ AREA. IT TAKES ABOUT 4-5 MINUTES FOR ME TO GET THE INFORMATION TO YOU AND ANSWER ANY QUESTIONS. I AM GOING TO BE SEEING ABOUT 10-12 PEOPLE IN YOUR COMMUNITY TOMORROW AND WAS NEEDING TO KNOW WHAT TIME TOMORROW COULD I SWING BY FOR ABOUT 5 MINUTES TO GET THIS INFORMATION TO YOU?

 

GREAT MARY! WELL AGAIN REMEMBER MY NAME IS _________ AND I WILL BE DRIVING A (COLOR OF CAR) THAT WAY YOU WILL KNOW IT IS ME WHEN I GET THERE. I WILL SEE YOU AT _____TOMORROW. HAVE A BLESSED NIGHT!

final expense lead Appointment Objection Script

Mrs Jones, the good news is, I don’t work for an expensive Insurance Company… If I worked for someone like Colonial Penn, we would have to come out and try to sell you an expense life insurance policy and most of my clients are on a fixed income and if I try to sell you something for $100 or $150 a month, that just won’t work… And I WONT do that!

 

I’m a senior advocate…

 

What we’re gonna do is ask you some important medical questions, and then we can look at All the TOP rated carriers and pick the one that is going to be the best price for you based on your health and age… then we’ll show you several options, and if we can find something that is EASILY affordable for you then great, if not, we can shake hands and still be friends.

 

This will only take 5 Minutes!

 

Now, grab a pen and paper so I can give you my information.

 

 

 

 

 

 

 

 

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