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I just thought I'd start this thread to start what I feel is a much needed discussion, on why a lot of final expense agents are not closing as many sales as they ought to be ...
I actually think that the "flip chart" (presentation book) style FE presentations that a lot of agents use, are actually a big part of the problem when it comes to agents "missing out" on a lot of sales.
The reason why I say this is because most of them have a "one size fits all" approach, which doesn't really allow the agent to have a relaxed and "natural" style conversation with the prospect, in which he or she is able to probe and ask the proper questions in order to discover and agitate or "push" a prospect's "hot button(s)"
"Did the prospects just lose a loved one who had little or no insurance coverage", "do they already have adequate life insurance in place", "have they already paid for their funeral and burial expenses in advance", "are they looking to provide money to a spouse for "income replacement" or do they just want to leave some extra money to their children or grandchildren.
Without having a conversation with prospects and conducting a proper fact finder, you will never really know what their true problems or "hot buttons" are and how to properly tailor your presentation to not only address those problems, but to also effectively agitate and provide the proper solutions to those problems.
Also, I'm just a big proponent of not coming across as trying to "sell" the prospect on something and I think that most of the flip chart style FE presentations comes across as being kind of "canned", which puts the prospect on the defensive.
The only purpose of any insurance presentation should be to properly identify, agitate and provide a solution to a prospect's problem and I feel that can not be accomplished with the vast majority of Flip chart style FE presentations.
What do you guys think?...
I actually think that the "flip chart" (presentation book) style FE presentations that a lot of agents use, are actually a big part of the problem when it comes to agents "missing out" on a lot of sales.
The reason why I say this is because most of them have a "one size fits all" approach, which doesn't really allow the agent to have a relaxed and "natural" style conversation with the prospect, in which he or she is able to probe and ask the proper questions in order to discover and agitate or "push" a prospect's "hot button(s)"
"Did the prospects just lose a loved one who had little or no insurance coverage", "do they already have adequate life insurance in place", "have they already paid for their funeral and burial expenses in advance", "are they looking to provide money to a spouse for "income replacement" or do they just want to leave some extra money to their children or grandchildren.
Without having a conversation with prospects and conducting a proper fact finder, you will never really know what their true problems or "hot buttons" are and how to properly tailor your presentation to not only address those problems, but to also effectively agitate and provide the proper solutions to those problems.
Also, I'm just a big proponent of not coming across as trying to "sell" the prospect on something and I think that most of the flip chart style FE presentations comes across as being kind of "canned", which puts the prospect on the defensive.
The only purpose of any insurance presentation should be to properly identify, agitate and provide a solution to a prospect's problem and I feel that can not be accomplished with the vast majority of Flip chart style FE presentations.
What do you guys think?...
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