FE probing Q's and closes

[Greenhorn]

Q. Mrs Jones when you become an angel how will you take care of your final expenses??

+__________________________________________-
1 no fam$$ 1 Money
2 age (is frozen in policy)
3 Use nest egg elswhere (LTC)
4 Health
5 Stop the worry
6 Show this policy to friends!!
7 Me as your agent​

I'm using a Ben franklin to sew up my presentation.​

Common guys lets see what ya got.
Greenhorn​

 

[myinsurebiz]

Probing ??? - Ms. Jones we recently conducted a survey - do you know what the average funeral costs are today in your area?

Probing ??? - Ms. Jones if you should qualify for our program - who do you want to leave your benefits too?

Closing ??? - Ms. Jones - Social Security only pays $255 towards your funeral expenses - who is going to pay the rest? You need to have a plan, or do you plan to leave the burden on your loved ones?

Closing ??? - Ms. Jones people don't plan to fail - they just fail to plan. Do you have a plan in place?

Tom

 

[Greenhorn]

Great stuff Tom!!!

 

[The Rabbi]

FE would be a way to help grandchildren with education.

 

[rlggray]

After 1st objection while closing. " I understand Mr. Jones, No one likes to think or talk about death or dying, but most people will admit they would prefer not to have their loved ones burdened by their expenses when they pass on. Family members don't have to come up with the money out of their own pockets. So lets go ahead and get this taken care of today. May I please have your social?"

 

[retread]

The following assumes you have a Pre-Planning guide/checklist to offer (you can get one at a funeral home, among other sources):

"Mrs. Jones, none of us gets out of this world alive! Have you written down your last wishes?

Mrs. Jones, when you take your final bow, you want to leave a pleasant memory, not frustrated family members trying to figure out what your last wishes were. Let's put this down on paper in loving concern for them."

(Fill out pre-plan checklist... on discussing Last Will & Testament...)

"Mrs Jones, have you designated an executor of your estate? That means he/she is going to need financial support to pay your final expenses. Have you made him/her the beneficiary of your life insurance policy?

No? Well, then, we need to address this. Since funeral costs are between $5000 and $10000 at a minimum these days, how much do you want to set aside?"

 

[theinuranceguy]

I dont work Life Leads, but I always cross sell life... This is what I do in every house...

Now Mrs. Ray are you still paying on your life insurance?

NO

Great so its a paid up policy?

NO

So you dont have any life insurance?

NO

YOUR KIDDING ME! .......

---------------------------

Now Mrs. Ray are you still paying on your life insurance?

NO

Great so its a paid up policy?

YES

Great, have you looked into pre paying your funeral?

NO

YOUR KIDDING ME!............ (Talk about Funeral Trust)

--------------------------------

Now Mrs. Ray are you still paying on your life insurance?

YES

Great How much do you pay per month and how much is it worth?

(Answer)

IF there was a way to save money on your premium, would you be interested at just looking at that option?

YES

Great! (Look up some quotes, if policy has been effective for a while, look at converting the existing policy to a paid up policy and quoting the difference in face amount, usually need second appointment)

 

[themarcgroup]

We pay out LOTS of claim checks every years and NO ONE HAS EVERY SAID THEY DIDNT NEED IT!!!!!!!!!!! Now who do we pay when your died?

You can pay me now or later but you WILL pay someone in the funeral biz, most find its easier to pay a little every month than for someone to write a check for 10 THOUSAND DOLLARS later. Dont YOU agree???????????

 

[rlggray]

After 2nd objection while closing. "Mr. Jones, just 10 years ago, the average cost of a funeral and burial was $5,000 and today that same funeral and burial cost between $8,000-$10,000. Now Mr. Jones, I don't know about your situation, but most people's families are doing all they can do to live week to week or month to month without throwing another $8,000-$10,000 on top of everything else they are having to pay. So let's go ahead and get this taken care of today. Will we be using your checking or savings account to get this set up for you ? "

 

[theinuranceguy]

I also sell Senior Life on the concept of a loss of income.

Most seniors cant survive without the spouses income, so I show a 6-8 month income adjustment that will be needed to keep the spouses on top of bills and time to figure out what to do about the house and bills.