FE probing Q's and closes

[rlggray]

I like that idea about income adjustment Ramiz.

If they still did not say yes after my second rebuttal,and threw me another objection, then I simply ask "Mr. Jones, you read the newspaper don't you? You know the obituary section, I bet if I had talked to all those people in their today, 2 weeks ago, they may have said the same thing you said. But if they knew where they were going to be today, there's no way they would want their family burdened by their final expenses. I know you love your family,don't you Mr. Jones? Of course you do. So let's do this for them. I'll just need to verify some information, can you go grab your checkbook please ? "

 

[theinuranceguy]

When I am done probing, asking questions, and presenting Final Expense I show them three quotes....

And then I say, "Ms. Jones, if you thought about it, just thought about it, and thought it was a good idea, which one of these plans would you just lean towards?"

Then keep silent (next one to speak loses, Ive sat there in silence for two or three minutes in pure silence)

Your only asking for their opinion. This is a perfect test close, because there is no pressure, your not asking them to buy, and they can be totally honest about premium and face amount, once they pick I always circle it and say, thats a great choice, thats the same one I would of picked for you.

(Then I go into the close) Now to get this plan started I just need to see your picture ID.

 

[Tx249]

(Then I go into the close) Now to get this plan started I just need to see your picture ID.

I just ask for social security number or beneficiary. If they answer you got them. Kinda the same concept I guess.

 

[allhealthandlife]

A little of topic but if you guys want understand the business fundamentals of FE insurance and how the carriers view us agents this is an excellent concise read.

Burial Insurance Analysis, Funeral and final expense insurance