according to the 2010 national funeral directors association’s general price list survey, the...
Post on 22-Dec-2015
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According to the 2010 National
Funeral Directors Association’s
General Price List Survey, the
average cost of a funeral is:
$6,560*
with a vault $7,775*
*Does not include cemetery,
monument/marker, flowers or obituaries
National Average Funeral Expense
The most effective presentations are
made up of three parts:
1. Warm up
2. Presentation to build the need
3. Offering and close
We call this:
Our Three Part Sales
System!!!
In-home Presentation
Client warm up questions (at least 15 minutes)
1. Has anyone in your family or close to you had
to pay for a funeral or other final expenses?
2. Do you know how much Social Security pays
for a death benefit? ($255)
3. Are you a veteran? ($750)
4. Do you have any funds or a program set up to
pay for your funeral and other final expenses?
5. How would your family pay for/handle your
final expenses and funeral arrangements?
6. How’s your health?
Final Expense Sales Sequence
Ms. Jones based on what you’ve told me I want to
show you something we do at Legacy Safeguard
that’s a little different. You can buy insurance
anywhere, through the mail, over the phone,
television or on the internet. What we have is a true
funeral planning service available. When the time
comes Legacy Safeguard can help your family avoid
overspending in the midst of grief by negotiating
the funeral price with the funeral homes. Your
Legacy Safeguard advisor can contact the funeral
home to evaluate service options while potentially
saving your family thousands of dollars.
Legacy Safeguard is on call 24/7 to provide support
for survivors in various ways.
Transition Phrase
I want to show you a short video so
you can see exactly how this works.
SHOW VIDEO,
SHOW VIDEO,
SHOW VIDEO!!!
Transition Phrase
Legacy Safeguard
Videohttp://www.legacysafeguard.org/dvd/
Now, Ms. Jones, after watching
the video:
1. What did you think about our
program? (allow them to
answer)
2. Don’t you agree that this
service would of great
benefit to you, and take the
burden off of your family?
Transition Phrase
Life Insurance has always been
sold most effectively on what is
called money purchase!!!
The average premium, for most
companies selling final expense
insurance, is $50.00 a month.
The average face amount for
these policies is between $6,000
and $10,0000.
Money Purchase Option Close
Using the worksheet allows both
you and the client to engage in
a dialogue regarding their
specific needs, and what plan
would best fit their budget.
This type of sale is never “one
size fits all.”
USE THE WORKSHEET!!!
Final Expense Worksheet
Using the worksheet we show three
plans for A 67 year old female to
choose from:
GOOD BETTER BEST
$6,000$8,000 $10.000
$37.94$49.41 $60.89
Give the client time to choose the
option that best fits their
budget!!!
Final Expense Worksheet
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Steps to closing:
1. Fill out the application for the FREE
Legacy Safeguard Membership (explain
what you are doing for the prospect)
2. Ask this question this way: Ms. Jones, if
something happened which family
member or loved one would you want to
be in charge of your arrangements?
(begin filling out the Monumental Life
application telling them you need to
make sure they will qualify for the
benefits they selected)
Life Insurance Close
Seating the Sale:
Ms. Jones, in the next two to three weeks you will
receive two packages in the mail, your
membership from Legacy Safeguard and your
policy from Monumental Solutions. If you have
any questions regarding Legacy Safeguard call
the 800 number in your package and they will
help you.
On your Monumental policy make sure everything
is correct especially your beneficiary designation.
Call me if you have any questions or need any
help at all. As your agent my job is to help you!!!
What’s Next
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