Chapter 2 of Final Expense Boot Camp. The Tools you need in field sales. We will add Telesales later
- Final Expense Nation
- Sep 5, 2019
- 7 min read
Updated: Oct 3, 2019
The famous words of a new recruit meeting his new platoon drill instructors for the first time: The Sea Bag Drag. You have all your new issued clothes, cammies, boots, war gear, deuce gear, survival gear, gas mask gear, gear you never even knew you had gear stuffed into your seabag and anywhere else on you that you could fathom.
You have 100 recruits dragging and pulling their seabags across the parade deck to meet their new Drill Instructors. I’ll include a link to show you what I am talking about.
The Marines have a list of basic gear you’ll need to successfully complete boot camp and to later survive in the field. We need to make sure you have the proper tools no matter where you go in the final expense arena.
Field Sales
Field sales is a tough animal to teach to new agents, but if you can make it in the field of final expense, then you can make it anywhere. I’ll take an agent who can show me 10k in annualized premium in the field all day long. What do you need to make it easier for you in the field?
Presentation binder
Presentation that is laminated
GPS System - Garmin is preferred
10 Pens in your binder - nice pens
Business cards
Google calendar
Driving route planner
Computer
Printer
Car that is reliable
Gas money to start
Food money to Start
A “never quit” attitude
A plan of action
A support system
1. Your presentation binder tells your client a lot about you. Make sure it’s a nice black binder, not too or big not to small and looks professional. You can get a good presentation binder at Office Depot or Staples. The standard cost of one is $29.99-$49.99.
Here is a picture of a good binder to have. It looks professional and your clients will think you know what you are doing.📷
Put your pens along the side and your business cards in the slots. Have a calculator that you can easily pull in and out - the smaller the better. A small calculator makes the rate seem smaller. Make sense?
2. For God’s sake, spend the $15-$20 and have the presentation laminated. Don’t get the individual sleeves to save ten bucks. This is your business, so invest in it. If your company doesn’t provide your script or presentation to you at least, then you need to find another company.
If they give you one and it needs laminated, then go get it laminated. You need some skin in the game as well. I don’t give an agent anything until they make their first sale. It’s just part of the business.
3. If you don’t have a GPS system other than the one on your phone, then you need to find another career. You can get a used Garmin GPS on eBay for $30. You need a Garmin so that you can type in all the addresses at one time and then go back and look at which is closest to you. We will talk about this later.
4. You need nice pens and a business cards to leave with your client. If your client buys a $40.00 or more plan from you, then give them a pen. They love the pens. Don’t buy anything over $2 but a nice pen says a lot about you, and so does your business card. Never run out.
5. Google Calendar and a Driving Route Planner- You have to set your week up when you get your leads. Organizing your leads in a way that helps you save time and planning your week or days is important. If you take 30 leads and just call them, then you’ll be driving around all day long. Don’t be the agent who complains about driving 15-20 minutes to an appointment.
If you make that sale and earn $500-$1000 dollars in 1 hour, then I’d drive an hour to an appointment. Suck it up. I recommend the following for mapping your leads:
http://www.drivingrouteplanner.com/ free up to 25 leads to map.
https://www.workwave.com/ is unlimited. It isn’t free, but once you get going, you’ll need this.
Just in these two pointers here you’ll save the $9.99 you spent on this book. We’re going to teach you so much more. You’ll also want to use Google Calendar to add your appointments so you can pull them up on your phone. Organization is the key to success. In my next book, I break everything down to the T, but there is only so many pages for this first book. If you want help with mapping, calendar usage, and the basics, then you’ll want to also purchase Final Expense Bootcamp for AGENTS!
6. A computer and printer is needed, but if you have to go to the library at first, then that is fine. You want to be able to print the leads, put them into the route planner, print the route plan off, make your calls, input the appointments into Google Calendar, three hole punch your leads, put them in the binder in order of the stops from the route planner and be organized. By spending 20 minutes a week on this when you first get your leads, you will make you so much more money.
7. A good car with money to put in the gas tank and food is very important. You should have at least two months of total bills in your savings account before you make the move to final expense. If you have $30.00 to your name and you expect to go through a week's worth of training and get some leads and drive all over your city on $30.00 until you get your first paycheck, this is not doable. I remember my first week in the field. I sold my first 20 appointments but I studied my script, I prepared hard, and I knew my material. I’ve seen agents who try to walk in a home and not even have a binder. No pitch to give, no sales material, no calculator. You have to put the time in to be successful.
8. A good plan with a great positive mind and a support system in place are the three most important pieces to this puzzle. Chances are that you left your old job because of the leads or management wasn’t right. Maybe they had you drive an hour the other way and you didn’t like that. You have to be open to a better way.
You have to accept what is being taught as the truth and be positive in how you present it to yourself. Wake up in a great mood because you had your appointments laid out and ready to go. You know that you’ve got six appointments set and you’re going to make a lot of money because YOU put the time in to learn this delicate position. At the end of the day, it is YOU and only YOU to point the finger at for faults.
“My instructor didn’t tell me this…” Well, then you should have checked in with the instructor. “I didn’t sign up to drive an hour away…” Wrong answer. “I didn’t know the client could tell me to come back…” Work on your closing ability and prepare your presentation better. Why are you getting the same objections in every house? YOU have to figure this out.
I can assure you that they are telling you they want to think about it because they are broke today, and they want you to come back because of this. They need to talk to their wife because they are broke today. We’ll talk about these objections a bit later. The most important thing to gain from this chapter is that you have to be organized, disciplined in doing this everyday, and you must have a positive attitude at all times. You are going to have days where you get your teeth kicked in.
We all have had them. You will have days where you want to quit. We all have had them. You’ll have days where nothing goes right for you. We’ve all been through those. At the end of the day find your WHY! Why did you come into final expense? Why are you doing this? The residual income, helping people, and the fact that you care about people are some of the answers. What is your WHY? When you figure that out, nothing will stop you.
Here are some motivational videos I have found.
https://www.youtube.com/watch?v=mgmVOuLgFB0
https://www.youtube.com/watch?v=9z4Kft47kBM
https://www.youtube.com/watch?v=fviFNrWKzZ8
https://www.youtube.com/watch?v=AjZ0KbJcav0
https://www.youtube.com/watch?v=RQRfnexHJmk
TELESALES SEABAG
You don’t need as many things for phone sales, but it is a little tricky if you don't have experience. I’ll tell you this, though: I’ve been very successful at field sales and I’ve had more success with phone sales. Why? I can reach more clients in one day. Each have their positives and negatives. I’ll be glad to show you both. These are the things you’ll need for phone sales:
Phone with an unlimited plan
Recording device - if you have an android, then you can use Total Recall. Some CRM’s have the recording automatically.
CRM - a way to keep your customers organized. We suggest Vanilla Soft. Mention Final Expense Bootcamp and get a discount. Get the basic plan and they can show you how to record on the back end. Inbox me through the website if you have questions about this feature.
Leads
Headset - I suggest Logitech. You can get the wireless version for $49.99 or $69.00. The only difference is one is bluetooth and the other takes a USB drive to become wireless, but they both sound great.
That’s it. Phone sales is unique because I can sit in my car on the side of the road, and if my client calls me back and says they want the policy, then I can hit record and sign them up. Yes, I am biased now when it comes to field or phone, but I think being able to do both is best.
If you take leads in a city and can’t get them on the phone, then you can drive out to their home and visit them. So, in that case, having extra tools in your tool belt is always a good thing. You still need a great mind, good training and a support system in place. Some platforms allow your managers to listen in as if they were sitting beside you.
Recording your calls and sending them to your manager is always a good way to get feedback. At the end of the day, you have to be the one with a positive attitude and remember the WHY! Why do you want to do final expense? Whether it’s field or phone sales, go for it 100% and you will not fail.
Tip:
Have your tools ready each day. Tools include- Leads, Contracts, Carriers, knowledge, materials for the sale, and you and your health. Keep them all ahead of the game. Need a Contract- let us know.
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