Chapter 3 of Final Expense Boot Camp. How to use The Script or Presentation?

Remember in Chapter One when I talked about the first speech the recruits heard when they got off the bus and then the processing in the very early morning hours of receiving? The Marines have that scripted, as well as the entire 16 week course. Imagine memorizing 16 weeks worth of presentations. Drill Commands, chow hall procedures, rifle drill, PT Cadences, inspection procedures, graduation details, etc.

“Platoon, Aaaaaateeeeeention! Forward… MARCH... a left, right… a left foot, right… a left, right... a left foot, right foot… column left... MARCH… a left, right hancho... a left, right…. a left foot, right… Right shoulder… ARMS… a left, right … a left, foot right… PLAAATOOON… HAULT… LEEEEEFT FACE… ORDER ARMS…. PARADE… REST!”

Every Marine can shoot, drill, and kill. Why? They prepare you from day one. It is the instant obedience to orders. You have to train yourself to give the best presentation, know your objections, and know when to FIGHT for that sale and when to back off. You have to know how to read your client. Here is the PROCESS for both field and phone sales. It’s the same thing.

Step 1: Intro - Make a friend and warm up

Step 2: Qualify - Based on two things: your age and your health

Step 3: Benefits - Go over the benefits of the plan

Step 4: Plans - Present the three Plans you chose for them: preferred, standard, modified, easy, etc.

Step 5: Enroll them - Ink the application

Step 6: Phone verification when you are done. Some companies you call in, some you don’t have to.

Step 7: Upload recording or submit the application.

Here is a script used for PHONE sales, however it’s very similar to FIELD. We have both on the website. Feel free to download them at www.FinaExpenseBootCamp.US

Goal: To help your client take the burden of the funeral off of their family and/or give them extra money for any expenses that might be left to the family.

Sell them a whole life plan to cover their final expense, and if they are in good health and under 65, then add a term plan to it as well, which will give them more coverage. Ask your manager how to sell two policies.

Always try to get the Whole Life plan #1.

Phone Script- Nation Wide

Yes, is this _____? (Mr. or Mrs.)

_____, this is _____, with (Put your Company here)!

How are you doing today? Great!

I am calling you for two reasons,actually.

I wanted to verify the information you sent in requesting information on our final expense product. I have your mailing address as-

I have your Date of Birth as-

And is this the best number to call you on _____?

Great,

We are reaching out to our preferred clients with a new plan that just came out that can save you and your family up to 50% off of your final expenses. (http://www.1ufg.com/)

This plan has an open enrollment today.

This plan does not require any doctor exams or blood work, so we can approve you over the phone.

This plan comes with a free membership to _____. (If your company offers a planning portion, then talk about that here) etc.

In most cases Mr./Mrs._____, they pay your beneficiary in less than 24 hours. This ensures that your family has the funds they need when you pass away.

This plan is based on two simple things Mr./Mrs._____:

1. Your Age

2. Your Health

What is your Date of Birth? _____

How old does that make you TODAY? _____

_____, let me ask you just a few questions about your health.

1. Do you have any serious health conditions at this time, such as of the heart, lung, kidney, or brain?

2. Are you currently taking any medication? If so, what are they and what are they for?

3. When was the time you were in the hospital overnight?

4. Have you used any form of tobacco products in the last 12 months?

(This should give you an idea of what plan they qualify for, and I’ll go over them later)

I have some Great news for you, Mr/ Mrs._____. You qualify for our best plan. Let me go over the benefits with you and then we’ll go over the three plans you have qualified for.

This plan is guaranteed for the rest of your life. We cannot cancel the plan once we get you qualified.

Both the benefit and the premium stay the same. You don’t have to worry about the payment going up or the benefit going down.

3. We do not require any physicals or exams, blood work or doctor’s approval - we simply ask you a few health questions and record the answers.

4. Our Plans come with an accidental rider, meaning that, whichever plan you chose, it will double if you die from an accident.

5. We can set the payment up for the date that is most comfortable for you. Your policy will go into effect on the first payment.

6. Most importantly, we pay your beneficiary within 24 hours.

This gives your family peace of mind knowing that there is a plan in place and they will have the funds when they need it most.

Some companies can take 2-3 months to process claims, but we pay ours in 24 hours.

Let me put you on a brief hold, as I am waiting for the system to tell me exactly what you qualify for. I will be right back.

If you are doing field sales, then you pull out your rate sheets and put together three plans on your plan worksheet. Take your time. They are excited to see what you can offer them.

Quote THREE PLANS (Keep one of them around $35, one around $50 and one around $70)

Mr./ Mrs. Jones, I have three plans that the computer has generated for you. You can increase or decrease the plans, but these are the three we can start with.

A. ______________ Ex. - Ms. Jones, Plan A is $5000 in coverage, and it doubles to $10k for $49.99.

B. ______________ Plan B is $10k in Coverage, which doubles to $20k in an accident for _____.

C. ______________ Plan C is $20k in Coverage, which doubles to $40k in an accident for _____.

__________, which of these plans would be most beneficial for you and your family?

(They pick one)

That’s a great plan ______!

Who would you like the beneficiary to be on the plan?

You will want to go to the application of your company and start filling it out. If you do phone sales, then you do the following:

Click on “Application”

Click on “Create New Application”

Remember, telesales is always checked YES and controlled business is always checked NO.

You can always ink the application on a piece of paper. Once you get the checking account, you can call the client back once you get the information typed and complete the recording. Then, upload the recording that you get from your SUP to the agent portal.

Here is a copy of inking the App -

Who would you like the beneficiary to be on the policy? _______________________________

They can have more than ONE, and they can have a contingent.

What is your middle initial, Mr./Mrs. __________?

What address would you like us to mail the policy to: _________________________________ ,______________ Zip___________?

What is your social for the policy, Mr./Mrs _______? ___________________

Do you have a doctor or physician you use or the nearest hospital? _________________________

I have your height as _______ and your weight as _______?

I have your date of birth as _______, which makes you _______?

The plan type is _______ and the premium is _______.

And if you call in to make changes to your policy, ______ will ask you a security question. What is your mother's maiden name? ____________________

The easiest way to set this up is with a checking or savings account.

Who do you do your banking with, Mr./Mrs_______? ________________________________________________

Great, if you look at the bottom of your check book, can you verify the first 9 digits at the bottom. This is your routing number ________________________________________?

If they don't have it, then you can google it. Ex. Chase Routing Number Checking Florida, Tampa

And Mr./Mrs. _______, the digits right after that would be your account number. Can you verify those for me as well? _____________________

Mr./Mrs. _______, your company will draft the first payment within 48 hours. Please make sure the funds will be available, ok?

Yes! Great!

When would you like the future drafts to be set?

We can do the 1st, 3rd, 5th, 10th, 20th, or 25th?

IF NO: What date is most comfortable for you to start your plan? Oh, next week? Great, and all future drafts? _______

There are key questions throughout the presentation. These are to keep your client from falling asleep. If you can get your client to tell you everything you need about the process, such as they had a funeral and they had no insurance, they need 16k to bury mom and they want it taken out of their checkbook, then just sign them up. You can tell them about the company after you get the check. Don’t be a robot. You have to read your client. What do they need? What are they telling you they want? Listen to your client because they probably know exactly what they want. Do not let them lead the conversation to the point that you can’t control them. If you are too nice, then you will be broke. You are the professional there. Make sure you do your job and lead them to the water to drink.