How to Excel at Final Expense and Life Insurance Sales

We are going to give you every chapter in Final Expense Boot Camp Free. And a downloadable link to the book. The Book Reached #1 for 52 straight weeks on Amazon only to be beaten out by the authors own book - Telesales and Final Expense. lol.

Chapter 1- Introduction to Final Expense Sales and what it can for you?

THE FIRST SPEECH FOR A RECRUIT FROM MARINE CORPS RECRUIT BOOT CAMP On behalf of Major General Deagan, Commanding Officer, Marine Corps Recruit Depot, I’d like to personally welcome you to Parris Island, SC. At this time you will gather your belongings, exit my bus, put your feet on my yellow footprints. Your back is straight, thumbs along your trouser seams, eye-balls are straight ahead to the front and the only time you will talk is when you are spoken to. At all times you will answer YES SIR- NO SIR- AYE AYE SIR-- Do you understand me... NO- I said DO YOU UNDERSTAND ME.... GET OFF MY BUS... MOVE RECRUITS.... FASTER... GET THE HECK OFF MY FREAKING BUS... GET ON MY YELLOW FOOTPRINTS!

CHAPTER 1. THE YELLOW FOOTPRINTS

In this chapter, we will discuss the following: 1. Contracts 2. Interviewing 3. Training and what is best for you 4. Which companies to look for There was no feeling worse than driving up to the gates of Parris Island, SC. You could hear the brakes of the bus squealing and smell the air from the 3 am dew coming in off the river. You hear the guard ask for the driver's papers and quickly waves him on with a, “Carry on driver” and then the bus pulling on for what you knew was your last breath of freedom for 16 weeks of hell. You drive around the base with your head down for what seems to be an hour - they do not want you to know the way off the base. After about what seemed to be 30 minutes, the bus starts to come to a

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stop, and the lighting hits all the directions of the floor of the bus. What was dark is now lit up. You can see the recruits around you praying that it’s not going to be as tough as they had heard. The door to the bus opens and this loud voice screams, “EYE BALLS,” and then it began. What seemed like the worst time of my life was actually the funnest time I can remember. I wish I could have went through it with my twin brother, but I could not pass the initial physical fitness test and he needed to ship on a date to guarantee he’d be back in time for prom. Other than that, things were just as described to us. Back then, we didn’t have YouTube or Google, so we had to rely on the recruiters and the posters we saw in the school hallways. I wonder if they had a sales class for recruiters because those men were selling us on not to be afraid of giving your life to your country. “Be a hero son,” “What are you waiting for?” “You know our uniforms are the best,” “Your brother is going with or without you STUD,” “Your girlfriend will be here when you get done,” and so on and so on. Those guys could sell. Did they ask me if I was ready or what day would be good for me to ship out? Hell NO! And we’re going to teach you how to do it the same way! When looking at your first company, you want to ask a couple questions that will save you years of hard work. 1. Does the person you are talking to report to the company who is underwriting the policy? If not, then find out who does! Why? If you aren’t reporting to the man who is

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reporting to the MAN, you’ve lost 20% of your contract before you even opened your mouth. You can’t always be direct to the company, but you can be direct to the IMO or FMO or agency who is direct to the company. For example, if you were working for your friend who worked for Verizon. He would make 5% on you and the person who recruited him at Verizon would make 5-10% on you. For what though? Because they introduced you to the business. They should be paying you! You’re the one who is going to be making them money! So, Rule #1 is to know who you are being recruited by. If he isn’t on top of something, then move on! 2. Interviewing for a 1099 position is kind of like walking into a car dealership with a 900 credit score. If you have the goods and a proven track record, then you want to make sure you are getting a fair shake. Have an updated resume. Focus on the position that you are applying for. Be prepared for questions such as the following:a. What have you been #1 at?b. What kind of production have you been able to do in previous final expense jobs? c. Why did you leave X company? If you did so well there, then why did you leave?d. Tell me three of your weaknesses?e. What hours are you used to working, or what is your typical week like? 3. If you can’t figure out the answers to the questions above, then you might as well go ahead and find another career because I am not going to set you up to lie to your

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next interviewer. Be honest with yourself because they will see right through your answers. I would hire someone with zero experience over someone who talked for an hour about how great they are. That would not happen. 4. Show up on time to your interview. Dress in business casual, shine your shoes, have a nice resume that is crisp and not folded up from the back seat of your car, and clean up. Have a nice hair cut, shave, brush your teeth, iron your clothes and look the part. Do not give answers that are longer than a minute. They couldn’t care less about anything you say. They just want to know how much money they can make on you and when you can start. Sit there and say “Yes sir,” and “No sir,” and you will get the job! 5. You want to find out if the company offers training for you. Some companies offer field and office training and some throw you to the wolves. The better the training, the better the company. Look at the training material. Was it thrown together on a piece of paper, a PowerPoint, does it have the companies logos on it somewhere, etc. The better the training class, the better and more you’ll make with that company. PERIOD! If the guy training you is driving a Ford Festiva, then you might want to go ahead and find another company. If they guy is driving an Escalade, then you might want to find another company as well because he is killing his

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agents on the contract and you’ll never reach his level of success. Find someone who you can build with that is near the top of the chain and ride that wave to the top. 6. You’ll have to decide which company is best for you! There are final expense companies who offer free leads, paid leads, high contracts, low contracts, training, no training, etc. If you are a new agent, then you should be looking for a great training company first and foremost. If they can’t train you, then they can’t help you make money, so the contract won’t matter. 7. Don’t settle for a company who makes you buy their leads as well. You are 1099, and for someone to make you buy 20-30 leads a week and say it’s our way or the highway is not the right way. If they offer you a lead and you can use it or someone else's, then that’s fine. Companies charging $40 for a lead and it’s over 30 days old is stealing. You cannot feed your family on 30 day old leads. Now, if those leads are discounted, say 5, 10, 15 bucks, then I’m buying them all day long. A lead is an opportunity, but it’s not your fault the company allowed their leads to get 30, 50, or 100 days old. Also, because you're the new agent, you have to eat them. That does not work for you! 8. Avoid agencies who are doing less than 100k a month in annualized premium. That is a new agency. A company

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should be doing two million a month in annualized premium a month. 9. What matters most to you when you’re looking for a company is what contract they are offering. Does it come with leads, or are you paying for leads? Do they have time to train you, or are they going to throw you to the wolves? 10. What kind of contract should you be looking for?If you are on a free lead program and new, then 50-70% is a good platform for you. You can make a lot of money on a 50% contract. Are the leads fresh? Because you are paying for the leads with your contract. Believe me. If you are paying for your leads, I’ve seen people start at 70, 75, or 80 depending on your experience, and if you’re direct to the company, then 80% is a good starting point with no experience. Anything less should come with a clear plan on what you have to do to get promotions. If you are experienced and changing companies and can verify past production, then you are worth a lot more. I have seen contracts starting at 120 for agents who can show 15-20k a month in annualized premiums. I would not work for a company who is trying to get me to pay 30 bucks for a lead on a 70% contract. That is the starting contract for most free lead companies. If you are an agency and can show over 100k a month AP, then you can get 120-140 contracts all day long. You’ll have to present yourself accordingly but they are out there.

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There are higher contracts and your manager might be on one of them. I can tell you this, though: they earned it. Managing is the toughest part of this business, and your contract will depend 0% if you don’t have the right manager. It just depends how far down the chain you are. Go back to rule #1… know who is interviewing you, so if he isn’t #1 or #2, move on. We all got off the bus and stood on the yellow footprints listening to the clear, but loud, voice of this chiseled, squared away Marine Drill Instructor. Every command he shouted was clear and precise like he had a plan or had done this before. It wasn’t his first rodeo. They lead you into the welcome room with seats like a classroom bolted to the floor so that they could not become disarranged. You could hear a paperclip drop in that room, and it was filled with 100 recruits. We were processed early that morning and issued everything from toothpaste to M16’s - sea bag full of cammies and boots, oh my God, what have I gotten myself into. I tried to fit in and scream back commands not to be noticed, I wanted to hide in the crowd and just move along this seemingly so ever perfect in doctrine into military life. Marine Corps Life. These guys have had to do this before. Everything was precise to the second, hmmmmmm. They practiced this prior to us getting there. This wasn’t something they just threw together I am sure now. “RECRUIT GIFFORD, WHAT ARE YOU LOOKING AT…”

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“Nothing, sir.” “OH, I’M NOTHING, HUH? YES SIR NO SIR... SAY SOMETHING SIR…” “NO, SIR” Welcome to Final Expense Boot-camp. Let’s get you ready for your first sale.

Be a self starter in the Final Expense Arena! No one wants to help your more to succeed then yourself.

Tip:

People are looking for go getters. If your that agent who needs to be shown how to send an email, or opening an attachment, etc. Do yourself a favor and Google it - learn it on your own. Be a self starter. It is very important in this business.