Unlock the Secrets to Doubling Your Final Expense Sales
Understanding Your Client's Mindset
To truly excel in Final Expense sales, it's crucial to grasp the mindset of your clients. While training often focuses on cultivating a successful salesperson's mindset, understanding your client's perspective can have an even greater impact on your success.
The Entrepreneurial Edge
As independent agents, we are driven entrepreneurs, masters of our own destiny, ready to take the bull by the horns. However, many of our prospects lack this drive. How often have you visited a client in the early afternoon only to find them just waking up? While some might work night shifts, most have simply stayed up late. This "put off until tomorrow" mindset is widespread in the Final Expense demographic.
The Professional Procrastinator
Our clients often fall into the category of Professional Procrastinators. Even those who worked hard their entire lives and are now seeking coverage after losing their life insurance in retirement are often procrastinators. Understanding this mindset is key to succeeding in the Final Expense business.
The Keys to Success
- Master the Assumptive Close: Professional Procrastinators never make decisions right away. They might say they need to think it over or consult with their family, but in reality, they simply dislike making decisions. As soon as you leave, they forget about you. To counter this, you must master the art of the assumptive close and present yourself as an advisor, not a salesperson.
- Control the Environment: From the moment you walk in, take control. Head towards the table, ask them to turn off distractions like the TV, and create an environment conducive to the sale. If they have an aggressive dog or noisy grandkids, ask if there’s a place to put them. Establishing control from the start is essential.
- Discover Their Why: Establish why you are there by reading back their inquiry card and uncovering their motivations. This becomes easier once the environment is under control and they are in a business mindset.
- Present Yourself as a Senior Advocate: Differentiate yourself by positioning yourself as a Senior Advocate. Explain that you shop the market for the best options on their behalf. Be persistent yet polite in gathering necessary information, like their medications and existing policies.
- Assume Compliance: Throughout your presentation, assume they will comply with your requests. Use confident statements like, "Can you go grab that for me," without a hint of a question. This confidence will lead them through the process and minimize their decision-making anxiety.
Closing the Sale Seamlessly
By the end of your presentation, seamlessly transition into the close. Confirm the budget, present your recommendation, and then say, "And who do you want to leave this to when you pass?" Begin filling out the application immediately, assuming the sale. Request their driver’s license, Social Security number, and a voided check, gaining their compliance step by step.
Integrity and Commitment
To succeed, you must truly believe in the value you provide. High standards of integrity are essential. Understand that not closing a sale is a disservice to your clients. One day, you may receive a call from a distraught family member only to realize their loved one never took out a policy. Our clients need the protection we offer, and it’s our responsibility to ensure they don’t leave their families with financial burdens.
Learn from the Best
Josh Jones and his business partner, Brandon Smotherman, are experts in the Final Expense market. With years of successful experience, they now teach agents how to replicate their proven system. Whether you’re new to the Final Expense market, a veteran agent seeking greater income, or looking to cross-sell Final Expense products, Josh and Brandon have the knowledge and resources to help you grow your business.
Automate Your Success
Ready to streamline your business? Visit Agent Autopilot to learn how to automate your operations and boost your sales.
Embrace these insights, refine your approach, and watch your Final Expense sales soar!
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