UNDERSTANDING YOUR PROSPECT, PRODUCT & PRESENTATION

Among the many practical uses for Life Insurance products in today’s marketplace, Guaranteed Issue & First Day Coverage Final Expense Whole Life is the only indemnity product we as Sales Professionals are able to utilize in conjunction with a “Canned” or “Word for Word Sales Pitch” . For our less experienced sales agents, a Canned Presentation is a single use, carefully worded memorized script. When the salesperson exercises use of this script during their meeting with the prospect, they’re expressing the intent of its author. When deployed properly, any salesperson typically persuades their prospect to buy.

Many years ago, Sales Managers directing sales organizations which marketed pricey goods & services such as Home Improvement Products & Emergency Communication Devices or In-Home Services preferred their representatives’ memorize one specific outline defining the product’s use and the prospects’ need. A deliberate delivery of the memorized words creates the emotion necessary for the prospect to see the danger of not owning the product. This message is clearly & consistently delivered. This typically guarantees a higher sales success rate for both the Sales Professional and the organization.

The Burial or Funeral Protection Buyer is a middle to senior aged individual; 50 to 80. These are folks who typically never purchased life insurance protection when they were younger or purchased a term insurance policy many years ago which “has” organization and “is” about to expire. The recognition of their imminent death and the financial burden their funeral would be on a spouse or family member has prompted them to seek a new insurance policy for this event. Of course the phone call you will receive from this proposed insured indicates to you that the insurance company is their worry & concern. Our life insurance carriers have developed both a “Guaranteed Issue” and “First Day” “Whole Life” Insurance Product for these companied’ companied k and kkk that older individuals. These products are known in the industry as “Simplified Issue”. Under normal circumstances, these older prospects would find it difficult impossible to obtain life insurance protection in the traditional life insurance marketplace. The risk profile is too great. The Prospects age and possible health status restricts the type of coverage and amount of Death Benefit they can purchase.

To assist you in your success, we have developed the following “Prospect Specific Insurance Presentation”. Our ten-minute Presentation utilizes a carefully choreographed drumbeat heightening our Prospect’s worry, culminating in the prospect seeing the one document he or she believed they would ever see during their lifetime. At one point in your discussion, you will email the prospect a $16,500.00 Funeral Home Invoice. What’s more disturbing and distressing is a totally unexpected obligation addressed to their spouse or family member. Sadly, indicated on the Funeral Home Invoice, the deceased failed to make provisions for the Burial and offset the Funeral Home’s Invoice with a Burial Expense Insurance Policy.

Nothing is more impactful than Visualization and Realization. By delivering that single document to the Prospect, you provided an all-in-one wake-up call which will immediately & emotionally motivate your prospect to a “Decision Point”. This is where you close your sale. You’ll recognize the cost of the policy has not been discussed yet. Why? The decision to purchase Burial Protection has nothing to do with price. The decision is made when the guilt overcomes the Prospect. Doing the right thing for their spouse or family can not be discounted. When the Presentation is done properly, the decision to buy is always – yes. Yes, is the only inoculation against the stress and worry they have always felt, and you amplified it over the last 10 minutes.

I’ve been a Sales Professional for all of my adult life, 45 years.
Today, most salespeople sweet-talk their way through their product presentations using this new haphazard conversational presentation & delivery method. The intention is to slowly ingratiate themselves and convince the prospect that buying the product is in their best interest. They’ve been taught to sell the Bells & Whistles of an Insurance Policy and not the prospect or the solution the Death Benefit’s serves. Many Sales Managers today spend more time on the benefits of their product and no longer teach the sales techniques of human nature. More times than not, even today’s most experienced upline managers don’t know nor teach the value of creating prospect realization or the conscious result of not purchasing your product. Prospects don’t buy your product for “logical reasons”, they buy for “emotional ones”.

When I hear the common phrase “Sales is all about selling yourself” I find it laughable. Maybe it works if you’re a Party Clown, booking a kids Birthday. It’s important to remember your more successful Salespeople are not the life of the party or in many cases even personable. Your most prosperous sales representatives put themselves in a superior position above their prospect. In order to create the stressful environment required to maintain control, the prospect needs to understand they’re in a subordinate position. The Insurance Agent should not be considered merely a salesperson, but a counselor.

Your most successful Sales Professionals are “Grinders” using a specific presentation employing the art and technique of “The Reverse”. Using “The Reverse” is a deliberate statement deployed during a Sales Presentation. “The Reverse” is an adversarial technique of making a statement challenging or agreeing the prospect. This statement will destress or annoy your prospect and produce the desired emotional response and the answer you want to hear. It’s at this point during the discussion, your prospect will acknowledge the guilt, sadness, mostly immediate need. It prompts your prospect into recognizing, regardless of the objections, the purchase of the product is their decision and will resolve their problem and eliminate their worry they have been experiencing. In many cases, the prospect may buy to spite the salesperson.

Example: Prospect “I can’t afford $58.00 per month”. Agent “you know what Bob, maybe you’re right. If you’re not earning enough to afford to ensure your wife won’t worry about, there’s nothing you can do. If your wife is anything like mine, she’s really resourceful. If I dropped dead and I didn’t have coverage, my wife would find a way in spite of my decision today”. Keep quiet and don’t say a word. Prospect’s typical response: “How about I purchase less coverage, that should bring the price down”. The prospect doesn’t want to look like a fool.

Your first instinct as an inexperienced salesperson is to make that suggestion. It really may not be the price. Changing Bob’s mind, may be difficult and you would only have one, maybe two swipes at you suggesting to lower the death benefit. Using “the reverse” causes Bob to change his own mind. Why? You just made his decision more complicated and the easier of the two choices is to purchase a policy for less money.

When I was a teen I began my career in sales. I trained using a “Canned Sales Presentation” very similar to the one you will use. My Father founded the first Emergency Communications Device Company in the United States in 1981. It was named Med-A-Lert, it was renamed two decades later as Life Call. While home on my 30 day annual leave from the United States Air Force. I memorized the Presentation and began running In-Home Leads for seniors. With zero inside sales experience, I was shocked to find my Father’s words actually produced the desired response in the seniors I was meeting with. Long story short, I returned from leave with a pocket full of money from that month. I was hooked. The methods learned in 1982 are the same you will use today.

As your Sales Manager, you can expect my complete support. Expert delivery of our Prospect Specific Presentation, for Funeral & Burial will provide you with a different sales experience. You’ll gain new skills you never thought possible.We will hone these skills together and make you a very dangerous Sales Professional.

As discussed previously, the Art of Sales used throughout the 20th Century is disappearing. For decades, learning the concepts of selling were passed from generation to generation typically by utilizing a Canned or Memorized Sales Presentation. Within those presentations were specific questions, statements and phrases which would cause the prospect to ultimately purchase the product you’re selling.

The following is your introduction to InsureDirect’s Prospect Specific Presentation. Your discussion with the Prospect will employ the techniques discussed. They’re required to both educate and encourage the purchase of one of two set of products available to those middle aged to senior adults needing Funeral/Burial Protection. The prospects calling us inherently understand that because of their age and/or health condition they can’t obtain a insurance protection in the traditional life insurance market. Even when they call us, they still worry they will not qualify for the coverage we offer.

Important Note “It’s entirely possibly their right, dispelling this concern before we Field Underwrite the risk may be irresponsible”.

Once you compete the “Prospect Worksheet” you will be provided the tools needed to present and close a successful Funeral/Burial Sales Presentation. The complete presentation contains the following:

A printed “Prospect Specific Presentation” including both the names of your “Prospect” purchasing the insurance coverage and the “Beneficiary” responsible for burying the Prospect and paying the Funeral Home Invoice . The specific parties’ names are printed in the script where the name of each should be emphasized. TeleSales Note: because of the pace of receiving phone calls, you may not have time to print or utilize your monitor to display the Completed Text Presentation. Always have a Blank Presentation available in front of you. Be sure to verbally insert the appropriate names while following the script . Even if you feel you’ve mastered the narrative and its “Canned”, still having a blank script in front of you at all times is important. Repetitious use of the Prospect & Beneficiary Name throughout the presentation is vital to establishing a heightened position. Printing the Prospect Specific Script was a function for our agents visiting seniors and who set In-Home Appointments. Printing Script containing both the names of the Prospect & Beneficiary and Practice before a later meeting is standard procedure for our In-Home Street Agents.

.A fully prepared “Funeral Home Invoice”, priced in excess of “$16,500.00”. This is the National Average for the cost of a typical funeral in 2024. Your “Prospect is typically outlined as the Decietent”. “The Beneficiary is defined as the person paying the Decedent’s Funeral Invoice ”. This document is not only powerful, it’s a Gut Punch to your prospect.

The full 10 Minute presentation provides your prospect a tiny window of opportunity to relieve the distress you create. Your prospect knows they need this coverage. The problem most have had previously is procrastination. Everytime they see or hear a commercial for Colonial Penn or Ethos, they experience stress. You will be meeting with ready buyers who recently responded to us by mail.

Agents successfully fielding our calls received, should enjoy closing; one out of three/four calls 1 to 3/4

Now, there are few insurance brokers in the United States offering the following sales tools along with offering its life agents the opportunity & earning potential of referring Property & Casualty Insurance Products. Every home you visit owns a Car or Motorcycle and either owns or rents the home they live. We pay our life agents a referral fee equal to the entire first year commission we receive from our carriers. It’s paid to you 9 a Referral Fee making its receipt completely legal to accept under the rules of every Department of Insurance in the U.S. Since no P&C License is Required, no renewal income can be paid.