I’ve been selling for the past number of years and am excited to share with you my biggest, single secret for positioning yourself as the local expert in the final expense life insurance industry. It’s seriously so simple, will help you overcome objections, make more sales and build your clientele.
Ya ready for it… Here goes…
The Number One Secret to Becoming an Expert:
Stop at a funeral home in each and every town that you’re selling in.
It’s so easy, so basic and yet goes such a long way for building credibility and rapport with your clientele.
It’s gonna take you literally just 2 minutes a day. When you’re working in a new town simply stop in at the local funeral home, and ask for their general price list - they’ll give it to you, (under the funeral laws they have to). Take the general price list and put it in the back of your Presentation Book.
Often times one of the objections that our clients will have is that it isn’t really “that expensive” and they’ll tell how a friend or family member did everything for $2,000 or $3,000 thousand dollars. The reality is, that is either bare minimum or it was just the amount that was left over after whatever had been prepaid or their life insurance had covered.
When you have a local price list and you’re able to show them, for example, the average price at the local funeral home is $12,850 it goes a long way in building your credibility as the local life insurance expert.
Another tip is this, always note which funeral home director you talked with so you can reference their name. Say something like “Oh, I just spoke with the funeral home director, Ronald! And he said…” Now you’re speaking from a place of authority. And they listen.
So take that little tip, and go rock it!