Matthew Ryder breaks down five questions to ask prospects about their situation, pain points, and needs. He focuses on final expense insurance sales and how to make prospects aware of problems they didn't know they had and the solutions available.
The five key questions that we want to answer and this helps us to understand our avatar. What problem do you solve? What's the root cause of the problem? How do those problems affect your prospect personally? What are the consequences? Not solving. And then how does your solution solve the problem? So what we went over was final expense and the thought process of going through it allows you to get much more into the mind of the prospect. Then you start to understand the process they're going through. You understand the marketing they're coming from which is what is marketing supposed to do? It's supposed to identify problem. Marketing does the job of making someone problem aware and then solution aware. Hey, the problem is you don't have any money to bury yourself and then from there they become solution aware with like oh there's a thing called final expense insurance which will cover that. They're like oh I didn't know that.
