How To Make $20,000/Month Selling Final Expense Over The Phone (Beginner's Guide)

In this video, I'm going to show you the fastest way to go from zero to making $20,000 per month as a complete beginner selling life insurance. And we're even going to break down a live sales call so that you can hear how a seasoned agent is closing deals using an unconventional method that not a lot of agents know about. If this is your first time on the channel, welcome. My name is Tim Shooker, and I run a company with my business partner called Advanced Agent Marketing, where we help insurance agents make six figures over the phone. Now, whenever you're first getting started, the number one thing that you're going to need is a good mentor. So. So when I first started doing insurance, I was doing in person sales. My business partner, Julian, is actually the one who trained me how to sell life insurance. We would jump in the car together and I would ride along with him as he would go about his day and sell policies. And I did this for a few weeks before I actually started going out on my own. Now, in just a second, I'm going to let you listen in live to one of Julian's calls where he closed a $2,500 deal so that you can learn from the exact same source that I did. Now, the next thing you're going to need is a systemized sales process. Put simply, it's just a script. So without any further ado, let me show you our script being used in real time, starting with the intro. Now, the call intro is basically where the person on the other end of the line decides whether or not they're going to hang up on you. The key is to not sound like a telemarketer.

Hello?

Hey.

Yes.

Yeah, it's just Julian. I have that form you sent in here to us about the life insurance plans available in California. Does that ring a bell?

Now, notice how Julian said hey, like he's a friend calling her from high school. Once she confirms that she is in fact, he immediately jumps into the reason that he's calling. Next, you're going to confirm a piece of information with them, like their birthday or who their beneficiary was, and then you're going to jump into information gathering questions.

Yeah, it looks like you listed your kids as your beneficiary, is that right?

Yes.

Perfect. So I was just calling you kind of to see what you qualify for. Is this your first time applying or have you talked to someone about this before?

No, it's my first time applying.

Oh. Well, congratulations. I'm going to be your case manager. My name is Julian it's nice to meet you.

Nice to meet you.

What is it that you were concerned about when you filled this out?

Now, the question that Julian just asked is the most important part of the entire sales process. It's going to uncover what her why is. So as soon as you're finished with the call intro, your next goal is to figure out what the prospect's why is. Their why is literally just the reason that they're buying life insurance. It's typically going to be made up of three. Three different parts. Who, which is the beneficiary, what, which is what they're protecting them from, and how, which is kind of painting the whole picture of how the policy would pay the beneficiary.

Oh, I just wanted to have a peace of mind that my kids won't have to spend their money on my, you know, whatever I want to do. Either it get cremated or whatever.

Okay, perfect. Yeah, I'd be happy to help you with that. Here, let's see. Did you know if you were planning to get buried or cremated?

I just wanted to get cremated to get cremated.

Okay, perfect. That's.

I'm scared of being put in a box, stay in there and let the animals hit me.

No, no, that makes sense. My fiance feels the same way. I used to be like all about burial and then when I got older I was like, ah, I don't like that.

Now. When you're first getting started selling insurance, as you already know, you're going to have to learn a lot. Underwriting, dealing with carriers. You have a lot on your plate. And if you have no idea what you're talking about, your prospect is going to be able to sense that. However, there is one thing that you can do to make up for all of that lack of knowledge. As long as you have this one thing, you'll be able to sell policies even if you have no clue what you're doing. And it's one of the keys to getting to $20,000 per month as a beginner. I'll tell you what it is in just a second, but before I do, let's jump back into this call. The next thing that Julian is going to do is start asking the prospect about her help based off of the answers that she gives. He's then going to plug those into a softw called insurance toolkit to find the most amount of coverage that she can get for the lowest price. Make sure that you use this from day one when you first get started, so you can avoid any issues with underwriting or finding the best rate or anything like that. Then he's going to give her three pricing options to pick from.

I'm going to pull up some quotes for you. The ones I pulled up for you were 30,000, 20,000.

Okay.

And 10,000. Let me know when you got it all down.

Okay, I got it.

Okay. So the 30,000 and the 20,000 and the 10,000. If you want to put an equal sign to each, to the right of each of them, I'll kind of explain all the in second. Okay.

Okay.

So the 30,000 equals 1, 1169.

Okay.

The 20,000 is 7553.

Okay.

And the 10,000 is 39. 37. Let me know when you got it.

Got that? Got it.

Awesome. I also pulled up the 50,000. Do you want me to give you that one as well? Okay. The 50,000 equals 184.01.

Okay.

Next, he's going to ask the prospect which of these three options fits the best into her budget. Now, notice how he asks this question.

So of all the options that we're looking at here, out of these four options, which one is going to give you the amount of coverage that you want that also fits in your budget?

Now, what she says next may surprise you.

I would say the 50,000.

Now, as you saw, the prospect went for the most expensive option, which is why it's so important to have quality leads. Which brings me to my next point. Whenever you're getting started, make sure that the lead source that you're using is actually advertising for life insurance. Most lead vendors are going to run ads like this on Facebook. It's confusing. It doesn't even tell them it's about life insurance. And most of the time, they end up thinking it's free. The problem is when you buy these leads, they think that they're opting in for a free government benefit. These leads are harder to close. They end up in lower premium, and you're going to get more chargebacks on this type of lead to get to $20,000 a month the fastest. Just work leads that actually know it's about life insurance. If you want to learn more about the lead source that we're using to make $10,000 a week in commissions, then click the link below in the description to find out more information. Now back to the call.

Okay, so basically the next step here is to just apply to see if you qualify for this. Is there any reason why we shouldn't go ahead and do that right now?

No.

Okay, give me one moment. I got to get logged in here. Okay.

Okay. Thank you.

Now, do you remember that thing that I was telling you about before? The thing that will allow you to sell policies even if you have no idea what you're doing? Well, I'm going to tell you what it is in just a second here, but first I'm going to play the call again so that you can listen to Julian doing this one thing and I want to see if you can guess what it is.

You have any plans with the grandkids today?

My granddaughter is playing soccer right now.

Oh, yeah?

Yeah. My daughter is there, my husband is there. Oh, and then one of my grandsons play soccer at 3 o'.

Clock.

So I'm planning to go to his soccer game.

That's awesome. Do you play soccer at all?

No, I. I have my kids into soccer, basketball and baseball, and that's what my kids do with a case. They put them in different sports to keep them busy and to make sure that they have something good to do.

Did you catch it? Now pause the video real quick and think about it. See if you can guess what it is. The key to making sales as a beginner insurance agent is literally just acting like a human. Basically showing that you care about the prospect and not just acting like a robot that's going straight for the jugular every single time. So many people get on the phone, they don't ask any questions about about the prospect because they don't even care and they just go straight for the sale. They don't take the time to figure out what the prospect's why is because they don't really care. So if I can give you one piece of advice as a new insurance agent, it's this. Being genuine and caring about the prospect will make up for your lack of skill in the beginning. Now, with that being said, watch Julian seal this deal.

Okay? The last thing I need is the account number here before we can apply you. I just have to validate that it's a real bank. I'm ready for it whenever you are.

Now, we just covered the fastest way to get to $20,000 per month as a beginner, but I didn't tell you everything. What do you do when you get an objection? Like, for example? Let me think about it. Well, in this video right here, we're going to tell you exactly how to overcome that objection and show you a live sales call of Julian doing just that. So click right here to watch this video so that you can close deals even when a prospect gives you pushback.