The EASIEST Way To Sell Final Expense Over The Phone

I'm guessing that you clicked on this video because you want to find out how to sell more life insurance. So what I'm going to do is I'm going to be revealing the most persuasive tactic that you can use when selling life insurance. No, this isn't just some, you know, one liner that you say at the end of the sale or some, you know, quick little thing. This is an actual concept that you can incorporate to change the entire way that you're selling. Right. So this is more of a philosophy on a way to sell instead of just, oh, say this word instead of that word. So this is the most persuasive way to sell life insurance. If you master the meaning of this one word, you will unlock the ability to sell life insurance on easy mode. Now, this word is so simple that most people overlook it. But if you really break down and master this word and the meaning behind it, and you will be so persuasive that you will be able to close deals that 99% of agents will miss on doesn't mean you're going to close 99% of deals. If there was something out there that allowed you to do that, I would be the first to tell you, but there's not. So this will allow you to close deals that 99% of other agents will miss. And let's go ahead and jump into it. So what is that word? Well, the word is why. Okay, why, AKA the reason that somebody would actually buy life insurance. Seems super simple, right? But if your prospect can't accurately articulate the why behind why they are buying life insurance and you can't repeat it back to them, they're simply giving an insurance company money for no reason, which nobody wants to do. They already feel like they do that with their car insurance and their home insurance. So with life insurance, we need to be able to first dig up, uncover what their why is and then have them articulated to us and then repeat it back to them and articulate it. So I'm going to break down how to do that in this video. So this is the bridge of trust and beginnings of a relationship with you and your client. If you can articulate their why back to them, it builds a ton of trust for you, and we're going to talk about how to do that. So first, before we jump into all of that, let's break down what why actually means. So in life insurance, there are three components to why. You have who, who is who they're going to be leaving the money to their beneficiary what the problem that life insurance is solving for them, and then how, which is how does the life insurance solve the problem and make the who's life easier? So the beneficiary's life easier. Who, what and how. So before I jump into who, which is the first of the WWH framework, I want to talk about how most people sell life insurance. So most people, they simply hop on the phone, they kind of, you know, remind them about the form that they filled out on Facebook or the mailer that they sent in, and then they immediately jump into health questions. The whole sale is focused on price, right price coverage, technical insurance terms, all these different things. And then when they get to the end of the sale, the person's been kind of, you know, complying with them, going along with the sales process. When they get to the end, all of a sudden all these objections come up. And the reason why is because you're not building the value and you're not hammering on why. So the person doesn't actually really care to buy the insurance. They're just, they don't want to be rude on the phone. But if you can really dig in on the why, like what is the reason they're there that they're going to buy life insurance? Why are they even on the phone? Then when you go to ask for the close and ask for the order, all of those objections disappear because they know why they're doing this. They don't have to come up with a smokescreen to get off the phone with you. So let's jump into who, which is the first of the WWH framework. So the who, this is basically the beneficiary. People don't buy life insurance for themselves. They buy it for the people that they care about. So the majority of the topics of the conversations topic should be focused on the person who they're leaving money behind to, their beneficiary. So that's why they're protecting them. Right. Past pains, their relationship with this person, what will happen to the person in all hypothetical situations. What happens if you move forward versus don't move forward. And then you want to illustrate with stories on what it looked like for people who did and didn't protect their beneficiary and how it played out. So basically, let's say I'm talking to a prospect, their beneficiary is their daughter. So I'm going to ask a few questions about their daughter. Okay, Gotcha. So what's your daughter's name? Oh, it's Beth. Got it. So Beth Is your daughter, does she have any kids? What does she do for work? I'm kind of just like gathering some information so that I can tie this back in when I'm going to ask questions later. So the who again, is the beneficiary? So I'm asking all these questions about the beneficiary, you know, bringing them into the topic of conversation, because I want the person I'm talking to to be thinking about the person they're going to protect. If it's multiple beneficiaries, that's even better. You can talk about multiple beneficiaries, multiple people that they're going to protect. Now let's jump into the what. So the what is what you're protecting who from? Right. This is what problem is the life insurance solving? It's the big bad wolf. What is it actually preventing the beneficiary from having to go through? What or what is it protecting them from? Right. What is the scenario that your client is trying to prevent their beneficiary from enduring? Whether that's having to pay their funeral bill, going into credit card debt, having to start a GoFundMe and post it on Facebook to bury their mom, having to start a fish fry, for example. You hear about those a lot. Downsizing the house. I'm going to pick up a second job, taking out a loan and going into debt to pay off. Pay off the funeral. Right. What. So this is just basically playing out the scenario of what happens if you don't get this. Right. So, okay, yeah. Beth, your daughter, you know, obviously you're trying to protect her from. From a burial bill. What happens if you don't have coverage and you pass away? What. What is Beth going through? Does she have enough money to pay for it? No. Okay, gotcha. So, you know, she doesn't have enough money sitting in the bank. She didn't have like $10,000 sitting in the bank for a funeral. What would that look like for her? So what would she have to do to pay for it? Oh, well, she'd probably have to go out and get a loan. Okay. And I mean, do you think that would set her back for a few years, or is that something where she's just going to get a loan and then, you know, she makes ten grand the next month, pays off the loan, and is good? Like, what. What does that situation look like for Beth? So in this, with this part of the why, you're really asking questions to dig in, and instead of you don't want to tell them what it is you want to ask them what it is and let them tell you, and then you just repeat it back to them. So that is the what. Now the next part is the how. So if the what is the downside, the how is the upside. Right? So how does having an insurance policy protect the beneficiary? How does it play out if you have insurance? Right. So again, what's the downside? How is the upside? If you get this policy, how would it protect your beneficiary from having to sell the house?

Right. The life insurance policy will pay out $1 million to your wife to pay off the house and leave them with enough money to maintain your lifestyle for the next 10 years. So the reason that we want to talk about the how is because we want them to see what the downside is, but then we also want them to envision what it actually will look like if the life insurance pays or if they get life insurance and when it pays out. Right, because obviously the life insurance policy would pay out as long as you structure it properly. So what, what are you protecting them from? How you're getting them to envision? Okay, this is the. This is the negative. This is what happens if I actually get coverage. So the policy is going to pay out within a few days. Beth's going to get a check. As soon as she has to put me in the. In the funeral home, she's going to have the money already sitting in her bank account, so she's not going to have to stress or worry about it at all. And in the worst time of her life, when she lost her mom, she. She's not gonna be scrambling, looking to scrounge together $10,000. You don't want to just assume that they get that picture right, because they're just seeing, oh, I get an insurance policy and then it pays out ten grand. You want to basically walk them through the steps of what it looks like, having the policy, how it protects them. Right. All right, again, you really want to go deep here. Again, talk about the time frame of when the check will arrive. Within a few, you know, within two days of her filing the death claim, she's going to call me. I'm going to help her with the entire process. The check's going to come out. She's not going to have to deal with long hold times, all this in the worst time of her life. She's going to have everything handled for her. She's not going to have to worry about it. It's all going to be taken care of. That's the house. You're painting the picture of the delivery of the money to the beneficiary. So let's talk about tying it all together. So what you basically want to do as you're doing this is prescribe a label to your prospect as someone that cares about their family or plans ahead. So let me show you guys an example. The black text is going to be you or me, the agent in this situation, and then the red text is the client. Right. So, okay, Ms. Jones. And I want to know a little bit more about why you are actually getting life insurance. That way I can actually understand where you're coming from and how I can help you or if you even need this stuff. So first of all, tell me, who are you protecting? Like who would be getting the payout if something happened to you? On protecting my daughter. Got it. And so your daughter's who you're protecting. And in this example, I'm not going to dive like super into, you know, asking questions about the beneficiary just for time's sake. But this is kind of like a brief example of how you do this. When you, when she tells you about your daughter, her daughter, just ask her a few, you know, kind of not invasive, but basic follow up questions. Okay, gotcha. What does she do for work? Does she have any kids? Like those kind of things. Right. Very surface level stuff, but just so you can kind of understand the situation more. So. Got it. So your daughters, who you're going to be protecting, what exactly are you looking to cover? Now if you're doing final expense, this is going to be the question. Are you looking to cover a burial or a cremation? If you're doing term mortgage protection. Okay. You know, how much do you have left on the house? Like these kind of questions. Right? So what exactly are you Looking to cover, Ms. Jones? Were you looking to be buried or cremated? Because obviously those have different prices. I want to make sure that we get the right amount of coverage for you. I'm looking to, I'm looking to be buried. It's going to be a full funeral. Okay, gotcha. And so just so I kind of understand, you know, if you, if you passed away without life insurance, would your daughter have to pay for the funeral? Or do you have money, you know, set aside that would cover that? You know, she'd have to pay for it. I don't have a ton in savings is Ms. Jones response. So I'll go. Okay, gotcha. And so what exactly would that look like if she had to pay for that? Right. Is that something you know, you think she'd go to pay for out of pocket, or would she maybe have to get a loan out for that? Oh, you know, her and her husband do pretty well. But, you know, honestly, I think they probably have to put it on a credit card. Okay, okay. So your daughter would have to put it on a credit card. Now, again, like, at this point, you've already asked what they do for a living, so, you know, even though she's. She's doing pretty well, you know, she's a pharmacist. Is that something like she'd put it on the credit card and being able to be able to pay it off next month, or would she maybe have to pay that off for. For quite a while to be able to get that taken care of? Oh, you know, blah, blah, blah, blah. Yeah, she'd probably have to pay that off for quite a while. That would definitely set her back. Okay, gotcha. And I'm guessing that that's not something that you want to happen, correct? No, definitely not. And then at this point, you're going to prescribe that label that we talked about, so. Okay, got it. So just, you know, just from talking to you for. For a few minutes, Ms. Jones, I can tell that you really care a lot about your family. You're definitely not trying to put them through a tough situation. And I got to say, they're really lucky to have someone who's planning ahead and thinking about them, because I got to say, I talk to a lot of people about this stuff, and I can tell that you thought about it, and this is something you really take very seriously. So I seriously, you know, sincerely appreciate that, and I hope your daughter realizes how lucky she is to have a mom who's thinking about her. Now, just to make sure that I'm on the same page with where you're coming from, where you're at, and I can provide you with the right options for a solution and repeat everything back to you, and you let me know if I missed anything. So again, prescribing that label, we're labeling her as someone who cares about her family, which she obviously is, because she's on the phone with you. And then we're going to repeat everything back. We're going to articulate the why to her. Okay? So just to make sure I'm on the same page, I'm just going to, you know, kind of repeat this back to you. So basically, you're looking at life insurance because you're going to be buried for your funeral, and you want to make sure that if something happens to you, your daughter is not going to have to worry about going into debt to cover that cost, especially during such an emotional time for her losing her mom, which is not an easy time by any means. You want to make sure that as a mom who plans ahead and cares about her daughter, you're looking to get something that will pay out the cost of your funeral and prevent your daughter from having to worry about finding the money to pay for that, especially during one of the worst times in her life. Is that correct? Yes, that's correct. So there you go. That's basically how the whole framework works. So you ask the questions, you figure out who, you figure out what, and then you articulate how. Right. And you're explaining all of that. You're gonna. You even will ask them how. Right. So if you have the policy, like, how do you see that protecting your daughter? Because obviously, you know, you're gonna have this funeral bill, and you're asking them what they think, and then you're gonna re articulate how. So. Got it. If you get everything, you know, you get everything set up, basically what will happen as soon as your daughter files a death claim, which I'll call her after, you know, we set everything up so she has my contact, she's going to call me, I'll hop on the phone with the insurance company with her, walk her through that whole process, and she'll get a check within two days to pay for the funeral, and she won't have to worry about it. So that's the how. So that's the entire framework. If you can articulate their why back to them better than they can articulate it to you. Because part of. Part of the game is getting them to tell you the why, and the other part of it is re articulating it back to make them feel heard and show that you truly understand where they're coming from. Again, most people do not, do not go through this process. They simply just kind of jump through the hoops of signing someone up on an insurance policy, and they don't actually build the need or build the value. And so people end up flaking at the end, Right? Most people don't buy because they don't feel heard. And when you incorporate this into your sales process, you build a deeper level of trust with your clients and ultimately will end up making more sales. So the goal of the conversation is to understand the prospect even better than they understand themselves. All right, and thank you guys so much for watching that video. If you got value from it, Feel free to leave a like down below. Hit the subscribe button for more content like this. And if you're an agent who's looking for a quality lead source, my business partner and I, Julian, offer branded leads where basically people are going through super transparent marketing. They know that they know that the ad is about life insurance. They know that they have to talk to someone on the phone and as media immediately right after they fill out the form, they're connected with you, the agent. So if you guys are interested in learning more about that, click the link down below to apply to book a call with us. You can to see if you would be a good fit for that program. So thank you guys for watching and I'll see you next. One Peace.