Final expense sales training - YouTube

final expense sales training is very important for any agent that's entering

the final expense or burial insurance market even if you've been selling life

insurance products for years transitioning in our industry is usually

never as simple as one may think I happen to have put together a unique

face-to-face Sales System which in turn led me to become one of the highest

producing final expense agents in the country three years in a row in this

video we're going to go over several things that you will need to learn in

order to sell final expense successfully right after this hi guys my name is Doug

Massie and if you're here watching this video right now

you're either in need of training or maybe you're just trying to decide if

the final expense industry is something that you'd like to pursue in this final

expense sales training video I'm going to touch on several aspects of the

business that you'll need to learn in order to be a successful independent

final expense agent I'm also going to suggest several short training videos

that we've already produced that you'll be able to find here on our channel

final expense trainer right now I'm going to recommend hitting that little

subscribe button below yeah if you haven't done that already that is as

this will allow you to be notified automatically as we release new training

videos and material the first thing that I will say wherever you decide to get

your final expense sales training from just make sure that they have a program

designed to not only train agents but to give them ongoing support I mention this

because a lot of agencies and imo simply do training calls and give out scripts

to memorize or they suggest you ride with a local agent that really isn't

that good and can only help you so much just make sure you do lots of research

before you pick a place to contract through check it out guys if you stick

around until the end of this video we're going to show you how to get our free

new agent sales kit this file has a bunch of useful stuff in it that you'll

definitely want including I am your policy delivery notices that I leave at

my prospects house when they're not home and our TennCare your cheat sheet along

with some other important things that you'll definitely

for your sales book so with that behind us let's get into the video if you're

serious about selling final expense or burial insurance then you probably

already ordered your Direct Mail leaves and they're either on the way or you

already have some sitting right in front of you if you agree that leads are

important and fully understand the need for good leads I ask that you click on

the little thumbs up thingy below after watching this I also suggest checking

out the videos on our channel called how to be successful in your first year

selling final expense how to set solid appointments how to overcome objections

while setting appointments how to Dornoch leads and how to overcome

objections while door-knocking leads and in that order if for some reason you've

fallen into our industry without sufficient startup monies to get your

Direct Mail leads flowing check out the video how to sell final expense without

buying leads one of the first things that you will absolutely need to do is

not just be able to make a strong sales presentation but you need to learn how

to close a sale it's very important while doing your final expense sales

training to actually learn a step by step process on how to overcome

objections while you're closing your sales think about it most prospects are

not just going to pick an option and sign on the dotted line

they're going to want to think about it or take some time before signing so it's

important to know exactly how you're gonna deal with this before you even

make your first final expense presentation I'm going to suggest

recording yourself while you're making your first couple of presentations so

you can go back and listen to yourself doing stupid stuff this will help you to

make changes in your presentation that can immediately affect your progress

during the early stages of your final expense sales training remember this is

a sales career and no one is waiting for you to come to their house with your

checkbook open you must learn how to do one call closes that means go to your

prospects house make a strong presentation with lots of energy and

excitement and enthusiasm and close the sale the first time that you meet them

this is also why you need to put everything you've got into your final

expense sales training I'm talking about a commitment

of six to eight hours a day not only while learning the process but at least

for your first year while you're out in the field selling check out the videos

on our channel called how to field underwrite like a seasoned pro how to

use I am your policy to close sales three great point of sale carriers to

lead with three non point-of-sale carriers to lead with how to design your

presentation and how to overcome the objection I have to speak with my

daughter or son first another important thing to learn is the insurance carrier

and product that you're going to lead with as an independent agent I believe

you should have multiple products to offer your prospects but first you have

to learn a primary carrier make sure you know the basic underwriting criteria for

that carrier how they view insulin diabetics heart conditions how they view

maintenance medication versus treatment COPD and psych or mental health issues

other things you need to know about your primary carrier are how to fill out the

application including how many signatures are required on the

application the form of payment that they allow what the underwriting entails

what you will need for the point-of-sale interview and what the carrier's

processes for faxing or uploading the application along with making

corrections to the application and other documents just make sure that you have

pre-printed pricing pages applications brochures the carriers medication knock

out list and/or medication guide and replacement forms with you at all times

you will also need to know the replacement laws in the state you're

working and exactly how to do replacements as this is a big part of

the final expense industry and is very important to your final expense sales

training once you've made the sale it's important to followup with the carrier

every single day until the policy gets issued after the policy is issued

you will need guidance on how to deliver the policy and get referrals I'm not

going to get into the method that I recommend for getting referrals as this

is something that you will learn from your upline or your training manager

stuff like this is why you want to have someone that knows the business helping

you with your final expense sales training the last thing you want is to

be working with someone that doesn't actually sell final expense or that

doesn't have a successful track record with

selling this insurance product the way I see it is this if you want to be good

you can simply increase the odds in your favor by working with someone that has a

proven track record in the business someone that has not only been where

you're at now but that is actually where you would like to be someday okay so

going back to being prepared for that very first sale you'll also want to have

a secondary carrier ready along with a guaranteed-issue carrier that will

accept people without asking any medical questions no matter who your primary

carrier is the foolproof secondary carrier that I suggest is security

national life and for guaranteed issue I recommend gerber life at the end of

this video I'll show you how to contact me directly for both of those carriers

highest paying contracts interesting enough one of the years that I was

security national life's top sales agent I may have actually been Gerber life's

top agent too one day I was speaking with an agent at the Gerber home office

and she said did you know that you're our biggest outside sales producer I

guess Gerber is all about the business because if this is actually true I

didn't even get a thank-you from them suckers hmm the next thing that you will

want is to have a system in place for saving cancellations and servicing your

clients saving cancellations is very important in our industry remember most

of our clients live on a low and fixed income they're just trying to survive

each month and tend to live month by month as soon as something comes up that

they might need or if their electricity bill jumps up in the summer time they

will often put that bill in front of the life insurance and the next thing you

know you're getting a letter in the mail from the insurance carrier stating that

your client didn't have the funds in their account for the insurance draft

the problem is that a week or two may actually go by before you even find out

about this and by then your client already spent all their money for the

month this is why you only want to set up your clients insurance to draft on

their social security income date and never ever after that day has passed

it's important to know how the carrier will allow you to deal with a double

drafting situation so that when you go back to that clients house you actually

have a game plan to get them back on to a monthly bank

draft saving these sales is important as this is part of the business and if you

want to make it in our industry you better be okay with going the extra

mile for just about all of your clients it's also important that your final

expense sales training includes a tried-and-true method for saving

cancellations unfortunately around 25 percent of the folks that we sell will

actually either never accept the policy in the first place or will end up

cancelling in their first year this is another reason why you want to make sure

that your trainer is experienced as a field agent and knows exactly how to

handle these situations again this is just another aspect of our business

check out the videos how to say final expense cancellations and how to

correctly set up a bank draft for people on social security something that I

brought up in the beginning of this video is leads without leads you have no

one to see if you don't have a couple thousand dollars put aside for your

business which when it comes to final expense sales is actually the leads

investment you're probably not going to last very long in this industry most

final expense agents fail in their first year not because a poor final expense

sales training but simply because they want to cut corners and won't invest

money into their own leads or they won't invest into that more expensive but

tried and true golden standard Direct Mail lead if you decide to go with an

agency that provides you with leads and they are giving you a discount on the

cost of leads or charging you for the leads out of the back end of your sales

or financing leads in other ways or giving you free leads you're most likely

taking a huge enormous ridiculous cut in commissions and are paying a lot more

for those discounted leads than if you paid upfront like an independent life

insurance agent with that being said the only lead that I prefer to always use is

the direct mail lead for face-to-face sales make sure that whoever you're

getting your final expense sales training from is teaching you how to

work with a fixed cost direct mail lead program avatar leads are now 100%

illegal so don't even think about using them most internet leads are complete

garbage and not worth the $2 that they cost life telemarket leads are good

and can be cost-effective if worked correctly but in most cases they're only

about 25% as effective as Direct Mail leads check out the videos called final

expense leads should you call your final expense leads what are the best days and

times to call final expense leads and why free final expense leads are always

the most expensive leads learning how to be an effective field underwriter is

very important and unfortunately tends to be an ongoing process that pretty

much takes forever this is why at our agency United final expense services we

go over field underwriting during just about every single one of our training

calls as you learn the final expense business you're going to find out that

different carriers have different niches that will ensure seniors with first-day

coverage folks with epilepsy angina schizophrenia

insulin dependent diabetics people with multiple sclerosis and a bunch of other

ailments can actually get first-day coverage with the right carriers

depending on what other health issues they may have

the best way to become an effective field underwriter is to check each

medication that your prospects are on and use the carriers field underwriting

and/or medication guides to learn how that specific carrier will view that

medication if a medication isn't on the carrier's medication guide use Google

it's important that you know exactly what each medication is for and not just

listen to what your prospect tells you that it's for check out the video called

how to field underwrite like a seasoned pro and an absolute must see video is

why you should run from any IMO or agency that doesn't have an open release

policy guys assuming you're using our final expense sales training channel to

get as much training as humanly possible here are some more videos that you will

also want to check out how to be successful in your first year selling

final expense how to double your sales by working outside the city how to use

energy and enthusiasm in your presentation and the most important

video that I can suggest is called learn my final expense sales system this video

is for those of you who actually are willing to invest into the business with

a few thousand dollars up front just like you'd invest into any new business

you'll see me dish the real skinny on what it takes if you

really have the dedication and initial funds or financial investment necessary

to make over a hundred and fifty thousand dollars a year selling final

expense life insurance remember it's impossible to put too much

time and effort into your final expense sales training if you would like to get

that free new agent sales kit that I mentioned earlier in this video or if

you'd like to find out about joining our agency so that you can get those huge

first year commissions along with access to the direct mail lead program that

some of the highest producing agents in the country are using and of course the

training necessary to be successful email me at Doug at UF es online.com

guys happy hunting and I wish you the very best of luck on your final expense

sales training