The narrator introduces Chris, an experienced final expense agent who recently started using the narrator's platform. Chris went from writing around $4,000 in annualized premium (AP) per week to around $11,000 per week after joining.
Chris builds rapport and trust with prospects before presenting prices to minimize objections. He relates to them through things like weather, landmarks, and medical situations. This makes them see him as legitimate and able to help unlike other agents.
When prospects say they need time to think or talk to family, Chris explains the insurer allows payment plans so decisions can wait. He sets tentative start dates in the future so prospects don't feel pressured.
On Mondays, Chris calls unclosed leads from the prior week. Though unlikely, a small percentage convert, making otherwise bad weeks profitable. He "triple dials," calling thrice in quick succession, as people often ignore unknown numbers once but answer repeat calls.
Chris advises new agents to commit to 8-10 hour days with at least 75 calls. This workload guarantees opportunities and sales despite inexperience. Consistency, not talent, brings success.
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The narrator explains the script and psychology used when overcoming objections during final expense insurance sales calls. Key parts of the script include: verifying the prospect's name and details, reminding them of the previous call, and confirming their interest in a new state-regulated burial insurance program.
Common objections like "I already have coverage" are often just initial complaints, not true objections. The narrator persistently overcomes them by offering to simply drop off information or get the prospect off calling lists. This gets appointments despite objections.
Appointment-setting tactics involve: giving morning/afternoon options, confirming addresses, asking for directions, and recording the appointment. This ensures the prospect remembers and is there. The narrator shares a story where a seemingly uninterested prospect ended up buying 3 policies in a long appointment.
The key advice is: don't pre-qualify or make assumptions - be relentless overcoming objections to get in front of people. Even uninterested prospects often forget objections and end up buying.
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The narrator provides two strategies for overcoming the "I want to think about it" objection when selling final expense insurance over the phone:
1. Schedule a follow-up call, then ask what specifically they want to think about before ending the call. This removes sales pressure so they'll likely open up. Then you can address their real objection directly.
2. Get them to admit their normal decision-making process causes procrastination. Then walk them through why they should decide now. If done correctly, they'll tell you why they want coverage immediately.
The key is asking the right questions to uncover their real objection, not just accepting "I want to think about it." Help them change their thinking so they decide to move forward today.
Overall strategies: Practice tone and delivery. Read objections off a screen if needed. Schedule specific follow-up calls, don't let them off the hook. These approaches increase persistency rates.
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The narrator says most insurance professionals struggle with overcoming objections when closing sales. He shares a formula to increase closing percentages for face-to-face life insurance sales.
He emphasizes the importance of studying, memorizing, and practicing your sales presentation to avoid objections. Spend time memorizing your presentation paragraph-by-paragraph until you've mastered it.
He says objections usually come down to affordability and trust. When you get an objection, address the need by referring to the beneficiary's name. Then do a price drop close, showing them a lower coverage option.
If they still object, build more rapport by showing your insurance license and reassuring them you would never jeopardize it. Get back to addressing the need and do another price drop close.
Wash, rinse and repeat - address affordability with price drops and address trust by building rapport. Bring up the beneficiary's name and need throughout.
At the end, the narrator offers his pricing page and medical history page and information about his final expense sales team.
David Dewford, owner of DeFord Insurance Group, provides strategies for overcoming common objections when setting final expense insurance appointments. He demonstrates rebuttals to five objections: "I'm busy," "I already have life insurance," "Send me something in the mail," "I'm broke," and "I'm all set."
The narrator explains that often the stated objection is not the real reason for resistance. People react defensively to sales calls and give knee-jerk responses. The rebuttal script is designed to address people's underlying fear and resistance to appointments. By focusing on only needing five minutes and letting people decide what to do, it lowers barriers to further discussion.
The narrator uses nearly the same script for all five objections. He advises agents to use this script as an effective way to book more appointments and ultimately sell more insurance.