Final Expense Life Insurance Stand Alone Form Fill Approach:
Even on their best day, long form, real-time FEX (Final Expense) leads only close at 15%….Many times it’s much lower. This means 85%+ of these people still need help, and with agents needing an average of $200 cost per aquisition or less, there’s not a lot of margin for burning expensive real time leads. There are many reasons the consumer did not buy from the first salesperson they spoke with: Their financial situation wasn’t ideal at the time but may have changed, the first salesperson was too pushy after his 10th cup of espresso, or the consumer had their “Sales” shield up – knowing it was a sales call….Maybe their wife just yelled at them!
That’s why a quality control approach works. When investigating a consumer’s previous experience first, your staff can get to the real reason they didn’t buy. Use this ammo to help the consumer solve their need and build trust.
Step 1: Establish A Quality Control Call
Make this a quality control call – Not a sales call. Embrace the part of “Quality Control” with a smile and voice inflection. If the consumer attempts to hang up – be sure to establish that you are jusssst looking for information and trying to help.
“Good Morning/Afternoon/Evening is this (NAME)? Hey NAME this is (REP) in the quality control department of (Life Insurance United) …..It looks like you spoke to someone awhile back about low cost guaranteed issuance funeral insurance…..I didn’t see you sign up with us….and I just wanted to see what might’ve went wrong and that you got all the correction information.
“What is this about?” – “Who are you?” – “Did I speak with you?”
“Not trying to sell you anything…it looks like you spoke to SOMEONE about low cost life insurance to cover your family from the burden of funeral expenses…but I JUST want to make sure somewhat answered your questions and met your needs – Can you tell me what happened?
Step 2: Interview for Information
Get the consumer talking about what happened. Was the previous sales rep able to answer all of their questions? Was he knowledgeable? What were they trying to do…..back then? – Did they get it accomplished? What kind of Program were they looking for, perhaps they have interest in Medicare savings as well?
If response is “Did not accomplish”
“I’m glad I called you – in the quality control department I have access to products and programs others don’t have access to….”
GO INTO PITCH
If response is “Accomplished”
“I’m happy to hear that. But could you tell me how much you’re paying for that plan and what it covers? I just to make sure you have the best possible program. We have access to products and programs others don’t have access to….”
INTERVIEW ON PROGRAM
Suggested Dialer Systems for Automation:
Sample Final Expense texting Script:
This is for information only. We are not legal representatives. Please check with your legal counsel to ensure texting fits into your overall marketing plan.
Suggested Systems for Automation:
“Hi is this <name>?”
Yes, who is this?
“This is John, I was reaching out to some older leads of people asking for low cost life insurance. I know it’s annoying when people call 🙂
“Can I give you a 5 minute quote?”
- Response
Send digital business card “This is me”
(Get them talking) – Do you have any insurance now?
