How important is it, to have a strong final expense presentation?
A strong final expense presentation will make it possible for you to make more sales and will make it easier for you to build rapport. It will make it easier for you close more sales therefore, you will get less objections to overcome. Your life in our industry will be easier with a strong presentation than without. So yes, it’s extremely important to make a strong presentation in every home you sit down in. I can’t stress how important it is to spend a lot of time learning and memorizing your presentation. In all reality, this is just good ole, common sense, but it’s something I think needs to be addressed.
You see, in my experience, the agents that have the most problems right from the start, are the same agents that don’t do what it takes to learn the presentation. The more time you spend on memorizing your presentation, the sooner you will cut through the learning curve. If you spend several hours a day and don’t stop working on your presentation, you will make more sales when you hit the field. When you try to wing it right from the start, the chances of you failing out goes up. On the other hand, if you study and memorize several hours every day, for weeks on end, the chances of you being successful will go up immediately. Understand, this is just another reason that work ethic is important during your training and this is why I put a lot of time and energy talking about this topic.
Something to think about while learning your final expense presentation!
Not every sales person has a super friendly and outgoing personality. We don’t all have the ability to make a lot of small talk and build rapport with someone we just met. Building rapport is a part of every sales presentation and is extremely important. Unfortunately, it’s also one of the hardest things for a sales person to do. In all honesty, for years I relied on my sales presentations to basically close sales for me. This may be the same situation for you.
When I first got into life insurance sales, I really didn’t know what I was doing. I was terrible at having natural conversations and building rapport. One of the first things that I learned was that it’s important to be able to make a strong and solid presentation, so that it sounds like I have been in the business for years. As I already mentioned, this takes a lot of studying and time consumption. You have to practice all day, every day, until your presentation rolls off your tongue with ease. The benefits of having a strong presentation are many. If you’re presentation is strong, it can make up for a lot of mistakes that you might make and can often make up for a lack of rapport building skill.
What else do I need to know?
While making a strong final expense presentation, it’s important to keep your energy level up and show strong and positive body language. If you are slouching or sounding monotone, or struggling to get through your presentation, you will lose sales. This is actually just commons sense but it’s important to think about. When we are making a final expense presentation, it’s normal to get comfortable. That’s when we start making mistakes and that’s when we start to go off script or start showing poor body language. This is also when we lose easy, “lay down” sales.
Now on the other hand, nothing builds trust and rapport like a solid final expense presentation! Here are a few things that you will want to have during your sales presentation.
1. Make sure to sound strong and secure
2. Have great body language
3. Make sure your presentation rolls right off your tongue with ease. In other words practice like your life depends on it. lol
What are the aspects of a good presentation?
There are a few things that need to be accomplished in every presentation. First off, you want to find the need for the insurance. I suggest doing this right at the beginning of the presentation. If you can find the need and talk about who gets stuck with the burial costs, you will see that a lot of prospects sell themselves. The second thing that I like to do, is use a personal commercial. By using a personal commercial, you will be able to build rapport and separate yourself from the pack. The last thing you want is to be “another” insurance salesman. The third thing you need to do is find the best product for that specific client. Then show them multiple options, and close the sale!
If you don’t have a strong technique for closing and overcoming objections, you will be in trouble. This is where having access to good training can make a big difference in your success and is something that UFES specializes in. If you would like to get an idea of what we do in our training, Check out our YouTube training channel!
Remember this about your final expense presentation!
Appearances are important. If you look like you know what the heck you’re talking about, even if you don’t, you’re better off. During your presentation, the prospect should naturally start to lower their defensive security wall and naturally get comfortable with you. This should make your life a lot easier as you will get fewer objections to overcome and have more or those easy “lay-down” sales. If you do everything within your abilities to build rapport during your final expense presentation, the chances of you being successful in our industry are going to be higher. This can go in the opposite direction too. If you’re lazy about learning the presentation, and don’t really have it down, you will struggle and likely fail. Work ethic is important and will make a difference between your success and failure. Remember, your final expense presentation will absolutely make a big difference.
What else can I do to increase my chances of success with final expense sales?
There are several things that you can do to increase your chances of being a successful agent. The first thing you will want is to be contracted and working under someone that is available and willing to spend extra time with you. If you’re new, you might be better off finding a local office that specializes in final expense sales. The best training that I ever received was when I was in the mortgage protection industry. Back then we were required to come into the office 5 days a week. Every day we went over different sales scenarios and did different training. This was a game changer for me. I was able to take my training and utilize it while designing my original final expense presentation. Unfortunately, I gave up a big chunk of commission for this training and if you work out of a local office, you will too.
You also want to have competitive products. With the right carriers, you won’t have to worry about having your sales replaced. You see, it’s important to have really competitive carriers that are also easy to deal with and are easy to get approvals with. Unfortunately, most IMO’s are limited on what they bring to the table and are lacking in the area of competitive carriers. What’s the use of making a great presentation, and then closing a sale on someone that will likely cancel, because the policy you sold them was overpriced? In our industry, you want to be a replacement artist not not the guy that everyone replaces. Doing life insurance replacements is a big part of our industry.
My final expense presentation rocks but I only want to work part time!
Working part time in our industry is doable as long as you have the work ethic to do follow up on the few sales that you make. Most people that want to work part time do this because the lack work ethic. Work ethic is the most important thing to have for anyone’s success. Most people are lacking in this area and this is why the failure rates for new businesses are so high. A lot of people will enter a new business with a “let’s give it a shot” attitude. The problem here, is that success doesn’t come from trying. It comes from commitment.
The more time and effort that we put into something, like your final expense presentation, the most likely we are at succeeding. There are a lot of shady IMO’s that recruit agents under false pretenses. The agents are lead to believe that the final expense market is really easy to succeed in. This attracts lazy dreamers that lack work ethic and these are the agents that usually end up hopping around from one IMO to the next. If you put everything you have into something, the results will always be better than doing it halfway.