The FE script works as follows:
“Hi, is this Mr. Smith?”
“Yes, who is this?”
“Hi Mr. Smith, my name is Mr. Agent and I’m calling you because I’m helping folks cover 100% of the cost of their funeral and other final expenses with inexpensive final expense policies, would you like to find out how affordable it would be for you to have that taken care of?”
From there you’ll have a clear yes or no and either the conversation will progress and you’ll book an appointment (remember to not get into price until you get to the appointment) or you’ll get told to move on to someone else. Either way, you’ll know quickly what the result of the call was and in the event a prospect does respond favorably, the expectations have already been set such that the prospect knows what to expect from you and you know what you can expect from them. One other mistake many agents make is they ask qualifying health and financial questions before they go on the appointment. While it’s perfectly understandable that an agent does not want to invest their time with someone they have no chance of being able to help, it’s also important to consider that seniors are warned about the dangers of providing personal health and banking information over the phone, so asking for this information may actually ruin a perfectly good lead. If you find that in your area you are seeing an unusually high number of seniors without the appropriate banking accounts to be able to enroll in final expense plans you may want to adjust the geography of where you’re calling or start asking about banking information, but generally you’ll be fine without it. If you find yourself in a number of situations where your prospects do not qualify for products based on their health, you can consider adding more carriers to your portfolio so you have a place you can write the high-risk business.
Thank you for taking the time to read through this article and hopefully you found it helpful. If you have any questions or suggestions please feel free to let us know!