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WELCOME!
SELLING FINAL EXPENSE IN A GROWING MARKET
The four primary concerns for the 76 million Baby Boomers aging into the
market will be:
Doctors expense

Hospital expense
Prescription

Recovering at home after a procedure OR Not leaving a financial burden
to
their family/leaving a legacy (Final Expense Insurance)
WHAT ARE YOUR CLIENTS CHOICES?
Rely on family and friends
Spend down personal assets and savings
Borrow
Transfer the risk to a Final Expense Program
DISCOUNTED DOLLARS
To pay for these predictable expenses doesn’t it make sense
to use Discounted Dollars?

An Estimate of Final Expenses Today is between $6,000 $15,000. (National Funeral Directors Association)
So how do you address this need in such a growing market?
FINANCIAL HAZARDS WHEN THE DEATH OF
A LOVED ONE OCCURS
There are two financial hazards for seniors;

Final Expense Gap
Reduced Income
WHERE WILL THEY GET MONEY FOR FINAL EXPENSE?
Borrow
Cash
Family
Insurance For Final Expense
RESPONSIBILITY OF FINAL EXPENSES
PRE-FUNERAL HOME EXPENSES
Ambulance
Paramedical Fees
Hospital Emergency Room Charges
Physicians’ Fees
And other expenses
FUNERAL HOME EXPENSE
Professional Service Charges………………$500 - $1,200
Transfer of Deceased………………………….$175 - $300

Viewing Facilities (2 Days)…………………..$350 - $900
Other Preparations………………………..….$100 - $300
Hearse……………………………………………….$150 - $365
Casket………………………………………..……..$1,900 - $5,000
BURIAL EXPENSES
Cemetery Plot……………………………………$800 - $2,000
Headstone/Engraving………………………..$350 - $1,500
Opening/Closing Grave………………………$250 - $1,500
Embalming…………………………………………$200 - $700
AFTER FUNERAL EXPENSES
Probate & Miscellaneous Estate
Expenses
Unpaid Debts
Etc
REDUCED INCOME DUE TO A DEATH
THE PROBLEM
Reduced income can be financially devastating to a
surviving spouse, often leaving them dependent upon other
family members or government programs for help.
TARGET MARKET
Male - SS - $1,609.00
Retirement - 1,200.00
2,809.00
Wife – SS - $ 900.00
At husband death wife
keeps hers or spouse.
If she takes spouse she
“loses” $10,800 year –

Male – 65 Social Security
Retirement
Medicare
Medicare Supplement
Final Expense
Wife – 62 Major Med/Simplified
Issue
Critical Illness
At 65 she will age into Medicare

10 years - $108,000
THE NEED
Supplemental income to replace lost earnings.
THE SOLUTION
A plan that will provide a
source of income to the
surviving spouse to sustain
a normal lifestyle.

Male - SS - $1,609.00
Retirement - 1,200.00
2,809.00
Wife – SS - $ 900.00
At husband death wife
keeps her’s or spouse.
If she takes spouse she
“loses” $10,800 year –
10 years - $108,000
IT'S NOT SO MUCH A SALES SCRIPT AS ASKING
QUESTIONS AND GETTING THEM TO THINK.
QUESTIONS
1. Have you or someone your close to ever been responsible
for making funeral/cemetery/cremation arrangements when
someone died? How did it go for you [them]? How did it
create any financial problems?
2. Who will be responsible for your arrangements upon your
death? Is that person financially prepared for such an
emergency?
3. Do you have any children/grandchildren/favorite charity
that you would like to leave money to upon your death?
QUESTIONS
4. Upon your death, does your spouse have enough savings to protect
against the immediate loss of your income?
5. How much do you expect your funeral expenses to cost if you died
today?

How much do you think the same arrangements would cost if you lived to
age 80 or 90? (Use an inflation calculator to figure. If someone is 65 today and would have
an $8,500 funeral at today's price, that projects to $18,624 if they live to age 85 and $27,568 if
they live to age 95 figuring 4% annual inflation.)

6. Do you realize your bank accounts and assets are not available to your
children immediately upon your death? (Unless you have a joint account
which opens up a whole other set of problems.)
QUESTIONS
7. Are you aware there are final expense insurance policies
that can be paid with one single premium? ...An annual
payment? ...An affordable monthly premium?
8. Do you have any health conditions that have caused you
to be turned down for insurance coverage?
9. Who would be the beneficiary of your insurance policy?
10. If you don't take out a final expense policy, what
alternative plan will you use for your family?
FINAL EXPENSE PROGRAM
Benefits do not decrease
Premiums do not increase

Policy cannot be canceled because of your age or health
Protection from the very first day your policy takes effect
Benefits are paid Tax Free
Simple Application Process
FINAL EXPENSE PROGRAM CAN BE LEFT TO:
Their spouse
Their children
Their church
Their favorite charity
IT CAN BE USED TO:
Pay their final expenses
Provide income to a surviving spouse
Leave behind for special needs
WHAT ARE THE CHOICES?
Rely on family and friends
Spend down personal assets and savings
Borrow
Transfer the risk to a Final Expense Program
THE SOLUTION
A plan that will provide a
source of income to the
surviving spouse to sustain
a normal lifestyle.

Male - SS - $1,609.00
Retirement - 1,200.00
2,809.00
Wife – SS - $ 900.00
At husband death wife
keeps her’s or spouse.
If she takes spouse she
“loses” $10,800 year –
10 years - $108,000
THANK YOU!
Lloyd Lofton – 800.346.2198 office
865.776.7632 cell
lloydlofton@yahoo.com

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Selling final expense in a growing market

  • 2. SELLING FINAL EXPENSE IN A GROWING MARKET
  • 3. The four primary concerns for the 76 million Baby Boomers aging into the market will be: Doctors expense Hospital expense Prescription Recovering at home after a procedure OR Not leaving a financial burden to their family/leaving a legacy (Final Expense Insurance)
  • 4. WHAT ARE YOUR CLIENTS CHOICES? Rely on family and friends Spend down personal assets and savings Borrow Transfer the risk to a Final Expense Program
  • 5. DISCOUNTED DOLLARS To pay for these predictable expenses doesn’t it make sense to use Discounted Dollars? An Estimate of Final Expenses Today is between $6,000 $15,000. (National Funeral Directors Association) So how do you address this need in such a growing market?
  • 6. FINANCIAL HAZARDS WHEN THE DEATH OF A LOVED ONE OCCURS There are two financial hazards for seniors; Final Expense Gap Reduced Income
  • 7. WHERE WILL THEY GET MONEY FOR FINAL EXPENSE? Borrow Cash Family Insurance For Final Expense
  • 9. PRE-FUNERAL HOME EXPENSES Ambulance Paramedical Fees Hospital Emergency Room Charges Physicians’ Fees And other expenses
  • 10. FUNERAL HOME EXPENSE Professional Service Charges………………$500 - $1,200 Transfer of Deceased………………………….$175 - $300 Viewing Facilities (2 Days)…………………..$350 - $900 Other Preparations………………………..….$100 - $300 Hearse……………………………………………….$150 - $365 Casket………………………………………..……..$1,900 - $5,000
  • 11. BURIAL EXPENSES Cemetery Plot……………………………………$800 - $2,000 Headstone/Engraving………………………..$350 - $1,500 Opening/Closing Grave………………………$250 - $1,500 Embalming…………………………………………$200 - $700
  • 12. AFTER FUNERAL EXPENSES Probate & Miscellaneous Estate Expenses Unpaid Debts Etc
  • 13. REDUCED INCOME DUE TO A DEATH
  • 14. THE PROBLEM Reduced income can be financially devastating to a surviving spouse, often leaving them dependent upon other family members or government programs for help.
  • 15. TARGET MARKET Male - SS - $1,609.00 Retirement - 1,200.00 2,809.00 Wife – SS - $ 900.00 At husband death wife keeps hers or spouse. If she takes spouse she “loses” $10,800 year – Male – 65 Social Security Retirement Medicare Medicare Supplement Final Expense Wife – 62 Major Med/Simplified Issue Critical Illness At 65 she will age into Medicare 10 years - $108,000
  • 16. THE NEED Supplemental income to replace lost earnings.
  • 17. THE SOLUTION A plan that will provide a source of income to the surviving spouse to sustain a normal lifestyle. Male - SS - $1,609.00 Retirement - 1,200.00 2,809.00 Wife – SS - $ 900.00 At husband death wife keeps her’s or spouse. If she takes spouse she “loses” $10,800 year – 10 years - $108,000
  • 18. IT'S NOT SO MUCH A SALES SCRIPT AS ASKING QUESTIONS AND GETTING THEM TO THINK.
  • 19. QUESTIONS 1. Have you or someone your close to ever been responsible for making funeral/cemetery/cremation arrangements when someone died? How did it go for you [them]? How did it create any financial problems? 2. Who will be responsible for your arrangements upon your death? Is that person financially prepared for such an emergency? 3. Do you have any children/grandchildren/favorite charity that you would like to leave money to upon your death?
  • 20. QUESTIONS 4. Upon your death, does your spouse have enough savings to protect against the immediate loss of your income? 5. How much do you expect your funeral expenses to cost if you died today? How much do you think the same arrangements would cost if you lived to age 80 or 90? (Use an inflation calculator to figure. If someone is 65 today and would have an $8,500 funeral at today's price, that projects to $18,624 if they live to age 85 and $27,568 if they live to age 95 figuring 4% annual inflation.) 6. Do you realize your bank accounts and assets are not available to your children immediately upon your death? (Unless you have a joint account which opens up a whole other set of problems.)
  • 21. QUESTIONS 7. Are you aware there are final expense insurance policies that can be paid with one single premium? ...An annual payment? ...An affordable monthly premium? 8. Do you have any health conditions that have caused you to be turned down for insurance coverage? 9. Who would be the beneficiary of your insurance policy? 10. If you don't take out a final expense policy, what alternative plan will you use for your family?
  • 22. FINAL EXPENSE PROGRAM Benefits do not decrease Premiums do not increase Policy cannot be canceled because of your age or health Protection from the very first day your policy takes effect Benefits are paid Tax Free Simple Application Process
  • 23. FINAL EXPENSE PROGRAM CAN BE LEFT TO: Their spouse Their children Their church Their favorite charity
  • 24. IT CAN BE USED TO: Pay their final expenses Provide income to a surviving spouse Leave behind for special needs
  • 25. WHAT ARE THE CHOICES? Rely on family and friends Spend down personal assets and savings Borrow Transfer the risk to a Final Expense Program
  • 26. THE SOLUTION A plan that will provide a source of income to the surviving spouse to sustain a normal lifestyle. Male - SS - $1,609.00 Retirement - 1,200.00 2,809.00 Wife – SS - $ 900.00 At husband death wife keeps her’s or spouse. If she takes spouse she “loses” $10,800 year – 10 years - $108,000
  • 27. THANK YOU! Lloyd Lofton – 800.346.2198 office 865.776.7632 cell lloydlofton@yahoo.com