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How to Create a Final Expense Sales Script
This document provides guidance on creating a sales script for final expense life insurance policies. It outlines the product details, target customer type, value points around preventing funeral costs for loved ones, and pain points around rising funeral expenses. It also provides example questions to assess a customer's current funeral planning and insurance coverage, as well as their concerns about leaving expenses to family members. The document then gives suggestions for structuring a cold call, appointment, and email campaign scripts to sell these policies.
How to Create a Final Expense Sales Script
- 1. How to Createa Final Expense Sales Script
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- 3. • Final expense PRODUCT •Whole life insurance policy • Lasts the rest of your life PRODUCT TARGET • Designed to take care of funeral costs • people TARGET BUYER TYPE • Can borrow money from the policy’s cash value • Builds cash value • Rates never go up and benefits never go down
- 4. PRODUCT VALUE POINTS PRODUCTTARGET VALUE • Make something work better • Make something easier • Decrease time • Increase revenue • Decrease costs • Decrease risk • Improve visibility • Prevent family from paying their funeral costs • Minimize funeral expenses • Lock in funeral costs • Final expense • Whole life insurance policy • Lasts the rest of your life • Designed to take care of funeral costs • Can borrow money from the policy’s cash value • Builds cash value • Rates never go up and benefits never go down • Have money available for loved ones
- 5. VALUE POINTS • Familymember can often have to pay a lot for funeral expense • Funeral expenses can easily be a lot of money PAIN POINTS • Funeral costs continue to rise with or without inflation PRODUCT TARGET VALUE PAIN • Prevent family from paying their funeral costs • Minimize funeral expenses • Lock in funeral costs • Have money available for loved ones • Funeral expenses can often consume money for loved ones
- 6. PAIN POINTS • Howconcerned are you about passing funeral expenses to family members? • How do you feel about the amount you have set aside for funeral expenses? PAIN QUESTIONS • How concerned are you about costs rising for funeral-related items? PRODUCT TARGET VALUE PAIN QUESTIONS • Family member can often have to pay a lot for funeral expense • Funeral expenses can easily be a lot of money • Funeral costs continue to rise with or without inflation • Funeral expenses can often consume money for loved ones • How important is it for you to leave money for your loved ones?
- 7. • Do youhave a final expense policy or life insurance policy? • What type of life insurance do you currently have? CURRENT STATE QUESTIONS • When was the last time you considered other options in this area? PRODUCT TARGET VALUE PAIN QUESTIONS • When does your current agreement expire? • Have you been hospitalized for anything significant in the past 10 years? • Any history of stroke or cancer? Any form of tobacco nicotine use? • What is your height and weight? • Currently have what you sell? • Current vendor/provider • Current systems and processes • People in the organization • Current contracts and expiration dates • Size details – number of sites, people, systems, etc. • Current performance/stats (technical, marketing, financial, etc.) • Last time evaluated other options AREAS TO ASK ABOUT • What type of prescription medicine do you take?
- 8. PAIN POINTS •Family member can often have to pay a lot for funeral expense • Final expense policy CUSTOMER EXAMPLE • Prevent family from paying their funeral costs PRODUCT VALUE POINTS VALUE POINTS • Have money available for loved ones PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE
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- 12. Cold Call Script VALUE POINTS PAINPOINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT OPEN CLOSE
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- 14. Cold Email Campaigns Email#1 Email #2 Delay (1 or 2 weeks) Email #3 Delay (1 or 2 weeks) Email #4 Delay (1 or 2 weeks) Email #5 Delay (1 or 2 weeks) Email #6 Delay (1 or 2 weeks) VALUE POINTS PAIN POINTS PAIN QUESTIONS NAME DROP PRODUCT VALUE POINTS
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