HOW TO MASTER THE ART OF CLOSING THE FINAL …

[Pages:58]HOW TO MASTER THE ART OF CLOSING THE FINAL EXPENSE

SALE

GARY W. KEITH GARYWKEITH8@ 919-349-4478

FAMILY AND BACKGROUND

RESIDE IN RALEIGH, NC FOR 34 YEARS MARRIED TO PEGGY FOR 33 YEARS 4 BOYS AND 4 GIRLS; 6 GRANDKIDS IN THE INSURANCE INDUSTRY FOR 25

YEARS SPECIALIZED IN FINAL EXPENSE FOR

THE LAST 7 YEARS PERSONALLY SOLD OVER 300K IN A

YEAR FOR A COUPLE YEARS

BUILT AND MANAGED A TEAM SELLING OVER 5 MILLION A YEAR

NICKNAME: "ROCKY" TEAM NAME: "TEAM ROCKY" TEAM MANTRA: "EYE OF THE TIGER"

PURPOSE BEHIND TODAY'S TRAINING

? LEARN HOW TO INCREASE MY "DAY TIME" ACTIVITY ? LEARN HOW TO INCREASE MY SALES AND INCOME ? LEARN ABOUT THE FINAL EXPENSE DEMOGRAPHICS ? LEARN THE MINDSET OF A FINAL EXPENSE CLIENT ? LEARN THE "DAY OF" PHONE APPROACH ? LEARN HOW TO "HOT KNOCK" AND GET RIGHT IN RIGHT NOW ? LEARN A "FOOL PROOF" PRESENTATION-CLOSING 9 OUT OF 10 ? LEARN HOW TO "PLACE AND STICK" 8 OUT OF 10 ? LEARN HOW TO "BRAND" YOURSELF TO GET REPEAT BUSINESS

IN OTHER WORDS, I WILL HELP YOU GET YOUR PHD TODAY IN SELLING FINAL EXPENSE.

P = POOR (HUMBLE, COACHABLE, TEACHABLE)

H = HUNGRY (STARTS EARLY, WORKS LATE, TEAM PLAYER-ALWAYS LEARNING AND ALWAYS SHARING, POSITIVE ATTITUDE)

D = DRIVEN (WANTS TO BE THE BEST, COMPETITIVE, KEEPS A

BALANCE IN LIFE, NEVER SAY QUIT ATTITUDE)

READY TO GET YOUR PHD?

BUCKLE IN, HANG ON TIGHT, ROLL UP YOUR SLEEVES AND LET'S GO TO WORK!!!!!

UNDERSTANDING THE MARKET AND DEMOGRAPHICS

? MIDDLE AMERICA AND BELOW ON THE ECONOMIC TOTEM POLE ? BEEN DOWNSIZED, LAID OFF, CUT BACK, MERGED OUT, DISABLED, RETIRED EARLY ? WOKE UP ONE MORNING AT AGE 55, 60, 65 AND REALIZED NO LIFE INSURANCE ? HAD LIFE INSURANCE ALL THOSE YEARS ON THE JOB BUT WASN'T PORTABLE ? DIDN'T PREPARE EARLIER WITH A PERSONAL POLICY THEY CONTROLLED ? NOW HAS 2 THINGS WORKING AGAINST THEM-AGE AND HEALTH

UNDERSTANDING THE MARKET AND DEMOGRAPHICS (PART 2)

? DEVELOPED DIABETES, HBP, MINI-STROKES, HEART ATTACKS, COPD, CANCER, ETC ? YOUR BLUE CHIP COMPANY'S AND YOUR TYPICAL HIGH END MARKET AGENTS WON'T

GIVE THESE FOLKS THE TIME OF DAY ? VERY UNDERSERVED MARKET AND THE SERVICE THEY GET(BUYING INSURANCE

THROUGH THE MAIL OR THROUGH A TV COMMERCIAL) IS OFTEN NOT RIGHT FOR THEM ? HUMBLE, SALT OF THE EARTH, UNASSUMING CLIENTELE ? MORE HUGS, TEARS AND FOOD OF ANY CLIENTELE ? BEST REFERRAL GENERATING MARKET IN THE INSURANCE INDUSTRY

UNDERSTANDING THE MARKET AND

DEMOGRAPHICS (PART 3)

? YOU DON'T GET RICH QUICK BUT GET RICH SLOW AND STEADY

? IN THE SOUTHEAST, THESE ARE GOD FEARING, CHURCH GOING, AN IMPERFECT BUT TRYING PEOPLE WITH A GOOD HEART AND TYPICALLY A FARMING/ BLUE COLLAR BACKGROUND

? SOME OF THIS MARKET MAY NOT BE THE MOST EDUCATED "BOOK WISE" BUT THEY ARE FULL OF "LIFE" WISDOM-WILL READ YOU LIKE A BOOK-TRUST AND CREDIBILITY ARE KEY

? THIS MARKET IS NOT DRIVEN BY A SCHEDULE TYPICALLY-GETS UP LATE-EATS BREAKFAST LATE-MS. BETTY MAY STILL BE IN HER HOUSECOAT AT 1 IN THE AFTERNOON

? SHE TYPICALLY LOVES THE "PRICE IS RIGHT", JUDGE JUDY, JERRY SPRINGER AND OF COURSE THE WESTERN CHANNEL

? IN THIS MARKET, I RARELY BOOK AN APPOINTMENT ANY FURTHER THAN A DAY OUT. MOST OF MY APPOINTMENTS ARE "DAY OF" PHONE CALLS OR WHAT I CALL "HOT KNOCKS"

? THERE ARE KEY IMPACT WORDS AND PHRASES THAT MUST BE USED ON THE PHONE, AT THE DOOR AND IN THE HOUSE TO CLOSE AT A VERY HIGH LEVEL

$50 A MONTH IS AVERAGE PREMIUM

$600 AP IS AVERAGE SALE

10-15 APPS A WEEK ?FULL TIME-20 LEADS A WEEK

5-7 APPS A WEEK-PART TIME-FILL IN WITH MP

SOLD 17 APPS-$13,500APFIRST WEEK IN JANUARY

SOLD 62 APPS- $53, 782 AP- MONTH OF JANUARY

PHONE AND DOOR APPROACHES

2 TYPES OF LEADS: TELE-MARKETED/DIRECT MAIL TELEMARKETED LEAD

? PROACTIVE APPROACH-WE INITIATE AN OUTBOUND CALL TO DRUM UP INTEREST ? WE SPEAK TO THEM ABOUT THE "STATE APPROVED FINAL EXPENSE PROGRAM"AVAILABLE IN THEIR AREA ? THEY USE AGENTS NAME THROUGHOUT THE CALL ? THE TM ASKS "HOW MUCH COVERAGE WOULD THEY BE INTERESTED IN" ? THE TM ASKS THEM THEIR FAVORITE COLOR FOR SECURITY PURPOSES ? THE TM SAYS THE AGENT WILL FOLLOW UP IN THE NEXT 24 HOURS TO GET THEM THE INFO ? MUST BE CALLED AN FOLLOWED UP WITH IMMEDIATELY ? USE THE TM'S NAME TO ESTABLISH CREDIBILITY ? CALL A COUPLE OF TIMES-IF NO ANSWER-THEN "HOT KNOCK" ? USE IMPACT WORDS AND PHRASES-"CERTAIN BENEFITS YOUR ARE ENTITLED TO AND QUALIFY FOR" ? SCHEDULE "DAY OF" APPOINTMENT IF POSSIBLE

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