No one likes to think that someday they will die. In fact, most people are inclined to avoid the idea and the topic completely. That is where things get really difficult, because end-of-life expenses may cost as much as a year of schooling in a private liberal arts college. Recently, new insurance products that cover these final expenses have come into use, but the problem is getting people to buy them. Here is how to take the most away from your final expense training and sell these new insurance products with sensitivity.
Segue from Life Insurance
Life insurance is something most people want. It ensures that, whatever way they die or however they die (short of suicide), their families and their debts will be taken care of. Life insurance sales are the perfect segue from talking about life to talking about death, since it is the ultimate and natural direction to take with this conversation. Then you can easily talk about final expense insurance and what this product covers.
Ask about Preparations for the Future
Retirement is an easy subject to talk about. From this, you can lead into funeral preparations. Many people try to do some preparations for funeral expenses in advance, such as picking out a graveyard or mausoleum plot or paying for a headstone in advance. As the topic heads in this direction, ask the customers if they know anything about final expense insurance. If they do not, you can continue the conversation, talking about all of the benefits of this particular insurance product.
Discussing Final Expense Insurance with the Critically Ill
This may be your hardest type of consumer. The family is still holding on to hope that their loved one will suddenly and miraculously recover. The person who is critically ill may not be lucid enough to discuss the product. Suggest all of the benefits in which this type of insurance could really be of help in the future, thereby leaving the family with hope but still leaving the door open for a sale. Most consumers will see the benefits and usefulness of such a product if given time to think about it on their own.
Leave Brochures in Funeral Homes
Finally, it is a good idea to leave brochures in places where such an insurance product really makes sense. Funeral homes are a good example. You can leave your brochures on the tables in the hallways, where many people come in and out all the time. Hospitals are another, as are nursing homes.
For more information, contact a business like Senior Solutions.