How to Create a Final Expense Sales Script

1. How to Create a Final Expense Sales Script

2. Disclaimer
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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
PRODUCT TARGET 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
• Family member 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
• How concerned 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 you have 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

9. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

11. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

12. Cold Call Script
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
OPEN
CLOSE

13. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
PRODUCT
PAIN
QUESTIONS
DISCOVERY
OPEN
CLOSE
CURRENT
STATE
PAIN POINTS
PRODUCT
NAME DROP
First Appointment Script

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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