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Prospecting without Leads Versus Selling with Leads

Not everyone has money for leads, and that’s ok. The truth of the matter is that there are many agents that sell final expense successfully, without a lead. I actually know a final expense agent that has been selling face to face for years, and swears that he has never purchased a lead before. This dude simply works a cold list and door knocks everyone that he sells. Now here’s the kicker! He actually makes over $100,000 a year doing...

Already selling insurance products? If you’re already licensed, why not offer Final Expense Life insurance?

There are a lot of insurance agencies that specialize in the final expense market, who just don’t seem to pay their agents very well. Most of these same agencies don’t even offer first day vesting. This means, if the agent doesn’t stick around for the first couple of years, they lose all of their renewals. Sounds more like a hostage scenario, than an insurance sales position if you ask me! Most of the competing agencies here in the Fort Lauderdale...

How to build rapport through a strong presentation blog

A strong final expense presentation will not only help you build rapport, but it will make it that much easier for you to close more sales. In all reality, this is really just good ole, common sense, but it’s something I think needs to be addressed. Not every sales person has a super friendly and outgoing personality. We don’t all have the ability to make a lot of small talk and build rapport with someone we...

Thinking about selling final expense life insurance?

There are a lot of insurance agencies that specialize in the final expense market, who just don’t seem to pay their agents very well. Most of these same agencies don’t even offer first day vesting. This means, if the agent doesn’t stick around for the first couple of years, they lose all of their renewals. Sounds more like a hostage scenario, than an insurance sales position if you ask me! Most of the competing agencies here in the Fort Lauderdale...

Pivoting to Final Expense from Medicare, and Health Insurance

Many health insurance agents are struggling. They are being pushed out of business due to the changes that are going on today with The Affordable Healthcare Act. Unfortunately, the insurance carriers have had to adapt to this new marketplace and the health insurance agents are not needed the way they were a few years ago. The Medicare Advantage sales market is another industry that has changed. Every year the laws and regulations seem to get tougher. The annual training and requirements...

Why do agents fail at selling final expense and other life insurance products?

1. Having access to training is important but no matter how you slice it, it’s up to the agent to memorize the final expense sales process. Unfortunately, agents that don’t spend time memorizing a good presentation, end up fumbling around while they are with their prospects, and out they go. Think about it! If someone is making a sales presentation to you, and they don’t appear to know what exactly what they are doing, you won’t buy. If they are...