The Best Final Expense Sales Presentation Ever

Arriving At The Prospects Home

When I arrive at the house, I like to park in the driveway because that is where family parks and they are more likely to greet me. I look for the door that they use the most and I go and knock on their door (usually the back or side door). While waiting for them to come to door, I look down at my clipboard and pretend to read. I try not to make any eye contact until they open the door.

When they open the door, I greet them as if they have been waiting for me all day long. “Mrs. Jones? My name is Joseph and the reason I’m stopping by today is because you recently sent this card in and it’s my job to bring you that information you requested. I’d really like to go over this with you, can I come in?”

If they say yes, GREAT!!! I’m in! If they say it’s not a good time, then I will schedule an appointment with them for the next day. Now you are off to your next one. Some people will let you in and some people will make appointments with you, some won’t be home. (Always make sure you go back or call if they’re not there.) Of course, some will slam the door in your face… ha (fortunately, not usually.)

At the end of the day, you should have made 3-4 presentations and scheduled 4-5 appointments. The point is, you are out there working and making money. I’ve honestly made $8000 in commission in one day!!! No joke.

Making Appointments

Rather then drive around all day, some people prefer to make appointments or hire someone to make appointments for them. Personally, I hired someone to do this for me. I schedule my appointments an hour and half apart. Usually it starts at 10:30am and ends at 7:30pm. I try to get 7 appointments a day, 4 days a week. I always make my appointments the day before because they forget if it’s more than one day away.

Script for Setting Appointments Yourself

Here is an appointment script you can use:

Good Afternoon ____________, This is ____________

I have in my hand, a pink card that you filled out and sent in requesting information on the Social Security Death Benefit Program.

Now, my job is to get this information out to you.

The address I have here is ___________________.

Is that correct?

Okay… Great!

On the card ________, you wrote down that you were 65 and that your wife was 63… is that correct?

Awesome, awesome…

Let me ask you a question: are you (you guys) working, retired or receiving disability?

Oh yeah, that’s good, that’s good… What time… do you/she/he get off work…

chit chat…

anyway, like I said, my job is to this information out to you and I can either get it out to you tomorrow at ______ or ______…

which is best for you?

Great…

Do you have a pen and paper handy or do you have your calendar in front of you?

I just want you to write down my first name… It’s Joseph. Last name Haworth, H-A….

Now put down there ______am/pm on ___________day… that’s tomorrow.

Well, I really appreciate your time, I look forward to meeting you and __________, at ______________am/pm _____day________.

Have a great day.

When you arrive at your appointment, smile BIG and assume you are getting in. Say you are there for the appointment and ask to come in. It’s easy to get in… most of them remember that you are coming.

Presentation

To put you at ease, I want you to know that I’m not a sales person at all. I’m the most passive, non pushy person you can imagine. There really is no trick to it. So relax your shoulders and have fun.

Once you are in the door, you compliment their home, their yard, their dog, the smell of the house… you know… whatever! Just compliment. My favorite one is to mention how clean the house is. If it is really clean, it means they work really hard at it and they appreciate someone noticing. As I’m walking in the house, I look at the pictures and I either ask who is in the pictures before I sit down or I ask later. In any case, seniors love to share their pictures so make sure you ask about them.

I’m always very casual and I do my best to avoid the sales presentation for about a half hour. I like to have them talk to me and tell me about themselves and their family and their problems etc. I honestly get sucked in. I’m right there, feeling their joy and pain and I’m concerned and interested. I don’t care about the insurance at that point. Eventually, you move to the presentation and by this time you are friends and this helps them listen and helps you know how to communicate to them. Here are the steps:

1. You tell them why they received the card and what it’s about.

2. You bring up the cost of a burial and the fact their family is going to have to pay $10,000.

3. You find out why they sent the card in.

4. Ask who their beneficiary is and if they have ever paid for a funeral (both these questions bring out emotion because they don’t want their kids to pay for the funeral and by asking if they have ever paid for one, this helps them remember the pain of paying all that money for a funeral.)

5. Ask them what medications they take and what they are for. Then you ask how their overall health is. “Have you had any heart problems, or kidney, or liver or lung problems? If so, when?” You need to know when because most applications only care about the past 2 years or so.

6. Now you know what they are going to be approved for and you can show them some prices. I usually write down 3 or 4 prices on the back of their lead card. I try to match what I think they can afford. Once I write them down, I go over the prices and then hand them the sheet. I say, “Now, Mrs. Jones, I want you to look over these three prices and you tell me which one is best for you?

7. Before I give them the prices, I tell them about an immediate benefit and a graded benefit. The immediate benefit means that their family will get the full face amount if they died even after only one payment. The graded policy, however, makes them wait two years before they have full coverage. To find out which one they qualify for, I have to ask the questions on the application. (However, if you asked enough questions earlier, you already know….)

8. Before I ask the immediate benefit questions, I ask them to pick out a price first. (This is called asking for the sale. You have to ask for the sale or you will not sell!!! Plain and simple). Knowing the price they will pay helps with the next step. When you know they qualify for immediate benefits, after you ask the appropriate questions (that you already know the answers to), you stand up and congratulate them.

9. At that point, all you have to do is ask for their personal information. “Mrs. Jones, can I see your SSN and Drivers License”… the point is that you start writing the application.

We hope you will join us to see the full presentation in print, audio and on video.

Presentation Techniques – 7 Ways to Captivate Your Audience

If you’ve been tasked with giving a presentation, you want to impact and impress your listeners. Experienced presenters know that careful preparation is essential. Take the time to consider your strategy in advance and start strong.  Your audience will sum up your style of presenting within the first few seconds, and if it is unexciting, you’ve lost their interest for the rest of your session.

You may even find that your presentation will be captured on video for future use in online events. That means that your lecture will be offered indefinitely, good or bad, so take these tips into consideration and make your presentation count for both your live and virtual audiences!

People Do Judge a Book by its Cover.  Before the audience has the chance to assess you on the quality of content you will be sharing with them, they gauge your professionalism and significance by the way you carry yourself. Wear a jacket, or better yet, a suit. Dark colors, such as black or blue appear most professional and look good on camera as well.  Consider a trim and neat haircut or hairstyle and limit amount of jewelry and accessories.

Learn the Subject, Not the Script. You need to know your subject matter inside and out. The audience is coming to learn from you, hear your ideas, and come away with a slice of your expertise on the topic. Anyone can simply do research on a subject matter, jot down a script and read from it. If your audience witnesses you taking this route, your credibility is weakened, and you’ve just joined the ranks of the “boring presenters”. If your presentation will be available online, you want to make sure your content and delivery is stimulating to avoid being “closed out” prematurely due to lack of interest. Thoroughly knowing the content will also ensure your ability to answer any range of questions asked if you incorporate a Q&A session at the end.

One Theme – Four Main Points. Your overall presentation should revolve around a main theme. And with that theme, try to bullet out up to four points during your speech. Though you have been called upon to provide a presentation and share your knowledge, that doesn’t mean you need to cram everything you know into your slotted delivery time.  Your audience should be able to walk away from your informational session having learned the topic and be able to recount at least two of the main points that were discussed.

Say It, Don’t Display It. Simple and visually stimulating slides are key to an effective PowerPoint presentation. Limit the amount of text on each slide. Narration should come from the presenter and need not be transcribed on the PowerPoint slides.  Slides are great for graphs, charts, statistics, and main bullet points – keep their use limited to that.   Stay away from “eye charts”-slides crammed with so much content that only those with 20-10 vision can read them. They are deadly with a live audience, and even worse online.

Arrive Early.  Nothing shakes nerves like running late to your presentation – trying to beat the clock and set up before your audience starts walking through the door. Allow ample time to arrive, ensure all equipment is working correctly, check the accuracy of your slides, and adjust lights and temperature in the room to comfortable settings. Particularly if your presentation will be video captured, you may face additional technical issues that will take time to resolve. It is also a great idea to find and meet the A/V or technical contact in case you have a glitch and need a quick equipment fix.

Deliver, Don’t Distract. Delivery is an art that is honed with experience and practice; however, even seasoned presenters can keep certain tips in mind during their delivery to ensure they make an impact – in a good way. Avoid distracting movements during your presentation such as touching your face, swaying back and forth, jerky hand motions, and fidgeting with clothes. Hesitations in voice, filler words such as “um” and “uh”, and awkward pauses as you try to find your place are all recipes for a distracted physical and virtual audience. Practice your speech repeatedly. The more comfortable you feel with the subject, your presentation, and its delivery – the more confident you will come across, reducing all the awkward aspects that come with unpreparedness.

Yes, Feedback is Necessary. Though it might be intimidating to open the door to critiques, it shows true professionalism when you ask your colleagues for feedback. It displays your desire to address any weaknesses and your will to work on improving them. Pass out brief questionnaires at the end of your presentation to get your audience’s fresh reaction to your presentation.  Provide the same opportunity for your virtual audience via online polls or surveys. Don’t take the negative comments to heart, incorporate them to make corrections in your next speech. Soak in the numerous positive remarks received and applaud yourself on a successful presentation.

Summary. Relax. You’ve been asked to give a presentation because you are viewed as a person who is knowledgeable, competent, and respected. Imagine yourself in the audience and base the structure of your presentation on what you would find interesting – as far as engaging material and stimulating delivery methods. Keep ideas concise, know your subject matter, and above all else, practice your speech to exhaustion. Your thorough preparation will benefit your physical audience as well as ensure a top-notch delivery each and every time your session is selected and downloaded by virtual viewers.

Tips to Prepare for a Work Presentation

It is not always an easy task when you have to speak in front of others. Some speakers may leave the podium pouring with sweat. Actually, by having little preparation, you will be able to deliver an informative presentation easily. By checking out the following tips, you will get the help for preparing your presentation as well as implementing a good presentation.

Firstly, you should get the details. If your boss asks you to give a presentation, you do not have to be panic. Even if you are stunned at the first and cannot ask questions, you need to give yourself time for regrouping. After you are ready, you can start to get many details as possible. Try to find out the time and the location you are going to give presentation, who the audience is, and how many people will attend there.

Secondly, you have to consider about the audience. It is very important for you to know your audience in order to setting up and deliver an effective presentation. You should know whether you are going to speak in front of small or large group, young or old people, male or female audience, and so forth.

Thirdly, you need to explore your setting. If you are a person who likes setting matters, it is suggested for you to visit the room you are going to speak in. You can try to get a feel for the lighting and the layout of the room. If it is necessary, you can make some notes about certain things like projectors and boards that can be used as visual aids. By knowing your setting, it can put yourself at ease.

Lastly, you need to consider about the technology. Using PowerPoint can be very effective to help you in reiterating your talking points, taking some attentions from the audience, and also giving great visual points for your audience.