According to the 2010 National

Funeral Directors Association’s

General Price List Survey, the

average cost of a funeral is:

$6,560*

with a vault $7,775*

*Does not include cemetery,

monument/marker, flowers or obituaries

National Average Funeral Expense

The most effective presentations are

made up of three parts:

1. Warm up

2. Presentation to build the need

3. Offering and close

We call this:

Our Three Part Sales

System!!!

In-home Presentation

 Client warm up questions (at least 15 minutes)

1. Has anyone in your family or close to you had

to pay for a funeral or other final expenses?

2. Do you know how much Social Security pays

for a death benefit? ($255)

3. Are you a veteran? ($750)

4. Do you have any funds or a program set up to

pay for your funeral and other final expenses?

5. How would your family pay for/handle your

final expenses and funeral arrangements?

6. How’s your health? 

Final Expense Sales Sequence

Ms. Jones based on what you’ve told me I want to

show you something we do at Legacy Safeguard

that’s a little different. You can buy insurance

anywhere, through the mail, over the phone,

television or on the internet. What we have is a true

funeral planning service available. When the time

comes Legacy Safeguard can help your family avoid

overspending in the midst of grief by negotiating

the funeral price with the funeral homes. Your

Legacy Safeguard advisor can contact the funeral

home to evaluate service options while potentially

saving your family thousands of dollars.

Legacy Safeguard is on call 24/7 to provide support

for survivors in various ways.

Transition Phrase

I want to show you a short video so

you can see exactly how this works.

SHOW VIDEO,

SHOW VIDEO,

SHOW VIDEO!!!

Transition Phrase

Legacy Safeguard

Videohttp://www.legacysafeguard.org/dvd/

Now, Ms. Jones, after watching

the video:

1. What did you think about our

program? (allow them to

answer)

2. Don’t you agree that this

service would of great

benefit to you, and take the

burden off of your family?

Transition Phrase

Life Insurance has always been

sold most effectively on what is

called money purchase!!!

The average premium, for most

companies selling final expense

insurance, is $50.00 a month.

The average face amount for

these policies is between $6,000

and $10,0000.

Money Purchase Option Close

Using the worksheet allows both

you and the client to engage in

a dialogue regarding their

specific needs, and what plan

would best fit their budget.

This type of sale is never “one

size fits all.”

USE THE WORKSHEET!!!

Final Expense Worksheet

Using the worksheet we show three

plans for A 67 year old female to

choose from:

GOOD BETTER BEST

$6,000$8,000 $10.000

$37.94$49.41 $60.89

Give the client time to choose the

option that best fits their

budget!!!

Final Expense Worksheet

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Steps to closing:

1. Fill out the application for the FREE

Legacy Safeguard Membership (explain

what you are doing for the prospect)

2. Ask this question this way: Ms. Jones, if

something happened which family

member or loved one would you want to

be in charge of your arrangements?

(begin filling out the Monumental Life

application telling them you need to

make sure they will qualify for the

benefits they selected)

Life Insurance Close

Seating the Sale:

Ms. Jones, in the next two to three weeks you will

receive two packages in the mail, your

membership from Legacy Safeguard and your

policy from Monumental Solutions. If you have

any questions regarding Legacy Safeguard call

the 800 number in your package and they will

help you.

On your Monumental policy make sure everything

is correct especially your beneficiary designation.

Call me if you have any questions or need any

help at all. As your agent my job is to help you!!!

What’s Next

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