How to Sell Final Expense Insurance

Know your product
Before you go about selling a final expense insurance, also called burial insurance, you need to understand the product. Study the terms and conditions of the policy and understand its implications on a potential customer. Spend some time understanding the pros and cons of the policy. Find counter-arguments for the most common objections that your target audiences are likely to make. You need to understand the policy inside out if you want to make a positive impact on your target clients
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Create a strategy
Unlike life insurance, health insurance or auto insurance, burial insurance is not a product that people take for granted. While your target customers understand the importance of other major kinds of insurance policies, they are not hardwired to believe that they need a burial cover.
So, how do you tackle this situation? The only way to do it is to create a strategy. Calling people from the comfort of your home might not turn up desired results. You need to be more proactive. To begin with, identify your target audience and find different ways of approaching them. Plan a stage wise strategy that converts prospective clients into active customers.

Get organized
You need to get organized with your work. Dig up your list of clients and identify prospective buyers. It is easier for you to convince these people because you have built a bond of trust with them. Next, against each name, mark the kind of response you received when you broached the subject of final expense insurance. You can work around these responses and plan your next move.

Give them a reality check
A lot of people do not buy burial insurance because they assume that a simple basic funeral does not cost them much. This is an absolute misconception because even the simplest burial runs into thousands of dollars. Cremations can be wound up in $1000 but not many people in America have adapted to the trend.
You can optimize on the misconception that people harbor about funeral costs. Visit the funeral services in your area and collect their tariffs for the entire service. This could include cost of the casket, the hearse and all other expenses. Also collect information about cost of land in a cemetery, cost of service in a church and average cost of refreshments at the service.
When you talk to people with hard facts and figures in your hand, they tend to listen more attentively and are more likely to give a favorable response. Follow up on prospective clients and step up your strategy.
Smartly planned strategy and being well prepared to answer questions that prospective clients ask is the best way to sell final expense policies.

Joe Robert has been selling various insurance products for the last thirty years. He currently uses the services of NAAIP (the National Association of Accredited Insurance Professionals) to sell Medicare Supplement plans using their free website for insurance agents.