The Final Expense Presentation Steps: Setting The Table

The presentation process can consist of 7-10 steps when selling insurance. However, in this article, we will focus on the first two steps, which are crucial for setting the foundation for a successful sale. These steps are the warm-up and the fact finder, or what I like to call "setting the table."

Growing up, my mother was an excellent cook. Before every meal, she would meticulously set the table. Curious, I asked her why she took the time to do this when her cooking was already so good. She explained that setting the table made the meal and the entire experience better. Similarly, setting the table with your potential client through a warm-up and fact-finder builds trust and rapport, greatly enhancing the chances of closing the sale and making the selling experience better for the client. Let's dive into these steps.

Step 1: Warm-Up

The purpose of the warm-up is to start building trust and rapport with your potential client. One effective method is using the acronym F.O.R.M (Family, Occupation, Recreation, Motivation). Here’s how it works:

• Family: "Mr. Jones, tell me a little about your family. Are you married? Do you have any children?"
• Occupation: "Mr. Jones, what is your current occupation, or are you retired?"
• Recreation: "Mr. Jones, what do you enjoy doing for recreation?"
• Motivation: "What motivated you to contact us or allow me to visit you today?"

Spend roughly 10-15 minutes on this step, being mindful not to let the conversation go on too long, as it can interrupt your presentation time.

Step 2: Fact Finder

The fact finder aims to gather information about your client and uncover potential objections early on, rather than dealing with them when closing the sale. Here are some examples of fact-finding questions:

1. What did you have in mind when you reached out to us?
2. Are you currently married?
3. Will your children or family members be responsible for paying or making decisions regarding your final expenses?
4. Do you currently have a plan or policy in place?
5. Do you prefer to be buried or cremated?

This step should also take about 10-15 minutes. The goal is to build trust, rapport, and a clear understanding of your client's needs. You can find a Fact Finder sheet under the resources tab.

By taking the time to properly warm up and conduct a thorough fact finder, you set a solid foundation for a successful presentation and sale.

Ortez Wells

[email protected]

www.orsfinancialgroup.com

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