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Home > Insurance Agent > Should a Final Expense Agent Be Pushy? Should a Final Expense Agent Be Pushy?Author: Joseph Haworth When people think of a salesman, they think of a pushy, big smiling, fast talker.But, that is not the best salesman! The best salesman, especially for Final Expense or any type of insurance is someone that listens. If you can get in front of someone, make some conversation, get them to talk about themselves, gain their trust, etc... you will make sales. You have to listen. You learn about their family, their worries, their debt, their illnesses etc. They will tell you just about everything if you are willing to take the time to listen to them. Don't rush the sale. Just sit and talk and learn about them. Not everyone will want to do this but many prospects will. Then, when it's your turn to talk, ask them why they requested information on life insurance. Are they looking to cover just funeral cost or... are you worried about larger expenses? If they say they are just worried about the funeral, then you know that you need to focus on final expense. If they say, I'm worried about my mortgage, then you know you need to focus on Term or Mortgage protection insurance. If they say they want $25,000 to leave their grandchild, then you know what direction to go. You have to get them talking; otherwise, you are banging your head against the wall. If you offer someone a $10,000 policy that wants $200,000, then you aren't going to make the sale. You have to listen. You have to probe. You have to fact find. This is the key to sales in the final expense business. Listen, learn, present, sale. LLPS... Don't forget it! Please visit http://www.finalexpense101.com to learn how to become an independent agent. Other Recent Insurance Smart Book Articles:
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