Part ONE: Discovery I 7 part Sales Series for Final Expense Telesales

This is part one of a 7 part sales series in breaking down the sales process for Final Expense Insurance sales.

Learn why discovery is the most important part of the sales process. Every hole you leave unresolved will become an objection at the end that is 10x harder to overcome.

Master discovery before anything else!

Contact me!
Instagram: @finalexpensetelesales

#finalexpensetelesales #lifeinsuranceagent #finalexpenseinsurance

[themats]

Although I'm not a fit for your platform Dana, I honestly think you are, hands down, the BEST source of amazing content, and final expense telesales how-to videos....without a doubt. And I've watched hundreds, if not thousands in the past 2 years, so I speak from experience....I'm very familiar with all the big names in this market. I'm a big fan of yours and try to watch all of your content as soon as it is released. Thank you!

[Its_Nori]

Took some notes, hope it helps you reach your goals.

* General ideas & goals of the discovery phase
* Take the sale away “just to make sure I can even help you in the first place”
* Do not assume our product can solve their problem
* Ask permission before asking questions
* Do not use multiple-choice answers to lead clients
* Ask open-ended questions instead
* Don’t just get the information you want to hear and move on
* Confirm if there are any other concerns
* Do not continually use beneficiary names throughout the conversation, it can sound unauthentic
1. Do they currently have life insurance
1. If they currently have life insurance
1. How long have they had it?
2. How much coverage does it provide?
3. Are they wanting to increase the total amount of protection?
4. Why do they want to replace their current insurance?
5. How much coverage are they trying to get?
6. Why do they feel that their current coverage might not be enough?
7. How long have they been trying to replace it?
1. potential pain point if greater than a few days
2. Red flag if they’ve been searching for greater than a few days
3. What have you found?
4. Why haven’t you made a decision to move forward?
5. 90% of the time it’s either price or confusion on making the wrong choice
6. If the issue is the price, “what do you mean by it’s too expensive?"
2. If they don’t have life insurance
1. Have they ever had it in the past?
3. If they’ve never had life insurance
1. This is a perfect opportunity to bring how their situation is making them feel to the surface
1. “got it, I understand. So what I’m hearing is, is that you don't have any insurance in place right now and you've also never had any before, so gosh, that whole process of trying to find something probably feels a little bit confusing and overwhelming”.
2. This strategy helps us help our customer identify how their situation is making them feel and what type of impact it might be having on them
4. If our product doesn’t match what they are looking for
1. It is our job to clarify what they mean
2. If something is prepaid/taken care of, we have to clarify what they are thinking
3. If they did initiate something already, we have to understand their solution and what it covers
4. We may need to educate based on gaps in their solution
2. We need to position ourselves as the expert
1. Transition from situational questions to what expenses do they need taken care of
2. Transition from what expenses they need taken care of to funeral expenses
1. Who’s going to be in charge of the funeral/cremation
1. Calling the funeral home
2. Going to the funeral home
3. Meeting with the funeral director
4. Paying for all the costs associated with the funeral
3. What are their final wishes?
1. It’s not just a cremation or funeral, options can be broader
3. Emotional questions
1. Avoid the “hero-sydrome” of being so excited to answer a customer with a strong personality’s question. Address it later
2. “You know Mr. Customer, that’s a really great question. Is there a reason that you asked me that”? OR “You know Mr. Customer, that’s a really really good question. Why do you ask?”
3. “It sounds like you’re really close to your kids. From what I’m hearing, is that you don’t want your kids to have to come out of pocket and pay for these expenses, if they didn’t have to, is that right?”
4. “What’s going on with your kids to where you feel like they wouldn’t be able to pay for it?” OR “Whats going on with your kids where you wouldn’t want them to pay for it” OR “So your kids not having to pay for this, why is that so important to you?”
1. Find why without making them defensive or saying “well isn’t that obvious”
2. Delivery of the question is the reason for sales resistance
5. “What would happen if you decided you couldn’t find anything you could afford, or you decided this wasn’t for you, or you just didn’t do anything at all?”
1. “But is that what you want? Do you want your kids to have to come together and fundraise and pay for this out of pocket when they’re already emotionally grieving your loss?”
2. “So if there was a way we could get you exactly what you’re looking for at an affordable cost, would that help you out at all?”
3. “In which ways do you think that would help you the most?”
4. Summary
1. Do I know enough or need to ask additional questions before transitioning to the summary?
2. Summarize all key parts of the customer’s dialogue
3. The label customer answers to a feeling
4. “Ok Mr. Customer, let me see if I understand. So you don’t have any insurance in place right now, as well as any sort of safety net like a savings, and you’ve also never had it before. So you’re just kind of starting the process now, which might feel a little overwhelming. You’ve been looking though, for about three to six months and haven’t found anything because everything kind of seems kind of too expensive, more than you can afford. And uh, to be honest, that might not make you feel very good either. Really though, ultimately, you’re just hoping to get a policy that pays for the cremation and possibly a celebration of life, doesn’t have to be anything fancy. You’re just looking for some peace of mind so that your daughter and your son do not have to come out of their own pocket to pay for these expenses when you pass away and that would give you that peace of mind that you’re looking for, does it sound like I got all that right?”
5. “Is there anything else you’re concerned about?”

[enriqueibanez]

I listened to this video three times and I always refresh something wonderful that I missed.
You have tough me so many things and most of all in English ❤❤❤❤
Thanks so much Dana

[PD_]

Excellent discussion. Asking permission before starting discovery is so important, you want the client to allow you to help them.

[titusfuller]

This Is the Psychology Of Selling Life Insurance. PLEASE Dana write a book. 📖. It would be a tremendous blessing to everyone who sells life insurance...You are a Crown Jewel. I'm always blessed by your short broadcasts.

[its_me_braulio]

O! M! G! 💥 ALWAYS THE BEST TRAINING! Every! Time! Such incredibly valuable information. “Professor” Dana knocks it out of the park again. So amazing that you share your bank of knowledge - I’m so grateful. Thank you 👍🏼💪🏼

[BeaHapi]

I JUST PASSED TRAINING!! I’m so excited I can’t even stand it right now!! So grateful to have found Lincoln Heritage and your Youtube help!!❤

[JoeyD]

Pure Gold.

This lady is literally helping to put money in your pockets.

Folks, if you can, join her team. Free leads and THIS type of training (I can only assume her team receives even better training), and it's a no-brainer.

Thank you, Dana!

[blairhershey]

I love your content. You have really helped me. Don't stop making videos. Thank you.

[Tina-sqru]

Dana, I wanted to express my gratitude for your excellent presentation. In my opinion, it is the best FE presentation on YouTube that I have come across. As a new agent, I was feeling lost until I stumbled upon your video. Your presentation has given me hope and confidence, and I'm grateful for that. I am eagerly looking forward to the next parts of the presentation, and have already subscribed to your channel and turned on notifications to make sure I don't miss them. Thank you once again for sharing your knowledge and expertise!

[imelda_cassidy_]

Amazing!! Just wrote 4 pages of notes! Thank you!

[its_me_braulio]

It’s 7:30am - heading out but already marked this for later viewing. Already clicked “Like” since the training never disappoints; it’s always Gold! ⭐️

[kelsearose]

I desperately needed this. I was rushing discovery and getting SLAMMED with objections in the end, even after getting a quote. And you said 50% of the time objections come because you caused it. true, and I feel called out. in a good way. thank you sooo so much.

[KellyWellins]

Thank you so much you have no idea how much I appreciate you doing this!!!!

[theresafuller]

Great discussion, can’t wait for the other 6 parts .Thank you !

[MrIKnowNADA]

Amazing! Great content! Looking forward to this series. Thank you for doing these.

[ashleygreen]

Awesome content. I’m ready for pt. 2! …. And 3-7 lol 😅

[carolewalters]

So powerful…caring and giving and receiving too. Perfect!

[nadirashabazz]

I have been in sales almost 20 years and I have never been advised to spent this much time getting to know customers but as customer i can see how it can set a sales experience apart from all the others. You are gifted Dana and very perceptive!!

[angelarmoredprotector]

O...M...G...!!! ❤ Why did I not have a mentor like you 5 years ago! This training session was so valuable, and I have to listen to you several times and come back to this frequently because it is THAT GOOD! Thank you, Dana! Cannot wait to hear more of these segments that you provided! Even after the short time I have been with your team, so far, it is impossible to run out of training and resources here! I needed to hear this info today! I need to implement this immediately and correct bad habits from the "other" teams I had experience with.