Final Expense Monday Morning Motivator

If you’re looking to boost your sales and get involved in a fast-paced environment, the final expense marketplace is where it is at! Final expense life sales is the fastest growing segment in the life insurance marketplace. Join me, along with other final expense agents, as we cover the ever-evolving world of final expense life. During our monthly call, we will discuss:

Successes and challenges within the marketplace
Ways to overcome objections
Final expense carrier updates and changes
Various lead options
Marketing life insurance to seniors

Together, we will help you meet your challenges head on and take the mystery out of final expense and make sales fun!

Matt Allina:Good morning everybody. Thank you very much for joining us for this month's edition of our final expense Monday morning motivator. For those of you that don't know me, my name is Matt Allina. I'm the final expense manager here at URL, and it's a pleasure to have you join us for this month's installment of our final expense Monday morning motivator.

We're in the month of March. In fact, it's March 6th already. We're almost finished with the first quarter. Let me kind of go over what we do in the Monday morning motivator. Each Monday we get together to talk about all things final expense. It's really to provide you as a final expense producer or to get a community of other people who are in final expense. It gives you a place where you can get some community, some culture, to help each other strive and reach and achieve your goals and expectations. It's also to provide you with a systematic approach to helping you book more appointments and closing more sales. We provide coaching and mentorship programs that are committed to the final expense marketplace.

If you haven't noticed for those of you that haven't found us on Facebook, we do have a final expense community page. This is a place where you, as a final expense producer, somebody that is contracted with and doing business with URL for final expense. This is another place for you to be able to connect with other people who are doing final expense sales. Where you can coach and mentor each other.

It's a place where you can find an accountability partner, somebody that's gonna hold you accountable. Somebody that's gonna encourage you to go out there and continue to keep plugging away on the phones or keep knocking on those doors. Just keeping your nose to the grindstone and pounding the pavement.

It's also a place where we do a lot of different announcements of things that are going on within the industry. It's a way for us to help each other and provide a teamwork approach. We view each other in the final expense community as colleagues and not competitors. It's also a place where you can kind of encourage one another to strive towards that next level of success, whatever that may be.

You may have been noticing that there's been a few of the announcements that have been coming out for basically a complete overhaul of our final expense program. We're putting the finishing touches on there. Things are being constructed, but I'm gonna tell you it's going to be a final expense program that is on steroids.

So very excited about it. We're gonna give you a little sampling of what it is gonna entail today. So we're gonna be talking about final expense with living benefits. Have you ever even heard of such a thing? A lot of the companies that are out there, thousands upon thousands of companies that do final expense planning and offer final expense.

Have you heard of a company that actually offers living benefits? It's a sales pitch. Instead of just cramming a death benefit down somebody's throat and kind of keep hitting upon death, death, death. You can actually talk to your clients about the opportunities of being able to access their benefits while they're still alive.

So what are these living benefits? Liberty Banker's life is one of our core final expense carriers. Critical illness, chronic illness, terminal illness, nursing home, and then you can also add on an accidental death and dismemberment. These are all ways for the client with a Liberty Banker's policy to access their death benefit before they pass away.

So let's break this down a little bit. When you're at an appointment or you're talking to somebody on the phone, it could be somebody that you've just met. It could be a lead, or maybe it's a client that you have with another line and they're interested in getting some more information about final expense.

Ask them this very point blank question, would you ever ask your children or your grandchildren or some friends for $10,000? How about $5,000? Of course you You're shaking your head because none of us, we're all prideful people. We are not going to be asking our loved ones, our family, our friends to get $5,000.

It's not an opportunity for you to pay it back. You're asking them to give it to you. To the contrary, what would happen if you had a major stroke and you died tonight? Somebody from the hospital, the funeral home, somebody is going to be calling your children, grandchildren, loved ones, and asking them for $5,000 or $10,000.

That is where we're talking about being a storyteller. And one of the statistics that I came across here in the last month or so, 63% of people remember a story. So when you're on that appointment for final expense. Be a storyteller. I'm gonna give you some stories that are going to help you connect and align some of these living benefits that are offered to the plan. Basically make them into real life scenarios and things that could happen to, or with your client.

So it's preparation through stories and you're preparing your clients for the what ifs of life. When you're on an appoint I mean, let's face it, life insurance can be very dull. It can be very boring. When you're on an appointment, it's showtime. It is time to get out there and get at the edge of your seat and draw your clients in.

Get them on the edge of their seat because what you have to offer them is going to be something they have never seen on tv. They've never seen it advertised, in the mail. None of that. They have the opportunity because they sent in that lead request or they know you, and you have access to this product.

Be on the edge of your seat when you're presenting this, and show the clients what sets you apart from everyone else. That's with the living benefits. You're gonna talk to them about the critical illness, that's heart attacks, cancers, strokes, chronic illness, somebody that can no longer perform two of their six activities of daily living, terminal illness, they're gonna die in the next year, nursing home. Some of us are gonna be found in a nursing home before we pass away. Then accidental death and dismemberment. That's a double indemnity. We'll get into all of that here momentarily.

So when you're talking to them and you're talking about a death benefit, but you're also gonna say, okay, look at this Mr. or Mrs. Client. Let me tell you a story about a client. Now you're gonna get into the terminal illness story. We had a client that had developed acid reflux, couldn't sleep in bed with his wife. He was sleeping in the lazyboy recliner chair for a good month. His wife kept telling him, honey, you have been sleeping downstairs here for a month. Don't you think you should go to the doctor and get it checked?

So he goes to the doctor, the doctor's like, oh, we're just gonna do an endoscopy. We're gonna go down esophagus. We're gonna take a look around with the camera, and it's probably just a hiatal hernia. We'll get you on some medication for that and you'll be good to go.

Goes and gets the endoscopic done. Then a couple days later, he gets a phone call from the doctor's nurse, Hey, I need you to come into the office. We'd like to go over your endoscopy results, and please bring a family member with you. So with that, the husband, the wife, they go into the doctor's office and the doctor starts showing him the results of the scans.

There is a coconut sized tumor in the middle of his chest. Doctor says, I'm afraid it's in a place that's inoperable. It's eventually going to put pressure under your heart. It's growing very rapidly. There's not a surgery that we're gonna be able to perform. You have about six to eight months to live.

So with that, the client contacts the agent, contacts Liberty Banker's life. He gets a check for $25,000. With that check, they find an experimental stem cell research taking place in Europe. So they take the $25,000, they fly over to Europe, he gets the stem cell injections. The $25,000 paid for the airfare, the lodging, all the ground transportation, all the other added expenses in there.

The stem cell research worked. The man is still alive and it's been several years now. He is cancer free. Critical illness story. This is when somebody has a heart attack, cancer, or stroke. We all know stories about people that have had heart attacks, cancers, or strokes. Explain to them how they were able to access some of that death benefit while they're still alive. To help offset some of those medical bills and other expenses that they incurred when they were going through the treatment for heart attack, cancer, stroke.

The chronic illness story. This is when somebody can no longer do two of their six activities of daily living. This is where you want to tell the client, we've had clients that can no longer wash themselves. Bathe, talk, get out of bed, feed themselves, whatever the case may be.

We have a program here that is going to help pay for some of that. Where you can bring in a nurse, and pay for that. You can bring in a nurse to give you a bath or to lay out all of your medications. Maybe even a family member, or maybe you need that money to widen doorways and build ramps. The other one is an accidental death and dismemberment story.

Remember, we're telling stories. We all know people that have gone through this. Make it relatable. You may even want to give first names, and explain how the benefit from the policy, whether they had the policy or not. It really doesn't matter. It's showtime. You're telling a story and using a relatable story to sell them on the product.

Remember, with final expense insurance, people are looking to be sold. They're not looking to buy. You need to show them what this does and how this is many steps above what they see advertised on TV with Colonial Pen and Globe Life, and so many of these other programs out there.

Then there's the accidental death and dismemberment story. This is a story that I like to tell clients. We had a client that was driving home from work a long day as a nurse, and a drunk driver crossed the middle lane, hit her head on. The impact was so, so forceful that she is now in a wheelchair.

She does not have the use of her legs. She only has her arms. Fortunately, she can still get around, but has to get around in a wheelchair. She used the Accidental Death and Dismemberment portion of her benefit. That got her a contractor to come out to widen doorways, build ramps, get her a stair lift to go from one level of the house to the next.

It bought her the ability to be able to stay in her home and make the reasonable accommodations in the home so that she could continue to live where she's comfort. Here's a nursing home story. This is a story that I've heard many times from one of my good friends in the business. In the nursing home this person had a grandmother, a hundred years old, and with the person in the nursing home, they said, we put her grandmother in a nursing home.

She lived to be over a 100 years old. She was healthy most of her life. If you've ever been in a nursing home, you know that those beds are extremely uncomfortable. A lot of times your loved one's roommate is miserable. They don't like having somebody else in their room.

They don't like somebody else's TV programs. So you can take that benefit, the nursing home benefit. Use that to go and buy a nice custom fitted mattress, maybe with heating and air conditioning, so it's climate controlled. Then go and go to Best Buy or wherever and get a nice big flat screen TV with wireless headphones. So that they can listen to their programs at whatever level they want. They can watch all of their reruns.

A little House on the Prairie, General Hospital and Murder she wrote. Whatever their favorite shows were, they have access to all of that as well. Tell them the nursing home story and that we paid for that.

Then the story goes on where their grandmother was getting close to the end. The nurse pulled them aside and said, her lungs are filling up with fluid and her legs are filling up with fluid. If you're gonna do something, now's the time to do it. They ended up renting out the bingo hall in the facility and they brought in family from all over the country and they had it catered and had it dj'ed. They played all of their grandmother's favorite music from the start to the finish. They enjoyed all of her favorite foods, cake, ice cream and everything else.

She died about three days later. When she died, she still had a smile on her face. That's the stories to tell. If you tell it in the right cadence and in the right way, you're gonna be telling relatable stories. Everybody wants to be remembered for the good. They don't wanna be re remembered for being a bill.

That's what you're doing is you're telling stories, you're getting them on the edge of the seat. Use hand expressions, visual expressions. You have brochures that not only tell the client what it is or word for word. But you actually get to demonstrate it and give relatable stories about how that particular benefit works for them. It is automatically built into the policy without any additional expenses.

So once you've gone into the stories and everything else, you have to be assumptive. Sales, there's a little bit of assumptive work to it. That's when you wanna go into the close. You assume that by telling the stories and showing the client what you do. Which is different from everybody else, you're going to assume the client wants that policy.

So you're automatically going to get the paperwork or start the application if it's on a tablet or on a worksheet. Whatever it is, start the application. Provide them several rates. Don't show them three rates, $10,000, $15,000, and $20,000. They'll assume that they're just gonna pick the one in the middle.

Show them all and let them pick. Show them the rate that's going to work best for them. Ask them for a higher premium, maybe something that starts at a $100 a month or $75 a month. Show them the rates, which benefit works for you, and explain to them that for whatever reason, this benefit is the most attractive for people. Then you just sit back, fold your arms, or fold your hands. Let them be the first to talk. They're either gonna go higher or they're gonna go lower, but at least you give 'em a starting point. If you don't ask for higher premiums, you're not gonna get higher premiums. That's when you finalize the application.

Liberty Banker's Life has an e-application, they also have a phone application. They're both basically paperless. You get the approval right then and there, it is an instant underwriting decision. You finalize everything, leave some brochures, business cards. Thank them for being a valued client and that the policy is going to be sent directly to them. Packet of information and everything else, and then on to the next appointment. We're just giving you a little snippet of what we're calling our final Expense Closers Clinic. That is part of what we're going to be doing is we're revamping our final expense program.

We're going to teach you how to book appointments. We're going to show you and give you training on how to present the product. How to come back from rebuttals, how to close and how to take your final expense business to the next level. It's the Final Expense Closures Clinic.

It's going to be involved in another part of our final expense program, but that was just a snippet of one of the ways that you can help your clients and take your business to the next level. So stay tuned. If you haven't already followed us on Facebook, follow us on the URL final expense community page.

You'll be seeing announcements there. There's going to be emails, and I believe our next webinar as we're going to be unveiling this. Is going to be in two weeks from today, I believe it's on the 20th of March. I think that's a Monday, I know it's the first day of spring.

So that's where we're going to be unveiling our new final expense program that is going to also include the final expense closers clinic. So I hope that you got a little taste of it. Remember that some of the stories that I'm telling are aren't gonna be the same stories that you are going to be telling, but it's really about telling stories.

You may know people, and you already have stories in your own mind that you can kind of develop from people that you know. Make these stories yours. Remember, you want them to be relatable. You wanna be able to draw the client into the story and put them into a real life scenario where it could or will happen to them.

Death will happen. What happens between now and when they pass away? That's another story, we don't know. There's all the different what ifs of life and you're able to help them get prepared. Liberty Banker's Life, their final expense program that includes living benefits automatically built into it.

So if you do have any questions, you can certainly type your questions. I'll be more than happy to answer your questions. You can also call me on my direct line, which is 7-1-7-2-1-6-8-0-4-1. Again, it's 7-1-7-2-1-6-8-0-4-1. Hope everybody's having a great month so far. Hope everybody's having a great year so far.

Remember, utilize us as a resource. My phone number, you can email me. My email address is Matt a, that's This email address is being protected from spambots. You need JavaScript enabled to view it. my phone number goes right into my phone. I'll be happy to talk to you and see what I can do to help you take your sales to the next level. So be on the lookup for some upcoming announcements of our new final expense program.

Basically, you get to pick and choose your path to success. And I'm really excited about that. I've been putting a lot of work into, it's been a couple of months of work that's been going into it, so really excited about that. Really excited about unveiling it and showing you how to take your business to the next level.

Thank you for your partnership. Thank you for attending today's presentation. I look forward to helping you on your next final expense case and doing business with you. Thank you. Take care and have a great week.