What makes phone sales different for final expense?
Phone sales are different because you cannot see the person, and they cannot see you. Trust has to come from your voice, your pace and how well you listen. You also cannot hand over paper, so you explain each step out loud and confirm the caller understands. For many seniors, a calm phone conversation is easier than a home visit, which is one reason phone sales have grown in final expense. For a direct comparison, see final expense phone sales vs in-home sales.
How should I open the call?
Open by greeting the caller, giving your name and thanking them for calling. Then ask what made them decide to call today, and let them answer fully. With inbound calls, the senior chose to call about final expense coverage, so they usually have a reason ready. That reason will shape the rest of the conversation. More on the first minute is in how to work an inbound final expense call.
How do I learn what the caller needs?
Ask what they want the coverage to do, such as pay for a funeral, cover final bills or leave something for family. Ask who they want to protect, whether they have any coverage now, and what monthly amount feels comfortable. Repeat back what you heard so they know you listened. Write it down.
How do I ask health questions by phone?
Explain why you are asking: the answers help find policies they may qualify for. Ask each question as written on the carrier's application, and record answers accurately. Never coach answers. The basics of how health answers affect coverage are on final expense underwriting basics for phone sales.
How do I quote and present options?
Quote two or three options that match the caller's needs, budget and likely eligibility. Explain what each covers, the monthly cost and any waiting period. Then ask which feels right. The process is on how to quote final expense over the phone.
How do I handle objections?
Handle objections by asking what is behind them, not by pushing. 'I need to think about it' often means a question is unanswered or family needs to be involved. Price concerns often mean the option does not fit the budget yet. See how to handle 'I need to think about it' and how to handle price objections in final expense.
How do I complete an application by phone?
Follow your carrier's process for phone applications, which may include a recorded voice signature, an emailed or texted signature, or a callback. Explain each step before you do it, read required disclosures, and confirm the caller's details. Set up the first payment the way the carrier requires. Tell the caller what happens next and when.
What if the caller is not ready?
Respect it. Agree on a time to follow up, note what they are waiting on, and honor any request not to be contacted. See how to follow up with final expense callers who aren't ready.
How do I set up to take calls?
Set up a quiet space, a charged phone, your quoting tools and carrier applications, and a notes template. Keep your line free during your hours. The full setup is on how to take live final expense calls on your cell phone.
Where do I get calls to practice on?
Inbound Final Expense Leads sends live calls in the states and hours you choose. A call is billable only when it lasts 90 seconds or longer. See how inbound final expense leads work, the inbound final expense leads vs other lead types hub, and see pricing on the pricing page.