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Door Approach
"Hey Susan, how are you? Sorry to pop up on you, I'm ____, licensed with the state of ____, and I've been assigned to get you set up with the state regulated benefits for ____ county. Good news is, it does appear you all do qualify for some help on medications, 50% off of your dental services, possible income from the state, the state regulated final expense program and there's some other programs, as well. I'll have to ask you some questions, but, I can't take too much time with you, I do have another appointing coming up. Let me go shut my car off/grab my bag and I'll be right back to go over that with you."
It’s very important to have a laminated copy of your license, clipped onto your hip, lapel or around your neck, as a form of badge. It’s important to hold up the card and get all of this info out before the client has a chance to respond. While some may say “less is more at the door,” I disagree. You’ll get less “what’s this about?” this way, because you’ve just told them a list of benefits they qualify for.
No matter what they say back
"I'm sorry, has someone come out and gotten you set up with the dentemax program, that gets you 50% off at your dentist?"
"No"
"That's what we have for you, it's a card, it's already activated and your dentist is likely in network, I have a page of dentists in the area for you, and there's no cost to it. There's a lot of other great programs, as well, it does appear you qualify for, it won't take me too long to get you set up. Is it okay if I leave my car parked over there?"
A rebuttal to come in is 90% of the time the prospect saying that you haven’t said enough to entice them in order to get their time. You better make it good. Now, a lot of people have their dental covered through their advantage plan or the VA. This is where you’re able to pivot to the other programs, if not, honing in on the life insurance.
Straight Life Insurance Approach
"Hey Susan, how are you? Sorry to pop up on you, I'm ____, licensed with the state of ____, and I've been assigned to get you the information on the state regulated final expense program for ____ county. This is brand new information really urgent anyone over the age of 50 hears, but, I can't take too much time with you, I do have another appointing coming up. Let me go shut my car off/grab my bag and I'll be right back to go over that with you."
This is an example of a direct life insurance approach, that doesn’t incorporate the other programs. There’s only so many objections they can throw at you! A good rebuttal to most things they can say is…
"Oh, I'm not necessarily here to sell you anything, it's the information that's most important. It won't take me too long to go over with you, is it okay if I leave my car parked here?"
Increase Your Odds
1
%
Fiduciary
A $10,000 death benefit never appeared so affordable to a prospect, and because of this, you’ll make more sales.
100
%
Chance of Being Replaced Ethically
Sell the lowest products in the industry. Churning occurs when there is not a blatant increase of benefit for the client. Careful churners, you could easily lose your license.