Final Expense Sales Training | How To Organize Your Final Expense Sales Materials

Today we’re going to do a little talk about what to carry into the house when you’re on a final expense appointment.

First of all, when I run a final expense appointment, it’s always assumed that I take my final expense direct mail lead pieces in.  I’ve met final expense agents that don’t and that’s a big problem because half of these people won’t remember the card, but if you shove something in their face and they see that they signed their name, which they’re familiar with what their signature is, you’re going to have a lot better ability to get in the door without an issue.

So what happens is is that when you do that, it’s going to help at least give you a little bit more time to talk and build a case and then feel obligated to listen to you talk about selling final expense life insurance to them.

direct mail final expense lead

You’ll greatly increase your chances of getting in the door if you have your direct mail leads in hand.

I carry my lead pieces on a clipboard, and I also print on the back of the pages– I like to conserve paper.  Paper’s a big expense– if you don’t conserve it, it’s just a sunk cost– might as well flip over a piece of paper.

So I do that and I plan ahead where I’m going to door-knock these final expense leads, of course, but I also plan ahead on where, you know, based on my schedule, what’s going to happen.  I don’t carry all my final expense leads with me, I select the ones that are in the area that I’m going to be in so I can stay focused on the ones that I think are going to be the better option to go work with.

Now also, I carry the actual schedule for the day, so I know where I’m going and what I’m doing.  And then lastly, I carry all my apps in this cool little accordion file.  I’m going to flip it open for you so you can get a better view of what is actually going on here.  So if I flip this open, and I’m just going to let it come fall out– you can see I carry about, I don’t know, eight or nine carriers in here with all the applications, brochures, rate guides, underwriting guides, and then stuff all my applications in the very back– I’ll kind of stick my finger down there– right in here is where I put my applications.  This is about a $25 investment if you go over to Staples.

Keep your family and yourself safe, keep GermX hand sanitizer on you.  I keep the Cosco industrial size handy, so make sure you’re buying that.

But as far as your accordion file, go to Staples or any sort of office supply store, they’ve always got these things lying around.  This particular brand from Staples has been the best.  A lot of these– they don’t carry a lot and they’re not designed for repeated usage; it’s designed to stick a bunch of paper in and stuff it in an office, you know, file cabinet somewhere.  But these have been the most durable and I’ve gotten the best life out of it.  They last about a year through rigorous use and it’s a good investment because I don’t want to carry a briefcase in.

I think the briefcase or the huge bag kind of looks tacky and I don’t want people to think I’m some sort of, you know, high falutin’ final expense insurance agent.  I mean, it all works in so much capacity, but I think the accordion file is the easiest to segment by carrier and have the ease of use to access it– or excuse me, to access it.

Now I keep everything else in the back of the trunk and the trunk has big cardboard boxes, by carrier, and if I need to go back for additional supplies or brochures or apps, I can go hit the trunk and pull everything out I need.  I don’t really keep anything in the back, except a bunch of junk I probably need to bring in, but everything that I need that is absolutely necessary, I carry in this accordion file.  It’s convenient, it’s easy to walk up and move around it’s, again, easily accessible.  So that’s it there.

Hopefully this’ll be helpful for you and I definitely recommend the accordion file, it makes a big difference.