Master the First 30 Seconds to Master Final Expense Telesales

happy Monday everyone welcome to final expense Tes sales I'm Dana niss if you are just now finding this channel welcome I run A tes sales team for tailored Legacy we sell final expense Insurance over the phone with just one carrier my job is to always try and help you to have stronger more sophisticated sales [Music] conversations I think it's one of the best things to do to kick off the week get off on the right foot is to re-engage ourselves with the first 30 seconds whether you're doing outbound calls or taking transfer calls you got

to be strong to engage people in a conversation there is lots of videos on this channel already about overcoming the first 30 seconds um today I'm going to play as many calls as I can right now I have 31 pulled up on my screen we'll see how long it takes for us to get through all 31 of these um all of these calls happen today I'm just pulling up some activity from this morning and there are a combination of inbound calls and transfer calls we're going to to listen to them analyze the first 30 seconds

and we'll have some discussion and if any of these calls that we listen to sound like hey I want to hear more of that call particular drop a note in the comments and maybe we'll do a full call review of the of the call that gets the most votes hi Mary hello Mar hi this is just as calling and I noticed that you inquired to possibly look at some coverage for you or your family and I'm getting back with you to see how I could help not anymore oh you're not looking anymore okay you start

some coverage in the beginning uh is this for life insurance yes for life insurance okay yeah I I already got one okay now how long ago did you get it oh maybe about two weeks ago oh okay that's not that long would it be reasonable to offer you one more quote just be sure you will offer the best policy available um sure if you want to give me a quote okay sure problem now call may be more perfect so if you're not playing on the doubt that the policy they just got was the best policy

for them you are missing out on a huge amount of opportunity so many people recently purchased policies and were pushed into it by another agent to just get the approval and maybe weren't fully committed or have some doubt with what they got was this the best policy for them all we have to do is ask them a how long ago did they get it and would it be reasonable to offer one more quote just to be sure they got the best policy available do not say things like oh congratulations I'm so happy for you a

because you're not happy for them because it's more work for you now and B you have this much time to overcome not even like like this much time to overcome an objection in the first 30 seconds so the more fluff you add in there the higher the chance they're just going to hang up so just stick to the script stay neutral and try to overcome the objection excellent job next call hi Andre yes hi good morning this is just Kelly and I noticed it looks like you might have inquired about getting some information for out

pocket funeral expenses and I wanted to see if I could help okay okay so what what started you looking for information in the first place Miss Andre Andre well I just I just want to do cremation I don't oh you do okay yeah I don't want up my children to spend a whole lot of money or I just don't okay fantastic no objection those are the best ones to get and we always go back to start which is what caused you to inquire for information in the first place please do me a favor make sure

you're asking that every single time when you begin a call that puts the answer in your customer court and they're going to start opening up to you and telling you exactly how to sell them next call hello J yes hi James this is just Brandon calling I was hoping maybe you could help me out for a second if you're not too busy yeah yeah uh we noticed that you recently inquired to possibly put some coverage in place for your family for a final expense is that so important to you wait wait wait hold on a

second um you're not coming out very clearly um oh speaking louder yeah sure uh my name is Brandon Evans and I was just reaching out to you because uh you recently inquired online to possibly put some coverage in place for your family for final expense yeah yes okay were you looking just for yourself James or for a Lov one as well um I have uh three adult kids and uh they're gonna you pulled in the bag and uh I I don't have insur parents um I had it but it was so okay perfect no objection

again which of course isn't a bad thing we still want to be prepared to overcome the objections if we get them but you also don't want to be surprised either if you don't get one just go right into it and act as if it's totally normal because often times it is not all of our leads come with sales resistance but I want you to feel really strong and comfortable when you do get it very good jobell I hey hey this Sean how have you been who link inheritage so I was just following up I know

recently you were looking into some life insurance coverage I just had a chance to get back to you to see if I could help oh no I'm going to I went to the I'm going to go to the VA oh you're you're a veteran I'm sorry I didn't know that yes that's all right oh it's okay so have you you uh just have the Standard Insurance that comes with the VA when you join the military uh yes so just so you know those only cover a very small portion um if you're approved after passing by

the VA so your family still left with typically thousands of dollars to pay out of pocket have you looked into getting something like an addition to kind of supplement that no not really but I'm 100% say that again I said I'm 100% like disabled yeah yeah so that so the VA offers like limited benefits to anybody as long as you have an honorable discharge right and of course the DD214 is another paper that they'll need from the family um so that's good to have just on hand and copies made of but uh so would you

be traditionally buried or would you have like a cremation funeral have you thought about that no I haven't really that's looking into it yeah I mean either way even if so if you did go traditional um your family will end up paying tens of thousands out of their pocket because all they cover is a plot and a ceremony right so they still have to have transportation and baling the casket uh things like that the hearse um for cremation it's not included at all as part of VA benefits uh the only thing you would have is

a free military's honors right in the presentation of the US burial flag um and the credential Memorial certificate so I just like to say that um because a lot of people do think that the VA covers everything so I know when you get recruited that's a big selling point or one of the selling points that they have when they talk about it and it's just very um incomplete uh but this would be something like a permanent life insurance policy so it would never expire um it' be there for your lifetime and then when you did

pass away you know it leaves depending on what you chose um you know 5 10 25 30,000 for your family to uh go into their hands to just help them take care of everything when you do pass is that something you'd want to look at yeah you have to last two years though right uh not always um it depends on your health like um what's that I'm heading towards the ales okay perfect so this call we're almost three and a half minutes into it and we just got the okay to move forward so he was

in VA objection handling for almost 3 minutes right the person was resistant reluctant I would do yourself a favor rewind this one and take some notes so I have prepared a script for I already have it taken care of with the VA um working with the funeral consumer Guardian Society they are very well-versed in what funeral homes have to to uh come up with for the families because the VA does not cover everything for traditional burial um or cremation and so being well-versed on the lingo from the VA including things like DD214 paperworks will increase

your chances of having somebody stay on the phone with you because this person sounds like they know what they're talking about so we got the green light to proceed forward let's go to the next one yes this is a transfer perect High license agent I have Mr Mark on the line he is leaving on a fixed income does it does not have anything in place to pay for final expenses and would like more information in the program thank you and have a great day to both of you goodbye thank you H hello Mark my name

is Christina I'm a licensed agent here in Florida how are you doing today I'm good oh good I I do need to let you know we're on a recorded line for quality assurance but I understand possibly you're looking to get some coverage put in place is that right that's possible uh and would this just be for yourself yes all righty well before I go into what we do Mark I have a couple questions to ask to get a better understanding of what you're looking for and make sure I can help in the first place would

that be all right yes okay and based on what the transfer agent mentioned it looks like you do not have anything in place right now in case something were to happen to you is that right yes okay we're in Discovery usually transfers we have about a 40% chance that we're going to be able to get someone into a conversation not every transfer is perfect this one we were able to get into a conversation so no issues there I think the only feedback I would provide in the first 30ish seconds of the introduction of this call

is I would want the agent to sound a little bit more neutral and bring the Octave of her voice down a little bit and not sound so happy to be on the phone um as women we do tend to not be taken as serious in the sales profession world even though we are technically better at Tes sales because women are more trusting according to lots of surveys you still don't want to sound overly happy all right let's go to the next one hello hi yes hello Peter no this isn't Peter how can I help you

I'm sorry yes ma'am uh this is Malik and the purpose of the call I noticed he recently submitted a request to look into coverage options to protect the family in the event he were to pass away am I speaking with his wife by chance you are yes okay were you also looking for yourself as well um I guess it depends on how much it's going to cost of course yes ma'am so is he available with you now or do you just want me to see what you qualify for um no he's not available I do

all everything I'm sorry your voice kind of broke up what you said okay so a minute in um we didn't have the applicant on the phone but we did have the wife who is you know the person who answers the phone is usually the one that submitted the inquiry so if you were to hear right out of the gate that it wasn't the M's voice that answered the phone um you might want to say oh I'm so sorry you know is this Ms insert last name uh keep going I I think here that the volume

could have been higher on the agent side it was a little bit hard to hear him um when we talk about the things that I look for in the first 30 seconds right we have tonality um interjection response uh pace and volume volume is very important you need to command that attention and not even in just the first 30 seconds in the first 7 to 12 seconds because in 7 to 12 seconds you're either triggering fight ORF flight or you're triggering curiosity and if people are leaning in to even figure out what in the world

you're actually saying because they can't hear you or understand you you're going to be much more likely to trigger fight or flight next call hello hi it's Ricardo Garcia available speaking hi this is just Rita calling and I noticed you recently inquired to possibly look at some coverage for out of pocket funeral expenses for you or your family and I just had a chance to get back to you to see if I could help what the price um well what I would do is go over and just to let you know first this call may

be monitored or recorded today for quality assurance um so I would go over the policy with you and then I would go over a few health questions see what prescriptions you've been on the last two years and then it takes us to an options in pricing screen um okay so did you see any personal question excuse me there is any personal question uh does it ask you personal questions is that what you're saying yeah yeah um it uh the 12 questions are asking about your health and according to your date of birth the state you're

in and your health that's what determines which policy to place you in and the cost of it okay so um what has you interested in getting some information on this today well because I don't want to leave uh my kids with my buring uh you know while I leave I leave I want to get you know yes uh yes perfect all right a minute in the very first thing the person says is yes what is the price and you just have to get them away from cost-based thinking which by the way is a very normal

question for someone who is looking to buy something naturally they want to know how much it costs and without understanding how this whole thing works they're really not going to understand what other questions to ask besides how much it costs so try to resist the temptation to look at that as an objection and instead look at it as that as a buying question we just have to try to redirect the person and so what this agent did is kind of give some information about what it would take to generate a price and then completely pattern

interrupted and redirected with what caused you to inquire and now we're getting the client to open up and now we are in excellent job next call hello hello Lis yeah who calling Lis this is Caesar I'm calling because I noticed you uh recently inquired about possibly getting some coverages for you and your family and I just had a chance to get back to you to see if I can help well I don't speak Spanish so I can't analyze the rest of the call but I can say that we did a very good job in the

intro and uh he asked if he spoke Spanish so I literally can't tell you what happens next but I'm sure he did a good job let's move on I think this one is another transfer the licensed agent to pick up the phone hi this is Nicole how can I help yes h Nicole so I have Elora on the line and she is living on a fixed income and does not have anything in place to pay for final expenses and would like more information on the program so thank you and have a great day to the

both of you bye now thank you I appreciate you hi Anora my name is Nicole I'm a licensed agent in the State of Florida um I do need to let you know that our call may be monitor recorded today as well and I understand um just possibly looking at some coverage was that right yes yeah okay and what kind of caused you to start looking at putting some coverage in place for yourself well we need to have it in now it's called okay so just um kind of just putting something in place maybe getting organized

and seeing what's out there I understand yeah okay a minute in no objections this is a transfer I'd like to interject here just for a moment to let you know how our transfers are generated because this is probably a question that I will get asked if you haven't watched any of the videos prior to this so we do not hire a thirdparty call center um all of our transfer agents are tailored Legacy employees uh they are calling in our system they're calling our leads and our data only so this call center is not cold calling

cold data that hasn't been DNC scrubbed or anything like that and is also being called on by other call centers um we have full control of the entire thing from start to finish so anything that our transfer agents are calling um our age leads that our closers were not able to either get a hold of or sell in the first 90 days typically of when the lead opportunity was available for them so hope that clears things up if anything this is kind of giving you a bird's eye view into what calls sound like um for

both outbound and transfer all right let's Contin continue this is a outbound hell hello Heidi who's calling yeah yeah hi Heidi this is just David calling and the reason I am calling is you at some point been inquired to possibly look at some final expense coverage to protect your family when you pass and I just had a chance to get back see if I could help do you remember doing that okay would you say that again sir say it one more time I was sorry I wasn't listening go ahead sorry that's all right no point

no points off okay anyway no U no ma'am uh you had inquired at some point looking at some possibly looking at some final expense coverage to protect your family when you pass not a cheery subject but and I just had a chance to get back second do you remember doing that I actually do and listen I I will tell you actually this is a really good time to talk to me about that but um at this time of my life and I actually am looking for that um however today is a horrible day I've got

a million things going with my neighbor's kids I'm I'm watching some kids and stuff so and I'm doing some housework for her and it's a messy day however you would call me back next week at this same exact time I'd love to talk to you and I mean that okay no what I'll do is go ahead go ahead no well go ahead no you go ahead dear around uh lunchtime 1:00 is a perfect time for me so if it doesn't matter if it's not next Monday it can be next Tuesday or Wednesday but I'm telling

you beginning of next week or something if you would call me about the same time David I would be more than happy to talk to you no I believe you but some people tell me that did you get just get me oh no I'm not telling I do remember doing that and I do need some insurance for both my myself and my husband and believe it or not we don't have any so um we're we're over 60 now and we're starting to look around at stuff so I really am interested and so it would be

for me and my husband Okay so something to talk about okay I don't know if you have packages or whatever what I'll do dear is I'll call you back Monday around one o' little all right let's talk about this for a moment um obviously that's a great quality lead someone that um is engaged and is saying all the right things here's what I do to actively work a call back if I cannot keep them on the phone a I tell them perfect I'm going to text you my business card uh with a tentative appointment time

for Monday at 1 :00 please do me a favor when you get that message I want you to reply yes to confirm and then what I'm going to do between now and a week from now is every single day I am going to start off my morning saying this is a reminder that you have a call with Dana or in this case David in 6 days at 1:00 Pacific time please reply yes to confirm I'm going to do that every morning until the day of the appointment and I'm going to send a final reminder as

well as a reminder 1 hour before the call if if you continue to get engagement the chances that person will answer the phone in a week from now is probably pretty high cuz we've been staying in constant contact the entire time little tip let's move on just wanted to make sure that we're going to provide the right information give me one quick moment hi this isck a hi I have Barbara on the line she's leaving on a fixed income and already has an existing coverage for final expense and would like to get more information on

the program on the lowest price that we have so Barbara I'll leave you now to the agent for the information thank you Barbara okay thank you thank you hi hi hi Barbara hi my name is ashika and I am a license agent in the state of Nevada and this call may be monitored and recorded today for Quality now I understand you do have coverage but you're looking for to add on to some more that's less expensive that's what you was that's what you was saying um well I want to hear what what guys offer okay

I have not made the first initial payment yet I just did the application and got approved I have not given any payments yet so I'm still just kind of listening to see what you guys have this is exactly what I'm talking about when I say how open people are to getting one more quote because the way that the majority of life insurance agents sell is based on an approval not based on yes this policy is for me so if you're still resisting how I'm teaching you how to sell and then we get someone on the

phone that is open to getting one more quote and they wanted to take care of their funeral and they hear all the wonderful things that we have to offer for their family even if we're a little bit more expensive you're probably walking yourself into a chargeback situation we replace policies all the time that are a little bit cheaper than us simply because of our benefits next call hi this is Nicole how can I help hi Nicole I have David on the line um living on a fixed income and does not have anything in place to

pay for final expenses yet and would like to know more about the program and have a great day to both of you okay thank you I appreciate you hi David uh my name is Nicole I'm a licensed agent in the state of Texas um I do need to let you know that our call may be modor recorded as well and I understand um just Poss looking at some coverage is that right yes yes uh my sister wants to put me in a coverage okay I need to know how much I will have to pay for

a monthly coverage that that that uh will be $10,000 all right so very high intent leads that we're hearing this morning um I know that I share previous videos have been a lot of resistance and I've done that on purpose so that way we could really have our mindset on how to overcome objections what what we could do better to fight for those conversations um today I'm pulling up calls that it looks like we have a lot of people who are open to talk to us and so that you could see a different side of

the tailored Legacy opportunity how the conversations typically go and that as long as you provide a welcoming phone environment then people will be wanting to continue to hear what you have to say all right let's play a few more outbound calls and then we'll wrap it up hi Preston this is uh Jess Wallace calling and I noticed that um you uh inquired to possibly look at uh coverage for any out-of-pocket funeral expenses so I just had a chance to get back to you to see if I could help well I think they're all pretty much

the same I've had several people call me back uh I'll listen to what you got to say and I haven't heard anything that I that wasn't some that was something that I would jump on right away so uh yeah I really yeah what I really would like to be able to do is get about 40 or $50,000 worth of of uh coverage and with I realize it would have a premium but not with without without a leg like a leg breaking preview uh any questions you got I'll be happy to answer and I appreciate your

time so okay so really this is just a matter of setting the right expectations somebody's looking for more coverage than they can get for their probably current age and health at a price that they can afford so this conversation has to be an all or none type of conversation or are we open to getting a lower amount of coverage to take care of some of the immediate expenses and let go of the expectation that we're going to be able to leave our family a lot of money for permanent whole life insurance that is Affordable next

call hello hello Sue yes you Su this is just Steve calling and I noticed you recently inquired to possibly look at some coverage for you and your family in the event you were to pass away is this something I can help you with well I'm going to uh I have protective life and uh it comes due in five years 2029 and I've had a physical and everything else like this I'm just needing it for my husband uh for the extension and I had lab tests and everything else it's the scwest thing I ever did here

U anyway uh that's where I am now is is just trying to to get an extension on my protective life for more than five you know I plan on being around in five years and but it you know all this money I've paid out all these years $ 7260 is what I pay every 3 months okay and so that's is is it's a Term Policy is that what I'm hearing no it's a life insurance no it's not term and why are they $100,000 well okay so this is another inquiry that is someone who's looking for

more coverage for less money it sounds like she's to extend her Term Policy and this has to be a very careful conversation to talk about well is paying for funeral cost and final expenses something that's important to you and if it is being able to separate that need and seeing if they're open to at least exploring some whole light whole life coverage for just that and this conversation only lasted just under six minutes so I'm not sure if if they were able to make that happen Renee correct hey Renee this is just Bruce falling Rene

I noticed that you recently inquired to put some coverage in place for you and your family and I just had an opportunity to call and see if I could help oh I'm still thinking about it so um not ready to purchase yet thanks for the call that's not a problem um well I guess in terms of you thinking about it is there is what you got me on the phone is is there anything at all that I could answer for you in terms of what you're considering and um well I'm looking for coverage basically to

cover funeral expenses okay for myself okay that's that's that's exactly what I do um I do need to let you know that the call may be monitor recorded today just for quality assurance well just just um so I before I sort of tell you a little bit about what we do I'd would like to get a better understanding obviously um of of you know the you looking for funeral expense right um so in terms of in terms of just funeral expense what type of prote all right I'm going to pause so that was fantastic this

is a newer agent been with us for a couple weeks she tried to get him off the phone he kept her on the phone this was an hour and a half call that did end in a sale so h maybe you want to hear that one let me know in the comments let's listen to a couple more hello hi Linda yes hi this is just Ronda calling I noticed that you had recently inquired about possibly getting some coverage for your out-of- pocket funeral expenses and I was just getting back to you to see if I

could help yeah I was interested okay all right no worries uh and just out of curiosity what caused you to start looking for some coverage in the first place well I've been looking for quite some time just time now okay um because I'm I'm getting older oh okay just because you're getting older yeah and I need that coverage I don't want my kids to have to bury me okay all right I got you and I hear that a lot so you're just wanting to make sure that burden doesn't fall on your children yes perfect one

minute in not even a minute in and We're Off to the Races High intent leads yield High intent sales we're going to do one more to wrap this training session up today and let's pick someone we haven't yet heard from actually I don't know I can't keep track of them now at this point last call hello Carla this is caros hi this is just Nancy calling ma'am I noticed that you had recently inquired about some options maybe to protect family from out of pocket funeral expenses yes now for you or for another family member um

it's going to be for my husband and my son okay so it's for your husband and your son how about yourself um I really have one but I make all also get another one as well perfect love it doesn't get any better than that just uh the whole goal of being successful in final expense Tes sales is staying put making a high volume of calls and connections coming into it with the same um confidence and authority and your script has to be the same every single time every single connection whether someone tells you to pounce

in or whether they say yes thank you so much for calling me um but this is just a tiny little sample of what type of opportunity you may be able to have access to by joining the tailored Legacy Tes sales team if you'd like more information or if you want to talk to me directly my contact information is in the description below in this video you can also visit our website at tailored legacy.com telesales QA and I have lots of good stuff coming for you this week so let's have a successful week and go sell

some policies bye guys