Part of every sales presentation is an introduction/rapport-building stage designed to get the prospect in a relaxed state and open mind to listen to your sales pitch. Final expense sales is no different, as proper rapport-building and properly introducing yourself is vital to setting the stage for the actual pre-qualification and selling parts of the presentation.
However, while I think some rapport-building is important, it has devolved in importance over the years, with the ability to gain trust and demonstrate knowledge as it relates to the prospect’s desires being the most important determinant to convincing someone to do business with you.
In final expense sales, being an expert is more profitable than being a buddy; you don’t have to ask a bunch of questions about grandkids pictures, etc. Of course, developing some level of initial rapport IS important, but over-doing and over-emphasizing it is not as important to securing the sale as it used to be.
How much rapport-building is enough? A great agent once said, “A final expense agent has done enough rapport-building once the person they are presenting to smiles.” If you can get them to laugh, they are relaxed enough with you to proceed into the other parts of your presentation, starting you’re your “Introduction.”
The Introduction is a pivotal part to the final expense sales presentation. The prospect needs to understand who you are, what you do, and what makes you special. Failing to coherently communicate your introduction to the prospect at worst establishes you as “just another agent.”
What does a good introduction consist of? First, you must mention your name, who you work for, how long you have been in the business, and what separates you from other agents. Here’s how my Introduction looks:
“My name is David Duford. I have been licensed by the State of Tennessee for four years and am what’s known as a broker; I shop all the most competitive final expense carriers to find you the best value burial insurance coverage. The reason people work with me instead of other agents is many times I can find my clients coverage at an affordable price, even if they have had health issues in the past.”
That's how the Introduction works. When you clearly communicate the Introduction, it effortlessly establishes with clarity in the mind of the prospect who you are, what you do, and how you will benefit the client.