There is a couple of different perspectives in how you approach selling final expense. Should your presentation be canned, word-for-word, following a final expense script? Or should you follow a process and kind of be a little more open-ended.
The truth is you know if any method is validated by real-world results it is probably going to work. What matters most in final expense training is to lock into a system that has historical proof of working, and works for your personality.
How you sell should fit you. For me, being more inquisitive and deliberative, I take the consultative approach to selling, which in a sense, is still a final expense script.
The consultative approach to Final Expense is based on open-ended, non-assumptive language throughout most of the presentation, which is designed to figure out why the prospect is concerned with what it is they are concerned with.
There is a path in which one follows, but there is not a hard and fast final expense script for most of the presentation. There is repetition between presentations; the language, the emphasis, the words selected. Ultimately, a presentation is a unique occurrence independent of all other presentations. There will always be randomness, but following a specified progression is nevertheless important.
Agents should learn how to approach each phase of the final expense script naturally; they should know what to say but develop their intuition and sense to know when to move to the next step.
While there is very little final expense script process, where it exists, it is very important to memorize not just the word choice, but the body language and tone inflection. Agents should learn not just what to say, but how to say it. How to emphasize the importance of the points with correct body language, eye contact, and tonality in the voice.