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Final Expense Talking Points
By Lloyd Lofton

Reasons Seniors Buy Senior Products

NEED - They feel a need for protection
WANT - They want to transfer risk from themselves to an insurance company

Your Key to Success: Establish the need and determine an affordable way to pay for the coverage

Primary Buying Motives

Control and Independence
Asset Protection
Access to Quality Care
Burden
Peace of Mind
Aversion to Welfare

Marketing to Seniors

Keep in mind there is not a typical senior however there are commonalities.

It is helpful to understand the similarities and to respect the differences when working with seniors.

Emotion - Driven Message
Seniors tend to focus on how a situation makes them feel.
Their responses are based on their total life experiences.

To effectively market to seniors:
- Understand their perspective
- Account for aging changes
- Add emotional value, if needed

Other factors affecting marketing
- Finances, employment
- Social Structure
- Health Changes

Seniors top concerns tend to be outliving their assets, maintaining their independence, their own health and safety issues and for seniors over age 75 the issues tend to gravitate to family and friends, leaving a legacy and their reputation.

So...

- Listen
- Ask questions
- Be honest and ethical, they prefer the truth even if the news is not good
- Tell a story about the "use" of the product, don't talk product

Final Expense Life Insurance Presentation Talking Points

There are Financial Hazards When the Death of a Loved One Occurs

There are two financial hazards for seniors..........

1. Final Expense Gap
2. Reduced Income

Where will you get money for Final Expense?
Borrow
Cash
Family
Insurance For Final Expense

Doesn't it make sense to use Standarded Dollars?

An Estimate of Final Expenses Today is between $6,000 - $15,000

Pre-Funeral Home Expenses

Ambulance
Paramedical Fees
Hospital Emergency Room Charges
Physicians' Fees
And other expenses

Responsibility of Final Expenses

Funeral Home Expense

Professional Service Charges...............$500 - $1,200
Transfer of Deceased..............................$175 - $300
Viewing Facilities (2 Days).....................$350 - $900
Other Preparations..................................$100 - $300
Hearse........................................................$150 - $365
Casket.........................................................$1,900 - $5,000

Burial Expenses

Cemetery Plot...........................................$800 - $2,000
Headstone/Engraving.............................$350 - $1,500
Opening/Closing Grave...........................$250 - $1,500
Embalming................................................ $200 - $700

After Funeral Expenses

Probate & Miscellaneous Estate
Expenses
Unpaid Debts
Etc

Reduced Income Due to a Death

The Problem: Reduced income can be financially devastating to a surviving spouse, often leaving them dependent upon other family members or government programs for help.

The Need: Supplemental income to replace lost earnings.
The Solution: A plan that will provide a source of income to the surviving spouse to sustain a normal lifestyle.

What Are Your Choices?

Rely on family and friends
Spend down personal assets and savings
Borrow
Transfer the risk to a Final Expense Program

Final Expense Program

An affordable solution providing security and helps assure you won't be a burden to your loved ones

Benefits do not decrease
Premiums do not increase
Policy cannot be canceled because of your age or health
Protection from the very first day your policy takes effect
No Medical Exam
Benefits are paid Tax Free
Simple Application Process

A Final Expense Program can be left to:

Your spouse
Your children
Your church
Your favorite charity

It Can Be Used To:

Pay your final expenses
Provide income to a surviving spouse
Leave behind for special needs

There are many decisions loved ones must make immediately following a loss but putting together a final expense program with a licensed professional so your loved ones won't have to worry about financial pitfalls that accompany these important decisions.

   

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Website:
www.monumentsusa.com

Email: sales@monumentsusa.com

3986 Teakwood Dr, Mississauga, Ontario, Canada L5C 3T5
Tel:  905.615.0613
Website:
www.monumentsusa.com

Email: sales@monumentsusa.com

 

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