Dana delivers content better than Amazon delivers packages! I’ve been in insurance for 9 years, have trained LOTS of agents directly in Face to Face Final Expense Sales. I say that to say this, no matter where you are in the industry, no matter when you started, be a continual learner, Study this craft!! Be a practitioner!! Continue to study and apply Dana’s content, you WILL get better! She’s one of the best in the industry, PERIOD! Thanks Dana !!
Hey Dana! Thank you so much for all your training material, and your humble shoutout to Miner's team! I absolutely LOVE this approach, not only because it makes sense from a human psychology standpoint, but because it seems fair and kind to our senior citizens that often get taken advantage of. So again, thank you! 🙏☺
I used your techniques just 10 minutes ago. I found out the why, found out what services they were looking for .The grandmother wanted to go back to Mexico. They had nothing in place . The grandaughter was the gate keeper and reluctant at first. I went for the appointment right away, when I should have been more patient. By the end of the call she set an appointment with me and I called me back to confirm the time she will be there with her grandparents..
I learn something every time I watch your videos Dana. I have been in the industry for about 2 years and a lot of what I have seen/learned is very... cookie cutter. You are helping me learn how to have more organic conversations with prospects and I really appreciate you taking the time to be a benefit to the industry as a whole.
Dana, I think hands down you have the best FE telesales training on YT. There are many solid FE experts but the genuineness of your concern for doing well by clients set you apart, especially exclusive to a carrier. Thank you!
I just got licensed in November and have started the onboarding process. I have taken a special liking to final expense insurance because I was the family member who did not see the unexpected coming and faced most of the scenarios you mentioned in this video. This phone call has helped me understand how to phrase questions and answers in a way that makes sense to the client! This was so helpful in addition to a lot of your content, thank you so much for having the heart to help new agents, this training is priceless!
So I just really want to thank you because I was a person who had no mentorship and came in as a broker with no sales experience 🤦🏾♀️🤯 now I see why I’ve been struggling. I’ve learned so much for you and it’s just amazing that you do what you do here.. I can’t thank you enough❤ 🙏 😊❤
I just love how you sell!! You remind me sooo much of me. It's so refreshing listening to an incredible sales person that knows how to connect to someone's heart. Thank you for being you!
1. You are an incredible saleswoman. Love your professionalism, your ethics and morals, and also your care. 2. I just passed my exam and I'm waiting for the rest of the papers to process, but I am a life insurance agent now, and I definitely want to represent this company.
Thank you, you’re so sweet! Feel free to contact me direct if you have any questions or want to see if you are part of my territory: Calendly.com/dananesen80
I am a Lincoln heritage agent and I mainly go see my clients. You are amazing at helping your clients and helping people like me feel more equipped to get out there and enjoy talking to and helping the people that have inquired. Thank you for doing what you do. You inspire me! Go Dana!
I'm new to FE still, and I have not been feeling great about it all yet. Watching your videos is really helping me get the knowledge and confidence to continue getting better. Thank you more making them!
I like how you informed her about the Funeral Consumer Guardian Society before asking any health questions. I'm implementing that change on my next call with our Legacy Assurance. Great presentation!
Your presentation has show me what I needed.. it's worth to say that I have listening to a lot of presentation but nothing with such an structure, not to relay on scrips m, that don't sound "natural" but really to be able to master the FE ongoing challenges, by understanding the importance of a good listening, not that I didn't know before, but the way to approach during the 3 stages of the communication should look like. I identify with your genuine interest to assist and your professional demeanor. Thank you from the bottom of my appreciation, to taking the time to do this videos with a gold mine presentations that are with real clients that shows us very clear the pat to success.. You are ready awesome ⭐
You are my favorite RU-vidr agent as you are genuine! I actually send my agents to your material as your style is how I want my agents to be cloned. My mentor probably wouldn't do well if he knew that, but it is what it is. I also like how you own up to possible oversights or errors!....The only reason I didn't join your agency is because I wanted to also have the chance to sell multiple products. For anyone who wants to keep it simple and only sell final expense they would be crazy not to join your agency!
*melt* Thank you so much!!! As far as your mentor goes, we all have things we can learn from others and we all have things to give. I’m sure his intentions are good 👍
Hi Dana, I'm a new agent in Florida and I am so happy to have found you. I'll be focusing on Final Expenses and there are no words to express how much your videos are helping me. Thank you so much for the time you must spend getting these together not only for your team, but for anyone. Your content is so detailed that when listening, you really get into absorbing the information. Again, thanks.
Thank you, Dana! I just found your videos after watching your live with Justin. I am not yet an agent. Still waiting to hear back from the agency’s that I applied to but I am trying to soak up as much knowledge and preparation as I can. I love your style and heart. I have so much to learn from you!
Lots of value, Dana. Thank you so much. Heard you the other day on Cody’s. Happy to finally find someone who does an actual sales discovery with information confirmation. Do you have more about your referral script? That’s a golden idea as well.
The referral script I use is in this video at the very end… I would just recommend to write it down :) It starts with the sentence about asking how I was able to help her the most!
Very cool sell to a lady who went so many years without having insurance, also the referral part, really made me think about a policy sale you played for us, where you told the amount her kids could get a 20 pay plan, that would pay for itself i X number of years, that should be our referrals goal.
I just love this call so much! I think for me I always have trouble when people say they already have insurance or they know they already have a whole life policy so it's like ok great well what do I say now lol anywho thanks for sharing Dana I'm learning from you so much hopefully one day I'll be apart of Taylor legacy's territory. I'm so eager to continue to learn 😊 Thank you!
Hi Dana, I have been listening to your Final Expense Telesales videos for the last several months. I just want to say that I APPRECIATE YOUR VIDEOS SO MUCH because every single one I have listened to so far has addressed, quite literally, all of the problems I have been running into when responding to client requests for final expense insurance. You have a knack for knowing exactly what those common problems are -- explaining price vs value, why the ads they see are bogus, agents incessantly calling them saying the same things over and over, and, most of all, truly understanding why the person was looking in the first place by asking GOOD, FOLLOW UP COMMITMENT QUESTIONS (asking questions in a manner that allows them to talk about themselves so that they come to the conclusion that this is something that they wanted for a specific reason or addresses a major concern they have but are not immediately forthcoming on what it is). This last one has been a struggle with me as I have often found that I do not have a answer with a good follow up question. If you have any good advice on how to ask good, follow-up commitment questions, please let me know, I don't want to sound like I am chasing commission over the phone because I truly care about helping my clients, even if at the end of the day I make them feel smarter knowing that they gained more knowledge simply by hearing me out.
Jason... the problem with where you are struggling is that follow up questions cannot be scripted because they are contingent to the answers that your customer gives you. The best thing to do is practice active listening and simply repeat back what they said and ask if you got it right. Follow it up by asking if this is having an impact on them? If you are truly listening to understand instead of listening to respond, you will naturally become more curious about their answers and your questions will be wanting to learn more. They should clarify the situation to give you a better understanding.
@@finalexpensetelesales what Dana doesn’t realize is she’s actually creating a massive vacuum for her script on the dark web and she could sell it now without anyone knowing and retire off the money….only she would have to accept bitcoin as payment 🤣🤣
@@finalexpensetelesales I'm in KS currently but go back and forth to CA since I still do mortgages there. At some point I'll buy a house (again) probably in Simi or TO and live in LA part time and in KS part time. But Adam told me I could not be in his team. He also introduced me to a team manager local for me. I actually have an appointment on Monday with someone from LH for an interview.
Thank you for this! I feel this fits my personality as wanting to serve. I appreciate you taking the time to really help clients. As well as explaining all these details for us. I’m a very new broker, and I’m having paralysis by analysis. I never know where to take people because when they throw me for a loop I get lost. Also, I have very little experience with telesales, I become nervous and forget all the things I want to explain. Other than experience and role playing, any other suggestions to fast track this awkward phase? Thank you again for this amazing series. 😊
Focus less on all the things you want to explain and focus more on learning about your customers situation. Once you put the focus on them, it will start to become more natural.
What are your thoughts on handling the “I just want a quote” objection up front? Something like: At this point I just want to let you know that I am not a quoting service. My goal is to arm you with information that will help you make a decision when the time is right for you. To do that I will ask you a few questions so that I have a better understanding of what you are looking for, what you need, just to make sure I can even help you. Is that reasonable?
I just act confused… like how could I possibly offer a quote when there are so many different types of life insurance. I also talk at a very basic level, keep the words to a minimum and get them to agree to answer some questions.
Biggest takeaway: purposeful rapport is hyper focused on uncovering the deepest layered fears, misunderstandings, and desires of the people we are elegantly helping.
Seems like people have wised up they don't wanna hear how's your day, how's Timmy is he playing baseball, did you see the tigers last night what a game, seems like sales how become more streamlined and its no longer about selling insurance but helping them
Dana, I have been enjoying your sales training videos. I have a question: You said, "I now understand why, the people who are doing so many deals, umm because I'm trying to figure out how it's possible with these leads conversion rates and response rates" Could you tell me what the conversion rates and response rates are with the leads you have? Ps- I’m a newly appointed agent
On a daily basis our response rate is about 10-12%. Overtime our contact rate is over 50% with multiple attempts. Our conversion rate is low on number of leads because half of them we never even get to speak with. But on the ones we do speak to, it is over 40%.
Dana, you training videos have kept me in the final expense sales the past few months but I have a question for you. What do I do when I get a lead and call them and keep on getting their voice mail time after time? Yes, I know not to leave a message for them on voice mail and I do not want to go out and knocking on their door unannounded either. So what do you recomment I do after 3-4 calls and keep getting voice mails?
Great call -- but there are certain debts that the estate (usually children) will be responsible for. Any medical debt incurred at end of life (not old medical debt but end of life debt which can be significant if deceased did not have good health insurance) is required to be paid. Mechanic liens if there was work done on house that never got paid and liens were filed on it, and tax liens.
I've yet to even make a call so if I could get some feedback from most your objections wouldn't this be the case the majority of your calls? Just people who kinda just want to talk to someone about final exp but not ready to dive in yet
Wow, I am just starting out with you here @ Taylored Legacy and this was really good. Great job overcoming objections & at getting past being uncomfortable with asking for referrals. I hope to become skilled enough to have my calls be so flawless.
