How to Qualify, Present & Sell Final Expense and Medicare Supplements to Seniors

Categories: Senior Insurance
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About Course

PART I. Building a Foundation for Insurance Sales Success

Chapter 1. Final Expense or Medicare Supplements?
Chapter 2. Agent Prep Checklist: What to Do Before Ordering Leads
Chapter 3. Types of Leads (And How to Order Them)

PART II. The Insurance Sales Process: How Leads Become Clients

Chapter 4. Initially Contacting Your Leads
Chapter 5. Tips for Following up with Leads: How to Contact and Re Engage Unresponsive Prospects
Chapter 6. How to Close Leads by Qualifying, Presenting Solutions & Dealing with Objections
6A. How to Close Final Expense Leads by Qualifying, Presenting & Dealing with Objections
6B. How to Close Medicare Supplement Leads by Qualifying, Presenting & Dealing with Objections

PART III. After the Sale: Keeping and Growing Your Business

Chapter 7. Great Customer Service to Prevent Lapses
Chapter 8. Cross-Selling
Chapter 9. Generating Referrals
Chapter 10. Staying On Track and Motivated to Keep Selling & Serving

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What Will You Learn?

  • The differences between selling Final Expense life insurance and Medicare Supplements, and which one is right for you
  • How to explain the most confusing Medicare and life insurance plan options
  • How to overcome the most common objections and concerns that seniors have
  • How to approach leads, and what to say to gain their trust
  • The four key elements of an appointment setting script to get your foot in the door
  • How to handle unresponsive leads to maximize your investment
  • How to evaluate prospects' needs, budgets, and health conditions to qualify them for coverage
  • How to prospect for Final Expense life insurance leads or Medicare Supplement leads, and how different types of leads compare
  • How to present & sell Final Expense life insurance and Medicare Supplements online, on the phone or in person
  • The keys to providing consistently great customer service to keep clients happy long-term
  • How to maximize your ROI by cross-selling prospects and clients
  • How to expand your client base by passively earning or actively soliciting referrals
  • What motivates successful agents and how they organize their days to stay successful

Course Content

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