FINAL EXPENSE / FREEDOME OF CHOICE / FUNERAL BENEFIT

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FINAL EXPENSE/FOC/FUNERAL PITCH FLOW: 

Your first area of concern is ... 

1. Name the concern/PROBLEM 
2. Have you planned a funeral before? 
3. Follow YES/NO questions below 
4. Introduce the SOLUTION 
5. Explain it using amount you are selling based on needs 

PROBLEM 

The first area of concern is your funeral and final expenses that go with it. Have either of you ever had to plan a funeral? If you don’t mind me asking, what happened? Oh no, if you don’t mind me asking, were you as prepared as you wanted to be? The reason I’m asking is because this is a very serious problem. 

The concern is not that we’re going to die, because we all will eventually. The concern is when we die, someone in our immediate family will have to go down and face that funeral director, and that’s the major problem. Funeral directors today require almost all or bulk of the money on the spot before they start doing anything, or they at least want to know exactly where that money is going to come from. Did you realize that? Unfortunately, a lot of people don’t know. 

Now when we die, it does take quite some time for other, or general life insurance to be paid to the family, on average it takes 3-6 months... were you aware of that? So, who would you say has to come up with the money in the meantime? (WFA) Exactly, the family either has to take it out of their savings or worse yet, borrow it. Most people don’t have that extra money set aside and even if they did, they didn’t set it aside for that! 

SOLUTION 

So what’s been set up to help take care of this concern is the Freedom of Choice program. Most, if not everything, should be taken care of...The plot, headstone, funeral or cremation, urn, and services. This Freedom of Choice certificate is worth $_______ (show screen/Freedom of Choice Cert). Do NOT take this to the funeral home and tell them what it’s worth, because if you do, how much do you think the funeral will be? (WFA) Exactly, $_______ ! What you do is negotiate the funeral, then assign the amount agreed upon on the back. The funeral director will call the number on the front to ensure the program is in effect. Then any left-over money will go directly back to your beneficiary to take care of other expenses.