Helping the customer go from what they “want” to what they “need” requires a lot of skill and a very specific sales process!
When it comes to purchasing final expense insurance, clients often struggle to differentiate between their wants and needs. While it’s natural to gravitate towards flashy advertisements and appealing offers, understanding the difference between what you want and what you need can help you make a more informed decision when it comes to protecting your family’s financial future.
Final expense insurance, also known as burial insurance or funeral insurance, is designed to cover the costs associated with end-of-life expenses such as funeral services, burial plots, and medical bills. It provides peace of mind knowing that your loved ones won’t be burdened with these expenses when you pass away.
However, clients often get caught up in the want versus need conundrum when it comes to choosing a final expense insurance policy. They may be tempted by flashy marketing campaigns promoting unnecessary features or add-ons that drive up the cost of the policy without providing any real benefits.
To avoid falling into this trap, it’s important to identify your needs when it comes to final expense insurance. Think about what you want the policy to cover and how much coverage you actually need to protect your loved ones financially. By focusing on your needs rather than your wants, you can ensure that you’re getting the best value for your money.
One of the key needs to consider when choosing a final expense insurance policy is the amount of coverage you require. Take into account your funeral costs, medical bills, and any other end-of-life expenses you want the policy to cover. It’s important to strike a balance between providing enough coverage to protect your loved ones and keeping the cost of the policy affordable.
In addition to coverage amount, clients should also consider the length of the policy term. Some clients may want a policy that lasts for the rest of their lives, while others may only need coverage for a certain period of time. By understanding your needs in terms of policy duration, you can select a policy that meets your specific requirements.
Another important consideration is the financial stability of the insurance company. Clients should opt for a reputable insurance provider with a strong track record of financial stability and customer service. This ensures that your policy will be honored and your loved ones will receive the benefits they’re entitled to when the time comes.
Clients should also consider any additional features or riders that may be included in the policy. While some clients may be tempted by the allure of extra benefits, it’s important to evaluate whether these features are truly necessary or if they’re just adding unnecessary costs to the policy.
Ultimately, clients should prioritize their needs over their wants when choosing a final expense insurance policy. By focusing on the coverage amount, policy duration, insurance company stability, and additional features, clients can ensure that they’re selecting a policy that provides the necessary protection for their loved ones without breaking the bank.
In conclusion, clients should carefully evaluate their wants versus needs when it comes to final expense insurance. By prioritizing their needs and focusing on essential coverage and policy features, clients can make a more informed decision and select a policy that provides the necessary protection for their loved ones. It’s important to resist the temptation of flashy marketing campaigns and unnecessary add-ons and opt for a policy that meets your specific requirements at a price you can afford.