1. According to the 2010 National Funeral Directors Association’s General Price List Survey, the average cost of a funeral is: $6,560* with a vault $7,775* *Does not include cemetery, monument/marker, flowers or obituaries National Average Funeral Expense

2. The most effective presentations are made up of three parts: 1.Warm up 2.Presentation to build the need 3.Offering and close We call this: Our Three Part Sales System!!! In-home Presentation

3. Client warm up questions (at least 15 minutes) 1.Has anyone in your family or close to you had to pay for a funeral or other final expenses? 2.Do you know how much Social Security pays for a death benefit? ($255) 3.Are you a veteran? ($750) 4.Do you have any funds or a program set up to pay for your funeral and other final expenses? 5.How would your family pay for/handle your final expenses and funeral arrangements? 6.How’s your health? Final Expense Sales Sequence

4. Ms. Jones based on what you’ve told me I want to show you something we do at Legacy Safeguard that’s a little different. You can buy insurance anywhere, through the mail, over the phone, television or on the internet. What we have is a true funeral planning service available. When the time comes Legacy Safeguard can help your family avoid overspending in the midst of grief by negotiating the funeral price with the funeral homes. Your Legacy Safeguard advisor can contact the funeral home to evaluate service options while potentially saving your family thousands of dollars. Legacy Safeguard is on call 24/7 to provide support for survivors in various ways. Transition Phrase

5. I want to show you a short video so you can see exactly how this works. SHOW VIDEO, SHOW VIDEO!!! Transition Phrase

6. Legacy Safeguard Video http://www.legacysafeguard.org/dvd/

7. Now, Ms. Jones, after watching the video: 1.What did you think about our program? (allow them to answer) 2.Don’t you agree that this service would of great benefit to you, and take the burden off of your family? Transition Phrase

8. Life Insurance has always been sold most effectively on what is called money purchase!!! The average premium, for most companies selling final expense insurance, is $50.00 a month. The average face amount for these policies is between $6,000 and $10,0000. Money Purchase Option Close

9. Using the worksheet allows both you and the client to engage in a dialogue regarding their specific needs, and what plan would best fit their budget. This type of sale is never “one size fits all.” USE THE WORKSHEET!!! Final Expense Worksheet

10. Using the worksheet we show three plans for A 67 year old female to choose from: GOODBETTER BEST $6,000$8,000 $10.000 $37.94$49.41 $60.89 Give the client time to choose the option that best fits their budget!!! Final Expense Worksheet

11. Steps to closing: 1.Fill out the application for the FREE Legacy Safeguard Membership (explain what you are doing for the prospect) 2.Ask this question this way: Ms. Jones, if something happened which family member or loved one would you want to be in charge of your arrangements? (begin filling out the Monumental Life application telling them you need to make sure they will qualify for the benefits they selected) Life Insurance Close

12. Seating the Sale: Ms. Jones, in the next two to three weeks you will receive two packages in the mail, your membership from Legacy Safeguard and your policy from Monumental Solutions. If you have any questions regarding Legacy Safeguard call the 800 number in your package and they will help you. On your Monumental policy make sure everything is correct especially your beneficiary designation. Call me if you have any questions or need any help at all. As your agent my job is to help you!!! What’s Next