1. FCGS is an independent consumer advocate organization with a special focus

2. The Funeral Consumer Guardian Society
FCGS has no connection with funeral homes, cemeteries or organized religion

3. The Funeral Consumer Guardian Society
FCGS does not promote any one particular funeral arrangement over another
Burial or cremation
Religious or non-religious

4. The Funeral Consumer Guardian Society
FCGS helps consumers get their best deal when buying a funeral for a loved one

5. Funeral Advantage Funeral Advantage offers the senior consumer:
Funeral Funding — provided by Lincoln Heritage
Funeral Planning help — provided by FCGS
Consumer protection — provided by FCGS

6. Funeral Advantage
Funeral Advantage offers a final expense plan that is:
Easy to get
Affordable

7. Funeral Advantage
There’s a Lincoln Heritage final expense plan for every consumer age 40 to 80
If their health is reasonably sound, Lincoln Heritage will insure them

8. Funeral Advantage
A final expense plan benefit check can be in the hands of the beneficiary within 24 hours upon claim approval, or even sooner

9. Funeral Advantage Also offers: Funeral planning help
Consumer protection

10. FREE Funeral Planning Assistance

11. Funeral Planning Assistance
FCGS Funeral Planning Help:
Helps answer questions about funeral planning
Helps prevent emotional overspending on the part of grieving loved ones at time of need
Helps prevent argument among family members who may otherwise wish to have their preferences influence the funeral arrangements

12. Funeral Planning Assistance
Helps the client establish a funeral plan on paper
FCGS provides the funeral planning forms

13. Funeral Planning Assistance
FCGS can answer questions about planning or purchasing a funeral

14. Funeral Planning Assistance
FCGS archives funeral plans for safekeeping
Clients tend to stay on the books longer

15. FREE Consumer Protection

16. Consumer Protection
Consumer protection protects the loved one in charge of buying the funeral
Vulnerable at time of need or in advance of need
Vulnerable in dealing with a funeral home — especially one that’s aggressive

17. Consumer Protection
One phone call to FCGS starts consumer protection services

18. Consumer Protection FCGS determines location of the deceased
FCGS supports the person in charge for as long as they wish

19. Consumer Protection
FCGS gets copy of final expense plan from Lincoln Heritage
FCGS retrieves the funeral plan from the archives and prints it

20. Consumer Protection FCGS reviews with the person in charge
Funding plan
Funeral home preference
Purchase options

21. Consumer Protection
FCGS works on their behalf to secure their best funeral deal

22. Consumer Protection FCGS contacts at least three funeral homes
Reviews the client’s funeral plan with the funeral director
Never discloses how much money the person in charge has to spend
Will disclose price quotes from other funeral homes to encourage price competition

23. Consumer Protection FCGS contacts the person in charge
Reports on its work dealing with the various funeral homes on price

24. Consumer Protection
Person in charge selects the funeral home and FCGS advises them on the next steps
Releasing the deceased’s body
Selecting the merchandise and services
Signing the sales contract

25. Consumer Protection FCGS contacts the selected funeral home
Informs them that they have the “business”

26. Consumer Protection FCGS may pay the funeral home and the cemetery
If the client’s Lincoln Heritage policy is not contestable
If sufficient funds are available

27. Consumer Protection
FCGS sees to it that the beneficiary receives an amount equal to the remainder, if any, of the policy benefit

28. Consumer Protection FCGS may saves money for the person in charge
$1,800 on traditional funeral on average
$600 on cremation on average

29. Consumer Protection Most funeral directors appreciate FCGS
See FCGS bringing easy business in the door...
Appreciate that FCGS helps the person in charge understand the funeral purchase process
Knows they will get paid immediately...
More willing to discount merchandise and services

30. Consumer Protection
Funeral Advantage clients love that their affordable final expense plan comes with FCGS services at no extra cost
Free funeral planning help
Free consumer protection

31. FCGS Video Gives you a better sense of how important FCGS can be to the loved ones in charge of funeral arrangements

33. Funeral Consumer Guardian Society
Membership comes free with funeral funding from Lincoln Heritage

34. Funeral Advantage FCGS makes Funeral Advantage a total solution
Benefits loved one who will be buying the funeral for your client

35. Funeral Advantage
The client wants things to go smoothly and easily for the person in charge
Spouse, sister or brother
Son or daughter
Nephew or niece
Good friend

36. Funeral Advantage Funeral planning help
Prevent emotional overspending at time of need
Time of confusion... grief... stress

37. Funeral Advantage
With Funeral Advantage, your client is assured that FCGS will deal with the funeral home for the person in charge
Possibly save them a lot of money

38. Funeral Advantage
Funeral Advantage takes better care of your client’s concerns
No extra cost to them
No extra work for you

39. Funeral Advantage Funeral Advantage fulfillment package
Insurance documents
Free FCGS membership
FCGS ID cards
Funeral planning forms

40. Funeral Advantage Funeral Advantage Product: Funeral Funding
Funeral Planning help
Consumer protection

42. Funeral Advantage Sales System
Funeral Advantage Sales System helps consumers:
Understand Funeral Advantage clearly
Want Funeral Advantage for its family benefits
Become happy Funeral Advantage clients — convinced they made a wise decision

43. Funeral Advantage Sales System
Funeral Advantage Sales System materials
Add value to the Product
Help Funeral Advantage come alive
Make it easy to see value as total solution
Benefits loved ones in all sorts of ways

44. Funeral Advantage Sales System
Funeral Advantage Sales System Materials
Business card
FCGS lapel pin
Pre-approach letter
FCGS video for in-home use
Funeral Advantage video trailer

45. Funeral Advantage Sales System
Brochure... leave-behind piece
FCGS Membership Form
Funeral Cost Estimate
Estimated Funeral Costs by State

46. Funeral Advantage Sales System Materials
Business Card
Establishes you as a Funeral Advantage specialist
You have a total solution ready for loved ones

47. Funeral Advantage Sales System Materials
FCGS Lapel Pin
Reinforces your “authority”
Inspires consumer confidence in you
Gets you in the door

48. Funeral Advantage Sales System
“Hello, Mrs. Brown, my name is Chris Smith... and I’m with Lincoln Heritage Funeral Advantage.”
Show your business card

49. Funeral Advantage Sales System
“I’m here to deliver the free information you requested about Funeral Advantage... and to give you the free Funeral Cost Estimate that was promised in the letter we sent you.”
Show the pre-approach letter

50. Funeral Advantage Sales System
“There’s no obligation on your part... and I will only take a few minutes of your time. May I come in?”

51. Funeral Advantage Sales System
Pre-approach Letter
Show at the door to gain admittance
Delivering information they ordered
Use letter to start warm-up
Get into presentation naturally

52. Funeral Advantage Sales System
Pre-approach Letter
Tightens up your leads before you contact them for an appointment

53. Funeral Advantage Sales System
Pre-approach Letter
Introduces Lincoln Heritage
Offers relief from worry about funeral expenses
Offers free membership in FCGS
Offers a free Funeral Cost Estimate
Informs prospect you will contact them

54. Funeral Advantage Sales System
Pre-approach Letter helps you become more “familiar” to prospects
More appointments
More presentations
More sales

55. Funeral Advantage Sales System
Effective approach to use in “warm-up” “Mrs. Brown, who will most likely be the one in charge of your funeral when that day comes?”

56. Funeral Advantage Sales System
This person will be the beneficiary of your prospect’s final expense plan
Get their name and relationship to prospect
Wrap your presentation around this person

57. Funeral Advantage Sales System
Funeral Advantage brochure reveals the product
Final expense coverage
Funeral planning
Consumer protection

58. Funeral Advantage Sales System
Funeral Advantage brochure
Guides your presentation
Prevents buyer’s remorse
Family sees what client has done on their behalf

59. Funeral Advantage Sales System
FCGS in-home video
Shorter version for in-home presentation
Dramatizes how loved ones are protected

60. Funeral Advantage Sales System
“Mrs. Brown, I want to show you a short video so you can see just what kind of help your daughter, Peggy, can expect to receive if she suddenly becomes in charge of your funeral arrangements.”

61. Funeral Advantage Sales System
Funeral Advantage video trailer
Brings prospect back to Funeral Advantage
Shows next steps

63. Funeral Advantage Sales System
After the video and trailer “You know, Mrs. Brown, I never get tired of seeing this video... was there anything in there that you liked?”

64. Funeral Advantage Sales System
FCGS membership form
Your prospect’s emotions are up
Your emotions are up
Put the form in front of them

65. Funeral Advantage Sales System
FCGS membership form
Puts prospect on the path to a free membership and free benefits

66. Funeral Advantage Sales System
“Mrs. Brown, I bet when your daughter, Peggy, loses you, she would really appreciate it if she could have the Funeral Consumer Guardian Society watching out for her, wouldn’t she?”

67. Funeral Advantage Sales System
“Well, Mrs. Brown, that’s no problem... you’ll receive a free FCGS membership with your final expense plan from Lincoln Heritage.”

68. Funeral Advantage Sales System
Funeral Cost Estimate
Part of the FCGS Membership Form
Acts as a “worksheet”
Helps determine final expense coverage
Uses dollar amounts found on Funeral Cost Estimate guide

69. Funeral Advantage Sales System
Estimated Funeral Cost by State sheet shows prospect what funerals cost in their area
One side for traditional funeral costs... Good, Better, Best
One side for cremation costs… Good, Better, Best

70. Funeral Advantage Sales System
“Mrs. Brown, what’s your preference… burial or cremation?”

71. Funeral Advantage Sales System
In our example:
Prospect wants traditional funeral
Show appropriate cost estimates in their state according to Good, Better and Best

72. Funeral Advantage Sales System
Fill out the Funeral Cost Estimate for your prospect
Dollar amounts for Good, Better and Best
Monthly cost of appropriate final expense plan in each column — Good, Better and Best

73. Funeral Advantage Sales System
Go through the age and health questions to determine  correct policy

74. Funeral Advantage Sales System
Your client is faced with the monthly costs for three funeral funding options — “Which do you prefer, Mrs. Brown... Good, Better or Best?”

75. Funeral Advantage Sales System
Insurance Application
Get permission to fill it out
Have customer sign it

76. Funeral Advantage Sales System
“For your daughter Peggy’s sake, let’s get this done today, Mrs. Brown, while both of us are here right now — and you’re still healthy, okay?”

77. Funeral Advantage Sales System
Fill out application for your client
Have client sign application
Have client sign FCGS Membership Form
Send insurance application and FCGS Membership Form to Lincoln Heritage

78. Funeral Advantage Sales System
Funeral Advantage plan offers a total solution for senior consumers who care about their loved ones
Final expense coverage
Funeral Planning help
Consumer protection

79. Funeral Advantage Sales System
Agents do better with Lincoln Heritage Funeral Advantage
Lincoln Heritage Funeral Advantage magnifies potential for career success

80. More Career Satisfaction
More Money
More Career Satisfaction