Presented by Brian Leising Do you have senior clients? Did they purchase only one product from you? Was it a Medicare supplement, annuity, long term care or final expense policy? If you were able to uncover the need for one insurance product, could you uncover another? What if you had six simple questions to ask your clients that would uncover additional sales? Let’s start with the first, most basic question: “What planning have you done for your funeral?” Listen to your clients speak. They may discuss their will, preferred cemetery, music to be played, what funeral home to use. When they finish, follow up with “How will your family pay for all that? Do they really want to pay full price?” This conversation could lead to a fully underwritten life insurance sale, but don’t neglect basic final expense policies. Some people don’t need anything more than a basic burial plan. In lower income households, that may be the only sale possible. Premiums are guaranteed to remain level and underwriting is simple and fast. You should know whether your client qualifies for coverage before you walk out the door. People still purchase pre-paid funerals from funeral homes, you can offer them greater leverage on their dollars. Next week I will review question number two, for use with people who already have life insurance policies in force.