Funeral Plans Peace of mind for you and your family Presented by Neil Cooper Countrywide Funeral Plans Peace of mind for you and your family Why would you want to sell funeral plans? • To substantially increase your earnings • Everybody’s guaranteed to need one, the paperwork’s simple and • • • • • they’re easily added into a single existing appointment To ensure your clients receive the best advice Having a funeral plan guarantees your client’s funeral wishes will be respectfully carried out Paying for it now, at today’s prices, guarantees the funeral director’s costs will be covered at the time of need Having one shows great thoughtfulness and kindness and spares the bereaved family emotional and financial trauma at a very sad time Funeral plans are currently the fastest selling financial products Countrywide Funeral Plans Peace of mind for you and your family ..... in partnership with Golden Leaves • Golden Leaves Ltd was established in 1985 as a provider of funeral plans • Instrumental in developing the National Association for Pre-paid Funeral • • • • Plans (NAPFP) and continues to be at the forefront of the development of regulation in the UK Registered with the Funeral Planning Authority (FPA) Golden Leaves Pre-Paid Funeral Plans conform to the Financial Services & Markets Act 2000 (Regulated Activities) Order 2001 The only funeral planning service to offer repatriation into and out of UK The only company offering totally “green” funeral plans in the UK today Countrywide Funeral Plans Peace of mind for you and your family The benefits of Countrywide Pre-Paid Funeral Plans Peace of mind Thoughtfulness Financial Security No age or health restrictions Easy payment options Portability Environmentally friendly Countrywide Funeral Plans Peace of mind for you and your family The benefits of selling Countrywide Pre-Paid Funeral Plans • You’re in the appointment... you’ve got their confidence... and all their financial details... you’ve taken their will instructions... • Now earn an extra £300 per person simply by adding funeral plans to your chat. It’s good advice, plain common sense and a win – win situation • Simply by adding a few easy questions to your conversation you could earn on average an extra £600 every time you sit in front of a couple! Countrywide Funeral Plans Peace of mind for you and your family Alternatives to Funeral Planning • Savings in bank and building society accounts • Insurance policies Term insurance Whole of life cover Over 50s plans Countrywide Funeral Plans Peace of mind for you and your family The sales process • Introduction - build rapport, people buy people • Client Instruction Sheet Section 7 Funeral Wishes: Many of your clients will never have discussed their funeral wishes, but when taking their will instructions, simply by asking open questions in a caring, compassionate way, it’s easy to introduce it into the conversation: • Establish your client’s emotional and financial needs: What kind of funeral would you like? Have you ever organised a funeral for a loved one? How much do you think a funeral costs these days? How are you going to pay for it? Countrywide Funeral Plans Peace of mind for you and your family The sales process Develop empathy in your conversation with questions like: How did you feel about that? What problems did that cause? How could this have been made easier for you? Tell your clients: The cost of funerals has risen over 61% in the last 7 years! If you’ve already established that money has been set aside explain the benefits of a funeral plan as compared to their existing arrangements Questions and objections..... Countrywide Funeral Plans Peace of mind for you and your family Some possible questions and objections: I don’t want to talk about funeral plans; I’m not looking to go anywhere yet I can’t afford it I’ll shop around when the time comes I don’t care what happens when I’ve gone I’ve already got my funeral wishes in my will Superstition How safe is my money? What if we move or want to change our plans? Can I take out a plan for a friend or relative? I’m young and healthy, will I end up paying a lot more? What do my family do when the time comes? Countrywide Funeral Plans Peace of mind for you and your family Completing the sales process • Sell and agree the needs: sell the concept of funeral planning back to your clients based on their needs • Present the solution: Countrywide Pre-Paid Funeral Plans! • Close and consolidation: Sort out the appropriate plan for your clients, complete the paperwork, restate the plan benefits, explain what happens next • Referral: Who wants more clients? Countrywide Funeral Plans Peace of mind for you and your family Countrywide Pre-Paid Funeral Plans made easy Most of our clients prefer to purchase one of the following plans: Silver Plan – a very basic funeral, straight to crematorium, basic coffin Commission £276 per plan sold Gold Plan – standard funeral, 1 limousine, standard coffin Commission £301 per plan sold Platinum Plan – an all inclusive funeral, 2 limousines and a high quality coffin Commission £331 per plan sold Countrywide Funeral Plans Peace of mind for you and your family Countrywide Pre-Paid Funeral Plans made easy Keep it simple Stick to the off-the-shelf plans and advise your clients that the plans will be linked to local, independent funeral directors Note: We do NOT use any Co-op or Dignity funeral services If funds are limited talk about the Family Option and increase your sales More sales means more appointments ........ and more sales! Countrywide Funeral Plans Peace of mind for you and your family Golden Leaves Green Pre-Paid Funeral Plans made easy ... the only “totally green” funeral plan, including eco coffins, tree planting, carbon offsetting and investment in ethical and environmental stocks! Glade Plan – a very basic funeral, no viewing or limousine, veneer coffin Commission £152 per plan sold Meadow Plan – standard funeral, 1 limousine, bamboo coffin Commission £189 per plan sold Woodland Plan – an all inclusive funeral, 2 limousines and a choice of coffins Commission £229 per plan sold (Disbursements are not included in the plan price) Countrywide Funeral Plans Peace of mind for you and your family Paperwork and payment • It’s so simple – the application and payment forms are REALLY brief • Just remember to ensure your clients sign and date the forms and you enter your own name in BLOCK CAPITALS • Cheques should be made payable to Golden Leaves Trust • If paying by instalments a deposit of £200 is collected as the first payment, with the remaining costs spread over the selected period. First 12 months is interest free, remaining years charged at 6% interest • Alternatively, should your clients wish, they can pay an initial lump sum and then spread the balance over instalments • All paperwork and payment should be sent to Countrywide Head Office Countrywide Funeral Plans Peace of mind for you and your family Sales hints and tips Think Funeral Plans - they’re the easiest commission you’ll earn!! Know Countrywide Pre-Paid Funeral Plans inside out Rehearse - practise makes perfect Keep the Simple Sales Process inside your folder – just in case Know your clients – the driver and the decision maker, and listen to them Be confident, offer enthusiastic advice, instil the need, and substantially increase your earnings Funeral Plans Peace of mind for you and your family Any questions?