There are many decisions loved ones must make immediately following a loss. Putting together a final expense program with a licensed professional so their loved ones won’t have to worry about financial pitfalls that accompany these important decisions will help ease their mind and their potential burden.

1. WELCOME!

2. SELLING FINAL EXPENSE IN A GROWING MARKET

3. The four primary concerns for the 76 million Baby Boomers aging into the
market will be:
Doctors expense
Hospital expense
Prescription
Recovering at home after a procedure OR Not leaving a financial burden
to
their family/leaving a legacy (Final Expense Insurance)

4. WHAT ARE YOUR CLIENTS CHOICES?
Rely on family and friends
Spend down personal assets and savings
Borrow
Transfer the risk to a Final Expense Program

5. DISCOUNTED DOLLARS
To pay for these predictable expenses doesn’t it make sense
to use Discounted Dollars?
An Estimate of Final Expenses Today is between $6,000 $15,000. (National Funeral Directors Association)
So how do you address this need in such a growing market?

6. FINANCIAL HAZARDS WHEN THE DEATH OF
A LOVED ONE OCCURS
There are two financial hazards for seniors;
Final Expense Gap
Reduced Income

7. WHERE WILL THEY GET MONEY FOR FINAL EXPENSE?
Borrow
Cash
Family
Insurance For Final Expense

8. RESPONSIBILITY OF FINAL EXPENSES

9. PRE-FUNERAL HOME EXPENSES
Ambulance
Paramedical Fees
Hospital Emergency Room Charges
Physicians’ Fees
And other expenses

10. FUNERAL HOME EXPENSE
Professional Service Charges………………$500 - $1,200
Transfer of Deceased………………………….$175 - $300
Viewing Facilities (2 Days)…………………..$350 - $900
Other Preparations………………………..….$100 - $300
Hearse……………………………………………….$150 - $365
Casket………………………………………..……..$1,900 - $5,000

11. BURIAL EXPENSES
Cemetery Plot……………………………………$800 - $2,000
Headstone/Engraving………………………..$350 - $1,500
Opening/Closing Grave………………………$250 - $1,500
Embalming…………………………………………$200 - $700

12. AFTER FUNERAL EXPENSES
Probate & Miscellaneous Estate
Expenses
Unpaid Debts
Etc

13. REDUCED INCOME DUE TO A DEATH

14. THE PROBLEM
Reduced income can be financially devastating to a
surviving spouse, often leaving them dependent upon other
family members or government programs for help.

15. TARGET MARKET
Male - SS - $1,609.00
Retirement - 1,200.00
2,809.00
Wife – SS - $ 900.00
At husband death wife
keeps hers or spouse.
If she takes spouse she
“loses” $10,800 year –
Male – 65 Social Security
Retirement
Medicare
Medicare Supplement
Final Expense
Wife – 62 Major Med/Simplified
Issue
Critical Illness
At 65 she will age into Medicare
10 years - $108,000

16. THE NEED
Supplemental income to replace lost earnings.

17. THE SOLUTION
A plan that will provide a
source of income to the
surviving spouse to sustain
a normal lifestyle.
Male - SS - $1,609.00
Retirement - 1,200.00
2,809.00
Wife – SS - $ 900.00
At husband death wife
keeps her’s or spouse.
If she takes spouse she
“loses” $10,800 year –
10 years - $108,000

18. IT'S NOT SO MUCH A SALES SCRIPT AS ASKING
QUESTIONS AND GETTING THEM TO THINK.

19. QUESTIONS
1. Have you or someone your close to ever been responsible
for making funeral/cemetery/cremation arrangements when
someone died? How did it go for you [them]? How did it
create any financial problems?
2. Who will be responsible for your arrangements upon your
death? Is that person financially prepared for such an
emergency?
3. Do you have any children/grandchildren/favorite charity
that you would like to leave money to upon your death?

20. QUESTIONS
4. Upon your death, does your spouse have enough savings to protect
against the immediate loss of your income?
5. How much do you expect your funeral expenses to cost if you died
today?
How much do you think the same arrangements would cost if you lived to
age 80 or 90? (Use an inflation calculator to figure. If someone is 65 today and would have
an $8,500 funeral at today's price, that projects to $18,624 if they live to age 85 and $27,568 if
they live to age 95 figuring 4% annual inflation.)
6. Do you realize your bank accounts and assets are not available to your
children immediately upon your death? (Unless you have a joint account
which opens up a whole other set of problems.)

21. QUESTIONS
7. Are you aware there are final expense insurance policies
that can be paid with one single premium? ...An annual
payment? ...An affordable monthly premium?
8. Do you have any health conditions that have caused you
to be turned down for insurance coverage?
9. Who would be the beneficiary of your insurance policy?
10. If you don't take out a final expense policy, what
alternative plan will you use for your family?

22. FINAL EXPENSE PROGRAM
Benefits do not decrease
Premiums do not increase
Policy cannot be canceled because of your age or health
Protection from the very first day your policy takes effect
Benefits are paid Tax Free
Simple Application Process

23. FINAL EXPENSE PROGRAM CAN BE LEFT TO:
Their spouse
Their children
Their church
Their favorite charity

24. IT CAN BE USED TO:
Pay their final expenses
Provide income to a surviving spouse
Leave behind for special needs

25. WHAT ARE THE CHOICES?
Rely on family and friends
Spend down personal assets and savings
Borrow
Transfer the risk to a Final Expense Program

26. THE SOLUTION
A plan that will provide a
source of income to the
surviving spouse to sustain
a normal lifestyle.
Male - SS - $1,609.00
Retirement - 1,200.00
2,809.00
Wife – SS - $ 900.00
At husband death wife
keeps her’s or spouse.
If she takes spouse she
“loses” $10,800 year –
10 years - $108,000

27. THANK YOU!
Lloyd Lofton – 800.346.2198 office
865.776.7632 cell
lloydlofton@yahoo.com