Relationship selling only works if you can build real rapport. In Final Expense, this doesn’t mean talking for hours — it means making the client feel like more than just a lead.
Here’s how to do it:
1️⃣ Start with Light Questions
“Mary, how’s your day going?”
“Are you retired now, or still working?”
2️⃣ Dig Deeper
“What did you do for work?”
“What do you like to do in your free time?”
“If you don’t mind me asking, how many kids and grandkids do you have?”
3️⃣ Use Seasonal/Personal Touches
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Monday: “How was your weekend?”
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Friday: “What do you have planned for this weekend?”
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Midweek: “I’m counting the days until Friday — you too?”
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Seasonal: “Spring is around the corner here in [State] — what’s your favorite thing about this season?”
Why this matters:
Rapport lowers defenses. It moves you out of the “salesperson” box and into the “trusted advisor” space. Once a client feels you care about them, they’re more open to hearing about coverage.
Pro tip: Take notes on their answers. Remembering that Mary is a retired teacher with 5 grandkids makes every future call feel personal.
What’s your go-to question for breaking the ice and making a client feel comfortable?