the final expense solution

mike stambaugh

• Married with 2 boys
• Got appointed w/ LH in late 2010 (post RE)
• #5 in the country in 1st full month
• Qualified "Pro Rata" for Scotland in 12 months. Qualified for every trip since then
• Made $120,000 in first year, $180,000 in my 2nd and $305,000 in my 3rd
• Management in 2012. Trained several hundred agents in 12+ yrs

dio ramirez

• Married with 1 son
• Appointed in early 2012
• Followed me from the RE biz
• Top producing agent for over a decade
• District Manager in 12/14 - Field trained hundreds of agents for 10+ years
• Doesn't require leads to be successful

Why are you here?

• You're interested in FE?
• You have clients that don't qualify?
• You just got licensed & you need a "home"?
• You need a change?
• You've heard good things about FE?
• You've heard about the income potential?
• Capped income? Not making enough $$$
• Tired of W2 (and a boss)

funeral advantage

• What is it?
• Why do we only sell only 1 product?
• Is it easy (simple) to sell?
• Why do we sell so much volume?
• What's our secret?
• Can you really earn $200k+ per year selling a $50/month premium?

Why Lincoln Heritage?

• #1 provider of agent produced Final Expense in the Nation
• #1 in-house FE lead program in the USA
• 60 years in biz (2023)
• A+ BBB & Excellent rating with AM Best
• $285M paid to beneficiaries in 2021 51,469 claims processed in 2021
• $200M compensation to agents in 2021

Why LH continued...

• Operate in 49 states with $1Million policies in force, valued at over $10 Billion.
• LH is a finalist for the BBB Torch Awards for Ethics (1 of 3 co.s 500+ employees)
• $148,810,571 AP in 2021 (206,681 apps!)
• We like to say, the numbers don't lie...

68% Growth in 7 Years! (numbers don't lie!)

funeral advantage - fcgs

• FCGS currently has over 1M members
• FCGS helped families save almost $8M in 2021 ($7,923,000 to be exact)
• FCGS helped 10,000+ families in 2021
• #1 reason LH writes as much volume as we do. Fad? Gimmick?
• Why we don't require a death cert!
• Funeral Advantage Marketing

gm - the agency

• CA based 35+ yr direct relationship with LH
• Founded by Ray Barragan Sr in 1986
• Ray's 3 kids took the agency, writing roughly $800,000/month in 2008 to $4.1M/month today (majority in Spanish!)
• Operate in 17 states (LH in 49 states)
• Policy retention, marketing, contests, leads
• Exclusive rights to ALL of California

GM stats 2021

• $49,421,000 TOTAL - #1 in USA
• $20,699,000 in English, 43%
• $28,729,000 in Spanish, 57%
• $4,118,000 per month average
• At $60/month premium (average), that's roughly 68,000 applications in 2021 or roughly 5,720 apps per month!

gm claims & commissions paid

• 12,337 total GM claims - 2021 (25% of LH)
• Claims paid, 2021 - $72,042,958 (24% of LH)
• Commissions paid - 2021: $68,710,124 (34% of LH)

Leads & marketing

• DM / TV / Internet - Lead Financing!
• 30+ years of advertising
• My first 90 days... 100+ apps from LH leads
• Pre-Approach Letters
• Inserts - $150 for 3000
• Door Hangers
• Funeral Advantage FCGS - Secret Sauce

Lead financing

• 10 leads at $39 each = $390 (lead balance)
• Sell 2 or 3 of 10 leads. Assume $1000 advance.
• LH takes 30% of the $1000 ($300) to pay down your $390 so now you owe $90. Next app pays off $90.
• Sliding scale... If you owe nothing, they take nothing.

getting paid

• 80% starting with 75% advance + 10 yr renewals (starting in 13th month)
• 5% raises based on production
• 90% contract = Lifetime renewals + manangement opportunity

Getting paid cont.

• Example:
• $100/month = $1200AP
• .80 X $1200 = $960
• $960 X .75 (advance) = $720
• $960 - $720 = $240/12 = $20/mo
• Renewals at 2% start in 13th month

Speak spanish?

oportunidad española

• TV (Telemundo / Univison, etc.) / DM / FB
• Every english piece (brochure / app / flyer) is also in Spanish
• Of the $4.1M that GM writes, $2.3M is in Spanish and several hundred thousand come from 0 leads... Again, NO leads!
• It's a massive marketplace with huge opportunity
• Why? D E M A N D...

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"Recession proof?"

• Compared to what exactly? Real Estate?
• Ben Franklin - "Nothing certain in this world except death and taxes"
• 12+ years for me - predictability into retirement - Never perfect but very good IF you work it!
• "None of us get out of here alive"
• Did Covid help or hurt us??
• Confidence w/daily opportunity and no end

who do we target?

• Low to moderate income
• Generally older but not necessarily
• Seeking a funeral plan - not just "life insurance" (every lead piece)
• Term insurance ran out or is about to
• Overpaying for a "pre-need"
• Churches, senior centers, businesses, apartment bldgs, MHP's, "farms", etc.

2 types of agents

• "Full time", 40+ hours per week, typically taking 20+ leads per week, presenting 2-3x per day and selling $15,000+ in AP monthly. Lead quantity can increase as production increases.
• "Part time", 10-20 hours per week, typically taking ZERO - few leads, generating own leads, presenting 2-3x per WEEK, etc. (Lincoln requires consistent production)

Day in the life (full time)

• Organize and map your leads
• Arrive by mid morning and knock 1st door
• Rotate through leads until you find someone home (leave note on door if not home)
• If you have gone through all leads for that day, circle back and repeat (2-3x daily)
• Goal: 2-5 presentations DAILY
• Talk to EVERYONE...

What can you expect from us?

• Training (as much as you need)
• Communication & availability
• Leads.... If you qualify and care
• Leadership - We've presented this product 1000's of times!
• Contests / Bonus $$

what makes successful agents?

• A great, positive attitude
• Self discipline / confidence
• Excellent communication skills (and a willingness to use them)
• Work ethic!
• Willingness to get un-comfortable
• Willingness to put in the T I M E
• Willingness to experience failure!

Why don't people succeed?

• Unwilling to get UN-comfortable
• Unwilling to put in the time
• Unwilling to do what others won't do (ironwork when I was 20)
• Distraction - Personal & Business
• Lack of work ethic
• Bad attitude / Know everything / etc.
• God gave you 2 ears and 1 mouth...

income potential

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how to get started

• Let us know that you're interested!
• Be willing to get trained and be mentored
• Be willing to communicate and put in the time
• Make sure that we have your email address and receive the contract via Docusign
• Once the contract is signed, we can send you the training

faq

• Is there a sales quota?
• How and when can I get leads?
• Do I have to take leads?
• Can I do this "part time"?
• How can I make more $$$?
• What does the training look like?
• Can I sell over the phone?

FAQ cont.

• Does the applicant need a SS#?
• Can I build a team?
• Can I get an over ride?
• Do you offer health insurance?
• How can I make the next company trip (and where is it?)
• I prefer Spanish only. Can I receive training in Spanish? What about Spanish leads?

q & a

Let's get started!

• Please make sure that you signed in today
• We need your full name, email address and phone number
• My email address is info@goldenmemorialcareers.com
• My phone number is 562 569 3434
• The next step is a 30 minute phone call
• If we're a fit, we'll send over the DocuSign