The biggest sale you will ever make in your career is to yourself. Before your clients buy from you, you have to believe in your message. Your No. 1 priority is to believe in what you do.

You are important: Why? Because many of our institutions may not be able to keep the promises they have made to the American people. The federal government may be forced to cut benefits for programs like Social Security, Medicare and Medicaid. State and local governments could reduce or eliminate pensions and promised health insurance benefits.

This is an objection I find more prevalent in working the Mortgage protection market, although it does rear its head in Final Expense as well. Most people site the life insurance they have from their work place as enough coverage for their needs or they have enough money in the bank to cover the cost of a burial.

If you are lucky enough to be sitting in front of folks that feel this way you have the opportunity to educate and enlighten your prospect. The very first words that should be said are to compliment the prospect on planning ahead and considering the need for life insurance and the different goals in your life it addresses.