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top down method is where the agent starts with an absurdly high monthly payment, like $ 200, and waits for the prospect to react to that. The absurd amount and the prospect’s reaction to it can actually lighten the mood if agents handle the situation suavely. Most seniors will recoil and exclaim, “No way! I can’t afford that much on a fixed income!” The agent might commiserate by saying, “I don’t blame you, Mrs. Jones. That is a ridiculous bill to pay!” Then the agent goes down from there, maybe to $ 150, and waits for the prospect to respond. The agent then goes lower and lower, feeling out the senior’s financial comfort zone, until the prospect signals an amount that is affordable. This technique has the potential to help agents write larger cases because you aren’t assuming how much (or how little) the prospect can afford.
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Glen Shelton (How to Qualify, Present & Sell Final Expense and Medicare Supplements to Seniors)