one simple question you can use to sell more pre-need

The speaker shares a personal experience of losing both parents at a young age and emphasizes the importance of having clear instructions and preparations for one's death. They discuss the significance of life insurance and how it is intended to provide financial security for the family. However, they argue that emotional well-being is equally important and that leaving loved ones unsure of funeral arrangements and financial burdens can cause unnecessary stress. The speaker urges listeners to communicate their wishes and make necessary preparations to avoid burdening their family in the future. I personally, which, sorry to say, I mean, it's kind of sad, but it's helped me in my business is I lost my father when he was only 33, tragically, to suicide. I lost my mom when she was only 57 to a heart attack, and obviously that was some of the darkest days of my life. I use it as a reference because when families say to me, as they do sometimes, oh, let my kids worry about it, you know, I've been good to them, and I said, you know, to be honest with you, I was that kid, and I can tell you it's not a nice thing to leave on your family to have to do. Number one, they're going to second-guess themselves as to what do you want. They love you so much, and they want to give you the send-off you deserve, and why make them guess? The funny thing that I tell people is we all buy life insurance. What do you think you buy life insurance for? And nobody hesitates to buy life insurance, by the way. Sit down and really think about what are you buying life insurance for so that when you die, your family can be okay financially? Well, I don't know about you, but if I had to choose between emotionally okay and financially okay, I think I would pick emotionally, and I say that because if you're not emotionally okay, what good is all that money, really? It's just, to me, it's just, I struggle with this because when I talk with my family and friends who know what I do for a living, you can believe I have them all on board because I say to them, look, I'm not telling you what to do. I'm just going to ask you a question, and it's one that I referenced to earlier. If something happened to me today and I got hit by a car and died, I can honestly say my kids know exactly where my paperwork is and who to call. Sounds like ghostbusters. Who are you going to call? But it's the truth. They will make one phone call, and then what I want is for my loved ones to gather, have all the food and talk and laugh, look through pictures of me, whatever. I don't want them, I don't want them to have the same problem that I've had, which is when my mom passed, I'm one of five, the middle child, although they all came and gathered at my house. I didn't know the Gibnish family. Funeral director came up in the black car, which they don't do now, at least ours don't. And at that point, we discussed arrangements. And of course, when you have five siblings, you have five different ideals of what mom wanted. None of us really had a clue, but we went from the brothers who wanted this elaborate celebration to the sisters who said, you know, I don't know that mom would want all that hoopla. Then it came to the final piece. Well, how are we going to pay for this, says the funeral director. And we said, oh, you know, just take it out of her life insurance. Well, what a time to find out she had no life insurance. I use that story over and over to tell people, you know what you just went through with your loved ones. Unless you can answer that question to me that your family is 100% confident to know what you want, you're doing them a disservice. And I know how much you love your family. So why would you want to do that to them? Pretty good, right?