Life insurance can at times be a difficult subject to get into when working with a client. Some people do not want to think about their death or the decisions that need to be made when choosing a life insurance policy.
But just because something may be hard to talk about doesn’t mean we need to skirt around it. Life insurance is one of the best products agents sell, and practically everyone needs it. Once life insurance is discussed and properly explained, people often embrace the concept and want the protection it provides.
Pandora Insurance wants to help you look at a few techniques that can get us discussing life insurance with clients.
Getting Started
When starting a discussion about life insurance, the most effective agents usually avoid leading with the product itself. Instead, they focus on the person’s goals, responsibilities, and concerns.
Most people want to make sure their family and loved ones are provided for. That is why we work, save, and plan. Life insurance is part of that plan.
You might start out asking questions like, “Who all depends on your income right now?”
“What do you have in place to take care of your family in the event you cannot work?” This approach can lead to not only conversations about life insurance but also disability insurance.
Another approach might be, “How many years are left on your mortgage? How would it be paid off if you were not able to work?”
Building Rapport
The questions above can get the conversation rolling, and that’s when good agents start to pull out information necessary to help build a life insurance plan. Other points to hit on include:
- Do you have life insurance through your employer?
- What are your current debts?
- What are the higher education plans for your children and what have you saved for this?
- Ask about family, retirement plans.
- If there are children in the home, talk about the cost of care if a parent is gone. Babysitters or nannies can add up to a lot of expense over several years.
- What if we could introduce an asset for you that is not tied to the stock market?
Define the Problem, Then Solve It
Insurance sales is most often about solving a problem. Gathering information will help you and the client to define the problem. It might be:
- In the event of a death, there is no funds for burial costs.
- There is no income replacement to sustain a family for several years while children grow up.
- The client has little money saved or invested and could benefit from whole life insurance.
Now We Are Rolling
Quite often, once someone gets used to the concept of life insurance and sees its benefits, they quickly drop any reservations about talking about the product or even their death. Once this hesitancy is gone, it allows for constructive conversations that allow both of you to come up with products that help secure the future.
The key is to start slowly and to not lead with the product. Lead with questions that help uncover problems and then solve the problems with the right product in your suite.
If you are already selling health insurance products, life insurance is a natural add-on that can assist you in further helping your clients.
How Pandora Insurance Can Help
Pandora Insurance partners with National Life Insurance and major insurers in the Medicare market and the ACA market. We have the training, commissions, and marketing support to help you.
Enjoy these benefits when contracted with us!
- Freepre-license courses for our contracted agents
- Industry leading carrier contracting
- Federal Marketplace Certification for Affordable Care Act (ACA)
- Knowledge-based and practical training
- Partnerships with proven sales professionals
- Carriers include: ACA (Obamacare), Medicare, life, and supplemental
- Commission and bonus reporting
- Bilingual support.
Start today on your path to growing your business! Contact us at 305-603-7603.