- Understand life insurance must be sold pro-actively. Selling auto and homeowners insurance involves sales skills, but selling life insurance requires a different skill set, a different approach. People are not required to purchase life insurance. The lowest price is not going to make the sale. You have to make them realize they need the coverage. You cannot throw out numbers of different coverage amounts and expect them to pick one. You need a system in place to determine the amount and type of coverage needed for your client’s situation. It really doesn’t matter if you use a computer program or a quick analysis on a napkin, have a system to use and use it, every time. In the end, the computerized systems and the shorthand napkin systems arrive at nearly the same coverage amounts. People only buy life insurance for two reasons, they love someone or they owe someone. All systems take these reasons into account. We tend to look at them as debts to pay off (owe someone) and income to provide (love someone). Looking for a system to use?
Critical Illness and Disturbing questions. Mr. Smith points out how Critical Illness insurance can be a solution for business owners. He has examples of how to ask disturbing questions to identify the problem, then use stories to present the solution. As he states, “It’s not about the product, it’s about what the product does” that may lead to Critical Illness sales. Contact your Financial Brokerage marketer today at 800-397-9999 to help you with your next Critical Illness prospect sales solution.