Presented by Brian Leising
Do you have senior clients? Did they purchase only one product from you? Was it a Medicare supplement, annuity, long term care or final expense policy? If you were able to uncover the need for one insurance product, could you uncover another? What if you had six simple questions to ask your clients that would uncover additional sales?
“When did you last review your life insurance policies?” You should ask this question of everyone, whether you think they have a life insurance policy or not. Many people have never reviewed their old life insurance policies. They may be paying too much or not enough. Their coverage could be too low or missing key features. I often see older universal life policies that have not been funded properly to keep them in force for the client’s full life expectancy. I have also seen cash rich whole life policies that do not offer enough leverage for the client’s dollars. Newer universal life plans with a no-lapse guarantee can help in both cases. Find an annual review fact finder you like and start filling it out at every appointment. You will help your clients and uncover more new business than you have in the past.
In part three, I will review an added feature that can give your clients more than just death benefit protection.