Life Bill
How do I help families not see life insurance as a bill but rather protection for their family?
I am on a crusade to help families become properly protected (create an immediate estate) in case of a loved ones untimely death. Of lately, prospects see life insurance as another bill. Although it is; can any life insurance agent please share with me how they get around to making sales in the life insurance industry? Thank you.
You need to ’sell’ them on the benefits, not the product. That’s as simple as it is. You need to focus on what the product does for the family, not what the product is. Focus on the concept and “problem” more than the solution/product. I have a lot of my clients that don’t realize they bought “life insurance”…but they own a pre-paid funeral plan or a pre-paid estate tax plan for example. Don’t get me wrong, when they sign the paperwork they fully understand it’s a life insurance policy, but in their mind they aren’t buying life insurance, they are pre-paying taxes and such.
Life insurance is ALWAYS a tough sell on people though. People will never experience the benefits of insurance becuase the person insured will be dead when the benefits/value is realized. Some people will not see value in insurance and you can’t please everyone, no matter how much you beleive in the cause. Ask them if they own a toilet plunger or a spare tire. Most will say yes. Then ask them if they bought those before they needed it or if they bought it with the intentions of using it immediately. Insurance is like a toilet plunger. You never see the value in it and it just sits there and does nothing until you use it and need it. And when you actually need it, it’s too late to buy it, but you’d likely pay ANY thing to have it.
Life Lessons By Bill Moore
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