I went to a luncheon today with an "idea sharing" group where we discussed the benefits, challenges, trials and tribulations and successes of digital marketing. The group was pretty wide ranging. One younger guy owns one of the larger real estate franchises, we had a guy that owned a title company, an attorney and more. So, we also discussed how we were marketing. And, boy... I guess we have forgotten the basics. Please read on:
The successful people (the three I pointed out above) have not been asked to buy life insurance in years. As a matter of fact, they couldn't remember when someone asked them. Now, after convincing them I wasn't going to jump across the lunch table, they did admit that they felt under-insured. So, why didn't they just pick up the phone and call an agent? Why didn't they at least go online and buy some term? Why didn't they ask a friend for a referral to a professional agent? Probably because their friends are underinsured too.
Remember, life insurance has to be sold. You have to make a persuasive presentation showing insurance gaps and then help them get motivated to buy. Remember, one of the reasons life insurance can be a tough sell is, "people don't buy life insurance because they are going to die.” No, we buy life insurance because people we love and people that depend on us will continue to live.
Here’s a sales tip and a way to rejuvenate your career. Call all of your clients and present $25,000 of simplified issue life to be earmarked as "final expense" money. Looking for where to pay the premium? Do they have an annuity? Then take out 10%. Do they have a certificate of deposit? Go there and get the cash. Talk to them about losing one social security check upon the death of one of the spouses.
Finally, yes I think you should go prepared, gather data, find the shortfall and then make the presentation. But, if you don't do that, then simply ask... "Would you like to buy some life insurance?” I think you would be surprised how many people say "yes."
So, my question is, "how many of you, the readers, will go out and offer your clients more life insurance?" Let me know how this works out.
Until next time... good selling!