In this book we will cover the following topics:
- Rebuttals/Common objections
- How to develop a process for selling life insurance
- Life insurance sales strategies
- Rapport building
- Systems to determine a death benefit
- Why people buy life insurance
- Common sales maxims and mistakes
- Selling based on value not price
- Ways to differentiate yourself in your market
Do you have trouble achieving consistent results in your life sales practice? Perhaps this book could help. I’ve put together in this book most of the process, systems, and techniques that have helped me in my career.
Whether you are a seasoned veteran in the life industry or just starting your practice, this book might be what you’ve been looking for. Are you struggling with objections from prospects? Having trouble finding qualified prospects? Looking for a new strategy or plan of action? Do you have trouble explaining insurance in a simple matter of fact way? Are you looking for under-served markets? Are you looking for structure? Do you ever wonder when to offer permanent over term insurance? Do you wonder how a life insurance retirement plan works? What about the pitfalls of a life insurance retirement plan?
There is no set blueprint that one can follow for every case they have and guarantee to close every deal. Every salesperson has their own strategy to obtain a client, retain that client and then generate referrals from that client. This book had some good strategies that I tried and was successful with. I’m not going to say every word is pure gold, but there was a positive return on my investment and I added a few more tools to my tool belt. Now onto my next book to see what I can/can’t learn from the next person.
- Life insurance products have come a long way over the years. They have developed into sophisticated instruments that provide a variety of ways for families to protect themselves. Life insurance comes with many different options that can help you tailor a policy to fit your exact needs and desires.When considering life insurance, be sure to look outside what your employer provides. While this may be easier and you may assume they are providing what is best for you, it is not always the case. Make sure that they rates and coverage are competitive or better than other offers that you could go with.When deciding what term to take for your insurance, take a look at what will need to be done with that money. If your children are newborns, a 25 year term policy will make sure that they are cared for if anything happens to you before they are able to financially take care of themselves. If you have a 30 year mortgage on your home, considering making that your term to protect your home while it’s being paid off.Don’t rely on the life insurance plans provided by your employer. The coverage provided by the group term life insurance plans that many employers take out may not meet all your life insurance needs. Also, if you quit your job, you usually can’t take your life insurance policy with you.You should review your life insurance coverage needs at least once a year. As your family changes, so do their financial needs. If you have another child, your coverage needs will increase, while you might be over-insured as an empty nester. Check periodically on what you need to avoid paying too much or leaving your family in the lurch.Make sure that you are aware of how the insurance agents and financial planners make their money. They have to sell a policy or other insurance products to you in order to make a profit. The ones that work fee-plus-commission charge a fee and a commission for their products. The ones that work fee-only do not sell products. They sell guidance. In turn, you’d use that guidance to purchase your own policy.When you are choosing life insurance, make sure you are only paying for what you need. Think about what your life insurance will need to cover. It may need to pay for the funeral, a mortgage, or college for kids. Or if you have a separate account for your children’s college, you would not want to pay for that.When purchasing life insurance, try to find a company that’s offering you a free trial run. Maybe you can find a 30-day risk-free trial out there. If so, go ahead, and look at the policy and see if you understand it properly. If you’re satisfied with how the system works, you can better know if you want to choose it or not.Even though life insurance may not seem like a critical item, we never know what the future holds for us and it’s easier to sleep at night knowing that a backup plan is in place should something happen to the family breadwinner. Take a look at different life insurance policies — there is sure to be one that fits your needs and budget.
- Life insurance can be very intimidating to someone that has never bought it before. It can easily lead to a bit of information overload because of all of the resources available. Below are some tips to assist you in getting all of this information organized to where you can start buying a good life insurance policy.As you get older, evaluate how your life insurance needs have changed to be sure you aren’t paying more than you should. For example, if you are retired and your children are all employed and living independently, there is no need for a zillion-dollar policy. They simply don’t need that income if something should happen to you. So if you have no dependents in the house and no debts, you should ramp down your life insurance coverage to a minimum level – say, to support only your spouse if he or she survives you.If you worry a lot about your family, you should get life insurance for your own peace of mind. In the even of your death, your family would get money from your life insurance. If you are not earning enough money to support your family after you are gone, you should look into life insurance as an alternative.When considering purchasing life insurance, you must first understand your needs. You understand your financial situation better than anyone else, so do not let anyone convince you to purchase a policy you are not comfortable with purchasing. If you add your debt, estimated funeral costs, and 6-12 months of income replacement, then you can get an estimate of your insurance needs.Obtain a term insurance plan instead of a whole life permanent plan. The latter will last until the holder of the policy dies. The other is obtained for a certain period of time or until you reach a certain age. It is the least expensive policy that you can get because the premiums remain the same while its held.A great tip to keep your life insurance premiums as low as possible is to be sure you pay your premiums on time. If you do not pay premiums on time, you will lose your current policy and be forced to sign an even more expensive policy. Therefore, you must ensure you pay your premiums by the designated date.When going in for your medical exam, it’s important that you appear to be as healthy as possible. Now, no one is suggesting that you game the system, but you need to understand what you’re in store for. Don’t eat any junk or drink or smoke before going into this exam. It could ruin your chances.Use an online calculator to help you determine how much life insurance you need. Things to consider are the costs of supporting your spouse until he or she retires, paying for your children’s expenses until they graduate from college, and the cost of paying off your mortgage and automobiles.Hopefully, these tips have provided you with some very valuable information, as well as given you a way to organize all of the thoughts and information you may have already had on life insurance. Keeping these tips in mind when you start looking can help you find the best life insurance policy for you.