5 Words Life Insurance Agents Should NOT Say

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5 Words Life Insurance Agents Should NOT Say

Do you have life insurance those are the five worst words that any life insurance agent can say to their client but unfortunately we say it far too often with the very little effect the thing is your clients see that you’re trying to sell them a policy as opposed to focusing on their concerns so what we’re
gonna do in this Article is get you away from saying do you have life insurance and focus more on how you can empower your clients to make a better decision by focusing more on their needs and how life insurance can help be a solution to those needs we’re gonna do that in a quick three steps to positioning life insurance going to do is go over the three steps to positioning life insurance.

 we’re gonna get you away from saying do you have life insurance and focus more on their concerns and the solutions you can provide for those concerns and we’re gonna do that in this Article first what we’re going to do is address the landscape of what your clients are facing we’re gonna talk about what matters most to them on a financial level after we do that we’ll talk about you as an agent what problems are you going to see and you need to find solutions for and thirdly what we’re going to do is give you the three steps to position life insurance in a much much more effective way so let’s jump right in let’s first talk about what matters most in a study that was done talking about the largest financial concerns of clients,

they came to the conclusion that one client is focused on how are they going to fund their retirement properly and secondly how are they going to ensure that they pay their bills on time this is why life insurance is not something that your client comes into the door to talk to you about they’re more focused on how their folks are wanting to take care of their retirement or they’re more focused on how they’re going to pay their bills on time these are the two largest financial concerns well where do you think life insurance actually was in the priority ranking out of the top 10 at ranked number seven what that means is less than four out of every 10 Americans are actually concerned about life insurance

this is why you don’t have people coming in to talk to you about life insurance this is not the main priority of your clients and really another step to this is saying that as household come increases the worry for life insurance starts to decrease people start to believe that they now are self-funded as they make more money so because your clients are more focused on retirement funding and paying their bills on time and as you can see they really don’t care much about life insurance

you need to figure out how you can use life insurance to take care of those two financial concerns so what are the two problems that you are more than likely going to face it’s going over those two largest financial concerns the first one is your clients are going to be more focused on retirement if you know what’s in their head and they want to talk about retirement why would you not discuss it a little bit deeper and number two how are they going to ensure that they pay their bills on time

you need to figure out ways in which you can help them and their family pay them bills on time so you as a life insurance agent seeing these two problems ask yourself the question of how can I use life insurance to solve those two problems so let’s talk about both of those problems first one is retirement how does life insurance become a solution to this retirement problem well first where Simon is about you as the owner of the policy not as the beneficiary of the policy so we can talk to clients about how life insurance can help supplement their retirement if it is a permanent cash value policy you can take out withdraws or you can take out loans of that policy to help supplement their retirement –

you can talk to your clients about what we called a single life option now if you have a husband and you have a wife and they have saved them entire life for retirement their next concern is how are they going to make sure that that money lasts for both of their lives well a life insurance policy can allow your client to make sure that they’re focusing now on making the money last for one life because if one of them were to pass away it’s going to refuel that bank of retirement fund that they have had this allows them to pay from larger trips or make sure that their money stretches a lot further

because they’re focused more on the single life as opposed to the joint life also we could talk about what we call the safeguarding of the what-ifs we can start to save today tomorrow and the next day but who knows how long we’re going to live you want to make sure that your spouse is taken care of so focusing on how your a surviving spouse can still be able to take care of their retirement because of you have a life insurance policy in your name the other thing that we need to focus on is paying the bills on time this is now more focused on the family or the beneficiary of this policy what we want to do first is talk about how the family will be covered not only in the short term for say grieving six months or whatever maybe they want to take some time off work but also

we’re talking about the long term if husband and wife have a mortgage and husband passes away how is the wife going to make sure that she can still pay for the mortgage well this is going to make sure that if 50% of the income goes away that the surviving spouse is taken care of in paying bills on time also it could be an emergency withdrawal now first and foremost we are not recommending that you take the money out as an emergency fund but if push comes to shove and you do need access to money a cash value life insurance policy allows you to pull money out because you do have access to the cash value so these are the solutions how life insurance can address either retirement funding or paying their bills on time so now let’s jump into the three steps to making sure that you can position life insurance in a much more effective way the first thing that you as an agent need to do is you need to address your clients financial the concern we’ve talked about the two largest financial concerns

which are retirement funding and paying bills on time you need to identify which one of those two is what is concerning your client and the way in which to do that is by asking them open-ended questions to allow them to talk about their situation once you’ve done that you want to paraphrase the concern that you’ve identified and it aligns your products or your solutions to their concern once you’ve done that what you want to do then is talk about how life insurance can solve that the problem you want to have your clients paint the picture of how life insurance can be a solution to that problem that they currently face so ask your client the question now if you’re saving for retirement what does that currently look like what are you currently doing to save for retirement if we were to talk about how life insurance can help supplement what does that look like but have your client paint the picture of their current situation and

where they could go then from there you want to present how this life insurance policy is taking care of that concern it’s making sure that they feel a little bit better about that concern that they have whether it is retirement funding or it’s paying their bills on time you want to do that by continuing to discuss the needs that your client has and how life insurance can help them so just to recap what we’ve gone over today first we talked about the landscape of what your clients are facing the financial landscape the two largest financial concerns of your clients are one retirement funding and secondly paying those on time

life insurance ranks number seven so get away from asking them do you have life insurance number two we talked about the problems that we face that retirement funding and also talk about paying bills on time and how life insurance can actually, be there and we’ve given you a systematic process that you can follow to ensure that you’re properly talking about life insurance.

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