{ "media_type": "text", "post_content": "How do you get somebody to want to buy life insurance right now instead of waiting?!?", "post_id": "5dec7e3f2f79110024cf14f4", "reply_count": 4, "vote_count": 5, "bowl_id": "59e71feee19fb20017ed3069", "bowl_name": "Life insurance sales" }

How do you get somebody to want to buy life insurance right now instead of waiting?!?

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Explain Cost savings and growth plus return of premium. Also lock in good health while young

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1. Identify the needs 2. Intensify the need 3. Review the alternatives 4. Close. Don’t get caught up in one product vs another (Term, WL, IUL, VUL). Learn to describe them all in context. Learn the tax implications of withdrawals, loans and death benefit. Have illustrations showing thinly funded vs max funded. Doing this right is not easy, that’s why the commissions are so high. Carriers would pay out less if you could shortcut the process. Buy insurance. You won’t sell what you don’t own. Agreed on “medical close”. We die and we all become uninsurable along the way. Your spouse and kids think you have it done, so do it.

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You can try and get technical all that you want. 9 out of 10 times, emotion drives the purchase - that includes shoes, clothes, etc. If they can emotionally see the benefit to having it, then it doesn’t matter.

Life insurance sales are mostly emotional. Just had someone in my office today wanting to buy life insurance before he gets Covid in case life companies would rate him adversely after he gets it. He basically made the argument for buying now rather than waiting and I’m going to use that one going forward.

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