Sometimes our agents at National Agents Alliance find themselves in a home and the clients are unsure about buying additional insurance or even keeping what they already have. Agents should not take it personally – it’s a sign of the financial times.
When this scenario occurs it’s time to become the teacher. It’s time for an insurance check-up and tutorial. A good teacher asks questions to cause the student to think. Start like this: “It’s time to sit down and take a closer look at what would happen if you were to pass away. We know it will happen, we just don’t know when. How would your loved ones manage? How would your bills get paid? Would your family be able to stay in this home? How would the kids pay for college?” These questions emotionalize the situation, and will add meaning to the important decision facing the client.
This is a great time to discuss life insurance in general. Review information that can give insight into the buying process and the difference between term and whole life insurance. Teach concepts that help the prospect make the best possible decision. This is your chance to teach about exactly how much coverage it will take based on the individual’s situation. Most people underestimate by a large margin what it will actually take for the family to carry on without the major breadwinner.
We all know how well CEO, Andy Albright teaches our agents. This is your chance to teach and be recognized as the professional providing advice and guidance to the client. You have a wealth of information to give, and as the professional, the client looks to you for help. When you take the time to give this special service to the client you will not only create a customer for life, but also a friend for life. And, you’ll be “making a difference” for that family as you live the National Agents Alliance motto: “Have Fun, Make Money, Make a Difference.”