Here are some ways i include....
12 more ways to start up your sales again.
I wish I had this for you but I don’t so I’ll just describe it.
I was in an agency about 5-6 years ago and they had a letter posted for visitors to read.
The personal information had been blacked out but the letter came from a person who had been diagnosed with a terminal illness and was requesting a pre-payment of her life insurance.
The letter was short but emotionally gripping and it made the thought of living with a terminal illness very real to me.
Five years later and I can still remember holding it in my hand.
I’m not sure if you have any letters like that available, but if you do it can be a very powerful tool for helping people appreciate the value of life insurance.
12) Ask About the Last Funeral They Attended
One of the reasons people don’t see the value of life insurance is because our brains are hardwired to ignore the possibility of us dying.
Think about it. I will die, you will die, everyone you know and their great great great grandchildren will all die someday and yet few of us are really bothered by it.
That’s our brain working hard to ignore the things that won’t help us live longer and reproduce more.
When you ask someone about the last funeral they attended it immediately activates the part of their brain that understands and accepts that death is going to happen, and maybe a lot sooner than we expect.
When was the last funeral you attended? How did it make you feel? Would you want a similar funeral?
13) Don’t Use Ignorable Statistics
Don’t use statistics that suck.
Sucky statistics are those that people can’t relate to.
I don’t care that 8.78 out of 1,000 people die each year. I don’t care that 155,000 people die every day.
I can’t relate to these numbers. They mean nothing to me.
So I have a 1 in 12 chance of catching a disease with a 30% treatment rate over the next 5 years…
14) Use Emotion-Rendering Statistics
If you’re going to use statistics, make sure they effect your prospect in a deeply emotional way.
Tell me how much it costs to bury me. And don’t just quote some statistics, show me some invoices from local funeral homes.
Tell me what percent of widows have to go back to work or pick up another job after losing their spouse. And then ask me what my spouse does for a living.
Tell me what percentage of children who lose a parent go to college versus the normal rate.
No I don’t have numbers for you here… Do I have to do everything?
15) Use Social Proof Statistics
Don’t tell prospects that 3 in 10 homes in the US don’t have life insurance.
That just gives them an excuse to join the club.
You want to make people think that everyone IS buying insurance, not the other way around.
Tell your prospect that 19 out of 20 homes with six-figure incomes have life insurance and they better join the in-crowd. (I made that stat up so don’t quote me)
And there’s nothing wrong with developing your own statistics based on your own book of business (as long as you explain that).
In fact it’s probably better because your book is more representative of your prospect than national statistics.
16) Talk About Surprising Deaths
A few days ago James Gandolfini, the actor who played the main character in “The Sopranos”, died.
He was 51 years old and while he wasn’t exactly the picture of health, it was nonetheless very surprising to just about everyone because of his age.
Talking with your prospects about a recent death in the news or in your local community is a good non-confrontational way to remind your prospect that “hey, you never know”
Gandolfini’s case is particularly effective for a situation like this because he died of natural causes and that is easy for anyone to relate to. I don’t think you’d get the same effect with a drug overdose or wreckless behavior.
17) Associate Life Insurance With Being an Adult
If your prospect is a young adult who has never had life insurance don’t forget that the feeling of being a responsible adult is a powerful benefit to them.
Make sure you emphasize it.
Tell them you’re impressed with such a high level of maturity at such a young age.
18) Segue From Conversations About Other Lines
When you’re selling another line of insurance like auto, home, health, etc. use examples and tell stories that include death.
“If you’re killed in a car accident this is how much your insurance will pay out…”
“Is that going to be enough? What else do you have in place?”
19) Associate Life Insurance With Wealth/Social Status
Let’s be honest, everyone can’t afford life insurance.
It some ways it really is a luxury product. I don’t have any stats but I’m very certain there’s a direct relationship between wealth and amount of life insurance.
Make sure you remember that during the sales process.
Are you treating your life insurance prospects the way they’d be treated at a luxury car dealership? Or like they’re getting their phone fixed at the Sprint Wireless store.
20) Stop Selling “Peace of Mind”
Okay, I’ll probably take some heat for this but I can’t stand when agents tell people to buy life insurance for “peace of mind”.
I get it and I understand what it means, but it’s such a cliched and BS term that it’s come to mean nothing at all. (in my opinion)
Do people really stay up at night worrying about not having life insurance?
I don’t think so.
I think people buy life insurance because society says its the responsible thing to do and because it feels good.
That’s why I did.
I guess this is really just my opinion, but I have plenty of life insurance and to be honest, I’d get more “peace of mind” having the extra money in my wallet.
21) Tell the Story of Your First Death Claim
Most experienced agents have a story about the first time they delivered life insurance benefits.
It’s obviously not pleasant to think or talk about, but your job as a life insurance salesperson is to make people think about and prepare for something they’d prefer to ignore.
If you don’t have a story to tell yet, you will. It’s the inevitable consequence of being good at your job.
And I promise the person who receives that check won’t mind if you used every idea in this article to sell their policy.
22) Don’t Ever Forget Why
It’s way too easy in sales to get wrapped up in all the techniques, quotas, close ratios, contests, commissions and everything else your carriers throw at you.
Don’t ever forget why you’re selling life insurance.
To protect families.
Everyone needs life insurance but most people won’t buy it without your help.
It’s not glamorous. But it is noble.
Don’t ever forget that.
Here’s what to do next:
- Make a short list of the ideas here you can add to your selling process and keep it handy.
- Review your list after each sales interaction this week and evaluate whether you used every opportunity to help your prospect see the value.
- Build sales Karma by sharing this article with one agent or sales manager you think would appreciate it.
- And please click the “Like” button so I know if you want more material like this.
Specially brought to you by John Carroll