Help a P&C Guy Sell More Life

[Justin Bilyj]

nyc2phi,

If I may ask... are YOU sold on life insurance? What I hear from you sounds like my kids when they were younger and told to shower - they knew they had to but they just did it to get mom and dad off their backs. A little later on they maybe thought it was all right but... Now, at least one knows the benefits of staying clean - he's sold on the concept.

Where are you?

My suggestion is to first dig into what your carrier has to offer and get a real feel for the benefits.

As far as how to approach these clients, the advice above is top-notch. Even if you ignore what I'm saying you are likely to reap some sales just by following their suggestions. However, you'll do yourself and your clients a huge favor once you understand the real value are bringing to them.

Andy

It's too bad there's not a function for this forum to save wise pieces of gold like this to a personal notes section in their profile, or their blog. I have seen other forums with this function.

 

[cdavis]

I use to work for a captive agent who needed to sell life insurance to meet goals. I was a top P&C producer for the whole company in our city. I sold a lot of P&C from the beginning, in fact I met the agents goals by myself. Life was hard for me to cross sell at first. We made most our sales off internet leads, and I had convinced myself that this type of buyer just wanted the lowest P&C price and that was it!

It was when my attitude changed that my life sales changed. I realized after numerous conversations that most people don't realize the importance of life insurance. People just get the P&C becaus they are required to. So, when I'm having my talk with the client I use the liability coverages to go into my life conversation. I simply tell the client this quote includes liability limits of 50/100/50. Then I ask them if they know what that means. Most say no! So, I tell them if you get into an accident that is your fault this will protect the other person and their passengers. Do you have anything to protect your family? Most say no! The. I tell them you are paying $40/month to protect a strangers family INCASE you hit them. As an insurance Advisor I wouldn't be doing my job if I didn't put something in place to protect your family. I can to this for about half the price with a life insurance policy and it will protect your family in not only your vehicle. This is when they say OK sounds great!

I usually always sold term. You want to get the client use to a life payment. Then meet with them in a year to convert.

I hope this helps =)

 

[b61mack]

Good first post, cdavis, welcome to the forum.

 

[Stevis50]

nyc2phi,

• do you own or rent your coverage?
• has your accountant or banking professional every explained the tax advantages of owning life insurance?

Ask questions, educate, then let client choose to rent or own.

I think this is the most amazing question I've ever heard when it comes to life insurance. I never would have thought to put it this way. I take it to mean rent as in employer provided, once you leave it's gone, vs having your own policy? Can you expand on that a bit? I have 0 life experience.

 

[cdavis]

Thank you B61mack. It was hard for me to sell life at first, and now I love it! I enjoy helping others in areas I struggled with and managed to overcome. It's a great feeling =)

 

[agent m]

I think the reference is rent would be term and own being perm. So while at work is a type of term, it would not be the only rental senario. Least that's how I position it.

 

[WinoBlues]

I use to work for a captive agent who needed to sell life insurance to meet goals. I was a top P&C producer for the whole company in our city. I sold a lot of P&C from the beginning, in fact I met the agents goals by myself. Life was hard for me to cross sell at first. We made most our sales off internet leads, and I had convinced myself that this type of buyer just wanted the lowest P&C price and that was it!

It was when my attitude changed that my life sales changed. I realized after numerous conversations that most people don't realize the importance of life insurance. People just get the P&C becaus they are required to. So, when I'm having my talk with the client I use the liability coverages to go into my life conversation. I simply tell the client this quote includes liability limits of 50/100/50. Then I ask them if they know what that means. Most say no! So, I tell them if you get into an accident that is your fault this will protect the other person and their passengers. Do you have anything to protect your family? Most say no! The. I tell them you are paying $40/month to protect a strangers family INCASE you hit them. As an insurance Advisor I wouldn't be doing my job if I didn't put something in place to protect your family. I can to this for about half the price with a life insurance policy and it will protect your family in not only your vehicle. This is when they say OK sounds great!

I usually always sold term. You want to get the client use to a life payment. Then meet with them in a year to convert.

I hope this helps =)

I had forgotten about that one. Just remembered the homeowner's version. "Bob, We have replacement value on that old TV. What's your replacement value...."

Or the Bob, You are paying $100.00 a month to cover those cars that maybe have a resale value of $30k. Sue, Bob earns $90,000.00 every year, we really should look at protecting that, don't you think?

When I was the "life specialist" in an Allstate office it was so easy to talk to the clients.

 

[seeknulfind]

cdavis
Re: Help a P&C Guy Sell More Life
I use to work for a captive agent who needed to sell life insurance to meet goals. I was a top P&C producer for the whole company in our city. I sold a lot of P&C from the beginning, in fact I met the agents goals by myself. Life was hard for me to cross sell at first. We made most our sales off internet leads, and I had convinced myself that this type of buyer just wanted the lowest P&C price and that was it!

It was when my attitude changed that my life sales changed. I realized after numerous conversations that most people don't realize the importance of life insurance. People just get the P&C becaus they are required to. So, when I'm having my talk with the client I use the liability coverages to go into my life conversation. I simply tell the client this quote includes liability limits of 50/100/50. Then I ask them if they know what that means. Most say no! So, I tell them if you get into an accident that is your fault this will protect the other person and their passengers. Do you have anything to protect your family? Most say no! The. I tell them you are paying $40/month to protect a strangers family INCASE you hit them. As an insurance Advisor I wouldn't be doing my job if I didn't put something in place to protect your family. I can to this for about half the price with a life insurance policy and it will protect your family in not only your vehicle. This is when they say OK sounds great!

I usually always sold term. You want to get the client use to a life payment. Then meet with them in a year to convert.

I hope this helps =)

I had forgotten about that one. Just remembered the homeowner's version. "Bob, We have replacement value on that old TV. What's your replacement value...."

Or the Bob, You are paying $100.00 a month to cover those cars that maybe have a resale value of $30k. Sue, Bob earns $90,000.00 every year, we really should look at protecting that, don't you think?

When I was the "life specialist" in an Allstate office it was so easy to talk to the clients.

This stuff is golden guys! I'd love to hear more on your experiences here.

Andy