How Would You Pros Present / Sell / Close This Case ?

[0b1kanobee]

I have another thread about an 82 Y.O. needing life insurance and the daughter wants to take it out for him. This thread: http://www.insurance-forums.net/for...d-healthy-male-life-policy-needed-t51389.html

Now I'm curious as to how one of you pros or up and coming pros or anyone else who wants to throw their hat in the ring would present/sell/spin this case.

She wants to see a 5k, 7k and 10k premium (my idea since people have a tendency to pick the one in the middle). Now since the guy is almost 83 y.o. and the premium is about $80 a month, how would you present this?

Now Moonlight on here will be the first one to tell you logic never sold anything. I was discussing this with my girl and she said "I'd just put the money in the bank" to which I replied well if he dies in x amount of time the owner comes out ahead but if he lives longer then you would come out ahead providing you stuck with your plan ect. ect. but that is all logic.

So how do you overcome the obvious objections once you see they are real objections? This just seems like a hard sale to me. Then again guys sell graded and modifieds all the time even to those who qualify for immediate coverage.

Looking for some pointers and some 'Gold Newby Nuggets' from our resident experts. I'm sure there are some agents on here who also would think just like my girlfriend. Basically why does it make sense and where/what is the emotion for the sale?

 

[moonlightandmargaritas]

She wants to see a 5k, 7k and 10k premium (my idea since people have a tendency to pick the one in the middle).

What was her idea when you asked her?

This just seems like a hard sale to me.

Is that in your head, or in the prospect's head?

Basically why does it make sense and where/what is the emotion for the sale?

Why are you so stuck on it making "sense"? Millions of people spend money they can't afford on things that don't make sense everyday. You're charged with being their "savior"? Here's the emotion: (just a WAG), but the female (daughter?) of the 82 year old seems concerned about being stuck with the tab? Quit overthinking, there couldn't be an easier case to write. Write the frickin' thing.

How long has your girl been selling insurance?

 

[Rearden]

Moonlight for the win.

 

[Daytona_Guy]

Come downstairs to my office and I'll show you how to present it! Geesh!

But if you are not convinced, neither will they be.

 

[Newby]

I agree. I don't even understand the question.

What's hard about that one? If they put the money in the bank they have their own money plus 1% if they're lucky.

If it's graded you just ask what the bank is paying. 1%? This insurance company pays 5% on your money added to the premiums in the 1st two years. Much more after that.

 

[0b1kanobee]

Thanks Moon. I read something you posted on hear once which was "logic never sold anything" and it stuck with me.

I know what's throwing me. It's NOT wanting to sell Anerican Memorial for 45% commission on that age for the lowest possible premium. If that paid full commission I don't think I would have posted this.

Moon it was my idea to offer 7.5k She didn't know it was an option. I have an appointment on Saturday because her brother will also take part in the decision.

$80 just seems like a lot for 5k is all and I just figured there was a better way to sell it than to just say he has 2 feet in the grave already and then some.
She keeps talking about how healthy he is as much as I ignore it and they all live really old age. Today the doctor took him off his blood pressure pill so at 82 he's only taking a sugar pill (Metformin).

 

[rousemark]

Thanks Moon. I read something you posted on hear once which was "logic never sold anything" and it stuck with me.

I know what's throwing me. It's NOT wanting to sell Anerican Memorial for 45% commission on that age for the lowest possible premium. If that paid full commission I don't think I would have posted this.

Moon it was my idea to offer 7.5k She didn't know it was an option. I have an appointment on Saturday because her brother will also take part in the decision.

$80 just seems like a lot for 5k is all and I just figured there was a better way to sell it than to just say he has 2 feet in the grave already and then some.
She keeps talking about how healthy he is as much as I ignore it and they all live really old age. Today the doctor took him off his blood pressure pill so at 82 he's only taking a sugar pill (Metformin).

Number one rule: Do what is right for the client. A 45% commission rate can still be a fair amount of commission for one day's work. I can't say I would always sell the chepaest premium but I never sell based on what plan pays the highest commission rates. One reason the AmMer plan is cheaper is you are sharing in the rate cut.. it is sort of a "legal rebate" (I know rebating is legal in FL but it isn't for most of us) Many times that will enable you to make a sale where you might otherwise not get one. And, if you do the best job you can, you are much more likely to make even more money through referrals from your clients.

 

[SportsNut]

Stop listening to your girl... she isn't helping you at the moment.

Also, has your girl ever paid for a funeral... or had an 83 yo parent...? Didn't think so. So she is not in the same mind set as the daughter of your client. Stop mind f'ing this case, just lay it out and present it, then shut up... You will soon learn what the concerns of the daughter are. If it is price then reduce the face amt... if it is something else then attempt to overcome the objection. This case is little different than any other that you present except that you have MORE motivation here since this guy is AT his mortality age NOW. The daughter knows this... should be an easy sale if she has the cash flow.

 

[Daytona_Guy]

Stop listening to your girl... she isn't helping you at the moment.

Also, has your girl ever paid for a funeral... or had an 83 yo parent...? Didn't think so. So she is not in the same mind set as the daughter of your client. Stop mind f'ing this case, just lay it out and present it, then shut up... You will soon learn what the concerns of the daughter are. If it is price then reduce the face amt... if it is something else then attempt to overcome the objection. This case is little different than any other that you present except that you have MORE motivation here since this guy is AT his mortality age NOW. The daughter knows this... should be an easy sale if she has the cash flow.

Amen. 100% spot on.



.

 

[0b1kanobee]

I don't listen to her. In fact I told her that until she loses a loved one or someone dies without life insurance it's hard to feel how others feel about life insurance. I came home tonight and had to look at a sofa for sale on Amazon. Who the hell buys a sofa without sitting on it and trying it out?
This weekend we did a health fair and gave away gift baskets. We wanted to call one lady who we are meeting with about LTC and an annuity and tell her she won too but neither of us agents feel that is good karma.

I'm just gonna sell the lower premium. If Obamacare goes through and agents have a part then I'll sell that whole family individual plans.

I flipped a coin and while it was in the air what I really wanted for this nice lady revealed itself.

I was looking for something profound by my posting. Maybe a thought or idea I didn't realize already. Some new sales tactic. If its this easy I just need more leads.

Thanks!