Target Premium
- Thread starter diesel14
- Start date
- 1,953
Benefit amount and then go from there. If they only have $20.00 a month available then it's the amount $20.00 will buy but at the very least they know ball park how much they need.
- 25,900
Chicken or egg question.
For me it changes depending on the client. Some will have a clear idea of how much they want, some have a hard budget and want the most they can get for that amount, others just know they want or need life insurance.
I tend to start by asking what they want or need. Find the problem that needs fixing. Then I may find a solution and present it or I may then ask how much they will allocate to the problem. Really depends on the client and my gut feel. Majority of the time I start with the want.
- 1,206
I say "There are two ways we can do this, if your like me and very budget oriented you have a set amount you know you were not comfortable going over. The other way is like my wife, she will say she wants a 100k or whatever and then buy it without considering the cost. She is a spender and I am a saver."
"Now do you have a set amount you know fits into your budget or do you have a specific amount you'd like to see prices on"
I use this in final expense everyday. It works well. Last year a guy said " we would like to see how much 5k each would cost"
as I looked it up I asked if they'd thought about what would be an affordable amount.
About $200 a month he said. You going to love me. And showed him they could each get about 20k for the 200. They took it.
"Now do you have a set amount you know fits into your budget or do you have a specific amount you'd like to see prices on"
I use this in final expense everyday. It works well. Last year a guy said " we would like to see how much 5k each would cost"
as I looked it up I asked if they'd thought about what would be an affordable amount.
About $200 a month he said. You going to love me. And showed him they could each get about 20k for the 200. They took it.
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