Talking about life insurance can often times be a tricky and uncomfortable subject with people. In fact, a majority of the public are uninsured simply because they do not want to have a discussion about the idea of death. But why does this talk have to be so difficult? Shouldn’t everyone want to be advised about how to further better prepare for the future? While this is true, one thing you need to understand is the emotional mindset people associate with life insurance. Once you are able to get into this perspective, then you will be able to provide the most educational information for your clients.
When selling life insurance, you want to enter in the mindset of an educator and teacher. Treat every client as a blank slate. Most case scenarios, clients are either unaware or uninterested in life insurance. Your first job is to grab their attention. Like any sales representative, you need a way to have them listen. Forcing a group of people in a room to listen to you speak for fifteen minutes is not the most effective way to pull clientele. The best was is to hook them with a strong introduction. Start off with a variety of questions or even tell a story. The more relatable the introduction is to the person, the more interested people will get.
Once you have established a strong introduction, it is time for you to talk about life insurance. During this process, it is important that you are both informative and relatable. To be relatable, you want to keep in mind that some of the information may be too complex for people to understand. Simplifying this information in more relatable concepts can really hold the attention of the entire group. Do not mistake this for not providing any information. Life insurance is a very complex topic that needs to be broken down before someone can make a commitment. Providing this information, in the most simplistic understandable way, will keep the attention and interest of your customers.
As you present your information, make sure you are also personable and honest. The topic about death can be a very taboo discussion. Relating your own experiences and the value that life insurance brought to your life can ease people’s tension. Even if you have not had a personal experience with life insurance, talk about the securities it can have for the people you care about. Create hypothetical examples of why life insurance is necessary and why they should get it for themselves.
Last but not least, answer all questions. Many people still have a variety of questions about how the overall process works and what they should do if they want to start, continue, or transfer from one life insurance to the next. To do this, it would be in your best interest to stay an additional ten to twenty minutes just in case there are a few people who want to talk to you. Also, do not be afraid in approach people individually if they have any questions. Sometimes, people will reframe from asking their question because they are timid in speaking in front of a large group of people. This will give you an opportunity to continue educating those who want to learn more and also potentially gain a client.