How to Help Prospects ‘Get’ Life Insurance
September 4, 2019 by Jerry Cohen
Here’s an article to help you get in the right frame of mind for Life Insurance Awareness Month.
For many people who write life insurance, the task is not that easy. The way I see it, we’re up against at least four big obstacles:
- People would prefer not to think about their own demise. They push the need to purchase coverage to the side.
- Prospects and professionals are in somewhat of an adversarial relationship, in that prospects have a sense that commissions are paid to the advisor and, therefore, bias exists in whatever recommendations are made.
- Prospects may believe they have no bragging rights when they buy insurance, and therefore choose to spend their dollars in ways other than buying the protection we feel they need.
- Life insurance is a somewhat mysterious product with many names, makers, and horror stories connected to it, so, it’s easier to avoid buying it.