Questions to Ask – When Prospecting for Life
October 2, 2019 by Kim Magdalein
Prospecting for life insurance sales is my favorite. It’s so easy. I find it hard to understand why others find it so difficult.
Everyone who can fog a mirror is a possible prospect. It just requires a little imagination to ask for an appointment. All that’s necessary is a quick mental assessment of each individual you wish to approach. If you’re getting an MRI, isn’t it probable that anyone in that department is exposed to radiation and a higher risk of cancer than most people? Then they are all prospects with good salaries. If you meet a federal employee, there FEGLI is more expensive than 30 year level term after age 55. That’s also a great referral source. They are also pension Max prospects. Anyone who will start Social Security in the next 10 years is a target to replace a spouse” lost check at death.
Anyone who has a new kid is a prospect to cover education and loss of income. Here’s a great question to ask when you meet. “How long would you like your spouse to wait before he/ she is required replace the love of his/her life in the parent to your children?” I thought of that question years ago and it never fails to disturb the prospect.
Another great question: “What’s the best possible thing that could happen the week after a wife or husband passes away? Answer: “You have a check for $500,000.”