Insurance Success Systems
P.O. Box 809 Loomis, CA 95650 916-201-2581
Life Event Transitions
Marriage
“Being you’re getting married now, you’ll want to consolidate things. That will make your insurance more cost effective. I’d love to be able to help you with that (gain agreement). Also, have either of you talked about life insurance yet? It’s important, now that you’re getting married?”
Purchase of a home
“Now that you’ve bought your home, you’re going to start to receive a lot of mail about mortgage insurance. Mortgage insurance pays off your house in the event something happens to either of you. It’s important and something you really should do. We also carry mortgage insurance and it would only make sense to put your mortgage insurance with the same company that insures your house. Let’s do this, you get settled in and how about we touch bases again in a couple of weeks to talk about this more?”
Or
“One of the things you’ll need to look at now is insurance in the event something happens to either of you so that the cost of the home is taken care of for the other. Is that something either of you have talked about yet?”
Birth of a child
“One of the things you’ll need to look at now is Life Insurance to make sure the family is taken care of in the event something happens to either of you. Is that something either of you have talked about yet?”
In all three examples, when you ask, “is that something you’ve talked about yet”, they’ll respond with something like, “Not yet, but that’s something we should probably look at.” Now the door is open for discussion.
Death of a friend of family member
After expressing condolences, and talking things through with them, ask…
“Were they set ok with Life Insurance?”
If they know, the answer will either be,“yes, thankfully they have enough” or “no, they didn’t have much and they’re not sure what they’re going to do now.”Either answer is an endorsement for Life insurance. After discussing the circumstances, say…
“I have to apologize, I don’t recall if we’ve talked about this before, but how are you both set for life insurance?”
After a serious claim
After the claim is settled, say…
“You know, I can’t help but think,…
Name a slight change in circumstance in the accident that could have killed your client, for example…
…had you come through that traffic light a split second later, rather than hitting you in the driver’s side rear door, they would have hit you right in your door, and we might not be having this conversation right now. I have to apologize, I don’t recall if we’ve talked about this before, but how are you set for life insurance?”
If you’ve talked Life in the past and they’ve given you a “yes, but”, replace “I have to apologize…” with…
“I know we spoke previously about Life and you mentioned the time wasn’t right. Is that something you’d like to revisit?”
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