Tips on how to convince a client to insure themselves in a life insurance policy.?

This is an approach,
The road to a client to protect themselves is not easy.
This is an approach I would use.
Well I tell my clients I usually help my clients in two steps.
My first appointment is trying to figure out who they are and how I can help them out.
And my second appointment is coming back with a recommendation.
Then I go into how I do my planning.
The way that I do my planning is I try to come up with what your goal for life insurance is? (Retirement, disability etc)
So I then look at what you are currently doing and see if it matches what you tell me your goal is?
I then transition into getting all there information, but the 3 main questions you need them to buy in on are.
1. If something happen to your husband or wife would you like your debt paid off?
Everyone says yes to this one
2. Education - OK so you told me that your wife would have the house paid off, but how about education. Education these days is very expensive and almost impossible for a family to their kids through school. Now just imagine it is almost impossible for one person to put their kids through school. So if god forbid one of you are not here to see your kids go to school, would you want money to be available for them to help pay for it.
3. Ok so now we know that if something happened then your debt is paid off and education is provided. (This goes for a dependent spouse or one with young children) Ok so how would you get by if something happened? Like I said before no mortgage, but you still have taxes and all the other bills. (Common response I will get a job) Well what you do not want and sadly it is what I see a lot is when your children lose the use of their father they sadly also lose their mother b/c she has to work 60 hrs a week to make ends meet. Now the children have lost both of their parents. So if something happened how much a month would you need to keep things going here?
Then use a tool like profiles to show them their plan
The end

There is no one right answer. Different approaches work for different people, and in different scenarios. You need to find one that works for you, and you are comfortable using. Ask other agents what works for them, or subscribe to horsesmouth.com for lots of resources and discussion boards designed to help out new agents/advisors.

I like to use the factual approach:
100% of homeowners have insurance on their homes. Only 1 out of 7 will ever end up using it.
7 out of 7 will end up using life insurance... The question is do you have it?

Ask questions to find out the needs and objectives, and sell the benefits to them....

Life insurance is an emotional sale. Unfortunately, you (and most agents) tap the negative emotion.

"Do you want your wife and kids in the poor house if you are run over by a truck?" or "Look what happen to _____ when her husband died of a heart attack!"

Try to tap into a positive emotion of "making sure your family has adequate income to pay for their housing and future education even if you are not around."

If the prospect does not have the desire to care for his/her family, you don't have a sale. Walk away.

Good Luck - Insurance sales is a tough profession.

*

convince them through their wives.

Stay away from questionable companies #1. I wish you had said who you are selling for.

Most companies have excellent training programs. Follow their presentation instructions to a tee..

Know your target group and don't spend to much time with people who don't fit into those groups.

If you are doing your presentation properly and they are still uninterested, it is most likely because THEY ARE UNINTERESTED.

Take it at face value and move on.

EDIT: jace is right, if you don't hear the wife say, Honey, I want it, you are off track.

I usually ask why they need insurance. Then they tell me.

If you have to ask on here... then maybe you should look into another job..

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