3 Ways to Get Life Insurance Clients to Buy Enough Coverage

How to communicate why the time to act is now

For any of these people, everything could change in an instant. (Photo: Thinkstock) For any of these people, everything could change in an instant. (Photo: Thinkstock)

Everybody needs life insurance, but most people wait until they are older to purchase coverage. This leaves life insurance agents struggling to find new clients.

According to Investopedia, millennials are the least likely to purchase a life insurance policy, and they overestimate coverage costs by 213%. In total, only 57% of U.S. citizens have life insurance, and more than half of them are 45 or older.

Death can happen at any time, which is a fact that people don’t want to face. This may lead to them putting off thinking about life insurance. They also may think life insurance is too expensive with no immediate benefit. However, they may be able to find a low premium to cover exactly what they need: Money to settle their finances once they are gone and replace any after-tax income for their beneficiaries.

If you are an agent experiencing pushback from your clients, here are some of the ways you can convince them to adequately protect their assets and purchase life insurance now.

1. Remind them that younger equals cheaper.

As people age, or they become sick or injured, their life insurance premiums skyrocket. When they are young and healthy, they can lock in a rate that they will pay for years to come, even as their peers pay more and more money for coverage as they age.

Clock (Image: Thinkstock)

(Image: Thinkstock)

If they wait too long, they may not be able to get any coverage at all. Let your clients know that the sooner they get life insurance, the better. In the long run, they’ll save a lot of money and reduce their worries.

2. Encourage them to provide for their loved ones.

If your clients have dependents, proper life insurance coverage will guarantee those loved ones are financially secure after your client passes away. Encourage clients to buy premiums that will supply their after-tax income to their spouses, children and other family members. Clients will also need to make sure their policy can cover time off work for the grieving, as well as funeral costs and any extra expenses that may come up.

Remind clients to look into the future as well, and think of expenses like college tuition costs for children, money for children’s weddings and funds for a spouse’s retirement. Help your clients come up with a realistic budget for their loved ones to determine exactly how much coverage they will have to buy.

3. Let them know it’ll pay off debts and taxes.

Your clients may have debts like mortgages, student and car loans, and healthcare and credit card debt. Life insurance coverage will kick in and be used to cover any outstanding debts as well as estate taxes. It will also help relieve their family of that financial pressure.

Your clients don’t want to leave their families stuck with paying the mortgage and all of these other debts. If they do, they are putting their loved ones at risk and making their lives more difficult. Your clients should aim to make life as easy as possible for their loved ones once they are gone.

Life insurance is crucial at any age. Help your clients to understand this so that they can purchase the correct policies and keep themselves protected.

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