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Life Health > Life Insurance

What's More Heartwarming Than Insurance?

By Christina Pellett

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Recently, I’ve been talking with a lot of agents who have used what I call the “people are always” approach to selling insurance.

“People are always getting married.”

“People are always having children.”

“People are always experiencing long term care events.”

“People are always getting sick.”

These are all really sound ways to get into the client’s head, as well as to inspire yourself to keep on moving. In other words, it doesn’t matter that the economy isn’t as great as it once was – people always need insurance.

It was during the Great Depression, after all, that HMOs gained popularity as a way to ensure that providers got their money despite the financial insecurity of the patients they were seeing. See? Insurance is viable no matter the state of the country.

The LIFE Foundation is now taking the opportunity presented by Valentine’s Day to encourage consumers to purchase life insurance.

The group’s awareness campaign is called “Insure Your Love” and will begin in mid-January and culminate on Valentine’s Day, according to a press release.

The campaign is using (of course) Cupid as its spokesperson and encouraging producers and companies to take advantage of such awareness-building tools as consumer advertising, radio promotions, news media outreach, and the Crazy4Love Photo Contest.

Makes sense. It’s a good, unique door-opener: “What are you planning for your wife for Valentine’s Day?” Hopefully the answer is something like flowers or chocolates (or something a bit more sparkly?). But such a conversation provides an excellent entr?e into the recommendation: “What about life insurance – a way to ensure your wife [or husband, or partner] never has to want financially once you’re gone?”

Life insurance just may be the new international symbol of love.

Christina Pellett is the editor of the Agent’s Sales Journal.

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