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How can we teach the art of selling?

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I was brought into the industry by Dan Ragsdale, who founded Exclusive Insurance Brokerage in 2009. Dan and I have marketed our services to financial planners, CPAs, and estate planning attorneys nationwide. Since 2009, we have built one of the country’s fastest-growing insurance brokerages, earning over 70 carrier contracts along the way. While life insurance is our bread and butter, we also market annuities, disability, and long term care.

Most financial advisors today know very little about the art of selling life insurance. They may know products and what life insurance can do, but the art of selling seems to be disappearing with the trained career agents in decline. Advisors today seemed to be gravitating more towards padding up their assets under management figures. They avoid asking their clients the tough question about life insurance. What are some things we can do as distributors to get today’s financial advisor to “slow down” and take the time to learn how to sell life insurance to their clientele?