Finding the right way to broach the subject of life insurance is difficult at best. It is an uncomfortable but necessary conversation, especially amongst our veterans. I have found the best way to tackle this subject is head on but with language a veteran can understand.
Most military members are familiar with risk management. In our day-to-day activities we are taught to be aware of and how to mitigate risks in order to accomplish the mission and to do it safely.
As a life insurance professional, your job is to take the concept of risk management and have the veteran apply it at home. When you are speaking to your veterans, let them know their mission is to provide and protect their families. One of the tools they can use to do this is life insurance and disability insurance. Life insurance is to provide for our families in the event of premature death. Disability insurance is to protect our paycheck in the event we are not able to work for a period of time.
It is also important to establish the veterans needs and focus on using the insurance to fill that need. Put it in plain language. If the veteran is earning $50,000 per year and they pass away prematurely, their family would suffer a loss of income of $500,000 over a 10-year period. Ask, “How are you going to mitigate this risk?” Make sure they understand that failure to utilize the tools of life or disability insurance could be costly to their loved ones.
One tool you can use is the website www.lifehappens.org. You can purchase real-life stories on DVD. Share these stories with veterans to help them understand life happens and there is value in life insurance. Finally, I would send the veteran a copy of Ben Stein’s “For the Sake of Your Love Ones, Get Life Insurance” in an email or letter.
Be bold, speak their language, establish the need, provide the solution and then show its value. Keep up the good work, our veterans need you.
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