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February 01, 2017 at 03:50 AM
Editor’s Note: A variation of this blog post first appeared in the Fall 2016 newsletter for First American Insurance Underwriters, Inc.
People who say they want life insurance but don’t get around to buying it often point to one reason: “the dread factor.” They picture the experience as time-consuming, drawn out, difficult, and worst of all, expensive. Most assume life insurance costs far more than it does.
Related: 10 sales behaviors that prospects hate
In other words, good prospects are often turned away and lost because of inaccurate and damaging perceptions. Don’t let this happen. Wow clients with an experience that’s far better than what they expected.
The place to begin is recognizing that most problems start with the life insurance application. This is where clients can become irritated and doubts creep in. The reason why this happens is simple: Although there can be mitigating circumstances, the biggest problem is applications with incomplete and inaccurate information. When this occurs, the process goes on-hold. As every agent knows, this is when clients become concerned.
Having to go back to a client for additional information or answers to new questions disrupts the sales experience. Besides, it’s embarrassing and can do unnecessary harm.
