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Sales Ideas: 3 Magic Financial Services Sales Questions

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Paul Karasik, a top sales coach, offered life insurance distributors a quick way to start a client relationship today during a session at NAILBA 36.

The typical member of the National Association of Insurance Life Brokerage Agencies is someone who knows something about sales, but Karasik had an unusual idea about how to court the most attractive prospects: Help them dig out from under confusion.

Karasik suggested that financial professionals try offering those top prospects three basic questions:

  • Are you family’s insurance, financial and medical documents organized and secure?

  • Do you and your loved ones have easy access to critical information in case of an emergency?

  • Can I help you with this?

Helping to organize a client’s documents and emergency information can be a great way for a financial professional to build a solid relationship with several generations of the same family, and to minimize the risk that younger family members will eventually go elsewhere, Karasik said, according to a written version of his presentation.

During some of the other conference workshops held today:

  • Amy McIlwain talked about how to use social media tools to improve the sales process.

  • Nathan Collins explained how financial services professionals can use mobile apps to add more hours to the day.

  • Erin Anders covered advances in underwriting automation.

  • Ken Leibow provided an update on how to use the newst systems for taking in life insurance applications and delivering the policies.


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