New life insurance agents in training sometimes complain that carriers want them only for their personal contacts, and that carriers have unrealistic expectations about how many policies agents in training can sell to friends and relatives.
Nate Richardson, senior vice president for sales and distribution at Bankers Life, recently turned that argument on its head.
He said, in an email interview tied to the Life Insurance Awareness Month campaign, that the best place to build awareness of life insurance is at home.
“Life insurance is a very important aspect of personal finance,” Richardson said.
But, according to a survey by LIMRA and Life Happens, “43% of Americans don’t have any form of life insurance,” Richardson said.
Richardson said reaching out to friends and family is “absolutely the foundation of business-building for new agents.”
“As family and friends find out they have a life insurance agent at their convenience, they come to them, versus the other way around,” Richardson said.