Ask Them What They Want

If you ask your clients what they really want when they die you will never have to talk about life insurance. And that's good, because they don't want to talk about life insurance. What they really want is what life insurance does for them. So instead of asking your clients, How much life insurance do you own? or Who handles your life insurance? Ask them what they want when they die. If they hesitate say something like, Most of my clients,  tell me no matter what else happens they want their family to keep their home. They want their kids to play with their friends at the same school. They don't want their wife  to worry about where she and the kids will live. Is that what you want for your family? If he agrees that's what he wants for his family say, Great, If you can tell me how much you borrowed when you bought your home or when it was last refinanced I have a policy that can inexpensively solve your problem. Wait for his number and solve his problem. It's possible you could get through this whole presentation and not talk about life insurance. And we know why that's good....

 Another Want...

Another want you could share is... No matter what happens, I want to make sure my family can maintain their current standard of living. Is that what you want? Find out how much income they need and for how long, then solve their problem.... Give it a try. Bill Lynch

Check out my book: Your Time Your Goals and Your Identity