I still think there's a right way to sell

The paperwork is due October 9th and I can ask for an extension.

You asked “are we just signing?” The correct answer is no. But I think I know how busy you are. I want to be more respectful of your current circumstances. I feel like I’m putting more crap on your overloaded plate.

If you have the time, here are the details of what and why just signing isn't enough. There's important stuff we should discuss.

Settling a policy contract

Once approved, I try to arrange a delivery. I don’t act as if there’s urgency. Maybe there is, but I don’t normally feel it. And I can’t make stuff up or overemphasize stuff to get the deal done. I can hear the typical advisor turning to scare tactics. That’s NOT correct. Here is what I would say to the applicant…. The top layer. The most important information.

The paperwork is due October 9 and I can ask for an extension. Let me know when and where you want to meet.

The advisor I’m coaching will typically say…

but what if they change their mind and don’t want the insurance now?

I say that's not a big deal. That’s their choice. Hopefully your business relationship is such that you can offer to have further discussion and find out what changed? Do they want to discuss it?

Notwithstanding the aforementioned, the independent life insurance sales professional has a responsibility to get the life insurance applied for into effect. We must provide the client with an explanation of where the sale and purchase stands right now. We are at the "offer and acceptance" stage. I prefer telling people why I think it’s urgent and important and let them decide what they wish to do about it. The risk belongs to them. But armed with the correct information, they can make an informed decision as to the next steps. There are important details that have to be shared, in writing. Can't forget to tell them.

My words would go something like this…

The life insurance coverage is not in effect yet. Empire Life made you guys an offer. We need you (insured life) and Dad (owner) to accept it. It is prudent to discuss the terms of the offer prior to acceptance, whenever possible. Your acceptance of this offer requires acknowledgement of any changes we would now make to any of the questions on the application that we submitted over a month ago. Any change to any answer makes the policy contract voidable at the discretion of the life insurance company. Therefore, I consider it best to exercise caution during the acceptance phase of this transaction.?

Those are my words today. I haven't always done it this way. Each situation is different. But, of course, as almost always, I might keep going and add these comments are well.

I think we should pay attention to what you guys are buying. $2 million. Cash for the family at a serious life event. Emotions. Death. It’s the ultimate financial vacuum cleaner… some of the angst can be swept up cleanly when shit happens. [You don’t have to believe it. You don’t have to do it. It is what it is.] I don’t know exactly what my legal responsibilities are with respect to the getting you to accept the offer. I tend to think of my role is that of the catalyst. I’m supposed to get your coverage into effect (put Empire Life on the hook for $2 million) as soon as possible to avoid any risks associated with not having the coverage in place. Shit happens. That's the business I'm in.

Let me know if there’s a convenient time to meet. I don’t like to rush unless it’s really necessary.

Thanks for your understanding,