T H E B E S T WAY S T O TA L K A B O U T L I F E I N S U R A N C E B Y M A R C F I R E S T O N E

I N T R O D U C T I O N

• Talking about life insurance can often times be a tricky and uncomfortable subject with people.

• In fact, a majority of the public are uninsured simply because they do not want to have a discussion about the idea of death.

• But why does this talk have to be so difficult? Shouldn’t everyone want to be advised about how to further better prepare for the future?

U N D E R S TA N D Y O U R C L I E N T S P E R S P E C T I V E

• Understand the emotional mindset people associate with life insurance.

• Once you are able to get into this perspective, then you will be able to provide the most educational information for your clients.

E D U C AT E Y O U R A U D I E N C E

• When selling life insurance, you want to enter in the mindset of an educator and teacher.

• Treat every client as a blank slate.

• Most case scenarios, clients are either unaware or uninterested in life insurance.

• Your first job is to grab their attention and educate them about why they need life insurance.

B E I N F O R M AT I V E• During this process, it is important that you are both

informative and relatable.

• To be relatable, you want to keep in mind that some of the information may be too complex for people to understand.

• Simplifying this information in more relatable concepts can really hold the attention of the entire group.

• Providing this information, in the most simplistic understandable way, will keep the attention and interest of your customers.

B E H O N E S T

• As you present your information, make sure you are also personable and honest.

• Relating your own experiences and the value that life insurance brought to your life can ease people’s tension.

• Create hypothetical examples of why life insurance is necessary and why they should get it for themselves.

A N S W E R A L L Q U E S T I O N S

• Many people still have a variety of questions about how the overall process works and what they should do if they want to start, continue, or transfer from one life insurance to the next.

• To do this, it would be in your best interest to stay an additional ten to twenty minutes just in case there are a few people who want to talk to you.

A P P R O A C H T H E P E R S O N

• Also, do not be afraid in approach people individually if they have any questions. This will give you an opportunity to continue educating those who want to learn more and also potentially gain a client.