LIFE INSURANCE AWARENESS
Why Factor Q&A from page 24
Solving problems like no other
An admirable trait among life insurance professionals, in my
view, is their passion for the product and what it can accomplish.
Pandemic or not, it’s a product like no other that solves problems
like no other. I asked these three experienced pros what they
might tell a new advisor regarding the value of life insurance.
“During Memorial Day weekend,” Ms. Robertson said, “my
69-year-old uncle had a massive heart attack and died. After my
aunt called her kids to share the news, I was the next call my aunt
made. Imagine the honor and the privilege I feel knowing my
aunt and cousins will not be financially impacted. Yes, they are
emotionally devastated, but not financially devastated.
“When you deliver a death claim — when you deliver a death
claim to someone you love — that experience transforms you
forever,” she said. “What I do is preserve lives. What I do is keep
families together, help businesses continue, and make sure kids
can go to college. What I do is make an impact in my clients’ lives.
It is my honor and my privilege to do what I do — to be there, at
my clients most vulnerable moment. This is why I do what I do.”
Pandemic or not, it’s a product
like no other that solves
problems like no other.
Hirsch
Stay away from spreadsheet sales
For Mr. Dewald, his passion for life insurance runs deep with
experience. “I have been blessed by more than 38 years of
experience in this great industry. Two of my career highlights are
having served as NAILBA Chairman in 2003 and LIFE Happens
Chairman in 2010. My involvement with MDRT and TOT
membership means I get exposed to many great sales concepts.
When I speak to groups of new agents or meet with them, I always
try to be sure they understand what life insurance does — not just
what it is. I wrote a small booklet a few years ago called Ten Sales
Concepts to Relish, Remember & Repeat: Using Life Insurance to
Provide Security to Your Clients While Securing Your Relationship
with Them.
“It is my honor and my privilege
to do what I do — to be there,
at my clients most vulnerable
moment.”
Robertson
“The message of that booklet,” Mr. Dewald said, “or any
other interaction with a new agent is the same — use stories to
communicate. Stay away from spreadsheet selling. Ask questions
of your prospects so that you know what their dreams and wishes
are. Communicate that life insurance is love insurance; it provides
dignity, pays for homes and educations, allows for time to grieve,
pays off debt, replaces lost income, and so much more.
When I’m in a social situation or talking with someone who
can’t seem to understand why life insurance is important my
favorite line is: ‘When you die, most of your family and friends will
be at your house bringing a casserole or box of cookies to your
family. If you work with me, I’ll be the one showing up with a big
check for your family. My hunch is your family would rather have
a lifetime of funding to survive on than a refrigerator full of food
that will be gone in five days. Don’t make your family rely on a
GoFundMe page to take care of things.’
“Until the advisor actually pays one of those death claims,”
Mr. Dewald said, “he or she won’t fully understand what life
insurance does. As an advisor, don’t put yourself in a situation
where you think, ‘Wow! I should have told that person about
how I could help them.’”
“Use stories to communicate.
Stay away from spreadsheet
selling. Ask questions of your
prospects so that you know what
their dreams and wishes are.”
Dewald
26 Perspectives Q3 2020