ID 20 WINNERS — Q&A
Why Factor Q&A from page 24
I want to be clear in saying I’m not suggesting now as a time
benefits represent “their final love letter” to their family… the
to “sell” life insurance, what I’m suggesting, is that now is the
love letter that keeps them standing when the world around
time to advise your clients that you can help them “purchase”
them crumbles.
coverage during this time when we’re all realizing our own
When talking to prospects about the importance of life
mortality and thinking about whether or not we’ve done what
insurance, continue to focus NOT on the tragedy of losing
we’ve needed to do to protect the ones we love most in the
someone, but rather focus on the financial security of those
chance that the unthinkable happens.
left behind. Continue to think about the successes the surviving
Garcia: What about the why? Because for the first
family members will still be able to achieve.
time in a long time, peoples priorities are
Ross: The early statistics indicate that about
changing. It takes an event like this
2% of the people that become ill with
to be the catalyst for change.
the coronavirus will, unfortunately,
Haney: The industry has
Maybe the long term security
die as a result. If 50 million
often been criticized for “not
of families and businesses will
Americans contract the virus,
showing up when people needed
finally become the financial
these statistics suggest that
it most.” Start by offering quick
priority that it always should
about 1 million of them will
online
resource
guides
or
short
have been.”
die. These are 1 million people
video webinars as FAQs on coverage
that, a year ago, thought they
provisions, or the step-by-step
had many more years ahead of
Pam Sheehan
them. Don’t let the tragedy of this
process to file a claim.
Senior Director, NAILBA ID
national pandemic become a family’s
Media Network
financial tragedy. Carry that passion,
[email protected]
and that message of love, to your clients and
prospects to help them see that, in difficult economic
times like these, life insurance can be the most important asset
they own.
Verbos: The push for business transformation, getting away from
Look to the Q3 issue of
the traditional way we’ve done business over the past several
Perspectives magazine for
decades, is no longer an option. Those that can adapt, will
define the new “norm” and they will survive, thriving into the
PART 3:
future. Those who can’t, or are unwilling, will find an expedited
path towards the exit.
Reshaping the
business through
technology
26
Perspectives
Q2 2020