Let’s face it. Life insurance is not the most upbeat topic to discuss with a client, or your family. Sometimes finding the words to say and questions to ask just becomes harder and harder, because you’re not sure how you should ask about such delicate and personal things.
Instead of beating around the bush, go straight to the basics; ask who, what, where, when and why questions — questions that make the clients think before they can answer.
For example when talking to your client about life insurance options, LifeHealthPro.com offered these questions to ask:
- Most people do not seem to understand life insurance very well. Tell me, what do you know about life insurance?
- What is your philosophy regarding life insurance?
- What financial formula did you use to determine how much life insurance to buy?
- What prompted your most recent purchase of life insurance?
- How did you choose the company that you purchased life insurance from?
- How did you select the agent?
- What are your thoughts regarding term insurance and cash value life insurance?
- If you were going to buy life insurance in the future, why would you buy it?
- How do you feel about life insurance on your spouse?
- How do you feel about life insurance on your children?
If you need to, National Agents Alliance encourages you to take these questions (or a list of your own tactical questions that work) with you to your next meeting and write your client’s response in. This will provide an outline of their needs, which will help you to find the policies that match.