Life insurance might be the only insurance you’re guaranteed to need someday, but that doesn’t mean it’s easy to sell. You can have prospects who fully acknowledge they need more life insurance, but still don’t buy it because they think it’s too expensive, or maybe they just plain procrastinate.
In their 2011 Life Insurance Market Study, Agent’s Sales Journal and the LIFE Foundation asked agents to list the main challenges to selling life insurance.
In this article Building the Life Insurance Sale: Establishing the Need, we explain how agents can use the Real Life sales concept kits to find new prospects, help them recognize the need for life insurance themselves and how telling stories can help overcome objections as well as procrastination. That takes care of the top three challenges.