Points that help you sell
By Brian Anderson
Life Insurance Selling
Points That Help You Sell. Those five words made up the name of a regular little monthly feature that appeared in several decades-worth of issues of Life Insurance Selling. The collection of sales tidbits, offering good opening lines, closing lines, ways to counter objections, slump-busting ideas, motivational phrases, productivity tips and more, were long a favorite quick-read of the magazine’s loyal life insurance producer readers.
That little monthly department effectively sums up the essence of what Life Insurance Selling was all about: helping producers sell more life insurance. We’re going to be keeping that spirit alive as Life Insurance Selling merges with sister publication NU Life & Health, effective with the January 2014 issue.
“Points That Help You Sell” will be one of many elements of Life Insurance Selling that will live on in the new NU Life & Health print magazine, and of course on LifeHealthPro.com. We’ll still be profiling top producers, featuring contributed articles from producers and industry subject matter experts, and providing insight from industry columnists including David A. Saltzman, RHU, DIA, Maria Ferrante-Schepis, MBA, CLU, and Kim Magdalein. The combining of these great elements from Life Insurance Selling with the perennially award-winning editorial of NU Life & Health will create the industry’s most complete coverage of the issues that are important to dedicated professionals in life insurance distribution.
Peer-to-peer content has always been a hallmark of Life Insurance Selling, with producers unselfishly sharing best-practices marketing, prospecting, selling and closing techniques that work well for them. That’s something we plan to continue, and you can help by sharing your own “Points That Help You Sell.” Got a great tip that really works? Email it to me at banderson@SummitProNets.com and it could very well appear in an upcoming issue of NU Life & Health, credited to you, of course.
Here’s just a sampling of the kind of timeless tips you can find in a typical “Points That Help You Sell” – these three were culled from 1960s issues of Life Insurance Selling:
- Suppose your prospect has said he is very busy but has agreed to give you five minutes. What can you do in five minutes? The best thing you can do is ask some very pertinent questions – and here is one that might work: “If anything should happen to you, what is the very smallest amount of monthly income your family could get along on? If you had died last night, how much would they have to get along on now?”
- A good way to open up the subject of life insurance is to ask a prospect, “Do you have a will?” If he says yes, ask him: “How have you funded it?” If you can get him to look at the will and consider whether or not his desires for his heirs can be carried out without some real cash at the time of his death. Almost invariably, life insurance is needed to provide the cash.
- City-dwelling New York Life Insurance agent Joe Gerritse says, “I walk my dog several times a day and always take the same route. Naturally, I meet other dog owners who walk their dogs. In the course of time, we get to know each other. By now, 75 percent of the fellow dog owners I know are policyholders.”