Selling insurance can be difficult. Really difficult. Depending on the person you are speaking with, reading their level of interest can sometimes prove impossible. What are they interested in? Is there a particular part of a plan are they leaning towards? What’s the most important element to them and their family? So, you as an insurance agent need to explain each piece of the insurance puzzle as easily and succinctly as you possibly can. You want them to leave you full of information and knowledge on the various elements which make up an insurance policy.
To do this, we use the Tired Talk method. This is a method of discussing the various topics within insurance in a succinct and easy to understand manner. Nothing is complicated where each point is covered simply. Elements are repeated and points are reaffirmed to ensure clear delivery of the presentation. We have broken it down to show you the elements involved in each part of the process.
T Tax deferred cash value build up
Taxes are paid on the cash value build until funds are withdrawn.
I Income replacement
This is where income is replaced after the death of the insured party (70%).
R Retirement Benefits
This is a monthly cheque known as retirement income, which offsets living expenses because the client is no longer working.
E Emergency Funds and/or Education Funds
This amount needs to be equal to at least 8 or 9 months of your monthly income.
D Disability Provision
In the event of sickness or injury and as a consequence the client can’t work; the disability provision provides allows an income to sustain a family.
The language used in this discussion needs to be very personal to the client and their life. Using the words ‘your cash’, ‘your home’, ‘and ‘your family’ personalizes the message and puts them in a family orientated mindset of concern to do the right thing. After all, as agents, that’s what we are there for.
There are many other elements to having this discussion that requires a lot of in-depth psychology and science. Most may not know much about insurance so you need to assume that this is the type of person you are speaking to. It is a teaching type of sale that requires a lot of thought and knowledge not only around the subject itself but around people.
Checking knowledge and reaffirming points are all part of this process. So too is reassurance and empathy. This is a person who wants to make the very best choice for their family. We are there to provide clarity and the best solution for them individually.
We have had years of experience within this area and know that this method not only works, but it works really well. The testimonials we have received demonstrate this clearly.
Click to read testimonials
To talk to us more about how to use this method and scripting, we would be more than happy to give you more information.
Contact us today to find out more.
Peace, love, and gumbo!
Marvin LeBlanc, LUTCF, CNP
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