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</html>";s:4:"text";s:7389:"Consider: Whatever it is, don't dance around it — recognize it and be sensitive to it. There are a couple of reasons, too. They want to know what the long view looks like in most cases. or "Congratulations on the new baby! A daily collection of all things fintech, interesting developments and market updates. Put 99% of the conversation on relationships and providing for family — not product details or cost. How to Talk to Your Clients About Life Insurance, https://aspect-mgmt.com/wp-content/uploads/2018/04/logo-1.png, https://aspect-mgmt.com/wp-content/uploads/2018/07/life-insurance-.jpg. If the client answers “no” to any of the questions listed below, wealth managers should refer them to an independent insurance agent or broker experienced in dealing with affluent families. It’s not an easy conversation, but one you can get comfortable having with some practice. Here's how to do it. ". Here's how to start the conversation. Most people plan to cover the cost of their house, or have a certain monetary figure in mind, but remind them about other expenses they won’t be able to contribute to, such as their spouse’s retirement funds or a child’s future wedding. You can say, "I know you want to pay for Jessica's medical school, but how will she pay for it if you suddenly pass? Tell your client a story. Baby Emmie is all gums and drooly bibs right now, but in three years, she'll be a busy toddler. Will you benefit from the peace of mind that comes with the knowledge that your loved ones will not be burdened. When you're talking to female clients, one of the best ways to ward them off is to talk about money. All rights reserved. Create one. It’s essential that agents are able to relay life insurance information in a way in which your prospects not only understand but also see the benefit in purchasing. They used it to pay for funeral expenses. While the motivation for purchase might be fairly universal, there are also many differences of which to be aware. However, you could also very carefully steer that to your advantage, however. ", Client says "yea" or "nay": "Excellent! By creating an account, you agree to theTerms of Service and acknowledge our Privacy Policy. We combine best-of-breed. Will your family suffer financially if they have to pay for your end-of-life arrangements? She's six months old, right?". Confidence plays a large part in an agent’s ability to deliver the right message to the person. It'll make a huge difference in your results with that individual. Would you have the money if Jack had to shoulder the load without your income?". Don't forget to have a conversation with your female clients about the present as well — not just future goals. Here are a few facts: Cardinal rule of sales: Always make it about your buyer. Educating clients and prospects about life insurance is a tremendous opportunity and will go a long way in convincing a prospect that they need your product. Also, don't forget to make it about that particular woman! Bringing up costs is a great way to shut down the conversation. Advisor: "I can go to $X lower per month.". A life insurance agent needs to believe in the product, be enthusiastic about selling, demonstrate resilience, and be an effective communicator. The first stepping in selling life insurance is convincing your prospect that they need what you are selling. Some customers are motivated by the best value over time, preferring to pay a premium on an annual basis, others will prefer a monthly payment plan that works with their income flow. As part of educating your customers it is helpful to get them to think about the future, and what will happen to their family after they have gone. You might have heard the sayings, ‘save for a rainy day,’ or ‘invest for your future,’ both are applicable for selling life insurance. Insurance agents need to be able to cater their messages to their audience. and customize each interaction, whenever you have a client in your office. However, it adds to the responsibility load, which means that your women clients may miss out on work to become a caregiver — which leads to less money to buy life insurance. ", Give clients a quote: "It costs $X for the next 20 years. Her husband, Jim, paid off the mortgage and moved to South Carolina — his dream. Up to 75% of all caregivers are female, and may spend as much as 50% more time providing care than males, according to Caregiver.org. Any sales expert can tell you that. Communicating clearly and effectively will help you know how to best serve your customer. When it comes to health insurance, a lot has changed over the last decade.And the sheer volume of information—and in some cases misinformation—about healthcare reform can quickly become overwhelming. For women, there are lots of reasons to say "No" — less money to go around due to lower earnings, due to caregiving responsibilities and more. How will your family support themselves without your income? The 19th Annual Retirement Survey of Workers surveyed 3,000 female workers and showed that among their obstacles to saving and investing is that women leave the workforce more often than men to act as a caregiver. Rather than focusing on processes and results, women prefer to invest when they can develop a relationship — or if they're investing in a cause that involves a relational approach with their money. Woman client: "How much does life insurance cost? © 2020 Benzinga.com. If you are an insurance agent, having a conversation about a topic like death and life insurance is possibly the most important conversation you can have with your client. She might be coming to you as a direct result of that major life change. Appeal to their need to relate with stories you've encountered in your own life or with past clients and how they worked to pay for their life insurance — and they're glad they did (use anonymous names, of course). The key is to help customers understand how financial decisions they make today will affect their future wealth. Always ask yourself, "What's the relevance to this particular client?" Why not develop trust and add value by spending time with women clients before you attempt to close. When you're talking to female clients, one of the best ways to ward them off is to talk about money. The median household retirement savings for women is just $23,000 compared to $76,000 among men. While some customers will expect their agent to provide a wealth of information and help guide them through the complex decision-making process, others will become overloaded and want their agent to simplify their decision. ASPECT Management is there to help agents with programs tailored to them. You know all about the persistent wage gap between men and women. It's essential to build an investment strategy — and it's part of women's natural approach to investing. Everything you need to know about the market - quick & easy. No one is excited to talk about their death, and there is a lot of misinformation amongst consumers in regards to life insurance. Share with them that they can avoid risk for their family by: Throughout this process, talk to them about their families. It's a good idea to be sensitive to whatever life stage a woman has just encountered. Never underestimate, or overestimate, how much a customer knows about life insurance. 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