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Template 1: Life Insurance Company Value Proposition Model

Use this PowerPoint Slide to outline your life insurance companies' services to get you more customers or clients. It includes financial security with health coverage aids, a secure future for children, no loan burden, and tax and retirement benefits. Here, you can also show the positive aspects of education coverage, health insurance, special allowances for senior citizens, and tax benefits for customers who pay more premiums. This template is available for download, so you get it now and make changes per your requirements!

Download this Template

Template 2: Life Insurance Planning Timeline

This PPT Template elaborates on the stages of life insurance. It shows how clients can plan their insurance terms based on age and different life events, such as marriage, growing a family, and finally preparing for retirement. This way, you can display the details of your life insurance policy and create a structured document to promote your insurance products. Download this template from the link below and take full advantage of its features!

Template 3: Life Insurance Sales Four Steps

Use this PowerPoint Template to outline the simple steps of your insurance sales process. It includes the essential parameters of internet marketing, tax benefits, financial help, and your company's services. Add a few sections to this document and draft your insurance selling strategy. Get this template today and showcase your ideas and planning through our presentations!

Template 4: Life Insurance PowerPoint Template

This PPT Slide highlights the factors that measure insurance costs and explains how you will get family protection with the policy. Here, you can outline the policy terms and mention how they cover the benefits for senior citizens. The template also displays the insurance plans, their types, guaranteed benefits, terms, coverage duration, etc. This helps clients choose the most suitable plan and secure their financial position for later years. Download this template now, make changes as required by your company, and impress your clients!

Template 5: Life And Non-Life Insurance Company Profile

This PowerPoint Deck outlines all the relevant information about insurance companies for existing and potential clients. It clearly shows the executive summary with company details, brand value, market share, and key statistics. It also highlights the company's information, mission, vision, and core values. The deck also details the products: life insurance, health insurance, and property and casualty insurance. With this bundle, you can get an idea of the global competitors, SWOT analysis, CSR activities, expansion strategies, and your insurance company's plan.

Template 6: Life Insurance Plans with Benefits and Terms

This PPT Layout showcases the critical aspects of life insurance plans. It includes names of the insurer's plans, their types, guaranteed benefits, terms, and Premium Paying Terms or PPT in years. You can use this structured format during your meetings with clients and the internal training sessions in your organizations. Get this template today and reap its benefits.

Template 7: Life Insurance Services

This PPT Design illustrates your company's life insurance services to your clients or customers. It shows policy tenure, cash value, premiums, and maturity benefits. The insurance products mentioned in this document are term, whole, universal, variable, burial, joint life, mortgage, credit, and group life insurance. In this way, you can provide critical information about your insurance policies. Get this template today and have an upper edge over your contenders!

Template 8: Healthcare Insurance Categories

The PowerPoint Slide showcases the categories of healthcare insurance your company offers customers, along with its claim coverage. It includes the five categories of insurance products, which are:

Platinum - covers 90% of medical costs
Gold - you can claim 80% of medical costs
Silver - you can raise a claim for reimbursement up to 70% of the total bill amount
Bronze - covers 60% of the total medical bill amount
Catastrophic - the insurance company will pay you almost 100% of medical costs.

Here, you can add product categories based on your customer needs and evaluation score. Download this template now and check out its benefits!

Template 9: Healthcare Insurance Networks

This PPT Template elaborates on the types of healthcare insurance services your company provides to your clients. It shows information about hospitalization, annual premiums, copay, status of deductibles, paperwork, preventive care services, and emergency services. The significant networks mentioned in this document are -

Health Maintenance Organizations (HMOs)
Exclusive Provider Organizations (EPOs)
Preference Provider Organizations (PPOs)
Point of Service (POS) plans
High deductible health plans (HDHPs).

This way, you can explain the insurance types using the Healthcare Insurance Networks company profile. Get this template now from the given link and cater to your requirements!

Template 10: Property and Casualty Insurance Categories

The PPT layout highlights the property and casualty insurance categories your service provider offers its clients. It shows eight categories of insurance, including insurance, home insurance, renter insurance, business insurance, condo insurance, farm insurance, electronic insurance, and reinsurance. You can also add necessary details about the terms and conditions of these types of insurance services. Download this template now and impress your audience with your presentation skills!

Wrapping Up

The PowerPoint Templates help you create a guide for everyone to understand what an insurance company offers. You can use the edit option to change the color, font, and content. Add images, graphs, tables, and symbols to support your content. Download these templates now and impress your audience!

Check out our pre-designed Top 10 Auto Insurance Templates with Samples and Examples.

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Crafting the Perfect Sales Pitch for Life Insurance: Two Detailed Examples

Life insurance is one of the most essential financial products a person can buy. It provides peace of mind, knowing that loved ones will be taken care of financially in the event of a tragedy. However, selling life insurance is not just about presenting facts and figures; it’s about connecting with the client on an emotional level and helping them understand the importance of protecting their future. A successful sales pitch should be empathetic, informative, and persuasive, tailored to the unique needs and concerns of the potential buyer. In this article, we’ll explore what makes an excellent life insurance sales pitch and provide two detailed examples that illustrate best practices.

The Essence of a Strong Life Insurance Sales Pitch

Before diving into the examples, it’s crucial to understand the key components that make up an effective life insurance sales pitch. These components include:

Understanding the Client’s Needs : This is the cornerstone of any successful sales pitch. The salesperson must take the time to listen and understand the client’s financial situation, future goals , and concerns. This allows the pitch to be tailored specifically to address the client’s needs.
Building Trust and Rapport : Trust is vital in the life insurance industry. Clients need to feel confident that the salesperson is genuinely interested in their well-being and not just looking to make a sale. Building rapport involves being transparent, providing value, and demonstrating empathy.
Educating the Client : Many people do not fully understand how life insurance works or the various options available. A good sales pitch should educate the client, simplifying complex concepts and explaining the benefits in a way that is easy to understand.
Presenting the Solution : After understanding the client’s needs and educating them on their options, the next step is to present a tailored solution. This involves recommending a specific life insurance policy that aligns with the client’s goals and explaining how it will meet their needs.
Addressing Objections : Clients often have concerns or objections when considering life insurance. These could be related to cost, perceived complexity, or uncertainty about the necessity of the product. An effective sales pitch anticipates these objections and addresses them head-on with clear, reassuring answers.
Closing the Deal : Finally, a successful pitch includes a strong closing that encourages the client to take action. This could involve a call to action, such as scheduling a follow-up meeting, starting the application process, or simply asking for the sale.

Example 1: The Family-Focused Pitch

Setting the Scene

Imagine a 35-year-old couple, John and Sarah, with two young children. They both work full-time jobs and are beginning to think about their long-term financial security. They have some savings and investments but have not yet purchased life insurance. The salesperson’s goal is to help them understand the importance of life insurance in protecting their family’s future.

Understanding the Client’s Needs

The salesperson starts the meeting by asking open-ended questions to understand John and Sarah’s financial situation, goals, and concerns. They discuss their children’s future, mortgage obligations, and the importance of maintaining their family’s standard of living, even if something unexpected were to happen.

Salesperson : “John, Sarah, I can see that your children are your top priority. It’s clear that you both want to ensure they have every opportunity in life, from a good education to a secure home environment. Have you thought about what would happen financially if something were to happen to one of you?”

This question gently guides the conversation towards the topic of life insurance without being too direct or pushy. It also highlights the salesperson’s understanding of the couple’s concerns.

Building Trust and Rapport

The salesperson continues by sharing a personal story or anecdote about a client who faced a similar situation. For example:

Salesperson : “I worked with a family very similar to yours a few years ago. They were also busy professionals with young children and hadn’t thought much about life insurance. Sadly, the husband passed away unexpectedly, and while it was an incredibly difficult time, the life insurance policy they had in place allowed the wife to pay off their mortgage and continue providing for their children without the added stress of financial uncertainty.”

This story not only builds rapport but also subtly reinforces the importance of having life insurance. It shows the clients that the salesperson understands the emotional weight of their decision.

Educating the Client

Next, the salesperson educates John and Sarah about the different types of life insurance, explaining the differences between term and whole life policies, and how each could benefit their family.

Salesperson : “There are two main types of life insurance: term life and whole life. Term life insurance is typically more affordable and provides coverage for a specific period, which might be a good option if you’re looking to cover your mortgage or ensure your kids’ education is taken care of. Whole life insurance, on the other hand, offers lifelong coverage and can also serve as an investment vehicle. It builds cash value over time that you can borrow against or use for retirement.”

By clearly explaining the options, the salesperson empowers the couple to make an informed decision.

Presenting the Solution

After discussing their options, the salesperson recommends a combination of term and whole life insurance policies that would provide comprehensive coverage for the family.

Salesperson : “Based on what we’ve discussed, I would recommend a term life policy that would cover your mortgage and living expenses until your children are grown. Additionally, a smaller whole life policy could provide lifelong coverage and serve as a financial asset in the future. This combination gives you the protection you need now while also building value over time.”

The salesperson clearly outlines how the proposed solution addresses the couple’s specific needs, making it easier for them to see the value in the recommendation.

Addressing Objections

John expresses concern about the cost of the premiums, especially since they are already juggling various financial responsibilities. The salesperson responds empathetically:

Salesperson : “I completely understand your concern, John. It’s important to make sure this fits within your budget. That’s why we’ve structured the plan with a term policy for the immediate needs, which is more affordable. We can also adjust the coverage amount or payment structure to find something that provides the protection you need without straining your finances.”

This response acknowledges the client’s concern while reinforcing the flexibility of the proposed solution.

Closing the Deal

Finally, the salesperson encourages the couple to take the next step:

Salesperson : “I believe this plan will give you the peace of mind you’re looking for, knowing your family is protected no matter what. Let’s go ahead and start the application process so we can get you covered as soon as possible. We can always make adjustments if needed, but getting started is the most important step.”

The close is direct yet reassuring, focusing on the positive outcome of taking action now.

Example 2: The Professional’s Pitch

This time, the client is a 45-year-old professional named Linda, who is single and has been very successful in her career. She has no children but wants to ensure that her aging parents and favorite charities are taken care of in the event of her passing. Linda is financially savvy but has not yet purchased life insurance. The salesperson’s objective is to help Linda see the value of life insurance as part of her overall financial plan.

The salesperson begins by asking Linda about her financial goals, concerns, and the people or causes she cares about most.

Salesperson : “Linda, it sounds like you’ve done a fantastic job of building a solid financial foundation. Given your success, have you thought about how you want your assets to be distributed if something were to happen to you? What are your main priorities when it comes to protecting the people and causes you care about?”

This approach frames the conversation around Linda’s goals and values, making it clear that the salesperson is focused on helping her achieve her objectives.

To build rapport, the salesperson shares insights from working with other professionals who had similar goals.

Salesperson : “I’ve worked with many clients in similar situations who wanted to ensure that their loved ones were taken care of and that their legacy would continue through charitable giving. One client used a life insurance policy as a way to leave a substantial gift to her favorite charity, something that wouldn’t have been possible with just her savings alone.”

By sharing this story, the salesperson shows an understanding of Linda’s situation and demonstrates how life insurance can be a powerful tool in achieving her goals.

Linda is already financially literate, so the salesperson focuses on how life insurance can fit into her broader financial strategy.

Salesperson : “Linda, life insurance can be an essential part of your financial plan. It’s not just about providing for loved ones, but also about maximizing your estate. For instance, with a whole life insurance policy, you could set up a charitable remainder trust, allowing you to donate to your favorite causes while also benefiting from tax advantages. Plus, the policy’s cash value could be a source of funds if you ever need it.”

This explanation highlights how life insurance can offer both immediate and long-term benefits, tying it back to Linda’s goals.

After discussing Linda’s priorities, the salesperson recommends a whole life insurance policy with an option to establish a trust for her charitable donations.

Salesperson : “Given your goals, I would recommend a whole life insurance policy with enough coverage to support your parents and leave a significant legacy to your chosen charities. By setting up a trust, you can ensure that your donations are managed according to your wishes while also enjoying potential tax benefits.”

The proposed solution is tailored to Linda’s specific situation, emphasizing the strategic advantages of life insurance in her financial planning.

Linda is concerned about the complexity of setting up a trust and whether it’s worth the effort. The salesperson reassures her:

Salesperson : “I completely understand, Linda. It can seem complex, but I work closely with estate planners who specialize in setting up these types of arrangements. We’ll guide you through the entire process and make sure everything is done correctly so that you can have peace of mind knowing your legacy is secure.”

This response alleviates Linda’s concerns by offering support and emphasizing the ease of the process.

To close the deal, the salesperson emphasizes the long-term benefits:

Salesperson : “Linda, by taking this step, you’re not just protecting your parents and supporting your favorite causes, but you’re also ensuring that your legacy reflects the values you’ve built your life on. Let’s move forward with this plan, and we’ll start by getting the paperwork in order. You’ll be one step closer to achieving the financial peace of mind you deserve.”

The close is confident and connects directly to Linda’s goals, making it easier for her to see the value in taking action now.

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Example 3: The Young Professional’s Pitch

Meet Emily, a 28-year-old marketing professional who has recently started climbing the corporate ladder. She is single, rents an apartment, and has a small amount of student loan debt. Although life insurance isn’t a priority for her right now, she has expressed a desire to build a solid financial foundation for the future. The salesperson’s goal is to help Emily understand the long-term benefits of purchasing life insurance at her age and stage in life.

The salesperson begins by discussing Emily’s financial goals and her thoughts about the future.

Salesperson : “Emily, you’re at an exciting point in your career. As you’re starting to think about your future, what are some of your financial goals? Are you thinking about buying a home, saving for retirement, or maybe starting your own business down the road?”

This approach opens up the conversation by aligning with Emily’s aspirations and helps the salesperson understand her priorities.

The salesperson connects with Emily by acknowledging the common challenges and opportunities faced by young professionals.

Salesperson : “I remember being in a similar position when I was starting out. It’s easy to get caught up in day-to-day expenses and short-term goals, but it’s also a great time to think about the future and how you can set yourself up for long-term success.”

By sharing a personal experience, the salesperson builds rapport and shows empathy for Emily’s situation.

Since Emily is young and healthy, the salesperson highlights the advantages of locking in a low premium and using life insurance as a financial tool.

Salesperson : “Emily, one of the great things about purchasing life insurance at your age is that you can secure a very affordable rate that stays the same for the rest of your life. Plus, with a whole life policy, you can start building cash value that grows over time. This can be used for anything from a down payment on a home to starting that business you mentioned.”

This explanation makes life insurance relevant to Emily’s current and future financial goals, showing her how it can be a smart financial decision.

The salesperson suggests a modest whole life insurance policy that fits Emily’s budget while providing long-term benefits.

Salesperson : “I recommend starting with a whole life insurance policy that provides coverage now and builds cash value over time. It’s a small investment today, but it’s something that will grow with you and be there when you need it most, whether that’s for a big purchase or just as a safety net.”

By presenting a solution that fits Emily’s current financial situation, the salesperson makes it easier for her to say yes.

Emily expresses concern about committing to a life insurance policy when she doesn’t have dependents or major financial obligations yet. The salesperson responds:

Salesperson : “That’s a great point, Emily. While it might not seem urgent now, securing life insurance early is one of the smartest financial moves you can make. Not only are you locking in a low rate, but you’re also creating a foundation that can adapt to your future needs, whether you end up starting a family, buying a home, or simply building your wealth.”

This response reframes the decision as a proactive step towards financial security, regardless of Emily’s current situation.

The salesperson closes by emphasizing the ease of starting small and the long-term benefits.

Salesperson : “This policy is a simple way to start securing your future. It’s affordable, it’s flexible, and it’s something you can build on over time. Let’s get you started today with a plan that fits your budget, and you can always adjust it as your needs evolve.”

The close is gentle but persuasive, focusing on taking that first step without overwhelming the client.

Example 4: The Retiree’s Pitch

Bob, a 65-year-old retiree, is enjoying his golden years. He has a pension, social security, and some savings. His children are grown and financially independent, but he is concerned about leaving a financial burden on them, such as final expenses or estate taxes. The salesperson’s goal is to help Bob see how life insurance can provide peace of mind by covering these potential expenses.

The salesperson starts by exploring Bob’s concerns about the future and his financial priorities.

Salesperson : “Bob, it sounds like you’ve done a great job of planning for retirement. Now that you’re enjoying this time, are there any financial concerns still on your mind? For example, how do you feel about ensuring that your final expenses are covered, or about leaving a little something for your grandchildren?”

This approach helps the salesperson identify Bob’s specific concerns, such as final expenses or leaving a legacy.

The salesperson shares a story about another retiree who had similar concerns and how life insurance helped address them.

Salesperson : “I recently worked with a gentleman who was in a similar situation. He wanted to make sure his family wouldn’t have to worry about any costs after he passed. By setting up a simple life insurance policy, he was able to ensure that his final expenses were covered, and even left a little something extra for his grandchildren.”

This story builds trust by demonstrating that the salesperson understands Bob’s situation and has helped others in similar circumstances.

The salesperson explains how life insurance can be used to cover specific needs, such as final expenses, estate taxes, or even leaving a legacy.

Salesperson : “Bob, there are a couple of ways life insurance could work for you. A small whole life policy could cover your final expenses, so your family wouldn’t have to worry about those costs. Additionally, you could use a policy to leave a tax-free inheritance to your children or grandchildren, which might be more efficient than leaving them other assets.”

By educating Bob on the practical uses of life insurance in his situation, the salesperson makes the product relevant and valuable.

The salesperson recommends a small whole life insurance policy that is designed to cover final expenses and leave a modest legacy.

Salesperson : “Based on what we’ve discussed, I’d recommend a whole life policy that provides enough coverage to handle any final expenses, with a little extra to leave to your grandchildren. It’s a simple, affordable way to ensure your family is taken care of, and you can have peace of mind knowing everything is in order.”

This solution is tailored to Bob’s specific needs and concerns, making it an easy choice.

Bob is concerned about the ongoing cost of the policy since he’s on a fixed income. The salesperson addresses this concern directly:

Salesperson : “I completely understand, Bob. The great thing about whole life insurance is that the premium is fixed, meaning it will never increase as long as you hold the policy. We can start with a policy that fits comfortably within your budget, so you don’t have to worry about any surprises down the road.”

This response alleviates Bob’s concern by emphasizing the predictability and affordability of the policy.

The salesperson closes by focusing on the peace of mind the policy will provide.

Salesperson : “Bob, I think this policy is a great way to ensure that your family won’t have to worry about any financial burdens when the time comes. Let’s take care of this today so you can relax and enjoy your retirement, knowing everything is taken care of.”

The close is confident and highlights the emotional benefit of taking action now.

Example 5: The Small Business Owner’s Pitch

Tom is a 50-year-old small business owner who has built his company from the ground up. His business is thriving, but as the sole proprietor, he’s aware of the risks that his unexpected death or disability could pose to the continuity of the business. Tom is married with two children, and while his personal finances are stable, his primary concern is ensuring that his business can continue to support his family if something were to happen to him. The salesperson’s goal is to help Tom understand how life insurance can protect his business and family.

The salesperson starts by asking Tom about his business, his succession plans, and how he envisions the future for his company.

Salesperson : “Tom, it’s impressive how you’ve built this business into a successful enterprise. Given how integral you are to the company, have you thought about what would happen to the business if something were to happen to you unexpectedly? What are your plans for ensuring your family is taken care of and the business continues to thrive?”

This question helps the salesperson understand Tom’s priorities and the potential risks to his business and family.

The salesperson builds rapport by acknowledging the unique challenges of running a small business and sharing a relevant story about a similar client.

Salesperson : “I’ve worked with many small business owners who had the same concerns. One of my clients owned a successful manufacturing business, and he was worried about what would happen to the business and his employees if he wasn’t there to lead. By setting up a life insurance policy, he was able to secure the future of the business, ensure his family was financially protected, and even put in place a succession plan for his employees.”

By sharing this story, the salesperson demonstrates an understanding of the unique challenges small business owners face and builds trust with Tom.

Next, the salesperson explains how life insurance can be an essential tool for business continuity , offering options like key person insurance and a buy-sell agreement funded by life insurance.

Salesperson : “Tom, life insurance can play a critical role in your business continuity plan. For example, a key person insurance policy would provide your business with the funds needed to hire a replacement or manage the transition if something were to happen to you. Additionally, a buy-sell agreement funded by life insurance could ensure that your family receives fair value for the business while allowing your partners or key employees to take over the company smoothly.”

This explanation helps Tom see the strategic importance of life insurance in his business planning.

The salesperson recommends a combination of key person insurance and a buy-sell agreement funded by life insurance, tailored to Tom’s business structure and family needs.

Salesperson : “Based on your situation, Tom, I’d recommend a key person insurance policy that covers the value you bring to the business. This would provide your company with the financial stability it needs in your absence. Additionally, we can set up a buy-sell agreement funded by life insurance, which ensures that your family is financially protected and your business can continue without disruption.”

The solution is tailored to Tom’s specific concerns, making it clear how life insurance can protect both his business and family.

Tom is concerned about the cost and complexity of setting up these policies. The salesperson addresses these concerns by breaking down the process and emphasizing the long-term benefits.

Salesperson : “I completely understand your concerns, Tom. The good news is that we can structure these policies to fit your budget. And as for the complexity, I’ll work with you every step of the way, from setting up the policies to reviewing them regularly to ensure they continue to meet your needs. The peace of mind that comes from knowing your business and family are protected is well worth it.”

This response reassures Tom that the investment in life insurance is manageable and valuable in the long term.

The salesperson closes by highlighting the immediate and future benefits of taking action now.

Salesperson : “Tom, by putting these policies in place, you’re taking a crucial step in securing the future of your business and your family. Let’s get started on this today so you can focus on what you do best—growing your business—knowing that everything is taken care of.”

The close is assertive yet supportive, encouraging Tom to act now to protect his hard-earned success.

Example 6: The High Net-Worth Individual’s Pitch

Susan is a 60-year-old high net-worth individual who has accumulated significant wealth through investments and a successful career in finance. She is married with three adult children and several grandchildren. Susan’s primary concern is estate planning and minimizing the tax burden on her heirs. She wants to ensure that her wealth is preserved and transferred efficiently to the next generation. The salesperson’s goal is to demonstrate how life insurance can be a powerful tool in estate planning and wealth transfer.

The salesperson begins by discussing Susan’s estate planning goals and her concerns about how her wealth will be managed and distributed.

Salesperson : “Susan, you’ve done an incredible job building your wealth. As you start thinking about estate planning, what are your main priorities? Are you looking to minimize taxes, ensure a smooth transfer of assets to your children and grandchildren, or perhaps leave a charitable legacy?”

This approach helps the salesperson identify Susan’s specific goals and the potential challenges she faces in estate planning.

The salesperson builds rapport by sharing insights into estate planning challenges and how life insurance can address them.

Salesperson : “Many high net-worth individuals face significant estate tax challenges, especially when trying to transfer wealth efficiently to the next generation. I recently worked with a client who was concerned about the estate taxes that could erode the legacy she wanted to leave behind. By incorporating life insurance into her estate plan, we were able to provide liquidity to cover the taxes and ensure that her assets were transferred according to her wishes.”

This story establishes the salesperson’s credibility and understanding of Susan’s situation, building trust.

The salesperson educates Susan on how life insurance can be used for estate planning, focusing on its role in providing liquidity and preserving wealth.

Salesperson : “Susan, life insurance can be a powerful tool in your estate planning strategy. One of the key benefits is that it provides immediate liquidity, which can be used to pay estate taxes, ensuring that your heirs don’t have to sell assets to cover these costs. Additionally, life insurance proceeds are typically tax-free, allowing you to pass on more of your wealth to your children and grandchildren.”

This explanation helps Susan see how life insurance can solve specific problems in her estate planning process.

The salesperson recommends a life insurance policy specifically designed for estate planning, such as a universal life insurance policy with a trust setup to ensure efficient wealth transfer.

Salesperson : “Given your goals, I recommend a universal life insurance policy held within an irrevocable life insurance trust (ILIT). This setup will provide the liquidity needed to cover estate taxes, ensure that your wealth is transferred according to your wishes, and help maximize the amount your heirs receive. It’s a strategic approach that aligns with your desire to preserve your legacy.”

The proposed solution is tailored to Susan’s unique needs, making it clear how life insurance can support her estate planning goals.

Susan is concerned about the complexity of setting up an ILIT and whether it’s necessary given her other investments. The salesperson addresses these concerns by explaining the long-term benefits and offering support throughout the process.

Salesperson : “I understand that setting up an ILIT can seem complex, but I’ll work closely with your estate planning attorney to ensure everything is done correctly and efficiently. The benefits—such as reducing the tax burden on your estate and ensuring a smooth transfer of assets—make it well worth the effort. This is a way to protect your wealth and provide your family with peace of mind.”

This response alleviates Susan’s concerns by emphasizing the support available and the strategic advantages of the plan.

The salesperson closes by focusing on the security and peace of mind that life insurance can provide for Susan and her family.

Salesperson : “Susan, by taking this step, you’re not just preserving your wealth—you’re ensuring that your family’s future is secure and that your legacy is protected. Let’s move forward with this plan today, and I’ll coordinate with your attorney to get everything set up smoothly.”

The close is confident and emphasizes the positive impact of acting now to secure Susan’s estate planning goals.

A successful life insurance sales pitch is about more than just selling a product; it’s about understanding the client’s needs, building trust, educating them, and presenting a tailored solution. By following these principles, as illustrated in the examples above, salespeople can effectively communicate the value of life insurance and help their clients make informed decisions that protect their loved ones and secure their financial future.

About The Author

Oleg Mishyn

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Life Insurance

What do you think of this template.

Product details

Life insurance is a contract between an insurer and a policy owner. A life insurance policy guarantees the insurer pays a sum of money to named beneficiaries when the insured dies in exchange for the premiums paid by the policyholder during their lifetime.

For the contract to be enforceable, the life insurance application must accurately disclose the insured’s past and current health conditions and high-risk activities.

Many different types of life insurance are available to meet all sorts of needs and preferences. Depending on the short- or long-term needs of the person to be insured, the major choice of whether to select temporary or permanent life insurance is important to consider.

Decreasing Term Life Insurance -decreasing term is renewable term life insurance with coverage decreasing over the life of the policy at a predetermined rate. Convertible term life insurance allows policyholders to convert a term policy to permanent insurance. Renewable Term Life Insurance – is a yearly renewable term life policy that provides a quote for the year the policy is purchased. Premiums increase annually and is usually the least expensive term insurance in the beginning.

Permanent life insurance stays in force for the insured’s entire life unless the policyholder stops paying the premiums or surrenders the policy. Term life insurance differs from permanent life insurance in several ways but tends to best meet the needs of most people. Term life insurance only lasts for a set period of time and pays a death benefit should the policyholder die before the term has expired.

Most people use life insurance to provide money to beneficiaries who would suffer a financial hardship upon the insured’s death. However, for wealthy individuals, the tax advantages of life insurance, including the tax-deferred growth of cash value, tax-free dividends, and tax-free death benefits, can provide additional strategic opportunities.

Research policy options and company reviews—because life insurance policies are a major expense and commitment. It is critical to do proper due diligence to make sure the company you choose has a solid track record and financial strength.

This template will primarily be useful to insurance agents. You can provide detailed information on life insurance that your company offers. Also, this template can be used by university teachers when preparing courses on life insurance or calculating insurance benefits.

Also, this template can be used by analysts when preparing a report on insurance companies. For example, you might want to provide comparative data for several key metrics for different insurance companies.

Life Insurance Template is a stylish and professional template that contains four slides. All slides in the template can be easily customized to suit your corporate color requirements. Life Insurance Template will be useful for managers of insurance companies, insurance agents and analysts. This template’s slides will be a great addition to your professional presentation collection.

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How To Craft The PERFECT Insurance Presentation!

By David Duford - January 02, 2023 - 5 Mins Read

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Are looking for insurance presentation strategies to maximize your efforts selling insurance ?

Are you all out of insurance presentation ideas and looking for a fresh look?

If so, you’ve found the right article!

Today, I discuss insurance presentations and life insurance presentation ideas that can help new and experienced agents revitalize their sales efforts.

Also, I examine the 3 main insurance sales pitch examples to identify which strategy best suites your personality.

Then we’ll have a look at how to tailor your insurance presentation to match your prospect’s needs.

You’ll also learn about the craft of asking “disturbing questions.”

My goal is for you to find an insurance presentation strategy that helps you close more business, regardless if you’re an experienced pro or thinking about getting your insurance license !

Let’s begin!

NOTE : Are you an aspiring or new insurance agent looking for more insight on how the insurance sales industry works? Check out my free New Insurance Agent Resource Guide to help answer many of your questions (as well as ones you didn’t know you had!).

Insurance Presentation Styles

Top 3 Methods

Best For You?

In case you don’t know, I own and operate a national insurance agency where I teach agents to become top producers.

In my group training and 1-on-1 coaching calls, I spend ample time teaching sales strategies to improve their insurance presentation closing percentage.

However, a lot of the success in insurance sales comes in how you connect with your prospects.

Sure, it’s important to say (and not say) certain words and phrases in your insurance sales presentation.

But, the longer I’m in this business, the more I realize it’s selling YOURSELF that most influences clients to buy.

I say all this because your ability to sell yourself is a bit different than rehearsing the right phrase or word.

Old Vs. New Presentation Strategy

One of the biggest issues I had coming into sales was my mindset.

You may well have had this mental debate I had early on (or have it right now!):

Everything I’ve seen about sales is “pressure.” Therefore, I guess I’ll have to pressure prospects in my insurance presentation to buy, even if they don’t want it, right? But I’m not a jerk, and don’t want prospects despising me!

This messy mindset convolutes our abilities to sell effectively.

For some agents, they feel “selling” is bad. And Hollywood definitely exacerbates this negative mindset.

Is Selling Bad?

Hollywood projects an image of the worst type of salesperson as typical. Think Glen Gary, Glenn Ross, or The Boiler Room.

The sales reps portrayed in both movies were almost always snakes.

And, yes, there are insurance sales presentation training programs encouraging agents to conduct high-pressure sales.

But the truth?

You do NOT have to be a “snake in the grass” to successfully sell insurance.

In fact, most successful salespeople are quite the opposite!. They’re good and moral people. They care about their clients’ welfare.

Be A Problem Solver

Instead of a product pusher, these agents are problem solvers.

Thinking long-term, they work to build relationships and connection with clients, even if that means no sale is made today.

Many top insurance agents do not follow the typical cheese ball sales strategies taught to new producers. They understand there’s a better way!

And that’s to craft an insurance presentation based around your personal disposition. One that matches you, that you feel comfortable giving.

In insurance sales presentations, your sales process should reflect who you are as a person.

It should reflect your style, your beliefs, your ‘you-ness’, and the more sincere, the better.

Exuding sincerity and being yourself dramatically increases your insurance presentation results.

You’ll attract more good prospects and repel away the bad ones. You’ll sell many more policies.

Top 3 Insurance Sales Methods

Hopefully, you understand why sincerity trumps high-pressure sales.

With that said, I will share with you 3 insurance presentation examples that exhibit both high- and low-pressure pitches.

The Pump And Dump

I remember hearing about a guy in Alabama who sold insurance.

He’d start his insurance presentation by with a little small talk.

Then, he immediately transitioned to showing prices and coverage amounts, asking them to buy.

To clarify, he did this insurance presentation WITHOUT educating his clients. No attempt to differentiate the product was made.

Why was this agent successful with this strategy?

He had an authoritative mindset, much like a doctor small talks very little, instead focusing on giving you orders.

On its surface, it seems like he has no insurance presentation strategy. The agent pitches and moves on.

This insurance presentation style is your traditional high-pressure strategy.

You use lots of assumptive language. The agent does most of the talking.

There’s less education, more aggression, and more rebuttaling .

And yes, it DOES work for some.

However, my experience is that this hard sell insurance presentation style works with less sophisticated buyers, but not for higher-income prospects.

These days, the pump and dump insurance presentation doesn’t work as well as it used to.

Why? People know they have options. They have access to information.

They know there’s always another insurance man around the corner.

All this contributes to a lesser inclination to buy from the hard-sell agent.

Charge Back Risks

There’s another problem with selling insurance that way.

Because you pressure many into buying, the risk of lapses and buyer’s remorse is MUCH higher.

I can tell you. Nothing is worse than a charge back on insurance sales you’ve made.

While all agents will have charge backs, excessive amounts can prematurely end the agent’s career.

This risk is why I don’t like this approach. Most of us take an advance on commission.

And if Mrs. Jones changes her mind at any time over the next 9 months, I now have a partial or full charge back to deal with.

No reason to put yourself in that risky position! Insurance presentation success is all about what business you KEEP, not what you sell.

The Multi-Call Presentation

I recently read John Savage’s book, “It’s Getting Easier.”

It’s a short book on his experience in selling insurance. John also authored “The Easy Sale,” another book I recommend finding and reading.

His insurance presentation strategy is to NEVER sell on the first call.

John’s first insurance presentation was not even about insurance. He’d focus on getting to know the client more, building rapport, asking a few questions.

Typically, John’s insurance presentation was over breakfast or lunch. Then, if all made sense, he schedule a second appointment at his office and present his findings to his prospect.

Why Not Sell Immediately?

Perhaps you’re asking…

“What’s the point of meeting with a person if you’re not going to try to sell them on insurance?”

On a surface it DOES seem silly. Why break up an insurance sales presentation?

The way John explained it was that he was looking to create long-term relationships over selling a one-and-done policy.

His theory proven in reality was that long-term relationships with clients meant long-term, multiple sales opportunities.

Overall, this strategy works well.

Multi- call closing works better for some markets than others.

As your buyers get more sophisticated, you will have to do multiple insurance presentations. Same when you sell more sophisticated products.

John sold a lot of business continuity plans, buy-sell deals, estate planning, etc.

Since there are a lot of moving parts, it’s typically unfeasible to close on the first insurance presentation.

For simple products like selling Medicare Advantage , selling final expense insurance , and selling mortgage protection insurance , a multi-step insurance presentation isn’t necessary.

With those products, I believe the best thing to do is to make the prospect a client ASAP. Meaning sell your client something on the first presentation.

It can be as simple as a grandchild policy. Or a $5 or $10 accidental plan.

Making prospects clients makes it easier to sell MORE insurance to them over the long haul.

John Savage’s point is correct.

The long-term goal of this business is to create clientele. You’ll continually sell more insurance to these people if you do a good job on the first deal.

However, it’s important to get that first deal, too!

A multi-step insurance presentation process does not make sense with a mass market product. Instead, your goal is to sell them ASAP.

The Value-Added Presentation

There is a different way to present insurance opportunities to prospects that is low-key and value-driven.

Let me tell you my annuity partner Stephen Burgess does.

It’s pretty simple. He’s created a product that helps seniors in his county get information on different types of programs available to them.

And this isn’t some fluff piece. This is a well-designed document.

For example, it shows seniors how they can save on medical care and get unbiased advocacy for Medicare-related expenses.

Stephen’s “Senior Brochure” shows how they can qualify for no-cost legal aid. If they need help and don’t know where to go, this brochure shows them how to do it.

Why This Strategy Works

On the surface, Stephen helps a lot of people with this value-added approach, even if he doesn’t make a sale.

But through this process of showing what’s in this book, he gains trust. He builds his authority. Stephen learns about their retirement, Medicare, and life insurance.

From this process, Stephen generates annuity sales , Medicare policies, and life insurance opportunities.

Here’s the reason why this strategy works so well.

Educating your client with this strategy simultaneously establishes your expertise while uncovering information for insurance sales opportunity.

Also, most people are reciprocal in nature. If one gives, the other feels obligated to give.

That’s why Stephen uncovers insurance opportunities he wouldn’t relying on another insurance lead generation strategy.

Stephen completes these insurance presentations with a fact finder. And through this process of giving so much value, he gets a shot at otherwise unreachable insurance opportunities.

Duford Style

My insurance sales presentation process is a bit different than Stephen’s.

When I conduct an insurance presentation, a use a product-focused strategy, focusing on selling one insurance product exclusively.

When I sell, I ask a lot of questions. I naturally inquisitive. Why do people think the way they do?

I’m interested in people and I want to help, but generally stay on topic.

Time is something I hate wasting. I want to know if this person is a high-quality prospect or not.

With my open-ended insurance presentation strategy, I do a deep psychological dig into my prospect.

I understand what makes them tick. Further, I really connect with their emotions.

Asking open-ended questions allows me to discover why they requested the information they did.

With my product-specific insurance presentation, I reduce cross-selling opportunity.

For example, you’re so laser-focused on one particular product that you miss out on other opportunities.

I know I’ve missed out on numerous annuity sales opportunities, and probably 1,000+ Medicare Advantage sales opportunities.

But I’m OK (sort of =) with that as I also wrote enough final expense to make a good living.

Bottom line, stay away from the pump and ump strategy.

While it does work, there’s more stress involved to make it work.

Regarding the remaining options, analyze your personality. How do you naturally like to sell? Are you direct and to the point, or do you like a more fact-finding type of presentation based on providing free information?

Also, the type of product you sell will dictate the sales cycle. Final expense, Medicare, and mortgage protection are all one-call closes. Annuities and more advanced life insurance planning are multi-step call closes.

I hope you enjoyed this article on how to craft a great insurance presentation.

Whether your looking to develop your life insurance presentation or any insurance sales pitch, hopefully you’ve learned a few things.

If you’re interested in learning more about my national agency that helps agents like you become top producers, please visit my overview page here for more information.

Make sure to check out my best-selling insurance sales books , as well as review my Agent Success stories , too.

Thanks for reading!

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July 08, 2022

January 03, 2023

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Life insurance sales scripts for insurance agents.

This article will delve into the art of creating persuasive life insurance sales scripts. It will offer insights into the components of successful scripts, the importance of customization, and the best practices for using them in the insurance industry.

Two agents looking at a script while one is talking into a headset

Do you like to sell insurance and help people? How about working with a good independent insurance company that will train and support you? Then you might want to join our group of insurance agents .

As an insurance agent, you will help customers find the best insurance plan for their money and needs. You will also explain to them how life insurance can help their family if something bad happens. You can use our sales scripts to talk to customers and make more sales.

Sales 101: The Fundamentals of Life Insurance Sales Scripts

In the bustling world of sales, efficiency and consistency are key. This is especially true in life insurance where building trust with new business clients is paramount. Enter the world of sales dialogue scripts – the secret weapon of many successful sales professionals. But what exactly are life insurance sales scripts and how do they aid in streamlining the sales progression?

Defining Life Insurance Sales Scripts

If you are a life insurance agent, you know how challenging it can be to sell life insurance policies to prospective clients. You have to deal with a lot of objections, such as “I don’t need life insurance”, “I can’t afford insurance”, or “I don’t trust insurance companies”. How can you overcome these barriers and convince your customers that life insurance is a valuable and necessary product for them?

A life insurance sales presentation is essentially a pre-prepared dialogue that guides insurance agents during interactions with potential clients. These scripts are not meant to be read word-for-word, but rather as flexible guides that can help lead conversations in a positive way. They talk about different situations, like the first encounter, getting past resistance, asking for the business, and even following up.

Streamlining the Sales Process with Scripts

Sales presentations play a crucial role in making the sales funnel more efficient. By having a well-crafted script at hand, insurance agents can save time spent on thinking about what to say next or how to respond to a particular client concern. This means they can focus more on listening to the client and building a relationship.

Scripts also provide a roadmap for new agents who may still be learning about the industry and the product they’re selling. They can help reduce anxiety and boost confidence, which can lead to better performance and higher sales.

Ensuring Consistency with Sales Scripts

One of the significant benefits of using sales text is the consistency it brings to your messaging. This not only builds trust with your clients but also strengthens your brand image.

Moreover, consistency in messaging allows you to systematically address common objections or misconceptions about selling life insurance. Over time, this can lead to improved customer understanding and increased sales.

Life insurance sales scripts are far more than just words on a page. They are strategic tools that can streamline your customer acquisition process and enhance the consistency of your messaging. Remember, a good script is always flexible and should be regularly updated based on feedback and changing market trends.

A pair of hands writing in a notebook with a pen

Crafting Success: The Key Components of Effective Sales Scripts

When it comes to insurance sales, a well-structured script can be the difference between closing a deal and losing one. But what makes cold calling scripts truly effective? Let’s dissect the anatomy of a successful sales script and learn how to create compelling opening statements, receive prospect’s attention, get more prospects, improve conversion rate, and effectively introduce insurance products.

Essential Elements of a Successful Life Insurance Sales Script

A winning script is more than just a sequence of words; it’s a strategic tool that combines psychology, the right tools, persuasion techniques, and product knowledge. Here are some of the key components for selling insurance:

Opening Statement : This is your first impression, so make it count. It should grab attention, establish rapport, and set the tone for the conversation.
Identifying Needs : This section should focus on asking open-ended questions that help you understand the potential client’s needs, wants, and pain points.
Presenting the Solution : Once you’ve identified the client’s needs, present your insurance product as the solution. Explain how it addresses their concerns or enhances their life.
Handling Objections : Be prepared with responses to common objections. This shows you understand their concerns and have considered them in your product design.
Closing : This is where you ask for the sale or next steps. Make sure this is clear, direct, and easy for the client to say yes to.

The Power of a Compelling Opening Statement

The opening statement is arguably the most critical part of your in person meeting scripts. It’s your chance to pique the client’s interest and make them want to continue the conversation. A compelling opening statement is concise, personalized, and focuses on the value you can provide to the client. It’s not about making a hard sell right off the bat, but rather sparking curiosity and establishing a connection. It’s often beneficial to include how you’ve helped people “just like them” overcome common concerns.

Introducing the Insurance Product Effectively

Introducing your insurance product is a crucial step in the sales process. But how do you do it effectively? The secret lies in framing your product as a solution to the client’s needs or problems. Instead of launching into a feature-heavy monologue, focus on the benefits that directly relate to what the client cares about and their pain point.

Remember, people don’t buy products; they buy better versions of themselves. So, show them how your insurance product can give them peace of mind with a personalized quote, financial security, or whatever it is they’re seeking.

It’s about knowing your client, showing your product in a way that they like, and talking to them until you both agree. So, remember these parts, and you’ll be good at making a successful sales script.

An agent sitting at her computer in a virtual meeting

Customizing Your Sales Script: A Guide to Personalized Selling

Mastering the Life Insurance Sales Script

In the world of insurance business, a one-size-fits-all approach rarely works. Each prospect is unique and comes with their own set of needs, past experiences, preferences, and pain points. That’s why customization for target customers is key when it comes to crafting effective sales draft scripts. Let’s explore some insurance sales tips on how an agent can tailor their scripts to resonate more deeply with potential customers.

Understanding Your Prospect

The first step toward customization is understanding who your prospective clients are.

What are their needs?
What challenges are they facing that your insurance product can solve?
Are there any common trends or characteristics among your target demographic?
What are their pain points?
What is the prospect’s age?
What are their needs and fears when it comes to life insurance?

This understanding will help you tailor your script to resonate with them on a personal level.

Gather as much information as you can through market research, customer feedback, and other sources. This will help you craft a script that speaks directly to your prospect’s specific circumstances and needs.

Tailoring Your Opening Statement

The first step in any sales script should be to build rapport. Remember, this isn’t about making a pitch to sell your products right now; it’s about establishing a connection.

Many people believe they cannot afford an insurance plan. It’s crucial to address this in your script. Highlight the financial risks of not having a life insurance policy and show them how a life insurance policy can fit into their budget with your unique selling proposition.

For example, instead of starting with “I’m calling to talk about our life insurance product…”, you could say, “I noticed that you’ve recently welcomed a new member to your family, congratulations! I’m calling because I believe I have some information on securing your family’s future that you might find valuable.”

Presenting the Solution

When introducing your insurance plans, focus on the features and benefits that directly address the prospect’s needs. For instance, if your prospect is a young parent worried about their child’s future, emphasize how your insurance product can provide financial security for their child in case of any unforeseen circumstances.

Make your potential client feel heard and understood. Remember, you’re not just selling insurance policies, you’re helping them secure their family’s future.

Handling Objections

Customize your responses to objections based on what you know about the prospect. If an engaged prospect says, “I don’t think I can afford this,” a young professional might appreciate a response that includes options for budget-friendly plans, while a retiree might prefer hearing about the long-term financial benefits.

The Closing

The closing should always be personalized based on the conversation you’ve had. Reflect back on the needs and concerns the prospect expressed during the conversation and reiterate how your product addresses those.

Your script should guide your prospective clients down the sales funnel, leading to a close. Ask for the sale directly but remember to do so in a way that shows you care about their needs.

Customizing your sales success script requires a deep understanding of your prospect, right technology and a flexible approach to selling. It’s not about reading pre-written lines, but about having a real, meaningful conversation that positions your product as the solution to the prospect’s needs. With a tailored sales scripted presentation, you’ll not only close more deals but also build stronger relationships with your clients.

Navigating Objections and Concerns: A Salesperson’s Guide

In the world of sales, objections and concerns are not roadblocks but rather opportunities for dialogue and understanding. They allow you to delve deeper into your prospective client’s needs and offer solutions that truly resonate with them. Here’s a guide on how to navigate these objections and concerns effectively.

Understanding the Nature of Objections

Objections can come in various forms, from doubts about the product’s value to concerns about pricing. However, it’s essential to remember that an objection does not mean rejection. It’s often a sign that the prospect is engaged and needs more information or reassurance to move forward.

Active Listening

The first step in navigating objections is to listen actively. Resist the urge to jump in with a rebuttal immediately. Instead, let the prospect express their concerns fully. This demonstrates respect for their perspective and gives you a clearer understanding of their hesitation.

Empathizing with the Prospect

Once you’ve heard the objection, empathize with the prospect. Acknowledge their concern and validate their feelings. For example, you might say, “I understand why you might feel that way,” or, “That’s a valid concern.” This builds rapport and shows the prospect that you’re on their side.

Asking Clarifying Questions

Sometimes, objections may be vague or based on misconceptions. In such cases, ask clarifying questions to get to the root of the issue. This will help you address the objection more effectively and also show the prospect that you’re genuinely interested in understanding their viewpoint.

Addressing the Objection

Now, it’s time to address the objection. Use the information you’ve gathered to provide a clear, concise response. If the objection is about price, you might discuss the value the product offers over the long term. If it’s about the product’s relevance, you could provide examples of similar clients who have benefited from it.

Confirming Resolution

After addressing the objection, confirm with the prospect that their concern has been resolved. You might ask, “Does that make sense?” or “Have I addressed your concern?” This ensures that you’re both on the same page before moving forward.

Building Trust and Credibility: The Cornerstones of Successful Relationships

In the world of sales, business, and personal interactions, trust and credibility are not just desirable attributes – they’re essential sales fundamentals. They form the bedrock upon which successful relationships are built, and without them, it’s nearly impossible to maintain long-term strong relationships. Let’s delve into how we can build and nurture these invaluable assets.

Understanding Trust and Credibility

Trust is a belief in someone’s reliability, truth, or ability, while credibility is the quality of being trusted and believed in. Together, they create an environment where interactions are smooth, communication is open, and mutual benefits are realized.

Consistency is Key

Consistency in your actions, words, and quality of work is vital in building trust and credibility. People need to see that you’re reliable and dependable over time. Be sure to follow through on your promises and maintain high standards in all your dealings.

Transparency Matters

Being open and honest in your communication fosters trust. This means admitting when you don’t know something, acknowledging when you’ve made a mistake, and being upfront about your intentions and limitations.

Show Genuine Interest

People can tell when you have expressed interest in their well-being versus when you’re just trying to make a sale. Show genuine interest in your clients by listening to their needs, identify areas of their concerns, and offer solutions that truly benefit them.

Establish Your Expertise

To be credible, you need to show what you know and what you can do. Keep up with what’s new in the insurance business, keep getting better, and don’t be afraid to share what you know and can do. This will make you a helper at work and give you more respect.

Seek Feedback and Improve

Good customer relationship management means following up and staying in contact.

Don’t shy away from feedback. Instead, seek it proactively and use it to improve your services or products. This shows that you value your clients’ opinions and are committed to serving them better.

Cultivate Personal Integrity

Personal integrity forms the foundation of trust and credibility. This means being honest, treating people with respect, and upholding your values even when no one is watching.

The Art of Closing the Deal: Insurance Sales Tips

Build Trust: Trust is the cornerstone of any successful sale. To build trust, be transparent about policy details, costs and benefits. Be patient, listen to your clients’ concerns, and address them honestly.
Educate Your Clients: Many people shy away from life insurance because they don’t understand it. As an agent, your job is to educate your clients about the importance of life insurance and how it works. Use simple, jargon-free language to explain complex concepts.
Personalize Your Pitch: Tailor your pitch to the needs and circumstances of your client. If they’re newlyweds planning a family, focus on the protection aspect. If they’re nearing retirement, emphasize the legacy they can leave behind.
Highlight Benefits: Focus on the benefits of the policy rather than just its features. Explain how life insurance can alleviate financial burdens, cover outstanding debts, and secure a brighter future for their family.
Offer Multiple Options: Present a range of policy options to cater to different budgets and preferences. This demonstrates your commitment to finding the best solution for the client’s unique situation.
Use Assumptive Close: The assumptive close is a technique where you act as if the deal is already done. For instance, instead of asking “Would you like to proceed with the purchase?”, you might say, “When would be a good time to deliver your new product?” This method can be very effective, but it should be used carefully and only when you feel the prospect is ready to close.
Use Stories and Testimonials: Share real-life stories or testimonials of how life insurance has made a significant impact on individuals and families. Personal anecdotes can resonate with clients on a deeper level.
Leverage Technology: Embrace digital tools and platforms to streamline the conversion path. Online calculators, video conferencing, free quotes, and e-signatures can make it easier for clients to make decisions quickly.
Ask for the Sale: Sometimes, the simplest way to close a deal is just to ask. If you’ve built a strong relationship, demonstrated the value of your product, and addressed all objections, don’t hesitate to ask for the sale directly. You might say, “Are you ready to move forward with this?”
Follow Up After the Close: Closing the deal isn’t the end of the relationship; it’s just the beginning. Follow up with your clients after the close to ensure they’re satisfied with their purchase and to address any questions or concerns they may have. This fosters ongoing relationships and can lead to repeat business, generate leads, and referrals. For insurance professionals closing the deal is indeed an art.

A/B Testing and Continuous Improvement: Revolutionizing Life Insurance Sales Scripts for Insurance Company

We are going to explore A/B testing and continuous improvement, specifically in the context of life insurance scripts. If you’ve ever wondered how to optimize your sales pitch for better results, you’re in the right place.

Understanding A/B Testing

A/B testing, which is also called “split testing,” is a way to see which of two versions of something works better. In our case, that “something” is a sales script. You create two different scripts (Version A and Version B) and see which one garners more positive responses from potential customers..

Let’s say you’ve developed two sales scenarios: Script A focuses on the emotional benefits of life insurance (peace of mind, family security etc.), while Script B emphasizes the financial advantages (wealth preservation, tax benefits etc.). You then divide your leads into two groups and use Script A with one group and Script B with the other. By tracking the results, you can see which script resonates more effectively with your audience.

The Power of Continuous Improvement

Continuous improvement is all about making ongoing, incremental enhancements to your processes – in this case, refining your script based on insights gained from A/B testing. It’s about not settling for “good enough,” but always striving for “even better.”

Applying A/B Testing and Continuous Improvement to Your Sales Scripts

Life insurance can be a tough sell. It’s a product people need but often don’t want to think about. That’s why having a compelling sales dialogue script is an essential part of the A/B test. Here’s how you can apply A/B testing and continuous improvement to your scripts:

Identify Your Variables : Decide what elements you want to test in your script. It could be the overall theme (emotional vs. financial benefits), the wording of certain phrases, or even the order in which you present information.
Test Your Scripts : Use each version of your script with an equal number of new clients and track the results. Be sure to keep all other factors constant so you know any difference in results is due to the scripts themselves.
Analyze and Learn : Look at your data. Which script resulted in more positive responses and brought new customers? More importantly, can you identify why?
Refine Your Scripts : Use the insights gained from your testing to refine your scripts. Maybe you found that clients respond better to a mix of emotional and financial benefits, or perhaps certain phrases were particularly effective. Use this knowledge to create a new, improved script.
Repeat the Process : A/B testing and continuous improvement aren’t one-off activities. They’re ongoing processes. Keep testing, learning, and refining.

So, there you have it. A/B testing and continuous improvement can revolutionize your life sales conversations, leading to more engaged prospects and ultimately, more sales. Remember, the perfect script doesn’t exist, but through continuous testing and refinement, you can get closer and closer to the ideal script for your audience.

Sales Script Example

Conversation 1: Introduction

Rick: Hello Mr. John, I’m Rick, an independent insurance agent. I hope you’re doing well today. I specialize in helping individuals like yourself understand the benefits of life insurance. Do you currently have a life insurance policy?

John: Hi Rick. No, I don’t have one. I never really saw the need for it.

Conversation 2: Addressing Objections

Rick: That’s a common perspective, Mr. John. However, life insurance can cover unexpected expenses, provide an inheritance for your loved ones, and even serve as a charitable legacy.

John: I see. But aren’t these policies expensive?

Conversation 3: Tackling Price Concerns

Rick: Great question, Mr. John. The cost can vary depending on the type of coverage you choose. However, there are affordable options available, and we can certainly find a policy that fits within your budget.

John: But there are so many insurance companies out there. How can I trust them?

Conversation 4: Building Trust

Rick: Your concern is valid, Mr. John. As an independent advisor, I work with several reputable insurance companies. I can help you select the best one for your needs. In fact, let me share a story about a client named Mrs. Davis. At 68, she decided to invest in a policy. When she had an unexpected health crisis, her policy covered her medical bills, saving her family from financial stress.

John: That’s quite reassuring, Rick. But why should I get life insurance now? I’m in good health.

Rick: I’m glad to hear you’re in good health, Mr. John. However, the best time to buy life insurance is when you’re healthy because premiums are lower. If your health changes, it could be more expensive or even impossible to get covered.

John: I see. Can my policy be customized to my needs?

Rick: Absolutely, Mr. John. We can tailor a policy to meet your specific needs and budget.

John: That sounds good, Rick. Let’s set a time to explore this further.

Rick: Excellent! I look forward to our discussion, Mr. John. Thank you for your time today.

FAQs – Frequently Asked Questions About Insurance Scripts

An insurance sales script is a pre-planned dialogue that insurance agents use to communicate with potential clients. It is designed to guide the conversation in a way that provides value to the client and positions the agent’s services as a solution to their needs.

Insurance agents use sales scripts to ensure they communicate effectively and consistently. Scripts help agents to stay on message, handle objections, and guide the conversation towards closing a sale. They also help in building confidence, especially for new agents.

An effective sales script should be customer-centric, focusing on their needs and how your services can meet them. It should be clear, concise, and engaging. It should also include responses to common objections and a strong call to action.

Not necessarily. While scripts provide a roadmap for the conversation, they should not be followed verbatim. Agents should adapt the script based on the client’s responses, maintaining a natural and personalized conversation.

While some elements of your sales script might be universal, it’s important to tailor your script to each type of insurance product. Different products cater to different needs, and your script should reflect this.

Your script should include prepared responses to common objections. However, responding to objections isn’t just about having a ready answer. It’s also about listening to the client, empathizing with their concerns, and providing a solution that addresses those concerns.

If your script isn’t generating the results you want, it may need to be revised. Consider seeking feedback from clients or colleagues, or working with a sales coach or mentor. Remember, a good sales script is always evolving and improving based on experience and feedback. Learn about A/B testing.

Improve Your Life Insurance Sales Presentation

Posted by charlie conron on 01/19/2018, don’t let a weak presentation kill a sale.

Don’t let a weak presentation confuse your client and kill a sale.

The first step to selling more insurance is a great presentation. That’s why it is important to learn what makes an effective life insurance sales pitch—and use that knowledge to make the best presentation to your client.

In this article you will learn key presentation strategies that will help you improve your sales pitch for selling life insurance so you can become more profitable and drive more sales.

Just having the right product for your client does not guarantee you will make the sale—you also have to communicate this value to your clients.

Not presenting a clear picture of your client’s options in a way that is easy for them to understand is a surefire way to leave your client feeling overwhelmed and confused, delaying the whole sales process, or worse, not taking any action.

Remember, it does not matter how much intelligence, talent, or skill you have. If you cannot communicate the value of your product with a great presentation, you are not going to close the sale.

Learn how you can give the best insurance sales presentation and improve your closing ratio with these 12 tips.

12 Tips For A Successful Life Insurance Sales Presentation

Get to know your client.

Take time to understand what your clients needs, goals, and concerns are. This will help you ensure you are presenting the best insurance options, while also building a deeper relationship that will be helpful in keeping them as a long-term client. A needs analysis is required as well as a KYC, but getting to know your client on a personal level will get them to open up about their finances and goals, making it much easier to complete your due diligence.

Personalize Your Presentation

Create a personalized presentation for your client that takes into account their specific needs and goals. This will show that you have taken the time to consider their unique options rather than just selling them something, helping you build trust with your client. Trust is an important factor in a sale and statistics rank our industry extremely poor, so anything that helps you overcome this unseen obstacle is valuable.

Turn Objections Into Selling Opportunities

If your client has concerns or objections to the options you present, ask them to explain these concerns. This will help you better understand your client’s needs and guide your recommendations of insurance options so you can address these concerns.

Use Visuals

Presenters who use visual aids are 43% more likely to persuade their audience than those who don’t. When presenting data to your client, include a visual of the data that is easy to understand. Remember, a visual is processed by our brain 60,000 faster so a good presentation provides your client with data as well as an easy way to understand it.

Conduct a needs analysis

Before you present the options to your client, conduct a needs analysis that considers exactly what they want to accomplish. Not only will this will help you decide what options are best for your client—you will also be able to clearly show your client why it is the best choice for their unique needs. Now not only does completing a needs analysis help you stay compliant, this article found that "Producers sell a lot more life insurance if they advise clients on their life insurance needs. In some cases, they can double the face amount of policies they sell compared to producers who do not provide a needs analysis." Want to get your clients involved, link them to our shared needs analysis

Ask Your Client Questions

Providing a concept or overview of a solution adds context to why a particular option may be the right choice for your client. Ask questions like “does this seem like a product that could achieve the goals you expressed to me?” to help guide you in finding the right fit for your client.

Help Them Solve A Problem

Rather than selling a product, position your thinking as though you are selling a solution. This will help you better identify which options work best for your client, and explain to them how an option meets their needs.

Include Competitors

A powerful concept called asymmetric dominance helps people make decisions through comparison. Do not be afraid to use your competitors’ offerings to show how alternatives compare to your recommendation. This also shows your client that they have options, and you are here to help them find the option that’s best for them.

Create A Report Your Client Can Keep

Often your client will need some time to think about the options before they make a decision. Creating a personalized presentation allows them to take your recommendations with them. Ensure this includes a way your client can get in touch with you if they need more information.

Highlight The Benefits

When you are presenting options to your client, clearly outline how and why these options benefit them. This will help your client see why you are recommending a particular option and help ease any objections or concerns they may have.

Use Consistent Branding

Branding goes way beyond just a pretty logo. It improves your recognition, conveys your mission values, and makes it easier for referral clients to recognize you. Branding adds consistency to your reports. You may already be aware of the importance of branding for your business—however, it is just as important in your pitch. Clients often get confused when their advisor does a Manulife needs analysis, pairs it with a Canada life concept, and then illustrates an Empire product. Your presentation material should be consistent with your brand.

Follow Up After The Presentation

Reach out to your client several days after the presentation to follow up with any additional information or to ask if they have any questions. Keeping the lines of communication open can help increase the chances of closing a sale. Use a program like Life Design Analysis that lets you know when your clients open the report so you can follow up at the right time.

Make Selling Even Easier With Life Design Analysis

LDA can help you sell even more with our life insurance presentation software that searches, compares, and produces custom visual reports of any life insurance product in seconds.

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Best Life Insurance Sales Presentation!

Take a look at the questioning and fact-finding training with the simple 2-page life insurance sales presentations we offer today. They are not some theoretical babble we learned from a book! Or just thought up. These are real-world, proven life insurance sales presentations that my family and I have learned by working with the legends in the industry! And, we have been using these proven life insurance sales presentations for over 38 years. They have helped thousands of agents to double and triple their sales and their income… in as little as 30 days!

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Break Out Of The Old… Try Something New!

The problem is most agents make the fatal mistake of trying to convince people to set an appointment. Then once they meet with them they will use a life insurance product sales presentation or illustration to try to convince them to buy insurance! When instead, they should be Asking Their Insurance Prospects The Right Questions… and then really listening to what they say.

Only when you ask the right questions, will your prospects tell you about their problems, what they need… and what they want!

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How to Present & Sell Final Expense Life Insurance

Insurance sales training.

Written by Glen Shelton

0comment(s), april 7, 2017.

We’ve been blogging a lot about leads – how to generate them, order them, door knock them, contact them and follow up with them to keep your sales pipeline full. Although a steady flow of insurance leads is critical, just having a bunch of leads isn’t the goal. Even the fullest pipeline is worthless unless an agent can successfully turn leads into clients and actually close Final Expense sales.

That also happens to be the question agents ask me most about our insurance leads is how to close them. We tried to answer that question thoroughly in our book , “How to Qualify, Present & Sell Final Expense and Medicare Supplements to Seniors.” As the title suggests, there are two things an agent has to do really well in order to close Final Expense leads, which we’ll discuss in this blog. (We’ll come back to Med Supps in our next post).

To sell Final Expense, insurance agents have to:

Know how to qualify a sales lead to determine what they need, what their health can allow, and what they can afford
Be able to deliver a finely tuned Final Expense presentation that answers prospects’ questions, addresses their objections, and illustrates the benefits of this type of insurance.

How to Qualify a Prospect

Different agents have different definitions of what a qualified Final Expense lead should look like, and they ask many different questions to determine which leads are actually qualified. However you do it, effectively qualifying sales leads can save you time and maximize sales. Instead of wasting hours chasing bad leads who might never buy, having a strong qualification process in place will help agents manage their time better by prioritizing potential sales.

After talking to more than 20 Final Expense agents who shared their insights in our book, we were able to boil down the process of qualifying Final Expense prospects into three main areas:

Verify that a prospect has a NEED for a Final Expense insurance plan
Affirm that the prospect’s HEALTH conditions are accepted by the company you recommend
Confirm that the plan fits the prospect’s BUDGET

As we explained in the book, these don’t necessarily happen in any certain order, and in fact, Final Expense presentation and qualification stages may even overlap:

“To qualify a prospect’s need for Final Expense, you may need to provide education about the various types of life insurance coverage. Maybe you qualify their budget as you present multiple quotes, and then use the health qualification questions to close the sale. Highly experienced agents can transition seamlessly between asking qualifying questions, overcoming obstacles, and presenting plan options in a way that feels more like education than sales…”

However you do it, the qualification process has to happen before you even know which Final Expense plans to present a senior. Here are some ways other agents qualify and present to close more Final Expense insurance sales.

Qualifying a Lead’s Need

Don’t let leads fool you – just because they might say they already have insurance doesn’t mean they might not need more.

It’s your job as an agent (and, really, as a seller of anything) to discover what exactly the prospect needs, and what you can provide to fill that need. Qualifying their need for a plan that will protect the prospect’s loved ones from their final expenses after they pass away, is the first step.

Sometimes, a lead might come right out and tell you why they agreed to have someone give them a call or a visit to discuss the cost of their burial or cremation. Other times, they might need help articulating their interest. To prompt them along, one strategy of how to qualify a prospect’s need is to tell them why others typically buy life insurance, and let them pick which reason they relate to.

Ron Wiza qualifies Final Expense leads in person with this script:

“When folks respond to this inquiry, it’s usually for one of three reasons:

(1) They realize that they don’t have any protection in place now and they want to make sure that when they do pass, there will be money available to help relieve the financial burden for their family and loved ones. (2) They have coverage but they’re not sure exactly what they have or if it’s enough coverage. (3) They have adequate coverage but would like to purchase a little bit more so that they can leave a special gift for a grandchild, or to their church or their favorite charity.

Of the three, where would you fit in? Is there anyone who would be financially impacted by your death? On a scale of 1 to 10, how important is it to have your final expenses taken care of in case of your death?”

Michael Smith says, “The number one qualifying question is WHY did they send the card in?” He presents those options this way:

“Mrs. Johnson, most people that send the card in do it because they don’t have any coverage at all. Have some coverage but feel it’s not enough and wants to add to it or have plenty of coverage but want to see if there is a better rate or just give a gift to grandkids.”

Once a prospect explains their reason for the meeting, you’ll find out if they already have a plan in place or not. If they don’t, you can ask four additional questions to better understand their need for Final Expense insurance:

“Are you planning a traditional burial or cremation?” Make sure they understand the costs involved with their final wishes.
“Have you or your family had to pay for someone else’s final expenses?”
“Who’s your beneficiary? Are they financially prepared to pay for your final expenses?” Mike Shure recommends taking note of the beneficiary’s name so you can mention how the plan will benefit that person specifically.
“Is there anyone else who will need some financial help if you pass away (to cover debt, loss of spouse’s Social Security income, other final expenses beyond a funeral)?”

Lawrence Malone hits on a few of those questions in this Final Expense script:

“Have you ever assisted in paying for a loved one’s funeral? If yes, who?

“Oh wow, so they didn’t have ANY life insurance? That had to have been a tough pill to swallow, right? Is there any reason why you haven’t purchased any life insurance until now?

“So if you passed today without life insurance, who will be the person who will have to take care of all your arrangements and be in charge of coming up with the money to pay for it all? Are they in a position right now to do these things?

“So you don’t want BENEFICIARY to have to go through what you did when (whoever died) died, right?”

Denise Rangel asks similar questions while building rapport, by sharing her own experiences with prospects:

“Ask them if they have ever been responsible for paying for someone’s funeral. Where the family had to gather money from several individuals. Or if they have seen families with a jar at the local stores with a story, trying to collect money for a funeral. I explain that as a young family with three small children, my husband and I were expected to contribute money for a funeral for a family member and it was very hard for us.”

Educating Final Expense Prospects

To qualify a lead’s need for Final Expense life insurance before you start presenting plan options, you may need to educate them about what it is, what it can do, and how it compares to other types of life insurance. This education process starts to build value into the solutions you’ll offer.

Explain to prospects the difference between term life insurance and permanent life insurance, like whole life. While a term life policy will eventually expire, maybe even before the senior even dies, a whole life policy will last their whole life.

Ron Wiza explains it this way:

“I give a short visual presentation of ‘Term vs. Guaranteed Issue vs. Whole Life.’ The reason is: I believe the clients see this stuff on the television and in the mail and have questions about it. So I bring it up and explain the differences and how they work and why whole life is best for people on fixed incomes who want to take care of their own final expenses.”

Carlos Guillen discusses the benefits of a Final Expense like this:

“I explain that whole life insurance is permanent; it never changes, rates never increase, benefits never decrease and it stays with you the whole way. Then I will explain the differences between term and permanent life insurance coverage.”

You should also discuss the two types of coverage or death benefits available through a permanent life insurance policy: immediate (or first day) coverage and graded (or modified) coverage. Explain that an immediate death benefit pays out as soon the policy is purchased, whereas graded coverage pays out a portion of the death benefit the first year (usually 30%), increases the second year (usually to 70%), and then pays out its entire face amount after the third-year policy anniversary.

Todd Graves explains the differences in coverage by telling prospects:

“Final Expense policies pay out the death benefit, no matter how long you’ve been paying on it. Whether you paid one premium or multiple, it’s reliable and immediately available when you pass so your loved ones don’t have to worry about what assets they’re going to have to sell fast, at less than value, in order to pay for your final expenses.”

As you’re educating prospects, emphasize the three guarantees of a Final Expense policy:

The monthly payment will never increase.
The death benefit will never decrease.
The plan will never cancel, as long as you pay the premium.

Prospects have probably seen Alex Trebek making similar life insurance guarantees on TV – so be sure to explain how your solution differs from those commercials.

Lawrence Malone explains it this way:

“What we always suggest for people in your situation is whole life. These plans are regulated by the state. They are simplified issue, which means you don’t have to take any medical exams; you just answer a few health questions and we typically can get you coverage from the first day.”

“Unlike the plans you might see on the television, the coverage will never expire or cancel regardless of your age and health. Once you get covered, then the policy is guaranteed to pay out as long as you pay your premiums. And your premiums will also never increase.”

Personally, this is how I used to explain it to prospects: It’s going to sound silly but I SWEAR it always seemed to click for seniors when explaining Final Expense life insurance (whole life insurance). I would either draw a bucket on a blank piece of paper or bring a picture of a bucket with me. I would explain that if the bucket was full, it would be worth their death benefit (ex. $10,000). If they only made 10 premium payments of $50 a month before they passed away, their loved ones would still receive the full $10,000 (at this point circling the $10,000 at the top of the bucket and drawing an arrow with the $50 going into the bucket only filling up approximately 5% of the bucket), yet their loved ones receiving the entire $10,000 TAX-FREE.”

I say, “Even if you don’t save up the money, your loved ones still receive the benefit. Not to mention after years of paying into this policy, it builds cash value with interest (the savings account that these folks never had)! Here’s the catch: not everyone qualifies, and in order to qualify, I have to see if I can get your health qualified. Let me ask you a few health questions …”

Some other benefits of Final Expense plans to mention include:

How the policy builds cash value that seniors can tap into in emergencies
How the death benefit bypasses probate and pays the beneficiary tax-free

Tamara Sasso explains the supplemental benefits like this:

“I explain that it is a whole life policy, it lasts the rest of their life, and it starts day-one coverage (unless health issues are major). I let them know there is a cash value in the policy, and that the company will pay their family out with a tax-free check.”

After explaining the plan to prospects, agents should recap all of the benefits of Final Expense insurance with the biggest benefit of all – which is each individual prospect’s motivation for asking about information in the first place. Reminding prospects of the reason why they started looking at options can help personalize the benefits and get them emotionally connected to the solution.

Mary Dioguardi connects the benefits to her prospects by telling them:

“This is the last thing that your kids and family will remember about you, and how strong and beautiful of a person you are, for thinking of them and how much you loved them. It gives you peace of mind knowing that when you leave this life, your family will never question that you loved them for even a second. This is your last strongest statement to your family.”

Qualifying a Lead’s Budget

After years of experience selling insurance, talking with other insurance agents, and interviewing agents for our book, I’ve identified three main approaches on how to qualify a prospect’s budget for Final Expense insurance:

1. Multiple Choice

Present three options based on the prospect’s final wishes – usually $3K, $5K, and $7K for prospects who want to be cremated, or $7K, $10K, and $15K for traditional burial. This is how I used to qualify a prospect’s budget when I sold insurance. I’d emphasize that they can always come back for more coverage later, but it doesn’t do anybody any good if they select an option they can’t afford.

2. Top-Down

Start by naming a ridiculously high monthly payment, like $200, and then wait for the prospect to react. They’ll probably balk at the price, so keep lowering it a little bit at a time, gauging their reaction until they feel comfortable with an amount you name. This strategy can help agents write larger cases, but unless you can read people’s reactions very well, you may risk seniors overestimating their ability to pay – potentially setting yourself up for a policy lapse.

Jason Eichmiller uses this approach successfully, and he’ll say:

“‘The most coverage I can get you is $X, and that is just $Y per month.’ Most of the time they say they can’t afford it, so we settle on a lower amount. One out of 10 times, they take it.”

3. Open and Direct

In this straightforward approach, you simply ask prospects what monthly payment about they can afford on a plan that will pay for their final expenses so their family doesn’t have to. The key to doing this well is shutting the hell up after you ask the question because, as they say in sales, he who speaks first loses.

Mike Shure words the question this way:

“Not everyone can afford a $10,000 Final Expense plan, but as parents we want to make sure we cover as much of the expense as we can afford. Now based on your budget, you might qualify for more than the price of your funeral, but it could also be less. Keeping your budget in mind, what can you allocate on a monthly basis?”

Of course, these aren’t the only three ways to do it, and if you aren’t sure which approach the prospect is most comfortable with, just ask them!

Ron Wiza gives prospects options to determine their budget for Final Expense by saying:

“As I’m going through the numbers and the actual cost, I’m going to ask you that you promise me that if what I am showing you is too expensive, that you just simply let me know. Okay? There are two ways we can look at the pricing:

1) You tell me how much you want to put toward your Final Expense planning each month and I can figure out exactly how much coverage that will get you, or,

2) You can tell me how much you would like in coverage and I can figure out how much that investment would be per month. Which would you prefer?”

Qualifying a Lead’s Health

Some agents qualify a prospect’s health before budget, to determine if prospects have any health issues that might make limit their coverage or increase their payments. Others address budget before health, but to be proactive, you should at least ask about a prospect’s overall health before you start presenting solutions so you can avoid reneging your quotes if a lead reveals serious conditions later on in the process that might force you to switch companies.

Then there are agents who actually use the policy application as their health qualifier for prospects, using the paperwork to help guide prospects through the questions. But by the time you pull that paper out, you should already know about any chronic conditions they have, and whether those may trigger any underwriting issues.

Ron Wiza explains to prospects why the health questions are necessary, as part of his education to them about Final Expense:

“This is called non-medical, non-physical type coverage. You don’t have to be examined by a doctor to qualify. We do have to run through about 10 to 12 health questions that mainly have to do with major health issues, such as cancer or heart problems. Tell me, how’s your health? Over the last few years, any issues like a heart attack, cancer, diabetes, or stroke? Any other health conditions I need to know about?”

A prospect’s answers to these questions will determine whether they qualify for immediate or graded coverage – or whether their application might be denied altogether because of health history. In order to know whether or not a prospect’s health condition (or combination of ailments) will be accepted or declined by the insurance company you’re offering, well, you’ve got to know your products – in all of their glorious underwriting detail.

Final Expense Life Insurance Underwriting

Because life insurance companies want to minimize the number of unhealthy people they insure, they’ve all developed their own underwriting requirements that include certain conditions (or combinations of conditions) likely to cause a decline in coverage.

Some common conditions that can disqualify an applicant from getting life insurance coverage, are cancer (within 5 years), Lou Gehrig’s disease, cerebral palsy, dementia and AIDS. Companies might only offer graded coverage for other ailments like diabetes, heart attack, hepatitis, muscular dystrophy, COPD and drug dependency.

Captive agents may have their hands tied with coverage options, but an independent insurance agent has more tools in his toolbox, so to speak, because he has access to a wider array of companies that may accept policyholders with certain conditions that other carriers often decline. The more companies you contract with and the better you understand their underwriting requirements, the more effectively you can find the best solution for each prospect’s individual health history.

Want a Piece of PHI?

The Phone History Interview (PHI) is one of the final pieces of a Final Expense sale. The agent usually has the option whether to do the interview himself, or let the insurance underwriters call the prospect later to confirm their personal and medical details. Most agents hate dealing with the hassle because it often can drag the appointment out an extra 15 minutes to a half an hour.

But smart agents see the PHI as a way to reconfirm the lead’s commitment and verify their desire for coverage, instead of risking buyer’s remorse while they wait around for the insurance company to call them back for the PHI.

Tying it Back to the Why

If you can effectively qualify a prospect for Final Expense by establishing why they need coverage, how much coverage they can afford to budget , and whether their health is acceptable to the insurance company, you can rest assured you will close the sale.

Of course, there will inevitably be objections along the way that could derail the whole sale if you don’t know how to handle them carefully. We will cover objections in another upcoming post, our goal for this post was to explain how experienced life insurance agents approach the process of qualifying prospects and crafting a killer Final Expense sales presentation.

The key throughout the presentation, agents agree, is to keep emphasizing how your recommended solution helps solve the problem, reason, or realization that led the lead to request more info in the first place. In other words, keep tying it back to their “why.”

Michael Smith says:

“Benefits are directly related to their WHY. You can talk benefits all day long, but if it doesn’t address their WHY, then you’re not getting anywhere. That’s why TIE BACKS to their [prospect’s] WHY are so important; they remind the prospect of their priorities and desire to leave a positive legacy.”

We hope this post gives you a solid foundation for crafting your own sales presentation. Just remember, more than anything the presentation is about having a conversation with the prospect about what they want or what their goals are, and how you can help them compare their options for accomplishing those goals. Also, if you have any ways of qualifying leads that you find effective, but we didn’t mention in this post, feel free to share them below in the comments section – it’s all about helping each other out.

Agent’s Guide to Cross-Selling and Obtaining Referrals from Clients

Aug 6, 2017

Previously in our sales training blog series, we covered what agents need to do AFTER the sale to offer good customer service so clients don’t lapse their policy. In this post, we’ll explore two other activities that agents can utilize after the sale to get the most out of their lead budgets: cross-selling additional policies to their leads and clients, and seeking referrals from them.

Insurance Agent’s Guide to Customer Service & Preventing Lapses

Jul 10, 2017

Previously in our sales training blog series, we talked about making the sale with polished Final Expense or Medicare Supplement presentations. We even looked at common objections agents encounter when trying to close leads on a plan. Now we’re going to cover what happens AFTER you make a sale, take an application, and enroll a senior in a plan.

Insurance Agent’s Guide to Handling Objections

May 19, 2017

One of the most talked about parts of the sales process is the art and science of handling objections. Agents will go to great lengths to find the latest script to turn a stubborn lead into an agreeable client – like they were spells from Merlin’s magical spell-book or something.

How to Present & Sell Medicare Supplements

May 3, 2017

Previously in our sales training blog series, we looked at selling Final Expense life insurance plans. In this post, we’ll explore the process of selling Medicare Supplements to seniors.

There are two primary ways to sell Medicare Supplements, depending which prospect niche you’ll be qualifying and presenting to:

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1 Million Digital Life Presentations

The life insurance presentations provide five key takeaways: In sum, millennials demand a more visual, interactive and intuitive approach.

Ensight has surpassed one million digital sales presentations for life and annuity wholesalers, financial advisers and agents. What have we learned?

Our learnings fall into five broad areas. Whether you are an insurance carrier, BGA, FMO, insurance agency or producer, these lessons are key for the decade ahead.

Millennials are starving for life and annuity digital sales

Millennials are using Robinhood, Acorns, Betterment and other fintech apps daily and are conditioned to expect a similar digital experience in the workplace, including an advanced digital sales toolset for life, long-term care and annuities.

A consistent refrain that we hear from advisers is: “I am tired of trying to explain life and annuity products using PowerPoints and PDF brochures. Every other financial services experience is application-based. Even my 401K experience is interactive now.”

Millennials demand that there be a more visual, interactive and intuitive way to sell life and annuity products that matches their every-day fintech experiences.

Financial advisers expect a “digital experience,” and greater life and annuity adoption depends on it

Financial advisers today have already completed the shift to digital financial planning platforms. Whether it is EnvestNet Money Guide Pro (MGP), eMoney, RightCapital, AssetMap or RetireUp, the financial planning experience today is managed through a fintech platform. These platforms have simplified the discussion and engagement between the financial adviser and the client, making it easier to understand financial options and their benefits for the overall financial plan.

This is the expectation – digital, visual, interactive and easy to understand.

See also: In Search of the Digital X-Factor

If life and annuity carriers and distributors want to return to growth – and increase sales within advisory channels – they will have to “speak the language” of the market, selling and servicing products through modern digital delivery.

Experience is everything

The adage, “Experience is everything,” has become, “Digital experience is everything.”

We increasingly talk about the paramount importance of the customer experience (CX) and the user experience (UX). Each sits at the forefront of organizational strategy and service delivery. And nearly every financial services product class has already shifted onto this agenda. Even cars are now designed and ordered through an online digital experience.

Unfortunately for the life and annuity sector, the sales experience remains entrenched in a legacy model – static, 45-page PDF illustrations; long PowerPoint decks; and traditional, print-oriented “brochureware.”

Without modernizing the pre-sale to in-force digital customer engagement (for a world where “experience is everything”), the life and annuity sector stands little hope of returning to sustainable long-term growth.

The chief learning from over a million digital sales presentations?

A legacy sales experience today undercuts the sales effectiveness of wholesalers, advisers and agents and ultimately reduces closing rate and top-line sales numbers across the P&L.

RIAs, BGAs, financial advisers and insurance producers are “de-localizing”

One little-noted potential long-term outcome of COVID-19 and the transformation shift to remote work is the “de-localization” of RIAs, BGAs, financial services firms and financial professionals.

Historically, financial services firms have focused their services on a local market or region, so they could meet and serve their clients, face to face, at the office or in the home. COVID-19, however, broke this model.

First, the permanent shift to virtual client engagement (e.g. via Zoom or Microsoft Teams) has proven that the face-to-face relationship can be retained even when in-person meetings cannot.

Second, the growing relocation of individuals over the past year has meant that many financial professionals are having to virtually follow clients to retain them. Finally, as firms have gotten smarter about lead and client acquisition driven by data, the opportunity of digitally targeting new clients -- at a micro-individual level -- in new cities or regions has become a reality.

What might this trend lead to over the long term?

It is possible that the trend may spark a new era of innovation in the advisory space, as “niche specialists” are able to digitally scale their service proposition.

Transformation of the wholesaler model is well underway

Wholesaler demand for digital sales enablement and marketing tools is growing by the day.

What digital sales enablement capabilities are wholesalers crying out for?

In our experience, this has been concentrated around three critical areas:

Digital, interactive product analysis tools that support virtual sales engagements
Modern platform-based product training, education and marketing experiences
Real-time data insight to drive case and account follow-up

See also: False Dilemma Facing Life Insurers

While the digital hybridization of the adviser-client discussion has already been underway for several years, the wholesaling shift is just now taking off.

If you are a life and annuity carrier or distributor, start now. Not only will your GenX (age up to 55) and millennial (age up to 40) wholesalers double their sales effectiveness, they will also personally thank you, as will the advisers you serve.

Bill Unrue is the CEO of Ensight and has been with the company since 2014.

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Top 12 Things to Do in Irkutsk

Lake Baikal is only the beginning of what there is to see in Irkutsk

When you think of Siberia , you probably don't think of cities, let alone very large ones. Yet Irkutsk, capital of the Oblast of the same name in the eastern part of Russia's frozen tundra, is home to more than half a million people. It's also chock full of incredible activities, whether you explore the eclectic mix of Russian, Siberian and indigenous Buryat culture on offer in the city center, or make an excursion to Lake Baikal , the largest body of freshwater in the world and the region's most famous attraction.

Pray to the Savior—or the Prince

Irkutsk might be thousands of miles from the majority of the Russian population, but you can still find plenty of faithful adherents to the Eastern Orthodox faith. Even if you're not a religious traveler, this means stunning Eastern Orthodox architecture, which is a photographer's dream.

First up is the Church of the Savior, a humble 18th-century structure built in the shape of shape—this detail will become important in a couple of sections, so pay attention. You could also visit 19th-century Kazan Church, whose red bricks juxtapose with a bright blue roof.

The most stunning and dramatic piece of Orthodox architecture in Irkutsk, however, is Prince Vladimir Monastery, a huge complex constructed in 1888 to honor the early Russian prince who'd Christianized Russia nearly a millennium before .

Take a History Lesson

Have you ever heard the phrase "banished to Siberia"? Well, it's not just an expression. Participants of the Decembrist uprising of 1825 , which you might think of as an unsuccessful version of the 1917 revolution that eventually toppled the Tsars, were sent to Siberia as a punishment, and the Irkutsk Regional Historical and Memorial Museum of Decembrists tells some of their stories.

Another place to immerse yourself in the history of Irkutsk is the Irkutsk Regional Museum, which focuses on the architecture and ethnography of indigenous Buryat people.

Say "Privet" to a Baikal Seal

If the name "Irkutsk Nerpinary" doesn't evoke any reaction in you, no one will blame you. However, once you realize that this place is home to extraordinarily cute Nerps (another name for the Baikal Seal), you'll probably change your tune. If you aren't going to be able to see this magnificent creature in its natural habitat (which is one of the items on this list, as it turns out), the Irkutsk Nerpinary is the best place to say "Privet" (that's Russian for "hello"!) to one.

Go to the Beach

Located within the Angara that flows through the center of Irkutsk, Yunosti Island is far from what you would consider tropical; it doesn't even have sand, as many of the artificial cities beaches around the world do . But if you aren't going to be able to make it all the way to Lake Baikal and still want some time on the water, this might be your best bet, at least within the Irkutsk city limits.

Taste Siberia

Russian cuisine, in general, is underrated , but the Siberian Buryat community's food you find in Irkutsk is actually unknown to most of the world's population. The staple food for this population is the pozy , a hearty meat dumpling you're supposed to eat with your hands (though no one will judge you if you don't.

Fish, not surprisingly, is also an important ingredient in Irkutsk, given the city's proximity to the world's largest freshwater lake. Popular local fish include Kharius, Omyl, and Sig, which are prepared in different ways depending on where you order them.

Become an Ice Princess

Irkutsk's annual ice sculpture festival doesn't really hold a candle to the one in Harbin, China , but locals nonetheless put up snow and ice sculptures in the city's Central Park (which also doesn't live up to its namesake in New York) every year. If you happen to visit Irkutsk in winter and aren't headed immediately to Lake Baikal, this is definitely something you should check out. Some years there's an ice castle, which means you can become an ice princess (or prince, as it were).

Or Just Break the Ice

Although it's thousands of miles from an ocean, Irkutsk has nonetheless been one of Siberia's most important ports throughout history, a fact that's even more impressive when you consider the city's water is frozen solid for half the year. The aptly-named "Icebreaker" Museum, which sits in the middle of the Angara River and is housed in an actually icebreaking ship that's one of the oldest in the world, tells this story and many others.

Listen to Folk Music

When you hear the name "Irkutsk Philharmony," you probably imagine classical music and ballet performances. While this building is no Bolshoi Theatre , performances of a more classical sort do play here. On the other hand, you should make sure to stop by on your trip, to see if any folk dance and music performances will take place. It could be a great opportunity to experience Buryat culture!

Buy the Best Pair of Boots You'll Ever Own

In case you haven't figured it out, Irkutsk is cold, with temperatures staying below freezing for between 5-6 months per year. As a result, these people know their stuff when it comes to warm clothing—and footwear.

Called "Kamusi" by the Buryat , the deer and elk fur boots you'll see sold all around town are probably overkill for wherever you're taking the back to. Still they're a worthy investment, and you can pretty much be guaranteed your feet will never be cold again.

Catch a Frozen Wave

Finally, we arrive at Lake Baikal. The largest freshwater lake in the world, which has recently become internet famous due to the frozen waves that lap (or rather, don't lap) at its shores during Siberia's long winter, Lake Baikal is close enough to Irkutsk (about an hour by train) to be done as a day trip, though you will probably want to stay longer there (provided you've got your kamusi on)!

In fact, you can circle the entire lake by train, which can take as long as 3 days, though that could be overkill as well.

Take a Bath

The Arshan Resort located in the outskirts of Irkutsk is one of the most notable nature hot springs in Siberia, but don't expect an experience as raucous as the one you'd find at a Banya bathhouse in Moscow or St. Petersburg . The focus here is less on community or conversation, and more on the magical thermal water that seeps up from the frozen tundra of Siberia.

Head to the Far East, or Way Out West

Irkutsk sits much closer to the eastern terminus of the Trans-Siberian Railway than the Western one, but if you board this epic journey at Irkutsk Station, there's still plenty to explore in either direction. Buy a ticket headed eastward, and marvel at the steppe of Mongolia as your train barrels toward Beijing. Or head west to Moscow, which will feel about as cosmopolitan as Hollywood compared to Irkutsk, despite all the amazing things you did there.

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Sales Process For Life Insurance Products
Life Insurance Presentation PPT Template and Google Slides
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Life Insurance PowerPoint

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12 Tips For The Best Life Insurance Sales Pitch
12 TIPS FOR A SUCCESSFUL LIFE INSURANCE SALES PRESENTATION. Take time to understand what your clients needs, goals, and concerns are. This will help you ensure you are presenting the best insurance options, while also building a deeper relationship that will be helpful in keeping them as a long-term client. A needs analysis is required as well ...
Top 10 Life Insurance Presentation Templates with Examples ...
Here, we will discuss the Top 10 Life Insurance Presentation Templates with Examples and Samples. ... Template 3: Life Insurance Sales Four Steps. Use this PowerPoint Template to outline the simple steps of your insurance sales process. It includes the essential parameters of internet marketing, tax benefits, financial help, and your company's ...
Crafting the Perfect Sales Pitch for Life Insurance: Two Detailed
A successful life insurance sales pitch is about more than just selling a product; it's about understanding the client's needs, building trust, educating them, and presenting a tailored solution. By following these principles, as illustrated in the examples above, salespeople can effectively communicate the value of life insurance and help ...
Life Insurance Sales Scripts: Prospecting Pitch Samples
Life Insurance Sales Script Sample #2: The Free Quote. In life insurance, the quote is an indispensable tool for sales teams. When gathered online it can be a great way to generate leads and customer data that informs sales. However, it can also be a great thing to generate customer interest over the phone.
Life Insurance PowerPoint
Product details. Life insurance is a contract between an insurer and a policy owner. A life insurance policy guarantees the insurer pays a sum of money to named beneficiaries when the insured dies in exchange for the premiums paid by the policyholder during their lifetime. For the contract to be enforceable, the life insurance application must ...
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Life Insurance Sales Scripts for Insurance Agents
A life insurance sales presentation is essentially a pre-prepared dialogue that guides insurance agents during interactions with potential clients. These scripts are not meant to be read word-for-word, but rather as flexible guides that can help lead conversations in a positive way. They talk about different situations, like the first encounter ...
How to Improve Your Life Insurance Presentation Skills
Creating an emotional connection with your audience can help drive home the importance of life insurance. Use personal anecdotes, relatable stories, and empathy to build rapport and reinforce the need for protection. 4. Utilize Visual Aids. Visual aids can be a powerful tool in your insurance presentation arsenal.
5 Ways to Improve Your Life Insurance Sales Presentation
The life insurance sales presentation is maybe the single most important step in the sales process. It is the moment where you sell yourself and your products to a potential client. For many agents, it is the first time that you will ever sit down with a client one-on-one in person. For an ever growing […]
PDF Life Insurance Sales Script Samples that Drive Results
In life insurance, the quote is an indispensable tool for sales teams. When gathered online it can be a great way to generate leads and customer data that informs sales. However, it can also be a great thing to generate customer interest over the phone. Consider the following life insurance sales script sample: Agent:
Improve Your Life Insurance Sales Presentation
12 Tips For A Successful Life Insurance Sales Presentation. Get To Know Your Client; Take time to understand what your clients needs, goals, and concerns are. This will help you ensure you are presenting the best insurance options, while also building a deeper relationship that will be helpful in keeping them as a long-term client. A needs ...
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And, we have been using these proven life insurance sales presentations for over 38 years. They have helped thousands of agents to double and triple their sales and their income… in as little as 30 days! The top producers we worked with last year earned over $1,000,000 using our life insurance sales presentations.
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Here you can include either of the two elevator sales pitches. Script 1: You: Thanks, Mary. On average, we have saved our customers $100 per year on insurance, and we have many five-star reviews from our customers. If you want, I can send you the custom quote over email. Script 2:
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1. Multiple Choice. Present three options based on the prospect's final wishes - usually $3K, $5K, and $7K for prospects who want to be cremated, or $7K, $10K, and $15K for traditional burial. This is how I used to qualify a prospect's budget when I sold insurance.
1 Million Digital Life Presentations
The life insurance presentations provide five key takeaways: In sum, millennials demand a more visual, interactive and intuitive approach.|| Ensight has surpassed one million digital sales presentations for life and annuity wholesalers, financial advisers and agents. What have we learned? Our learnings fall into five broad areas. Whether you are an insurance carrier, BGA, FMO, insurance agency ...
Irkutsk, Irkutskaya oblast', RU
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Live Webcams in Irkutsk Oblast, Russia
Major airports: Irkutsk International Airport (IKT- Международный Аэропорт Иркутск) Discover this region live, here, on Webcamtaxi. Live Streaming webcams in Irkutsk Oblast, located in eastern Siberia, a region where the oldest fresh water lake in the world can be found, Lake Baikal.
Top 12 Things to Do in Irkutsk
First up is the Church of the Savior, a humble 18th-century structure built in the shape of shape—this detail will become important in a couple of sections, so pay attention. You could also visit 19th-century Kazan Church, whose red bricks juxtapose with a bright blue roof. The most stunning and dramatic piece of Orthodox architecture in ...
Irkutsk, Irkutskaya oblast', RU
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Top 10 Life Insurance Presentation Templates with Examples and Samples

Template 1: Life Insurance Company Value Proposition Model

Template 2: Life Insurance Planning Timeline

Template 3: Life Insurance Sales Four Steps

Template 4: Life Insurance PowerPoint Template

Template 5: Life And Non-Life Insurance Company Profile

Template 6: Life Insurance Plans with Benefits and Terms

Template 7: Life Insurance Services

Template 8: Healthcare Insurance Categories

Template 9: Healthcare Insurance Networks

Template 10: Property and Casualty Insurance Categories

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Crafting the Perfect Sales Pitch for Life Insurance: Two Detailed Examples

The Essence of a Strong Life Insurance Sales Pitch

Example 1: The Family-Focused Pitch

Setting the Scene

Understanding the Client’s Needs

Building Trust and Rapport

Educating the Client

Presenting the Solution

Addressing Objections

Closing the Deal

Example 2: The Professional’s Pitch

The ABCs of CRM

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You’re All Set!

Example 3: The Young Professional’s Pitch

Example 4: The Retiree’s Pitch

Example 5: The Small Business Owner’s Pitch

Example 6: The High Net-Worth Individual’s Pitch

About The Author

Oleg Mishyn

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