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Life Insurance Sales Tips, Advice, and Opportunities

Are you ready to increase your life insurance sales? These free Insurance Know-How resources will help you have the life insurance conversation with your clients. Educated clients are clients who are confident buyers!

• Little-known facts about travel insurance

  With the holiday season upon us people are planning their winter vacations. Many will buy travel insurance, while others assume they are covered by their group insurance plan. But out-of-country group insurance benefits are handled by a third party, not the insurance company supplier.

• Help your senior get insurance

  If your clients older than 65 are applying for insurance, underwriters are mainly concerned about unexplained falls.

• Avoid the year-end insurance panic

  It’s the beginning of the third quarter, and the big year-end push is on. How can you get the best price for clients and get paid on your submitted insurance sales before December 31?

• Participating insurance works for retirees

  Fewer life insurance companies selling participating insurance now than there were 30 years ago. That’s because participating, or par, insurance policies allow the owners to share in the risk and profits of the participating line of business. The profits are paid out as dividends.

• The trouble with term insurance

  Term insurance is a favourite of both insurance advisors and the buying public. It’s simple and reasonably inexpensive. Advisors like to sell it because it’s easy to explain and the affordable price tag makes it an easier sale. Plus, renewals are often guaranteed.

• How to perform better needs analyses

  It’s crucial for clients to be in the right products. So make sure you do comprehensive needs analyses, and ask clients where they’ll be 10 years from now.

• How to market insurance

  Successful marketing of life and living benefits insurance starts with putting yourself in the mindset of your client and remembering that every decision starts with an internal desire or an external influence.

• Beware leveraged loans

  Leveraged loans are risky, but that hasn’t stopped insurance advisors from touting them.

• Insurance and RRSPs

  In a Canadian Life and Health Insurance Association (CLHIA) survey conducted a little over two years ago, 75% of respondents said they look to their financial advisor for estate planning advice and on average it had been five years since they were approached to review their needs, coverage.

• An insurance oxymoron and sales opportunity

  Did you know that there are still lots of endowments in existence and that the endowment is a life insurance oxymoron?

• How to explain policy ratings, declines

  From time to time I receive e-mails from consumers with questions like “I wondered if it was legal for insurance companies to refuse to insure children with autism?” What advisor hasn’t dreaded the rated or declined application conversation with their prospect or client?   Since the demise of the captive agents, [read more]

• Marketing life insurance to women, part 3

  Women own 11 million businesses in North America and women-owned business is the fastest growing sector of the North American economy.

• Understanding, selling to women

  Did you know that women spend 80% to 85% of all monies in the North American economy?

• Piece of Mind Costs Less than Lunch

  Advisors are seldom in competition with other advisors and other product solution recommendations but they are in competition all the time with lifestyle.

• Clients Shy on Equities? Talk Insurance.

  So how do financial advisors making above average incomes, with large books of business, recognize they might have a problem with life insurance?

• A SYSTEM for talking insurance

  How do financial advisors making above average incomes, with large books of business, recognize they might have a problem with life insurance?

• Growing into your life insurance

  Did you know that the consumer advice articles like “Tips on Saving Money on Your Life Insurance” are extremely short-sighted? All they really do is advocate “save money and only buy the amount of term life insurance you need.” There are several issues with this advice…  read more at Advisor.ca!

• Helping Grieving Clients

  Did you know that the Canada Labour Code and therefore Federal jurisdictions provide only for up to 3 paid days bereavement leave?

• The Importance of Insurance for Seniors

  Did you know there are at least half a dozen reasons for people who are retiring or seniors to buy or continue to carry life insurance? While several life insurance solutions for seniors look the same as when they were younger, there are several different scenarios to consider as well.

• The value of insuring children

  Selling children’s life insurance is a touchy subject for some advisors while it’s a ‘no brainer’ for others. Just as the “I don’t believe in life insurance” objection usually means that the objector needs to have some myths or misconceptions cleared up about life insurance, the same is true for [read more]

• RRSP season? Try UL season

  In a Canadian Life and Health Insurance Association (CLHIA) survey conducted a little over a year ago 75% of respondents said they look to their financial advisor for estate planning advice and on average it had been five years since they were approached to review their needs, coverage. Five years? [read more]

• Adding insurance to your business in 2011

  Helena Smeenk Pritchard, owner of a training firm based in London, Ont., describes how advisors can plan to add more insurance into their practice in 2011 and the revenue they can expect to generate. She spoke with Gavin Adamson at the TMX Broadcast Centre in Toronto. Investment Executive TV

• Sales coach: Turn “Do Not Call” to your favour

  Helena Smeenk Pritchard, owner of a training firm based in London, Ont., describes how advisors can provide advice to clients around do not call legislation as a way to develop trust and initiate client contact. She spoke with Gavin Adamson at the TMX Broadcast Centre in Toronto.

• On Taking Orders

  There are times when advisors know enough to just “take the order.”

• Talking Term Insurance

  People like Term Insurance because it is generally considered to be relatively inexpensive life insurance and it’s simple to understand. But what happens if you miss a payment or your bank makes an error and you insurance is not paid that month?

• So much opportunity; are you getting your share?

  Why are dually licensed life insurance advisors not achieving the life insurance sales success possible in our unprecedented, receptive environment?

• Creating Credibility: Simply and Effectively Interpreting Par Insurance

  Interpreting Life Insurance contracts for your clients is key to increasing your life insurance sales. Learn how to explain Par Insurance to your life insurance clients.

• Creating Credibility: Learn the Basics, Lose the Lingo, and Get the Client

  Want to sell more life insurance? The answer is in helping your life insurance clients understand life insurance. Life insurance clients are won and kept on the basis of the relationship, the underpinning of which is caring, simple, credible and effective communication.

• Got a Problem?

  So how do financial advisors making above average incomes, with large books of business, recognize that they have a problem with life insurance?

• Life Insurance Advisors Classified as Telemarketers under the National Do Not Call Legislation – Or Are They?

  In Decision 2004-35, the CRTC defined telemarketing as the use of telecommunications facilities to make unsolicited calls for the purpose of solicitation.

• Out in the Cold: Do-not-Call Rules Create Silver Lining Opportunities for Dual-Licensed Advisors

  Congratulations, you’re a telemarketer. At least that’s what you are in the eyes of the newly enacted Do Not Call Legislation (DNCL).

• Start With The End In Mind: Insurance Compliance

  This time of year, much is written about developing an annual life insurance sales plan. Advisors are quick to admit it’s a good idea, but research indicates few life insurance or dual-licensed advisors actually do it.

• Growing Your Business With Life Insurance

  Insurance sales represent the biggest growth opportunity. Yet according to LIMRA’s Sept ’07 Canadian Market Report sales to individuals steadily declined when the buying public has never been more receptive – or under insured!