Insurance Know-How Sales Tips & Tools
Training Series
A 1 hour speaking engagement or a 2.5 hour workshop? The choice is yours.
These 24 sessions have been created so that MGAs or individual advisors can contract Insurance Know-How for one-off sessions, or for 2 sessions per month for an entire year or for one session a month for 2 years!
Insurance Know-How Sales Training Tips and Tools Series has been developed based on feedback and Insurance Know-How training impact on advisors at all levels of experience – from the 30+ year veteran to the newly licensed insurance neophyte.
When combined with the skills and tools learned in several of the other Insurance Know-How sessions a well-tenured advisor can significantly increase their insurance revenues, and an MGAs bottom line, with only a minor increase in effort!
24 Quick Courses That Will Change Your Life Insurance Sales Forever!
Prepare, Explain, Show, Observe
PESO – that’s our success formula! You observe demos, write your own “scripts,” and practice simple, effective tools to raise and conduct “kitchen table talk” explanations, policy reviews, and recommendations – with confidence and accuracy!
Circle of Life – cradle to grave uses of life insurance
Aside from the obvious income replacement need, advisors will have their eyes opened and get a gut level understanding of everyday uses for life insurance. We’ll lose the concepts, lose the jargon, get real, and identify a multitude of life insurance sales situations in your books!
Have you fired yourself yet? Jump-starting insurance sales
The biggest mistake and roadblock to your life insurance sales success is being your own family’s life insurance advisor! Understand why and identify other insurance sales blocks while developing actionable mini-steps to break through the “Terror Barrier”.
Insuring kids: thinking about the unthinkable
Gain a real-world understanding of a minimum of 3 rationales for advising the purchase of life insurance on children. Understand the various life insurance product solutions, benefits, and pitfalls and leave KNOWING HOW TO bridge to this conversation!
Life Insurance for Seniors: changing and ongoing needs
“I won’t need life insurance once I’m 65 years old/after I’ve retired.” Learn the myriad of situations that give your clients cause to pause and learn with a variety of situations common among seniors today.
Intergenerational Painless Prospecting & Sales Opportunities
ORGANIC GROWTH is easier than you think! Learn how to structure ‘getting caught up with client meetings,’ and uncover a throng of prospects you were BLIND to before! This session provides the KNOW HOW to structure the conversation and unveils life insurance sales opportunities allowed by Canada’s Income Tax Act definitions.
The ticking time bomb!
Canadian residency rules are NOT the same as provincial health care rules! When does the clock start ticking for each and what are the financial implications to the family or the estate? Learn what you need to know about these rules and some of the watch outs of the Travel Insurance covering your clients.
Product Profit Structures & Pricing Simplified
Can you confidently and competently answer a client who brings you a number of insurance policies and says, “Tell me what I own. Tell me how they work. Tell me if they’re any good and tell me if I should keep ‘em.”? Learn HOW TO explain the pricing (including ratings) and profit structure differences in a “makes sense kitchen table talk” conversation.
Par Insurance Simplified
You have to understand something really well in order to explain it simply: learn about Participating insurance and how to explain it in only 3 words!
Universal Life Sales – will they come back to bite you?
Learn to be proactive with value-added information about minimum funding, the 250% rule, the truth about MTAR, and the double edged sword called “control and flexibility”.
Par vs UL – the other asset class
Ledger illustrations are verboten! Develop the ability to simply compare and contrast Par and UL on a variety of levels – and without illustrations. Without the noise of numbers, you will also learn why Par is enjoying a renaissance.
Leveraging the KYC to a soft insurance fact find
Your client review meetings and updating the Know Your Client form is a perfect opportunity to start a soft insurance fact find – if you KNOW HOW. Learn to leverage your knowledge and relationship with your clients.
Approaches to Raising the Insurance Conversation
We all have a “the terror barrier” related to something and many advisors have one related to raising the Insurance conversation. Learn Insurance ice breakers, simple diagrams, and thought-provoking questions to raise the insurance conversation.
Your gold mine! In force policies
When an unbiased 3rd party looks at an advisor’s in-force book and makes product recommendations for an advisor to present, the client takes the unbiased recommended action 70%-80% of the time! Wow! Have you lost “the hunter” edge? Become “the gatherer” of more business within your own book!
Ownership & Beneficiaries – yours, mine, ours, theirs
‘Joint & first and joint & last’ have their place, but have you lost the ability to sell the benefits of a unilateral contract? Saving a policy factor and selling the lowest price comes with its own price tag! Learn the merits of individually-owned life insurance, when and HOW TO sell individual policies, and look at assigned policies and beneficiary designations.
Managing Clients expectations during the underwriting process
Inexperienced advisors stop selling life insurance if the whole experience is too painful. Learn to manage client expectations through the underwriting process by using Temporary Insurance Agreements, coaching clients through a successful paramedical appointment, and speeding up the Attending Physicians Reports and a myriad of other circumstances.
Say it with pictures!
If pictures (diagrams) are worth a 1,000 words, then let’s use them! Learn how to create and use simple, effective diagrams to minimize words and maximize the impact of your message. Stop hiding behind a laptop and start having more caring, knowledgeable life insurance sales conversations.
Growing into your life insurance
Good health buys life insurance and money pays for it. Learn to help your clients identify their immediate life insurance needs, and how those needs might grow and change in the future. Buying at today’s attained age prices avoids dramatically higher premiums in the future and the risk of being under insured.
Taking the application: common incompletes and other tips
Life insurance applications are daunting documents that can make you feel like you’re losing credibility in front of clients. Get comfortable with insurance applications and auxiliary forms, and learn HOW TO avoid embarrassing “incompletes” or dragging out the underwriting process.
Persuasion & the call to action
Answering objections is critical to the sale of life insurance, yet it seems to be a lost art among today’s financial advisor who are loath to be labeled a ‘life insurance sales person’. Learn how to professionally handle a variety of the most common objections and a number of effective closing techniques to help move clients to action.
What about riders?
Other than a Return of Premium benefit, should you be selling riders? What are they, how do they work, and are they a good idea? Explores and explain the forgotten world of riders!
Planning starts at home
We’ve all heard the saying “advisors don’t plan to fail – they fail to plan.” Learn the planning framework and step through the process of creating an annual multi-product sales plan that includes the activity required to execute it.
Business Insurance 101
Business owners are busy running their business and need advisors to ask them the thought provoking questions about business continuity in the face of death, disability or critical illnesses. Learn HOW TO address common business concerns, free up personal assets, and some tax efficient business insurance solutions.
The Miracle of Paper & Ink
“I don’t believe in Life Insurance” is an objection that quickly evaporates when advisors get the emotional connection to the power of a unilateral contract that pays out tax free money when it’s needed most! Through a series of true stories this motivational session helps you get through to even the most ardent non-believer!
