It’s another inconvenient truth that life insurance is not a demand product. People just don’t line up for the stuff. Despite the hopes of those who want to eliminate selling from the life insurance business, life insurance products still have to be sold. Yes, people do buy some basic life products online and over the phone but it is by no means the norm.
The first question for any agent who gets a call from a prospect looking to buy some life insurance today should always be “When did you have your heart attack?” or “When were you diagnosed with cancer?” Life insurance is not something the average person thinks about buying on their own. Some do buy some, but not many and not much.
Life insurance is a product that you buy not because of your “head” but because of your “heart”. You don’t think your way into it. You feel your way into it. It’s a love-hate thing. You buy it either because you love someone or something or hate paying taxes.
Jim is an advisor and leader Coach, best-selling Author, Podcaster and Keynote Speaker. He has spoken 4 times at the MDRT Annual Meeting including the Main Platform. His weekly Facebook Live broadcast @JimRutaTV, is watched by thousands every month.
Jim is president of Advisorcraft Media and Consulting and his ICON Protocol™ uses the four core competencies of the world’s best advisors to help aspiring advisors excel and excellent advisors become their best. Advisorcraft Study Groups and personal Coaching help advisors with innovative sales, practice management and operational strategies.
Top of the Table advisor and industry icon, Van Mueller, calls Jim “one of the best business coaches in the world”.
Learn more at www.jimruta.com and www.AdvisorCRAFT.com