It’s 2:15 p.m. Lunch just wrapped up and your third appointment of the day is fast approaching.
The first two appointments of the day both seemed to go great, but for some reason, you were unable to close the deal. “Why?” you ask yourself. “I told them all about Term Life, Whole Life; I read them the latest statistics; I even offered them a $3,000 ADP!”
If you’re asking yourself this question, then another question must always follow: did I sell what life insurance can do? Over the course of a career with Liberty National, many Agents find the most gratifying part of insurance sales is the issuance of claims to families in need. As these rewarding moments continue to come, and as you see firsthand the difference supplemental life and health insurance can make in the life of a middle-income family, store these experiences in your mind. You’ll find they provide positive energy in your personal life, but also add to the ever-expanding toolbox you use in your professional life. Just ask Tim Reeves, Branch Manager in Pensacola, Florida:
“While assisting a particular customer with a cancer claim, the money we paid to the client not only took care of her unpaid medical bills, but also allowed her to remodel her kitchen,” Tim says. “Cooking was her passion, and for her to have a ‘Southern Living’-style kitchen seemed to ease some of the fight she was facing with cancer.”
Tim Reeves doesn’t sell insurance. He sells what insurance can do. What about Stephanie Jackson, Branch Manager in Chattanooga, Tennessee?
“I had a customer whose coverage was lapsing and, shortly afterward, I learned was confined to the ICU due to a stroke,” Stephanie says. “I was able to inform the spouse that the insured had a critical illness policy that covers stroke. They were about to lose everything, so they were excited to hear thousands of dollars were coming their way.”
Stephanie Jackson doesn’t sell insurance. She sells what insurance can do. If you follow Tim and Stephanie’s example, and make a routine of selling what insurance can do each and every appointment, your customers get the coverage they need, you close the sale just as you expect, and ultimately, everybody wins … then it’s on to the next appointment, the next presentation of what insurance can do.
Are you simply selling insurance at Liberty National… or are you taking it to another level and selling what insurance can do?