Selling A Client What They Qualify For

We all have been there when a client tells you “I want to make sure I get immediate benefits” you know essentially implying they won’t buy from you if that condition isn’t met or “I don’t want to program with a waiting period”.  You have to ask yourself, is this person an insurance agent? Or have they had coverage before and spoke to somebody else before and were not offered immediate benefits because of their health. If you’re an inexperienced final expense agent you reassure them that you can in fact ensure that they get those things. But what you should be doing is examining that wound, kind of pull it apart so you can find out why they’re leading off with these objections.

It also lets the client know that you care, ask them if they have had insurance before, ask them if they have been quoted something, had a waiting period. Help the client help you, once you ask them those questions what they’re going to begin to do now is impress you with all the insurance knowledge they have and what you should be doing is keeping your mouth shut and listening to the client talk because now they’re going to tell you about their health.  A lot of the times we feel we have to give them the least expensive product out there because it gives us this false security that our business won’t be flipped. The truth of the matter is if they have something wrong with them then nobody should be able to flip our business for at least six months. I spoke with an agent the other day and he said “I got this client here and I’m going over some programs” and he told them about Forster’s, TransAmerica and all the carriers he had in his arsenal and he informed me that they had T.I.A (transient ischemic attack) about six months ago.

And he went on about how with TransAmerica they got to wait a year and then they will qualify for the immediate standard price. I replied by telling him that he could get them immediate benefits that day if he went five dollars higher than the company he wanted to go with. You see what he didn’t understand is that it’s not about the cheapest program it’s about placing your clients with what they’re going to get qualified for. Giving the client the best program possible isn’t always the cheapest but it’s not necessarily the most expensive option either. Remember the next time you’re in the home with a client and you got that preferred carrier in hand and you’re staring down the cheapest option. Ask yourself is this the BEST policy for the client?