Clients cancel life insurance when bills pile up and it feels like a low priority. A salesperson can prevent this by asking questions that make clients articulate what happens if they lose coverage, then repositioning insurance higher in their financial hierarchy so it's not the first thing they cut.
Why would a client cancel?
Bills, debt.
Okay, would it cancel if there were bills and debt if it solved a really important problem that was more important than the bill?
I mean, if it's an important bill, first it goes life insurance usually.
What do you consider important that they didn't have before the life insurance? Meaning the reason that they canceled is because there isn't enough value in the product you sold them. So when they want to go to Taco Bell 3 times this week and they don't have the money, they cancel your shit because it wasn't what they really needed, right? Does that make sense? So if there's bill 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, most agents agents try to slide life insurance at the bottom, kind of what you just did. It's the least important thing, which says what about you as a salesperson? Uh, it's not gonna be— you believe it's useless? That means you suck at selling the product you sell. Meaning if I'm sitting with a client, do you not think I can have a conversation and get deep enough that it shifts? Maybe to— instead of— it's not gonna be first bill, probably not gonna be second or third, but does it have to be 12th? You know what I mean? Like, can I create enough urgency through the word— the questions that I ask that I get their words of how they're impacted without it, that maybe it's the fifth bill? And when they ain't got money at the end of the month, they go, that's that's not even on the table to be canceled. There's 7 other things after that that are less important.
How YOU Can Make $15,000 Per Week from ANYWHERE ft. Keenan Stockling Jr | Ep112
