Timothy Schucker breaks down the sales process into four parts, focusing on qualifying (checking affordability and underwriting requirements) and finding the need (discovering the client's problem, who the policy protects, and what it accomplishes).
Once you get into the sales process, there's four parts to the sale. Number one is qualifying. This is qualifying if they can afford it, you know, checking their budget, kind of running through all that. It's also health questions, underwriting, qualifying them on that piece. Next we have finding the need. This is where you're trying to figure out what problem you're solving so that you can offer the right solution. So we need to figure out their beneficiary, their why, who is this going to protect? We also need to figure out what the policy is going to do for the beneficiary. A lot of people like the idea of leaving money behind and creating generational wealth, but they're more likely to get a policy to cover a debt or avoid their beneficiary having to pay something they wouldn't want to pay. So we need to figure out not only who is this for but what problem is it going to solve for the beneficiary.
