Timothy Schucker shows life insurance agents how to ask clients for banking details without pushback. Ask which bank they use, confirm where they signed up, offer to pull the routing number, then request the account number by framing it as needed to deliver a $15,000 benefit.
Life insurance agents use this trick to never get objections when you're asking for banking information. Here's how you do it. And hey, Ms. Jones, who did you say that you banked with? Oh, I banked with Wells Fargo. And the next thing we got to confirm is where they signed up so that we can find their routing number. And, Ms. Jones, that Wells Fargo, did you sign up with them in Georgia, is that correct? Asking these surface level questions isn't weird. And now we can Google the routing number to be able to offer it to them. Okay, Ms. Jones. And my system automatically pulls up the routing number for me here, which is why I asked you those questions. Did you want to go ahead and write that down? At this point, you built the bridge of trust for you to walk across, for you to be able to ask for the account number. Oh, no, I don't want to write that down, honey. I'm not going to remember it anyways. No problem, Ms. Jones. And so the last thing I have to do to make sure that your daughter can get this $15,000 check is put your account number on file. I'm ready for it whenever you are. And once I've tied it through the benefit, I've built that bridge of trust and I've asked for the number, and I assume that they're going to give it to me in a confident tone. That's how you can get banking without ever getting any objection ever again.
