A short insurance-agent training transcript emphasizing that an agent’s phone goal is to discover the client’s "why" for buying life insurance, which the speaker breaks into three parts: who (the beneficiary), what (the nightmare scenario/costs), and how (how the policy protects them). An illustrative example mentions "Ms. Jones," her son Billy, and a $15,000 funeral in Texas.
So your job when you jump on the phone is to find out this. Your job is to find out their why. The why is composed of three different pieces. So you have who. This is the beneficiary. Who are you protecting? Then we need to figure out what. What is that, like, nightmare scenario that's going through their head? Like, gosh, if, if little Billy had to do that. Oh. Or if that happened to little Billy, I, I would turn over my grave. Right. That is what the last one is. How. Right. So what is like the nightmare? You know, this is like sad face, nightmare scenario. And then how is like how does the life insurance actually protect them? And this is basically what we have to figure out when we jump on the phone. Let's look at an example. Ms. Jones, for example, her who is her son Billy. What is, you know, the $15,000 funeral in Texas. And then how is if she gets the life insurance.
