A short YouTube sales-advice clip (by Timothy Schucker) arguing that many insurance agents fail because they sell quotes and coverage instead of selling safety and security for clients' families. The speaker recommends focusing on the concrete outcome (who pays the bills) and using future-pacing and contrast storytelling to place prospects in a decision-making mental frame.
Most insurance agents fail because they're selling life insurance. Let me explain. If you're currently selling quotes and coverage, no one is going to buy from you. Successful agents are selling the fact that either their beneficiary pays the big bill or the person that they're talking to pays the small one. It's that simple. Your prospects are focused on buying safety and security for their family, not a quote just to give you a commission. Now, one of the highest value sales tactics you can use in this industry is future pacing. Play out what it looks like for them after they pass away and their family gets paid out and all of the things that they're going going to be solving. And you can show them exactly what the consequences would be as well by playing out a story in which someone made the mistake of not getting coverage for their family. By doing this, you're showing them the contrast of the value of life insurance versus the detriment of not having it. And this will put them in the mental frame of making a purchasing decision.
