Paul shares five tips when selling mortgage protection life insurance.

Show Notes:

Although this episode focuses specifically on mortgage protection life insurance, many of these ideas will apply other forms of insurance or financial products.

“The big challenge is asking the customer to buy something today; they will hopefully never actually need.”

Humans are hardwired to think short term. We place a greater emphasis on what we give up on today. The cost of attaining insurance today weighs heavier than the future benefit.

Ask the customer future-oriented questions. This will focus the conversation toward the future outcome and away from their sacrifice today.

People don’t like to think about dying. “Acknowledge the unpleasant nature of the life-insurance conversation.”

Refer to your customers as the leaders of the family. Leaders make tough decisions for the greater benefit of their families. You are setting an expectation with the “leadership” label.

“Remember, you’re not selling insurance. You’re selling protection.” Draw a parallel to other ways the customer protects their family.

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