As we continue on with Life Insurance Awareness Month, today I want to talk about processes to sell life insurance at New Business. (You can see all of the LIAM resources here.)
So you’ve just sold an auto and home policy and are finishing up the final paperwork with your client. How do you bring up life insurance? We talked about a simple script for endorsements last week and you’re going to do something similar with your new policies.
Sell Life Insurance At New Business
First, run a basic life quote with each new policy. You can determine what is a good fit, but a simple $10k final expense term policy is always a good basic option. Some agents prefer to include a quote that would cover the mortgage balance after writing a Home policy. Take a look at what makes sense for your clients and create a process to do this every single time.
If you give out a folder with their policy docs, then include the quote in the folder and quickly review with the client.
Two Weeks Later
After about two weeks, send a quick handwritten note and follow up on the quote.
“Just wanted to follow up on the life insurance quote I included with your new auto policy. Did you have any questions? We have a few other options as well if you feel like you need more coverage. Let’s try to talk next week to go over it!”
Stick a business card inside and mail it out. Then make a note to call the client the next week to follow up.
What’s Next?
Depending on the response to your card and phone call, you should have a pretty good idea if the client is receptive or not.
If you feel that they aren’t going to be interested right now, make a note and add to them to your birthday list campaign.
Birthday Campaign
I talk about this each month in the monthly calendar post, but here’s a quick recap. Each month you’ll run a list of clients who have a birthday coming up in about two months. Make sure they are a good life insurance prospect! (Might want to choose a certain age range.)
This is NOT a birthday card. It is not happy birthday wishes! You’re simply using the birthday as a hard deadline for a rate increase.
So you send a postcard or letter and let the client know that NOW is the time to get life insurance, because the rate will go up on their next birthday. Then do lots of follow up between now and then to get them to take action.
No one likes to pay more! In fact, one of the touch things about insurance in general is that you can’t control your prices or have sales. BUT the life insurance birthday deadline does work in your favor. You just need have a consistent message. Each month you’ll have a whole new list of prospects and can drive sales all year long.
Creating Systems
These little systems and rules are what will lead to growth over time. You can use these strategies to sell any line of business, but the key is consistency.
When you make a habit to include quotes with new policies, follow up consistently, ask every endorsement about life insurance, AND run consistent monthly birthday campaigns, you WILL see regular life insurance sales all year long!
Make a plan and start training your team today.
