Xbox One, the new iPad, Nordstrom gift-card, that last minute Costco wine and cheese basket?the season of gifting is upon us! As we?re sure you?re well aware, holiday shopping doesn?t seem to lend itself to a surge in life insurance sales. In desperate attempts to save money, consumers find it easy to put off insurance purchases until after the holiday season. Let?s be honest. It?s not exactly a walk in the park trying to convince someone to consider their imminent death while they?re decking the halls.
A life insurance policy is a more thoughtful gift for a family than the latest version of Grand Theft Auto V, a thrilling game that promotes theft, death, and other atrocities. Irony is sweet, isn?t it? As insurance agents, once you get your foot in the door, how do you sell that life insurance policy during the season filled with Christmas parties, family gatherings and shopping sprees? How do you make life insurance exciting? The initial meeting is crucial. In a one minute pitch, you should be able to sell the image of a big bag of insurance benefits nicely tucked under the tree.
Here are some tips to help with your meeting:
1. ??????Be flexible with your hours. ?
Remember, in December, clients are rushing back and forth between Nutcracker dance classes and those dreary holiday office parties. So you need to be able to meet your client when and where it?s convenient for them. Availability up front could sing to the tune of a freshly sold policy by the end of the month.
2. ??????Be on time for your appointment. ?
You?re selling something that is not glitzy and cannot be wrapped. Do not set yourself up for negative feedback by arriving late! Basic enough, but this cannot be overemphasized.
3. ??????Do your research.
Just like the fatal error of giving the video game to Dad and the golf clubs to the twelve year old, do your research for each individual client. Age-restrictions, dietary needs, health issues, and family history are important preliminary factors. Don?t get stuck in the sale of the wrong kind of policy!
4. ??????Be prepared for the meeting. ?
You don?t want to waste your precious minutes in your meeting looking for forms or trying to remember what website to use. Do not be afraid to ask your client personal questions about their health and finance before the meeting.
As it has been said, many times, many ways?You can never be too prepared! Make life insurance exciting as that new iPad, and go out and remind people it?s never too early to consider a policy.