Always remember to create the VALUE and find out their WHY?
Now that you are prepared to go into the home, remember that you are there to address a need that your client is or was concerned about. It’s best if you go in with the mindset that you are NOT there to SELL anything, but rather to find out what their concern is for wanting to put coverage in place to protect their family and helping them to customize the coverage that best fits their needs and fits into the budget.
As Nate Auffort is Quoted Saying: “I will tell you, as I tell every one of my clients, “budget” is a loaded word, as we all budget for things WE see VALUE in. Some people budget $150/mo for a cell phone or $100/mo to watch tv, while others may think $150/mo for a cell phone is crazy, yet those same people may budget $500/mo to go out to eat or even on alcohol. I have made the mistake before, so I am not going to do it again, in terms of determining what VALUE you place on the protection of you and your family or even the value you place on your wife or families life, but rather present all the options you qualify for and then allow YOU to customize the coverage that best fits YOUR needs and what VALUE you see in it.”
We cannot stress enough that the MAJOR area that most agents fail to do well in the beginning, is to REALLY find out and PULL OUT the clients Why. WHY did they fill out this form? WHAT was their concern? Example, “HOW would it look for you (fill in their name) if we were having this conversation without (fill in their spouse’s name) here, and they had passed away yesterday? Would it be tough financially for you to stay in the home or to keep the house?” Would it be somewhat of a financial hardship on you? Most of the time that answer is an astounding YES! “WELL (fill in their name) what would you have to do in order not to lose your home?” And if your home or a portion of your home was paid off, or even if the mortgage payments were made for you for a set period of time allowing you enough time to make Logical decisions vs emotional decisions, how would that affect your situation in the event of your spouse’s death? Let them answer, and paint the picture of what their life would look like WITH this product in place and more importantly what it may look like WITHOUT!