1. Life Sales 101 How to Sell Life Insurance Simply

2. Be Prepared:  1. Know Your Client  2. Know Your Policies  3. Know Your Companies

3. Know Your Client 1.Complete a Client Information Sheet 2. Ask Qualifying Questions on the Appointment Setting Phone Call 3.Complete a DIME Questionnaire to determine the appropriate amount of insurance 4.Ask lots of questions about your clients personal interest, his reasons for needing insurance and his financial goals 5.Know your Prospect’s Personality Style, BOLT

4. Know Your Policies Term Insurance 1. For Temporary Needs 2. For Business Needs 3. For Older People, Too Permanent Insurance 1. Savings, Estate and Legacy Purposes 2. Lowest Net Cost 3. Life Long Coverage

5. Know Your Companies 1.Different Policies for Different Needs 2.Living Benefits or Not 3.Banding and Medical Limits 4.Underwriting Guides and Policy Description Summaries 5.How Each Handles Medical and Tobacco Issues

6. Keep It Simple  1. Life or Death Insurance Replaces Future Income  2. It Transfers Wealth  3. It Fulfills an Obligation  4. It is Leverage: Getting More for Less  5. Without Love there is No Life Insurance

7. How to Sell Life Insurance Move the Prospect Up the Ladder

8. Step by Step  1. Gather Information about the Prospect  2. Have the Prospect Explain his Needs, Wants and Goals  3. Restate these Needs  4. Explain that What He Really Wants is Financial Security  5. Explain the Three Serious Problems  6. Suggest Two Solutions  7. Wait and Let the Prospect Decide

9. Memorize the Statement for Each Step  1. Information: “Please fill in the yellow boxes.”  2. Needs: “What would you like to accomplish here today?”  3. Repeat: “You would like your plan to …. Is this everything?”  4. Financial Security: “So what I hear you saying, (Name) is that you would like Financial Security for you and your family. Is this right?” Yes. “Well, (insurance type) is one part of Financial Security, let me explain.”  5. Three Problems: Use the Power Point Sheets. “We all face Three Serious Problems ……”  6. Solutions: Use the Quote Sheets. “Here are Two Possible Solutions.”  7. Review: “Option #1 provides a very low premium but you have to die in XX years. Option #2 provides ……..”

10. Basic Selling Skills  * Listen More Than You Talk  * Ask Each Question More Than Once, in a Different Way  * Repeat What You Heard  * Nod When You Want a “Yes” Answer  * Point to Something You Want Seen  * Before Closing, Repeat What the Prospect Wants  * Get Affirmations Frequently  * Take Every Step Up the Ladder  * Offer Two Alternative Solutions  * Make Your Point and Stop Talking.  * Don’t Ask for the Sale, Let the Sale Come to You Follow These Simple Tips to a More Professional Presentation

11. Use Tools  Client Information Sheet  Quote Sheets  Written Summaries of Living Benefits  Power Point Presentations  The Three Problem Puzzle Coaster  Charts and Photos  Internal Rate of Return  Life Cost Comparison in FL.

12. Remember a Few Special Statements or Questions  Owning Permanent Life Insurance is Like Owning Your Home Verses Renting Your Home.  Will Your Wife Need Money to Life on if You Die?  Don’t Buy Life Insurance Because You Are Going to Die, But Because Those You Love Are Going to Live.  But, John, You Have to Die in 30 Years.  Would You Want Your Children to Pay For Your Final Expenses?  Do You Want Your Partner’s Wife to be Your Business Partner?  Would You Rather Pay Income Taxes Based on the Seed You Plant or the Value of the Harvest You Reap?

13. And  If a Child, Spouse, Life Partner or Parent Depends on You and Your Income, You Need Life Insurance.  The Person Who Will Take Care of the Old Person You Will Become is the Young Person You Are Now.  We All Face Three Problem. We Can Die Too Soon; We Can Become Seriously Ill or Injured, or We Can Live Too Long.  “Don’t Sell Life Insurance. Sell What Life Insurance Can Do.” Ben Feldman

14. Life Insurance is for Lovers Without Love, There is No Life Insurance.