If you want to close more of your insurance prospects, you have to ask the right questions.
We have shot tons of insurance sales videos on how to ask questions to gain control of the call and get the answers you want.
During your presentation phase of an appointment, whether on the phone or in person, you should ask questions to get them thinking about what they would do in the event they needed a policy and didn’t have it. These are some of our go-to questions.
Close more insurance prospects with these questions
1. If you passed away tomorrow, how would your family pay for your final expenses?
This should be a question every life insurance agent asks their prospects. Pressing this pain point will make it evident to them they need to make sure they don’t burden their family with medical bills, funeral expenses, and burial expenses. After asking this, bring up the latest costs of a funeral and burial and the estimated rising costs (currently expected to be $12,000 in the next couple years).
2. Do you wear glasses or contacts?
This is to cross-sell Dental, Hearing, and Vision plans for Medicare. If you’re at the home and see them wearing them, simply ask how they’re paying for them. Over half of seniors require glasses or contacts. They could actually put money back into their pocket with this add-on.
3. If you hit an uninsured motorist and injured them, how would you pay for their medical bills?
Many people have no idea they would have to pay out-of-pocket for any medical bills beyond their policy’s coverage. Bring up this fact and ask them what they would be able to pay for out of pocket so you can offer an adequate policy to get them properly covered.
4. How would your family continue to pay your mortgage in the event you are unable to work or pass away?
For you Mortgage Protection Specialists out there, this is how you can get them to realize their family’s largest asset could be at risk in case they become seriously injured, terminally ill, or pass away. A mortgage protection policy will then seem like a small price to pay to make sure they keep a roof over their family’s head.
If you need more ideas to close your insurance prospects, our coaching and training programs have helped hundreds of agents increase their income and rejuvenate their businesses.