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HOW TO INSURE FAMILIES WITH LIFE INSURANCE
National Edition
A FAMILY NEEDS A PLAN FOR WHAT HAPPENS WHEN SOMEONE DOESN'T COME HOME.
And just as importantly: WHERE DO YOU FIND FAMILIES WHO NEED TO HAVE THEM? That's what How to Insure Families with Life Insurance is designed to teach. DON'T BEGIN WITH:“HOW MUCH LIFE INSURANCE DO YOU WANT?” Most families don't know. And they shouldn't be expected to. Start with the family. Ask:
IT'S TO IDENTIFY RESPONSIBILITY. WHAT YOU'LL LEARN This practical producer guide helps you work through family life-insurance conversations involving:
It's to understand the family the insurance is supposed to protect. WHO IS THIS GUIDE FOR? Especially useful for:
THE WORKING SPOUSE Suppose one spouse earns most of the household income.
This is one of the easiest family exposures to underestimate. A parent may not receive a paycheck. But that doesn't mean the parent has no economic value. Consider:
So don't ask only:
CHILDREN CHANGE THE CONVERSATION A baby creates more than another dependent. It may create years of additional financial responsibility. The producer should explore appropriate issues such as:
Coverage purchased before the first child may no longer fit after the second or third. FAMILY PROTECTION IS NOT A ONE-TIME DECISION. THE MORTGAGE MATTERS Many families' largest financial obligation is their home. Ask:
The home is part of the family's financial plan. So is the income paying for it. EXISTING COVERAGE MAY NOT BE ENOUGH A client says:
Now ask:
But never assume it's sufficient either. VERIFY. BENEFICIARIES DESERVE ATTENTION Life changes.
Producers should understand their role, document conversations carefully and recognize when legal or tax advice belongs with the appropriate professional. FAMILY REVIEWS CREATE OPPORTUNITIES Life insurance shouldn't disappear into a filing cabinet after the sale. Review when appropriate. Ask:
NOW LET'S FIND THE PROSPECT This is where the How to Insure approach becomes different. Don't begin by buying a list of strangers. Begin with families experiencing change. PROSPECTING TRIGGER #1 MARRIAGE Marriage combines lives. Often it combines financial responsibilities too. A natural question:
PROSPECTING TRIGGER #2 PREGNANCY & NEW CHILDREN
PROSPECTING TRIGGER #3 BUYING A HOME If you're a P&C producer, this opportunity may be sitting directly in front of you.
PROSPECTING TRIGGER #4 A STAY-AT-HOME PARENT
PROSPECTING TRIGGER #5 INCOME CHANGES A promotion can change:
PROSPECTING TRIGGER #6 THE TEEN DRIVER Here's a prospecting connection a P&C agency shouldn't miss. A teenager is added to the auto policy. What does that tell you? The household probably contains parents with a dependent child. You're already talking to them. Why not include a family protection review? ONE SERVICE EVENT CAN OPEN ANOTHER INSURANCE CONVERSATION. |
YOUR PERSONAL-LINES BOOK IS FULL OF FAMILY CLUES
Look at your agency management system. Which clients:
They can be: LIFE-INSURANCE CONVERSATION TRIGGERS. EDUCATIONAL PROSPECTING Families have questions. Answer them.
ANSWER SOMETHING THEY WANT TO KNOW. Then give them a reason to call. A 30-DAY FAMILY PROTECTION PROSPECTING PLAN WEEK 1 — FIND 25 FAMILIES
WEEK 2 — OFFER REVIEWS Don't call saying:
WEEK 3 — PUBLISH ONE FAMILY QUESTION Create useful content around one common question. Example: “DOES A STAY-AT-HOME PARENT NEED LIFE INSURANCE?” Educate first. WEEK 4 — FOLLOW UP Track:
DON'T FORGET REFERRALS A satisfied parent probably knows other parents.
After helping someone:
Professional. No pressure. ONE FAMILY CAN BECOME AN ENTIRE ACCOUNT Suppose you begin with life insurance. The family may also need:
IT'S TO BECOME THE INSURANCE PROFESSIONAL THEY CALL WHEN LIFE CHANGES. That's how accounts grow. REAL-WORLD PRODUCER SCENARIOS The guide includes practical situations involving family protection. Instead of asking producers to memorize answers, scenarios require them to think through:
The producer needs judgment. PRACTICAL PRODUCER TOOLS Use the guide for:
Open it before the appointment. WHAT COULD ONE FAMILY RELATIONSHIP BE WORTH?The guide costs: $25.
$25 — BUY IT ONCE. USE IT FROM NOW ON. CLICK HERE TO BUY — ONLY $25 KNOW WHERE THE FAMILIES ARE...BUT NEED HELP GETTING THEIR ATTENTION? FYI Express+ can help. Families search online for insurance answers every day. Your agency should be there answering them. FYI Local Visibility can help turn questions into useful educational content for platforms such as:
BE HELPFUL. BE REMEMBERED. ASK EDDIE ABOUT PROSPECTING & FYI LOCAL VISIBILITY RELATED HOW TO INSURE GUIDES INDIVIDUAL LIFE INSURANCE
MORTGAGE & DEBT OBLIGATIONS
DISABILITY INCOME
DOWNLOAD FREE GUIDE LONG-TERM CARE
HOW TO INSURE FAMILIES WITH LIFE INSURANCE
Buy It Once. Use It From Now On. CLICK HERE TO BUY FYI EXPRESS+ Practical Training. Better Producers. Stronger Agencies. Learn the Coverage. Find the Prospect. Build the Account.
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