Six Steps To Selling Insurance Online (Virtually)!
Selling life insurance online is no longer new. People shop, meet, and even make big financial decisions from their phones or computers every day. If you are an insurance advisor, the real question is this: how do you build trust and guide someone through an important decision without ever meeting in person?
The answer is simple—you focus on the process, not the product.
“If You Want To Succeed In Insurance Sales, Then Stop Selling Products! Instead, Help People To Find A Solution To Their Problems!” Lew Nason
Step 1: Build Connection First
When you meet a prospect online, don’t jump straight into policy details. Start by learning about them. Ask open questions like:
-
What does your family depend on you for financially?
-
If something happened to you tomorrow, what would worry you most?
-
What are your biggest financial goals for the future?
These questions make the conversation about their life, not your policy.
Step 2: Listen More Than You Talk
Virtual selling is powerful because people often feel comfortable sharing from their own home. Let them talk. Take notes. Repeat back what you hear so they know you understand. Example: “So if I’m hearing you right, your main concern is making sure your mortgage is paid off if something happens. Is that correct?”
This shows respect and builds trust quickly.
Step 3: Identify Problems Together
Instead of telling them what they need, help them see it. For example:
-
If they have debt: “What happens to that debt if you’re not here tomorrow?”
-
If they have young kids: “How would your family’s lifestyle change without your income?”
-
If they are near retirement: “Would your spouse have enough income if Social Security was reduced to one check?”
These questions uncover real gaps and make the need clear without pressure.
“The Key To A Successful Sales Appointment Is Asking Disturbing Questions!” Lew Nason
Step 4: Show How Life Insurance Solves the Problem
Now connect the dots. Don’t say “I recommend Policy A.” Instead say:
-
“Earlier you mentioned your biggest worry is your kids finishing college. Here’s how this plan would make sure that’s covered no matter what happens.”
-
“You told me paying off your mortgage is important. This option guarantees that.”
Always tie the solution back to what they said—not what you want to sell.
“Every man has problems that only life insurance can solve. In the young man’s case, the problem is to create cash; for the older man, to conserve it.” Ben Feldman
Step 5: Keep It Simple
When presenting, avoid jargon. Use stories and examples. Show the numbers in a clear way. Example: “For about the same cost as eating out once a week, you can make sure your family keeps the house if something happens to you.”
Simple, clear, relatable. That’s what sticks.
Step 6: Ask for the Next Step
At the end, don’t say, “Do you want to buy?” Instead, guide them forward. Say:
-
“The next step is to submit the application. That way, your family has protection starting right away.”
-
“Shall we complete the request together now?”
You are helping them solve a problem, not pushing a product.
Selling life insurance virtually is not about screens, apps, or fancy tools. It’s about people. Ask the right questions, listen carefully, and connect their problems to real solutions. When you do that, closing the sale becomes natural—because the client feels understood, protected, and confident.
We want to help you be successful in selling life insurance and annuities. Give us a call today so we can review your situation – 877-297-4608! or book a time… There is no cost or obligation.
IPS Mini-University In Insurance Marketing And Sales
*** Not Sure Where To Start… Best Insurance Agent Marketing And Sales Training, With Support! ***
Insurance Marketing and Sales Resource Center™
Only $39.95 per month for the life of your membership – immediate online access!
Become an IPS Member today to check out the most affordable and effective insurance agent – marketing ideas and sales training – with live coaching!
In December 1999, we created the Insurance Marketing and Sales Resource Center because of the serious lack of marketing and sales training for financial professionals. There is a 95% FAILURE rate of new agents entering financial sales and most agents who survive struggle to make a mediocre income. It is because most agents are being taught to sell products – instead of learning how to help middle-income families find the money to get out of debt and save for their future. Our goal is to provide an affordable way for agents to get all the training they need to guarantee they will succeed and earn a superior income by helping middle-income families find the money to save for retirement to “Live Debt-Free And Truly Wealthy”!
Over the past 20-plus years, our family has helped thousands of agents and advisors increase their sales in a few weeks to earn $3,000 – $7,000 per week, $150,000, and more annually! By becoming members of our Insurance Marketing and Sales Resource Center. It is only $39.95 per month and you can cancel anytime. Check it out, because it has detailed insurance marketing strategies to attract the best prospects in your area, with many hours of agent video training. It also has in-depth appointment setting and insurance sales training, with even more agent video training… including the sales appointment scripts, fact-finding questions, and more. We also have live weekly insurance agent training webinars.
We are always here to help and guide you every step of the way to find your best prospects, and set appointments to succeed in selling more life insurance and annuities!
Here Is What Our Members And Experts Say About Our Affordable Insurance Agent Training!
“After just reading the first page of Insurance Pro Shop Marketing 101. I learned that I need a new business card, a new tag line and new phone line. That’s just from page 1. Then I asked Jeremy about Final Expense and he said stay away from it. He gave me the reasons why. He also told me never buy a lead. I learned more from him in 3 short 2 minute questions that I learned in the last six years. He has a very calming personality and helps you in any way he can.
I am blessed to have come upon Insurance Pro Shop. Jeremy is a delight and never gets irritated in the slightest and always calls you back. I am very fortunate to have met him at this junction in my life and career. Thank you for giving me the direction and patience I need now.” Neal Merems – CA (34 years in the business)
“Thanks Jeremy! I spent a good three hours reading the material under the membership mini-university (Insurance Marketing and Sales Resource Center) last night and I must say that I learned more last night then I have since entering the business nearly 3 years ago! I think your program will tremendously help my father and I in our business! Thanks,” Bryan Grissum – MO (5 years in the business)
“Just wanted to drop you a quick note about your webinars. Your webinar content has been FANTASTIC! You help to “cut through” to the heart of what’s most important, in order to do an accurate and great job for the client. Sure, you often run past the 1 hour mark, but it’s always been valuable content. IPS always delivers! Everyone who is a student of the life and annuity insurance business needs to hire you to be their teachers for insurance and financial planning. You keep doing what you’re doing. You’re filling a vital need in the insurance training industry. We’re all lucky to have you and your family serving the industry the way you do.” David H. Kinder, ChFC® – CA (11 years in the business)
Insurance Marketing and Sales Resource Center™
Only $39.95 per month for the life of your membership – immediate online access!
What Are You Waiting For – Get Our Affordable Online Live Weekly Group Training And Coaching Webinars For Insurance Agents and Financial Advisors!
Are you a seasoned financial advisor, a new insurance agent, or a P&C agent? You need training and coaching to learn these critical and fundamental insurance marketing, exclusive leads, and sales strategies right now! They are not an option if you want to be a Trusted Advisor and be ultra-successful in insurance sales.
This training is how you will learn to send a “special marketing message” about how you help middle-income families Find The Money for a secure financial future! Following our program you will easily attract exclusive insurance leads/prospects in your community! NO more leads to buy! No more traveling all over your county and state. Save time and thousands of dollars each year!
Then learn how to ask the right questions to set appointments with almost everyone you call. You will set more and your best insurance sales appointments! Because they are better quality, you will also need fewer insurance sales appointments, and they will all be in your local area! Save time and thousands of dollars each year!
Then learn how to help middle-income families Find The Money to close more and larger sales! The average insurance commission per sale when you help middle-income families Find The Money is $3,000 to $7,000 in commissions.
This is just the start of the life insurance marketing and sales agent training, courses, tools, strategies, and videos you will also get… When you decide to be an elite member of our IPS private life insurance marketing strategies and sales training website.
INCLUDES… 4 Live Hour Long Weekly Insurance Agent Coaching Webinars each month – Live Group Coaching – Case Design Classes – with Insurance Marketing, Prospecting, And Sales Training Tips and Strategies! You will have immediate access to all of our Past Live Insurance Agent Coaching Webinars!
There are many benefits to insurance agent sales training, coaching, and support! 80% of insurance agents who receive insurance marketing training, coaching, and sales support report increased self-confidence. The more confident you are in your ability to help middle-income families, then the more people will want your help.
Finding The Best Life Insurance Leads, Setting Insurance Appointments, And Closing More and Larger Sales Is Easy… When You Get The Best Agent Training And Live Agent Coaching From A Family Who Have Been Training Agents And Advisors For Over 40 Years!
Become An IPS Member today to check out our agent marketing and sales training life insurance programs! Find the best leads and sales appointments to help middle-income families!
30-Day ‘Risk-Free’ Trial, 100% Money Back Guarantee!
Note: We have agents from around the world who are members of our affordable, IPS Exclusive Members-Only Website… And use our life insurance and annuity marketing systems, sales systems, tools kit, and personal agent and advisor training program – Canada, the United Kingdom, Indonesia, India, and the Philippines!
When Will Take Control Of Your Life – To Succeed In Selling Insurance!
Stop putting it off! When you can get the insurance marketing systems, sales training, and agent support you need to succeed!
IPS Personalized Client Newsletters – Free Personalization
Do you want to find a stream of your ideal insurance clients and exclusive prospects? Do you want to make it easier – to set appointments and increase your life insurance sales? Then make sure that your name and special insurance marketing message about how you help middle-income families is out there! So you are always in front of your ideal prospects.
Your client newsletter is critical to staying in touch with prospects, friends, family, and clients. It is also a key to more new, repeat sales and referrals (exclusive prospects) from your current clients. So it is a huge key to increasing your sales and being a successful insurance agent!
Remember, ‘Out Of Sight, Out Of Mind’ is a deadly mistake for advisors. Why would your clients, friends, family, neighbors, or prospects call you when they need your help? Or when they are ready to buy. Since they never hear from you, don’t remember you, or know how you help middle-income families! And, then why would they refer people to you?
Are You Asking Your Clients Enough Insurance Sales Questions? Only $39.95
By Lew Nason, LUTCF, CTA, RFC Retired, And Jeremy Nason RFC, CTA
One of the recurring topics we write about each week… and talk about daily is asking your insurance prospects the right probing sales questions. And then ask your insurance prospects enough sales questions! That is because asking your prospects the right probing sales questions is one of, if not the biggest key to your success in selling insurance. Accordingly, agents have asked us for a complete list of probing sales questions to use with their insurance prospects! As a result, we have compiled a list of all of our favorite insurance sales questions. And we put them all into our limited edition e-book… Are You Asking Enough Insurance Sales Questions? In this 24-page guide, you will find our goldmine of probing questions you should ask insurance prospects to set appointments and close insurance sales. More Details! Immediate Download… Order Now!
A huge key to finding and attracting exclusive prospects, setting better appointments, closing sales, increasing your income, and successfully selling life insurance. annuities and your services are and always will be getting the agent training to ask enough of the right sales questions!
“The key to a life insurance sale is an interview, and the key to an interview is a disturbing question.”
When Will You Learn How To Help Families – Get Out Of Debt And Save For The Future?
Middle American Family’s Guide To – Living Debt-Free And Truly Wealthy!
By Lew Nason, LUTCF, CTA, RFC Retired, And Jeremy Nason RFC, CTA
We urge you to take the time to read our 20-chapter book… Middle American Family Guide To Living Debt-Free And Truly Wealthy! Because we give you complete strategies… To help middle-income families find the money to spend, save, invest, insure, and plan wisely for a secure future! So you can help them “Live Debt-free and Truly Wealthy”! As a result, you will understand our philosophies and techniques by the end of the book. Finally, you will know how you can make a real difference… Helping your family, friends, clients, and neighbors to get rid of their debt. So they can save for retirement. So that they will have a secure financial future! Book Outline – Get A Digital Copy of Our 20 Chapter Book! Only $18.97, Immediate Download, ORDER Now!
Important Question… Are you in this insurance business to make sales? Or are you interested in helping middle-income families? Who do you think insurance prospects want to see? Do they want to meet with an insurance salesperson – or a Trusted Advisor who does their best to help them? When will you decide to make a real difference in people’s lives? The more personal insurance agent training, coaching, and sales support you get to learn how to successfully help middle-income families find the money… for a secure financial future. Then the more you will learn how to help yourself and your family! Nothing will change until you decide to take action to make it change!
It Is Up To Get The Best Insurance Agent Marketing, Sales Training, And Support!
Asking Clients For Referrals, The Key To Your Success Selling Insurance!
What You Need To Know About Protecting Yourself And Family From Financial Disaster!
