Why Do People Buy Life Insurance? Client Emotional Hot Buttons!
Would you like to learn how to have more people buy life insurance from you… then have them buy more… and buy more often? Then you must understand the reasons why people buy life insurance!‘ As all of the best sales trainers will tell you; “People buy life insurance based on emotions and then justify their decisions based on logic.” So, find your client’s emotional hot button!
So, if you want more people to buy life insurance from you. Then it’s about you locating and pushing the right emotional hot buttons. So that you get your prospects to decide to buy? Ultimately, the most prevalent reasons for people to buy life insurance are… to avoid pain or to gain pleasure. But, what pain and what pleasure?
Of course, locating and pushing your client’s emotional hot button only works if you are in front of the right prospects, the people who need what you are offering. Because these are the people you have the best chance of selling. But, only if you learn how to push these clients’ emotional hot buttons.
Client Emotional Hot Button #1. People Buy Life Insurance… To Make Money or Save Money
There is no question that today, money is a factor in almost every one of our buying decisions; What does it cost? Where will I make the most money? Why is this a good deal? How can I save more? You have to answer their questions about money to help people to want to buy life insurance. So, they feel good about their decision to buy.
However, making money or saving money are not the only factors for people buying life insurance. If you want people to buy life insurance, then you will need to find and push multiple client emotional hot buttons, like the ones below.
Client Emotional Hot Button #2. People Buy Life Insurance… To Protect The People They Love
Most people have an innate sense of obligation to the people they love. We want to make sure our family will never want for the basic physiological and safety needs, such as water, food, clothing, shelter, etc. The lack of money, now or in the future, can put our family’s basic needs in jeopardy, which can cause us great emotional pain.
So, what will happen to my family if they lose my income? How will they put food on the table? Where will they live?
Client Emotional Hot Button #3. People Buy Life Insurance… To Provide More For Their Family
Everyone wants to do better for their family than they already have. They want their family to have more. So, they want their home to be in a better neighborhood, bigger and nicer. Then they want a new car, every two years. They may also want to see their kids attend and graduate from a top college. They want to provide for their loved ones so that they are all comfortable.
Accordingly, how can you help them to do better for their family, now and in the future? Can you help them to set better priorities, so they become better managers of their money?
Client Emotional Hot Button #4. People Buy Life Insurance… To Feel Worthwhile and Good About Themselves
People want to feel good about what they do. “I work hard – I’ve earned it – I deserve it.” They want to eliminate the stress in their lives. Can you help them to eliminate their debts and have the money they want, so they can take their family on vacation, or to the aquarium? Or, buy a flat-screen TV?
How can you help them to enjoy life more? Then how can you help them to feel good about their decisions? So they see the decisions they make matter?
Client Emotional Hot Button #5. People Buy Life Insurance… To Have More Free Time (Save Time)
Today, we live in a society that is unwilling to wait for anything. We want overnight success. Because we want to work less and have more time for other things.
Can you put their mind at ease, and help them to make quicker decisions? Can you help them to retire early?
Client Emotional Hot Button #6. People Buy Life Insurance… To Build A Secure Financial Future
People want to have enough money, so they don’t have to worry about the future. Accordingly, people want their homes paid off. Then they want to have the money to make their retirement years one big playground of fun and games.
So, how can you help them to accomplish their goals?
Client Emotional Hot Button #7. People Buy Life Insurance… To Have Beautiful Possessions (To Stand Out)
Most people enjoy having the nicer things in life. Such as new furniture for their home. The home itself … its style, the yard, and the neighborhoods are all “beautiful!” Nice cars, trucks, and motorcycles, something you can be proud of. Fashionable clothes that make you look nice and feel good. “Clothes make the man!”
So, how does purchasing your product or service make them stand out from the crowd?
Client Emotional Hot Button #8. People Buy Life Insurance… To Be Recognized and Appreciated
Writing a book that no one reads, fails to give much of a boost to the writer. Building a house from the ground up and not sharing the result with friends and family gives a little reward. Practice, practice, practice without actually getting a chance to perform is unfulfilling. Whether it is for the theater, a musical instrument, or a speech. People like to know that other people appreciate their efforts. The Oscars, the Emmys, and the Boy Scout Eagle Scout award are each a form of recognition. And, each is a reason people decide to do something, to take action, to buy.
So, what can you do to help people to be recognized for their efforts?
Client Emotional Hot Button #9. People Buy Life Insurance… To Feel Important
Whether it’s cooking a meal for your family or reading a book to your kids; building a storage pen for the local school; changing a flat tire for a damsel in distress; writing a speech for the boss, or donating your time to a charity; everyone wants to feel what they do makes a difference.
What can you do or say so they feel important?
Client Emotional Hot Button #10. People Buy Life Insurance… To Take Advantage of Current Opportunities
Many people are looking to take advantage of a new or special opportunity that comes along. They are looking for a reward.
Hence what’s special, new, and exciting about your product or service to make it an exceptional opportunity?
Client Emotional Hot Button #11. People Buy Life Insurance… To Have Friends, Be Popular, and “Belong”
Everyone needs to have family and friends, and a sense of belonging. That’s why so many people become part of a group, a club, or an association.
So how can you help them feel like they belong to a special elite group?
Client Emotional Hot Button #12. People Buy Life Insurance… To Have Options and Gain Control
Back someone into a corner and most often you’ll have a fight on your hands. Give people only one way to do something and you’re leaving money on the table. Because People like options. They want options on how to buy, how to pay, and when to pay. But at the same time, they want to be in control. They want to make the buying decision. No one likes to be sold. When I am buying, I am in control. When you are selling me, you are in control. I want to be in control.
What options can you give people? Can you encourage your prospect to become your client by allowing them the opportunity to make the final decisions?
Client Emotional Hot Button #13. People Buy Life Insurance… To Develop a Unique Identity (Feed their Ego)
People buy things and justify them for many reasons. Shopping at premium stores establishes an identity and feeds the ego. Flying first class and eating fat-free low-calorie foods are 2 more activities that say who you are. They make you feel good about making those buying decisions… and about yourself.
Therefore, what can you do to make people feel they are unique and important, and feed their ego?
Client Emotional Hot Button #14. People Buy Life Insurance… To Express Their Love
Loving is difficult to measure and more easily “felt”. A box of candies, a bouquet of flowers, or a piece of jewelry on Valentine’s Day. A surprise birthday party. This “Stuff” doesn’t express love, yet is an expression of love. Whether your product or service is “hard” or “soft”, small or large, new or old, upscale or inexpensive, no matter its’ content, you do want your buyer to be happy.
So how can you help people to see their gift of life insurance as an expression of their love for their family?
Happiness, Enthusiasm… Love. If you’ve got it, then flaunt it!
When you use these client emotional hot buttons in your insurance sales message, then you will attract more insurance prospects to you.
If you use these client emotional hot buttons in your appointment scripts, then you will set more appointments.
And, finally, use these clients’ emotional hot buttons during your fact-finding process! So, people will want to find the money to buy life insurance from you, buy more, and buy more often!
Our Trusted Advisor Success Program™ is about you learning to help middle-income families to find the money to Live Debt Free And Truly Wealthy! It is about helping your clients and prospects to get all the cash-value life insurance they need to protect their families. While you help them to save for a tax-free retirement, save for college, create a family bank, etc. (Using cash value life insurance and annuities!)
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IPS Personalized Client Newsletters – Free Personalization
Do you want to always have a constant stream of your ideal insurance clients? Do you want to make it easier for you to set appointments? Then make sure that your name and special insurance marketing message of how you are helping people are always in front of your ideal prospects. Your client newsletter is critical to stay in touch with prospects, friends, family, and clients?
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Nothing Will Change Until You Make it Change. So It Is Up To You To Learn How To Help People Buy Life Insurance To Make It Change!
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