Why Do People Buy Life Insurance? Client Emotional Hot Buttons!

Why Do People Buy Life Insurance? Client Emotional Hot Buttons!

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!

Trusted Advisor Success Program™

Trusted Advisor Success ProgramOur 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!)

Check out our Trusted Advisor Success Program! Because you will get 90 days of personal life insurance agent training, coaching, and mentoring… with back-office sales support! All from a team of life insurance marketing and sales coaches that have been training agents and advisors for over 40 years to specialize in helping middle-income families find the money! It is the best life insurance marketing, appointment setting, sales system, and agent training to help people buy insurance. So you guarantee you will earn $250k or more per year selling life insurance!

First, you will get the best marketing system and agent training to find and attract your best life insurance sales leads/prospects. Then you will get the best scripts and the right question to ask your prospects to set great life insurance sales appointments.

Next, you will get the best insurance fact-finding training to ask prospects the right questions to show you how to help middle-income families see and want to solve their immediate money problems. We will also show you how you can help middle-income families find the money so that they can buy life insurance right now!

Finally, you will learn the best ways for you to present your solutions to close 9 out of 10 life insurance sales.

Now you will earn $100K, $200K, or more this year selling life insurance and annuities like the legends.

It is the best-specialized life insurance marketing, appointment setting, and sales training system for agents and advisors to learn how to help people buy!

When Will You Get The Best Marketing Tips, Tools, Training, and Coaching You Need To Help People Buy Life Insurance?

Inside our Trusted Advisor Success Program, you will find all the best marketing plans, strategies, and ideas laid out for you! You will learn the best ways for you to use Joint Ventures; Educational Workshops and Seminars; Booklets and Free Reports; Referred Leads; Social Media; Client Newsletters; Annual Reviews;  and more – with all the tools, scripts, and more. Now you can find your best prospects and set your best sales appointments! Because your ‘special message’ to everyone will be all about how you help middle-income families to find the money to Live Debt Free and Truly Wealthy!

You will also learn how to use all the HOT Sales Concepts… Wealth In Motion, Infinite Banking. Missed Fortune, Circle Of Wealth, Wealth Beyond Wall Street, Tax-Free Retirement, and more… Because they are part of our Found Money Management Tool Kit. Now you can help average people – not just the wealthy!


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?

Gold Membership... Tools and Training For Insurance Agents and Financial Advisors


When Will You Read Our Full-Length Book? So You Learn How To Really Help Families?

Living Debt Free And Truly Wealthy

Middle American Family’s Guide To Living Debt-Free And Truly Wealthy!

We urge you to take the time to read our 20 Chapter book… ‘Middle American Family’s Guide To Living Debt Free And Truly Wealthy!” Because we give you complete strategies, on how you can help middle-income families to find the money to spend, save, invest, insure, and plan wisely for a secure future! So that you can help them to “Live Debt Free and Truly Wealthy!” As a result, you will understand our philosophies, concepts, and techniques by the end of the book. And finally, you will know how you can make a real difference by helping your family, friends, clients, and neighbors 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!


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!

You may also want to read… Sales Presentations! The Facts Don’t Lie! 

Asking Sales Questions To Help Your Client Buy The Right Insurance?

Free Consult - Helping 9 Out Of 10 Agents and Advisors To Double And Triple Their Sales And Income In 60 Day Or Less!

Members Of The IARFC - Why Do People Buy Life Insurance? Client Emotional Hot Buttons!

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