How To Become Your Insurance Client’s Trusted Advisor!

How To Become Your Client's Trusted Advisor!

As insurance agents and financial advisors, we can make a big difference in our clients’ lives. But one of your biggest challenges is how you get your clients to trust you. So you become your insurance client’s Trusted Advisor!

How many times have you made what you thought was a great sales presentation, only to find that the client was not impressed?

The Silver Bullet – To Become Your Client’s Trusted Advisor For Insurance! 

We all want to find the “silver bullet” that will help us to connect with clients. So our clients will trust us to have them hang on our every word. And then they will follow all our recommendations. What is that magic bullet? It is simply this:

Be the one advisor who finds out what your clients really care about!
The nagging financial worry that they have! And then answer that concern!

You need to find their nagging worry. And it is always some variation of “How can I attain and maintain long-term financial security?” Some younger clients will express this as “How can I afford to send my kids to college?” And then some older clients will express this as “How much can I withdraw from my assets each year without worrying about running out of money?” 

Every client has a question like this! And if you are the advisor who uncovers that question and then answers it. You will become your client’s trusted advisor.

They Said They Wouldn’t Buy From Me! 

Let me give you an example. I once had prospective clients, a married couple in their upper fifties, referred to me. They told me that they had about $500,000 in assets and that they had just inherited an additional $500,000. They were looking for advice as to what to do with the inheritance. Should they, for example, pay off their mortgage? By the way, they wanted me to know that they had previously talked to about a half dozen advisors. And they had absolutely no intention of buying any financial product through me. They had all of their money with Vanguard, they trusted Vanguard, and the new money is going to Vanguard.

Then I asked them something that is second nature to me. But, the six prior advisors had never asked them: “What are you trying to achieve, and what financial concerns do you have?” After a brief discussion, we came upon their nagging worry: “Can we retire in five years and still maintain our current lifestyle?” This was their personal version of the generic question “How can I attain and maintain long-term financial security?” 

To Become Your Client’s Trusted Advisor For Insurance It’s All About Asking The Right Questions!

To answer a question like this one, I needed to gather information on their entire situation. I needed to know their current income; what income they expected after retirement; their current spending; and any future plans. As well as a list of all their assets and liabilities. Then I plugged all the information into some financial software. And I created a few scenarios to present to them.

The good news was that everything went well! If their assets held their value and earned a respectable return! And if they both lived long, healthy lives in their existing home then they would be able to retire in five years and maintain their current lifestyle.

But, I was also able to identify the biggest threat to that rosy picture! The possibility is that either one of them could decline in health and require assistance daily for a lengthy period. In such a scenario, their expenses would increase sharply. And they would start to burn through their assets. I let them know that the only government program that would help pay for that sort of assistance is Medicaid! And that they would need to burn through almost all of their assets before Medicaid would start to pay.

I Became The Insurance Client’s Trusted Advisor!

They were immediately very motivated to know how to lower this risk. The answer, as you probably know, is long-term care insurance (LTCI). I recommended LTCI on both of them, with a $150 daily benefit to cover the current cost of the assistance. Plus a 5%t cost of living adjustment to keep pace with inflation. I also recommended an eight-year benefit period, since their major risk was a lengthy need for assistance, with a shared care rider to further extend the insurance benefit if needed.

As you can imagine, the premium wasn’t a trivial number… about $3,500 annually on their limited budget. But, I noted that the purpose of the insurance was to preserve their assets. And the $3,500 premium was less than one-half of 1 percent of their assets annually… a drop in the bucket compared to the risk.

They wholeheartedly agreed, and they asked me to obtain that insurance for them.

Interestingly, they then mentioned to me that one of the prior advisors had mentioned LTCI to them, and the prices he quoted were lower because of a shorter benefit period. But, they never bought it because it seemed too expensive and they figured they probably wouldn’t need it.

How To Instantly Become Your Client’s Trusted Advisor For Insurance!

Find those nagging financial concerns to become your client’s trusted advisor! 

In hindsight, how did I earn my client’s trust and make a bigger sale than I ever would have expected? I became the one advisor who found out what they really cared about! The nagging financial worry that they had. And I answered that concern. I then pointed out the major threat to their long-term financial security and showed them how to address it.

You may think, well, isn’t that obvious? On the contrary, my experience is that almost every prospective client has a nagging financial worry, that none of their existing financial professionals have uncovered and answered. I suspect that is because most financial professionals are more concerned about selling their favorite solution than about finding what truly motivates the client.

My challenge simply is to unearth my clients’ deep-rooted financial concerns. Whether that will lead to an annuity sale, a life insurance sale, a long-term insurance care sale, or anything else. I will not know that in advance. But once I have unearthed my clients’ deep-rooted financial concerns, I am well on my way to becoming their trusted financial advisor.

By Chris Conklin, Principal, and Actuary Insurance Insight Group

Find Out What Your Insurance Clients Really Care About!

Learning to ask clients the right questions and listening to them is how you will become your client’s trusted advisor!

How To Close 9 Out Of 10 Insurance Sales - Asking Prospects The Right Questions! Become Your Client's Trusted Advisor!When will you learn the best consultative selling, insurance sales skills, probing questions, and fact-finding, with the tools, coaching, and back-end sales support you need to help middle-income families? So you can help middle-income families to find the money to spend, save, invest, insure, and plan wisely for the future. So they can Live Debt Free And Truly Wealthy?”

Check out our How To Close ‘9 Out Of 10’™ Insurance Sales Tool Kit! Because you will get 90 days of personal insurance agent sales training, coaching, and mentoring… with back-office sales support! All from a team that has been training new and experienced insurance agents and advisors for over 40 to help middle-income families to want to solve their problems. So you will become the client’s trusted advisor and earn $250K or more per year selling insurance! 

First, we will show you what to say (the basic insurance prospecting script) and the probing questions to ask your prospects… So you will set your best insurance sales appointments.

Then we will show you the right questions to ask to help middle-income families identify and want to solve their problems. We will also show you how you can help middle-income families to find the money! So that they can take action right now!

Then we will show you the best ways for you to present your solutions to your families. So that you will close more and larger life insurance and annuity sales in the next 30 days! To successfully close 9 out of 10 insurance sales like the legendary agents! To earn $250K or more per year!

Includes Membership to Our Private Site at $29.95 per month after the first month,
And 90 Days of Personal Agent Training, Coaching, Mentoring, and Back-end Sales Support Worth $2,097!

In every one of our specialized systems, we focus a lot of time on helping you to ask better questions… and the right questions… to uncover the prospect’s nagging financial concern. So you will become your client’s Trusted Advisor! And, then how to help your prospects to find the money… so they can take immediate action.

Learning to become your client’s Trusted Advisor is why the new agents we train can earn $15,000 or more per month, within just a few months of getting our How To Close ‘9 Out Of 10’ Insurance Sales DVDs

Brad Stewart... “Lew & Jeremy, I wanted to say thanks for all your efforts in making my business stronger and more effective. I have to tell you that, while using the tools and knowledge I’ve acquired from your training and programs, I just completed the four most successful months of my career. Working with you and Jeremy has given my business a whole new perspective. It’s exciting to see folks respond to the techniques you teach and how they can protect their families and/or plan their retirement. Thank you for making me better at helping people. It’s a pleasure learning to be successful working with you and Jeremy at the Insurance Pro Shop! P.S. I’m looking forward to seeing you at the September TAST Boot Camp.
Brad Stewart, RFC, CFLA – CA (15 years in business)

When will you get the tools, training, and sales support you need to become your client’s Trusted Advisor? So, you will double and triple your life insurance and annuity sales this year?

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

Living Debt Free And Truly Wealthy - Become Your Insurance Client's Trusted Advisor!

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 Become Your Insurance Client’s Trusted Advisor To Make It Change!

The Old Style Life Insurance Sales Techniques Don’t Work Today!

How To Be A Successful Insurance Producer? (Insurance Agent or Financial Advisor)

The Key To You Being A Very Successful Insurance Agent? Learn How To Really Help Your Clients!

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

Recommended By The Members Of The IARFC -

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