10 Step Buying Process To Close More Life Insurance Sales With Your Prospects!

Coaches Corner - 10 Step Buying Process To Make More Life Insurance Sales With Your Prospects!

6/10/2022 – If you want to close more and larger life insurance sales, then you need to follow your prospect’s buying process. It starts by piquing (stimulating) their interest and curiosity in your services. It is about your overall marketing message! How are you different? How are you going to help them? Can they trust you? Do you really care about them and their family?

Dennis Postema is one of our highly successful long-term clients in life insurance sales! He wrote the following about the life insurance buying process…

10-Step Buying Process Leading Your Life Insurance Sales Prospect To Say Yes (or No)By Dennis Postema

As you know, your life insurance prospect’s character and personality are linked. Did you also know there is a defined buying process to close life insurance sales?

Whether it is a small one-dollar purchase or a million-dollar purchase, research has shown the human brain goes through a 10-step buying process before making every purchase. A greater understanding of each step of the buying process will help you better serve your prospects – and ultimately you will now close a lot more and larger life insurance sales.

“You hit home runs not by chance, but by preparation.” Roger Maris

10-Step Life Insurance Sales/Buying Process For Your Prospects

I promise it’s worth your time to really contemplate each of the ten steps! And evaluate how you enable your life insurance prospects to buy during each phase of the sales process.

  1. Involuntary Attention: Before a prospect ever considers buying a life insurance policy, their attention must be piqued. This is often done by subtle messages they do not even recognize.
  2. The First Impression: Yes, first impressions do count! If their first impression of either you, your service, or the product isn’t satisfactory, the prospect will move on.
  3. Curiosity: Humans have an instinctual need to explore the unknown. Once their interest is piqued, they tend to look for how else the product can benefit them. Or what else you can offer?
  4. Interest: If you have done your job well thus far, the prospect’s curiosity will turn to interest. This is the stage of the life insurance buying process when they begin asking questions and need solid answers.
  5. Consideration: Having had their initial questions answered, your prospects will begin considering buying life insurance. But only if they see any real value in it.
  6. Imagination: All too often agents and advisors disregard the prospect’s need to imagine themselves using and owning the product. Without this important link, they might not think the policy is worth purchasing.
  7. Desire: Seeing themselves use the policy and “wanting” it are two different emotions. If you can elicit the “want” feeling in your prospect and you have nearly completed the sale.
  8. Deliberation: This is part of the life insurance sales/buying process when your prospect begins trying to either talk themselves into or out of the purchase.
  9. Decision: Once he or she has all of the facts and can sort through their options, they will make a decision; to buy or not to buy. ​
  10. Action: After the decision is made, action is necessary. This is what we know as “the close.”

Keep in mind that some prospects and clients move very quickly through these life insurance sales/buying process steps, only taking a few minutes. Other prospects will take hours or even days to work their way through each of the 10 life insurance buying process steps necessary to make a final sales decision.

“Opportunity is missed by most because it is dressed in overalls and looks like work.” Thomas A. Edison

It is your job as a life insurance agent or advisor to understand all of the buying process sales steps. And then help your life insurance prospects work through any roadblocks they may encounter along the way. However, it is vital that you not push prospects through the life insurance sales/buying process as each and every step is very important. Instead, be a guide in their decision-making process. Mastering this skill will help you to close a lot more life insurance sales and dramatically increase your income to earn $250K or more per year selling insurance and annuities!

When Will You Decide To Earn $250K This Year Closing Life Insurance Sales?

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 families to get all the cash-value life insurance they need to protect their families. While they save for a tax-free income, save for college, create a family bank, etc. (Using cash value life insurance!)

Check out our Trusted Advisor Success Program life insurance marketing and sales success training system. Because you will get 90 days of personal insurance training, coaching, and mentoring… with back-office sales support! All from a team that has helped agents and advisors to close more and larger life insurance sales for over 40 years! It is about you following the 10-Step Life Insurance Buying Process. It is the best life insurance marketing and sales system and agent training to guarantee you will earn $250k or more per year closing life insurance and annuity sales!

First, we will show you how to find your best life insurance leads/prospects. So you will set great life insurance sales appointments.

Then we will show you how to help your life insurance prospects and clients to see and want to solve their money problems. We will also show you how you can help families to find the money so that they can take action right now!

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

Now you will earn $250K, or more this year closing life insurance and annuity sales like the legends.

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Inside our Trusted Advisor Success Program, you will find the best life insurance marketing plans, sales 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 and attract your best life insurance prospects, set your best sales appointments, and close more sales! Because your ‘specialized marketing message’ to everyone will be all about how you help middle-income families to find the money to Live Debt Free and Truly Wealthy!

INCLUDES… The best life insurance marketing, agent sales success training, coaching, and support! It is everything you need to find the money 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 Trusted Advisor Success Program. Now you can help middle-income families – not just the wealthy!

Includes… Our Found Money Management™ Tool KitLife insurance marketing and sales success training system,
Includes… Our How To Close 9 Out Of 10 Insurance Sales – Life Insurance Sales Success Training System And Videos,
Includes… 90 Days of Personal Insurance Agent Success Training, Coaching, and Back-office Sales Support Worth $2,097!
And Includes… Membership to Our Private Site at $29.95 per month after the first month,

When will you decide to follow the 10-step buying process to make more and larger life insurance sales with your prospects?


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

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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!


Learn The 10-step Buying Process To Make A Lot More Life Insurance Sales With Your Best Prospects!

Simple Ideas For More Insurance Referrals! Learn To Help Families!

1st Secret To Close 9 Out Of 10 Life Insurance Sales

We Want To Help You Get The Life Insurance and Annuity Sales Training You Need To Take Your Financial Sales Career To The Top Of The Industry!

Recommended By The Members Of The IARFC - 10 Step Buying Process To Make More Life Insurance Sales With Your Prospects!

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