The Intro Matters
What phrase should you use to open the meeting and set the tone with confidence?
“We do things a little differently here...”
What are the four main areas you ask about during discovery?
Home, autos, liquid savings, and income
What’s a common gap related to health that can interrupt a paycheck if you become sick or injured?
Short or long-term disability / Income Replacement
What's a common area people spend money on that could be redirected to protection?
Streaming services, unused memberships, eating out
What does bundling home and auto do for both the customer and the agency?
Saves customers money with biggest discount and increases premium written for the agency and builds retention.
How do you introduce your experience and your team's credibility?
Mention Ky’s 30+ years and your 20+ years of financial service experience and claims experience
What’s the best way to handle the objection “Why do you need all this info?”
“The people we know the best are the ones we can help the best...”
What’s a powerful question to ask when discussing life insurance?
“If something happened to you today/tonight, what is your plan for your family?”
Name two ways to find money in a customer's budget without asking for more income
reviewing policy for discounts and having the discovery conversation with the customer. ex:
How can adding personal umbrella policies (PLUs) improve the overall premium?
Adds layered of protection + increases household premium + often uncovers more needs for cutsomers.
Why is it important to say “we want to take a look at what you have and maybe what you don’t”?
It sets a low-pressure tone while opening the door to identifying gaps.
Name 3 important financial data points to gather before making a recommendation.
Debt (home/vehicles), income, savings.
What’s one follow-up question to the objection “I already have a policy at work”?
“Great! When was the last time you reviewed that to make sure it’s enough?”
What’s a powerful way to ask the client what they could afford?
“What would be a comfortable monthly amount to put this plan into place today?”
What’s one advanced way to position a term policy and DI together?
“This combo helps eliminate debt and protect your paycheck if anything happens.”