Features are important.
You wouldn’t expect someone to buy a car without looking under the hood.
Likewise, you shouldn’t expect your clients to be all in for term life insurance if they don’t know exactly what they’re getting themselves into.
This is the first of a two-part video series discussing why it’s important for your customers to understand the ins and outs of term life insurance.
Watch the video now, get clients to understand this, and your sales will skyrocket.
Keep reading after the video for the full transcript.
Part 1: The 5 Most Important Features When Recommending Term Insurance
Let's face it: Your clients wouldn't purchase a car without looking under the hood, right? And they probably wouldn't buy a house without having it inspected first.
So, why would they buy term insurance and spend thousands of dollars over many years without knowing what the contractual features were?
Well, they shouldn't.
You and I know that term insurance is more popular than ever. It's relatively easy to understand, and it's pretty affordable for most people. But, if you're just looking at a term insurance spreadsheet and selecting the least expensive carrier for your prospect, you might be overlooking some very important considerations.
For example, you know that every good term insurance policy has an option to convert to permanent insurance. This option is usually guaranteed until the earlier of the end-of-the-term duration or a certain age like, 65, 70 or maybe, 75.
What's guaranteed is the client's ability to convert with no underwriting or exam, even if their health has changed since they originally bought the policy. But what's not guaranteed is the product portfolio that the client can convert to – that is subject to change. You did know that, didn't you?