Selling business life insurance can be intimidating.
But it doesn’t have to be.
Believe it or not, you have what it takes to successfully sell coverage to business owners.
Here’s your wake-up call.
This is what you need to know to stop being reluctant to throw your hat into the business-life-insurance-sales ring.
Don’t be too intimidated to sell business life insurance
The potential impact business life insurance can have on your sales is huge.
You don’t want to miss out because you were too intimidated to tackle a new product or concept.
When it comes to selling business life insurance, many producers assume it’s too specialized or too foreign, so they don’t even wade in.
The truth? It’s easier than you think it is.
Business owners have the same needs that any other consumer does. Keep this in mind to ease some of the apprehension you feel about broaching the topic with them.
Plus, you probably already have relationships with business owners who need what you have to offer.
Who does your dry cleaning? Who is your doctor?
These may seem like obvious examples, but the point is that you need to seize the opportunities you already have in place to start a new conversation.
You’re selling the same protection
Business owners need to protect their business against certain risks, just like the average consumer.
Here are two of the concepts that are critical for the business owners you approach:
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Buy-Sell Agreements allow one partner to buy out a deceased partner’s spouse’s stake in their business when they die. Any business person who has a partner needs to have this arrangement and these agreements need to be funded (with life insurance).
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Key-Person life insurance is to protect against the loss of a key employee. The sudden death of an important person can throw a business for a loop. This type of coverage provides a pay-out to cover the business expenses related to the loss.
Life insurance products can be tailored towards the needs of a business.
Ask the right questions
Many producers fail to break into selling business life insurance because they assume they have to have all the answers.
In reality, you just have to be a good fact-finder and ask the right questions to get a business owner thinking about these important matters.
Here are some questions you could ask:
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Do you know what your business is worth?
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How many partners do you have?
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Do you have a Buy-Sell Agreement?
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Is your Buy-Sell Agreement funded?
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When was the last time your Buy-Sell Agreement was reviewed?
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Are your retirement funds adequate?
As long as you ask the right questions, you can depend on an experienced General Agency to fill in the blanks.
For example, with the right GA on your side, you can offer free consultations and evaluations to your business prospects to ensure their Buy-Sell Agreements are fully funded and that they know the actual value of their business.
No-fear business life insurance sales
Don’t miss out on a great source of revenue because you don’t think you have the knowledge to sell business life insurance.
It’s easier than you think when you remember that you’re selling the same protection that you would to any other consumer.
You can be confident because you don’t have to have all the answers – you just need to have the right General Agency on your team.
Has fear been holding you back from selling business life insurance?
