I've been working on my client language since returning from the 2 day conference in Las Vegas and have had some great success asking my clients old questions in new or different ways. The questions themselves are the same ones that have been used in the life insurance industry for decades, but now that I'm asking them in a new way I'm seeing new results!
New Question 1: I tried this first question the day after returning from Vegas with a young couple who came into the office to sign the application for the insurance on their very first home. My question, "John, if you don't make it home from work tonight, do you want Ashley to lose the home or lose the mortgage?" John's response, "We just bought the house, of course I don't want her to lose it." The result was a mortgage pay-off life insurance policy for both John and Ashley. The entire sales process took less than 2 minutes and now the young family is protected from the financial tragedy of losing their home if either John or Ashley die prematurely.
I've had the opportunity to ask 3 couples that question over the past 2 weeks and two of the couples took action and invested in a plan to pay of the mortgage for their spouse if they die. I feel great about being able to help these young families and can't wait for my next opportunity to ask this great question again.
New Question 2: The second question is in response to the common objection "I can't afford it." There are few things I find more frustrating than spending time with a prospect and learning about their personal situation - the new motorcycle they're so proud of, the boat in the garage for summer fun, or the 5 lattes every week on the way to work - before being told that they just can't afford to protect their family. The new question I had the opportunity to ask a client yesterday fit this situation perfectly; "Ron, may I ask you a question? If it's difficult to afford the premium while you're here, how will Cheryl ever afford the problem when you're gone?"
The result - a second appointment next week to further discuss the options of making sure that Cheryl will be financially protected if Ron doesn't make it home from work. This was the 4th year in a row Ron gave me the "I can't afford it" excuse, but this is the first time we're getting back together.
Little adjustments in the questions we ask our clients can make a big difference in the answers we receive. Thanks to Van, I'm seeing better results with two new questions that are helping me inspire my clients to take action and protect their families.