If a client offers an objection, sometimes it helps to paint a picture of the future, said William T. Spencer III, CFP, AIF, a nine-year MDRT member from Sudbury, Massachusetts.
Spencer recommends telling the client: “When you get old, often your children begin to manage your care. They write checks from your checkbook to pay for that care. If your money runs out, your children often begin writing checks from their own checkbook. Imagine how much easier it will be for your children to write those checks if they know that there is insurance that will pay a sizable claim at the time of your death.”
See more sales ideas in the Resource Zone.
Written by Matt Pais, MDRT Content Specialist
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