While working as an insurance agent in Indonesia, I discovered that many clients agreed to life insurance policies not because of intricate financial numbers but because of their emotions during the final moments of our discussions.
Yet in the Asian culture feelings aren’t often talked about, and mentioning the words “death” and “sickness” can be perceived as inviting bad luck. Therefore, it can be challenging to respect tradition while still trying to convey the sometimes bitter facts of life. To help with this, I compiled different scripts. Here are two of them:
1) The love letter
In our culture, because it can be awkward to express feelings, it’s not customary to write love letters to spouses or children.
Q: “When was the last time you wrote a love letter for your wife or husband? Or your children? (Wait for the answer.)
“By signing this application, you are writing the most beautiful love letter ever written for your family, which I’ll deliver when it’s time.
“Let’s start the love letter composition now by signing here.”
2) Family providers
For our close-knit families, it’s commonly expected that siblings, and sometimes cousins, will financially support each other during times of adversity.
Q: “Should you contract a severe illness and you need a large amount of money to obtain proper treatment, your sibling will wish more than anything to give the money needed to help. They may not be able to, however.
“By joining our program, should life events not turn out in accord with your wishes, then I can help to provide the money you need. By conserving only 10 percent of your current income and putting it in this plan, it won’t affect your cash flow now, right?
“You can sign here…”
The insurance industry is growing robustly in many developing countries in Asia, including in my home country of Indonesia. During this time, my country needs insurance agents who understand our traditions to properly frame closing statements for clients. Our clients expect that we take a sincere approach with gentle manners while showing that we’re concerned for their families and making their best interests our priority. If we do this, we can be successful while helping our clients understand the importance of what we offer them.
Susan Meity, AEPP, of Jakarta Barat, Indonesia, has been an MDRT member since 2008.
Read more about how to close with clients