How to Set Yourself Apart in Your Clients’ Minds


Regardless of how long you have been involved in the insurance business, you are likely well aware that there are many, many other insurance and financial professionals who are offering the exact same products and services that you do.

So how is it, then, that some of these advisor’s struggle from one month to the next, while others seem to effortlessly earn top dollar?

You may be surprised to learn that the success of top insurance agents has far less to do with the products and strategies they have to offer, and much more to do with the perceived value they provide in their clients’ eyes.

 

How Much Value Do You Provide Those You Serve?

When you sit down and have conversations with your clients, do you lead with products or with solutions? If you lead with simply trying to sell a product, then you may find that closing the sale is somewhat of a struggle.

Conversely, if you provide clients with a solution to a burning issue that they have, then it is much more likely that they will follow your advice. As an example, today the cost of college education is extremely high – and it is continuing to rise. And, while many people may have money set aside in a “traditional” 529 college savings plan, this may not be enough.

In this case, showing clients how a permanent life insurance policy can provide them with a way to ensure that money will be available – even in the event of the unexpected – will be much more valuable to them than just stating facts and statistics about how many people die in a given year.

When working with clients on a college funding strategy using life insurance, it can be extremely beneficial to “paint a picture” of what the outcome may look like. For instance, the money that is in a permanent policy’s cash value can be used for paying tuition, books, and / or any other need.

Also, having this type of policy – while it provides an added financial cushion – will not interfere with financial aid that the future student may apply for. (This is not necessarily the case with a 529 plan).

In addition, if their situation should change and the child opts not to go to college, the money that is in a cash value life insurance policy can still be withdrawn or borrowed for any reason. This offers them a great deal of flexibility – and can allow them to visualize using these funds for other potential needs down the road, such as the payment of a wedding or the down payment on the child’s future first home.

In any case, showing clients how they can truly benefit by moving forward with your recommendations (as versus just simply trying to sell them a product) will make you a much more valuable resource in their eyes.

 

How to Start Setting Yourself Apart Now

If you aren’t seen in your clients’ minds as offering a unique or specific value, it may only be a matter of time before someone else comes along and “out values” your clients.

If you would like to be viewed as the go-to agent when it comes to using life insurance as a college savings vehicle – and at the same time, increase your commission income significantly – we can help.

Right now, you can join thousands of insurance professionals who are in the business of assisting their clients with strategies for college saving and assuring that funds will be available for their loved ones for school – even in the event of the unexpected.

Give us a call today, toll-free, at 1-800-643-6143 to start adding additional value to your clients and prospects.

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Brian J. Kay, Executive Director, Leads4Insurance
921 Port Washington Blvd., Suite # 3 Port Washington, NY 11050
tel:(516)944-6700 fax:(516)944-5275