Also remember to avoid the three cardinal sales sins:
- Don’t prejudge a client’s willingness and ability to pay for separate policies.
- Don’t assume that “joint “is the only way to go because of cost savings.
- Don’t minimize the inherent benefits of total control and ownership of an asset in another asset class.
When you got your life licence you learned a life insurance policy is a “unilateral contract”. Your clients don’t need to know or care about that. What they should be aware of is by virtue of that fact, they as owners are in total control.
In an ever changing world “control” is means so much and adds to the peace of mind that comes with the purchase of life insurance.
Helena Smeenk Pritchardhas over 36 years of experience in the insurance industry and is the Principal of Helena Smeenk Pritchard & Associates, a leader in “Insurance Know-How” training. Helena has had articles published in Advocis’ Forum Magazine as well as Advisor’s Edge, and publishes a weekly free ‘Did You Know’ newsletter on her site.
Originally published on Advisor.ca
