We all learned that the shortest distance between two points is a straight line. Well, it appears that some advisors take it literally when selling life insurance to the affluent prospects. “Just let me get in front of well-to-do prospects and I’ll take it from there.” Therefore, some advisors fail when attempting to break into the affluent life insurance market. They dream of getting face-to-face with affluent prospects and walking away with signed applications. This rarely comes true. Advisors who want to be successful in the affluent market space, unlock the door to winning large cases by using three keys
Anyone who has been involved with life insurance knows this is an industry that’s not first in
line when it comes to change. While such caution is an important part of life insurance history,
the story is quite different today.
Since many advisors are not familiar with annuities, they may shy away from marketing them to prospects and clients. This is understandable since life insurance and annuities play two different roles in a client’s financial portfolio.
Millennials come up with all sorts of reasons for their lack of interest in Disability Income protection. Some just don’t want to be bothered. Others say they can’t afford it or will look at it later. A few will say, “I’m all set. My employer provides it.”