Getting it right at the start
How to motivate life insurance buyers who are faced with higher costs than their healthier counterparts daunts many advisors. The question is anything but theoretical since nearly 50 percent of current cases are classified as impaired risk.
Life insurance sales is not for the faint of heart, particularly since many advisors find it difficult approaching prospects with “sensitive” health questions. It interferes with and can disrupt the sales process, making it both difficult and uncomfortable for advisors and clients.
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