MDRT Sales Idea 7 - Life is for the Living

Talk to your clients about the reality of life insurance and pension plans

- For years I always said to my prospects:
“Well. Mr. /Ms Prospect, suppose you are dead tomorrow.”
“What amount of money do you want us to pay your spouse and kids for their support?”

MY clients didn’t want to buy. They were dead anyway tomorrow, so why buy today?

- Then, one day I got it and started saying
“Well, Mr. /Ms Prospect suppose you would have died yesterday” (Which you luckily did not do happen)
- “What amount of money do you want us to pay today to your spouse and kids for their support?”

And Suddenly, yes, they understood.
They still had a chance. Life is for the Living, so they bought our life insurance and pension plan policies!

Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”

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