Beyond Price: How Honesty Will Help Win Every IUL Sale
Give your clients all the information they need to make an informed decision
Let's face it, no one wants to pay any more than they have to for life insurance. So it's no wonder that when shown a spreadsheet of calculated planned premiums for comparable policies, the customer's inclination is to select the product with the lowest shown outlay. If it works for choosing flat-screen TVs with similar screen qualities, it should work for life insurance. Right?
What we know from a behavioral standpoint is that price is the logical tie-breaker when not much else is known or can be appreciated about a TV - or a sophisticated life insurance policy intended for lifetime use.
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