Peter Roberts · Transcript · · Updated
How To Sell Life Insurance (Easy Mode Unlocked) – Transcript
Video by Peter Roberts · Watch the original on YouTube
Summary
AI-generated from the transcript. Verify details against the source video.
- Peter Roberts teaches a three-question framework designed to help life insurance agents sell more policies easily.
- Question one establishes the why by asking the client what the goal of the life insurance is.
- Question two identifies who would be responsible for burial expenses and explores the emotional pain and consequences.
Use this video with Pro
Reading, copying and transcript downloads are free. Create saved AI results for this video with a signed-in Pro account ($9/month).
Transcript
Search ignores accents. All transcript text stays visible.
So, in this video, I'm going to teach you how to sell insurance on EasyMone. This is the easiest way that anyone can learn how to sell life insurance over the phone or in person. And I promise you, if you steal these three questions and use this simple framework, it will help you make more money selling life insurance and absolutely win as a life insurance agent. It's changed my life because my first year as a life insurance agent, I sold over $550,000
of annual premium as a brand new agent. I knew nothing what I was doing, but all I had were these three simple questions. And most importantly, as an agency, I have an agency at Legacy Family Life. We've done over $9 million in sales in the last two years. And we use these three framework questions. And most importantly, this is so good. It helps us sell over $900,000 a month in premium because of these three questions. I just want to give you guys the truth. This
stuff works. And you can literally steal this after this video to sell on easy mode and make sell over $10,000 of premium every single month if you do this. It's three simple questions. I'm going to break this down and I promise you, you can literally start closing deals within 15 minutes. Most people don't have a good script and this is going to help fix that for you. So, how to sell life insurance on easy mode.
Okay, I want you to first understand the importance of three simple questions. Okay, question number one. Okay. And if all you had was the script, this would work. And if you can understand the goal behind each question, you are going to absolutely win. So question number one, what is the goal of the life insurance?
What do you want to make sure gets taken care of is the question. But question number one is what is the goal of the life insurance? What is question one establishing? It is establishing the why. Okay. When you are selling life insurance, you need to understand why people are looking to buy your product.
If I am trying to buy a Toyota Tacoma and I pull into a Nissan dealership and all I want is a Toyota Tacoma and I'm at the Nissan dealership and they're like, "Why are you here?" And they're like, "Well, I want to buy a Toyota Tacoma.
Will they buy will they buy that car?" Probably not because you don't even know why they're there and you can't even solve their correct problem. So the simple question is, Miss Betty, what is the goal of the life insurance? She's going to give you a good answer. So she's going to give you a bad answer and she's going to give you a good answer.
And I want you to understand what a bad answer is and what is a good answer. And this is how you can simplify the process. It's no long scripts. It's no drawn out answers. It's just so simple.
A bad answer is a very vague question. So if you ask us Betty, what is the goal of life insurance? And she tells you, well, I want to make sure everything is taken care of. Is taking care of everything a very very clear answer? The answer is no. Why is that the case?
Because taking care of everything can mean a lot of different things. Okay. Are is she looking to make sure her mortgage is taken care of? Does she want an investment product with insurance? Does she want an accidental policy? does she want um some, you know, index universal whole life policy or an IL?
And if all you sell is final expense life insurance and she's saying, I want to have a cash building policy, well, you can probably never solve her problem with a small 30 or $40,000 whole life insurance product. Okay, so the why is so important. Now, what you what happens if you don't get the answer to what you're looking for? So, she says, "I just want to have everything taken care of." As agents, we are not going to
accept that. Our job is to ask deeper questions because the goal of question one is to get her to admit that she wants to cover her burial expenses. And we can when you can understand the script through frameworks. When Miss Betty is telling you, I don't know, I'm just getting older or I just want to make sure my family is taken care of.
All you are trying to do in question one is to get as fast as you can to get her to admit that she wants to cover her burial expenses. Now, the trick is this. You cannot give her the answer. Because if you give her the answer, then guess what? You are selling for her. You need the prospect to admit question number one, why are they looking for life insurance? And if they don't, if you don't get the the specific goal that can
sol that you can solve their problem, then you can't sell that person. So to simplify question number one, hands down most important is why what is the goal of life insurance? What do you want to make it make sure it gets taken care of?
If she says something broad, open-ended that doesn't make sense, then we got to get her back on track by asking additional questions like, "Well, do you just want to what is the goal? Do you want to make sure like your funeral expenses are taken care of? Do you want to make sure that your family's in a good position? What do you mean by that?" The minute that she says, "I would like to cover my burial expenses.
Now, I can basically check the box, question number one, and move to question number two." And that this is how the script process works. It is a very straight line approach. It's get the answer, mirror it back to them, and go to the next question. So, question number one, so important. What is the goal of the life insurance? Miss Betty has to admit to you that she wants to cover her funeral expenses or whatever your product is that you're selling that
you can solve for. Once you get that, question number two now starts developing the pain. So, question one is all about the clear why. Question two is about the pain. Okay? Because people buy life insurance based off of some type of feeling uh that they don't want their family to go through when they pass away. Life insurance is a very self I guess selfless product because you never really get to see the benefits. So we have to help them see what the benefits are even though they're living but
they'll never see the benefits of them when they pass away. So question number two is who would be responsible to cover your burial expenses? So question number one, she told you when I die I want to cover my burial expenses. Well the question is who would be who would it be that would be responsible if you passed away today that would have to cover your burial expenses.
Okay so if you don't have this coverage place who would be responsible to cover your funeral expenses. Okay so it helps you understand if they died today without this product who is going to be stuck and that is all we have the why in question number one. Question number two is all about the who and then the pain.
Okay, and we're gonna elaborate on this. Okay, it's very simple product when you can understand this. She says, "I want to cover my burial expenses." You ask, "Okay, when you die tomorrow, who's paying for your burial expenses?" You have to get a who. Okay, when Miss Betty tells you, I don't know, or I'm not really sure or I got to think about that. And you ask her, "If you die tomorrow, who's stuck paying your bill?"
She says, "I decay. I don't know." That is a problem. That is a bad answer that we do not want. If we want a good answer, a good answer is that we get a clear person to understand what the pain is. Okay?
Because people don't buy life insurance for nothing. They buy to protect someone. And this could be their daughter. This could be their sister. This could be their auntie. This could be their best friend. Okay? This is important because if you died today, who would be responsible to cover your barrel expenses? If they say, "I don't know." Then do you think you're going to sell them? I don't know. I don't really know. I don't really care.
Probably not. Because this person has to value someone being placed a burden. And if they don't want that burden to happen, then someone is going to be held accountable. And if they don't know, then it's your job to get the clear who.
And the clear who would be like this. Well, Miss Betty, if you really thought about it, who specifically would pay for everything or be responsible to cover your burial expenses? Oh, it would be my daughter. It would be my sister. It would be my brother. It would be my wife.
Oh, so it sounds like to me if you pass away tomorrow, your wife would have to pay for all your burial expenses. Is that right? Then once you have the clear who, so we have the why. What's the goal? We have the who's responsible responsible and then we have to go into the pain and the pain question is painting the picture. Okay. I'm gonna kind of squeeze over here for us. So the the the pain is also partnered with a
consequence question. Okay. So Miss Betty, walk me through that. If you die without life insurance, how are your kids going to pay for your burial expenses? I don't know. It's going to be really difficult. I don't know. It's going to be really hard. I don't know.
It's going to be really terrible. That's why I need this. Well, is that very painful? Is that emotional? Is that getting them to open up about what their situation is? No. So, what you must do in order for them, you have to have them paint the picture. Well, Miss Betty, if you say it's going to be really hard for your boys, what does that actually look like tomorrow? Let's say you passed away. Tomorrow, your boys wake up. How are they coming up with $15,000 to bury you? Um, well, they're going to have to get a loan. Oh my gosh. Is there
anything else they're going to have to do? They're going to have to get u money from the church. They're going to have to, you know, ask people are going into debt. And that is what's called the consequence. So, you have to help your prospect understand what is the consequence if they do not buy this life insurance.
Because all that you get in this question, too, you're going to see you're going to tie it all back into the close. So, I want to quickly summarize how simple selling life insurance is. You literally just ask, let me go back to the left here. Why do you want life insurance? What is the goal? Well, I want to cover my burial expenses. We get that answer. Question number two, who would it be that would be responsible if you died to pay for your burial
expenses? Oh, it's going to be my wife. What does that look like if you died tomorrow? Would your wife be able to pay for your burial expenses? No, she wouldn't. Okay, so what is she going to actually have to do? Well, she's gonna have to get a loan, ask money from church, and have to beg, borrow, and steal. Oh, so you're telling me if you don't get this, your wife is gonna have to go through all that? Yes.