The best question in insurance is six words long.
“Who depends on your income today?”
After years of teaching sales conversations, I have not found one that does more work.
Here is why.
Life insurance is not really about the person buying it.
It is about the people depending on them.
Most conversations start with product.
Coverage amounts.
Term lengths.
Premiums.
This question starts with people.
Ask it and something changes.
The customer stops thinking about a policy.
They start thinking about names.
A spouse.
Two kids.
A parent who moved in last year.
When a customer starts saying names, the conversation is real.
Here is what I would do this week.
1. Add it to every review.
Auto review.
Home review.
Any review.
It belongs in all of them.
2. Ask it, then stop.
Do not explain the question.
Do not soften it with ten more words.
Ask and wait.
3. Listen for names.
Names are the signal.
Whoever they mention is who the rest of the conversation is about.
Here is the shift.
Products get compared.
People get protected.
Start with the people and the product conversation gets easier on its own.
If you want your team asking questions like this on every call, that is what we train inside Ignite Agency Training.
Better every day,
Zach Sabin
Founder and CEO
Ignite Agency Training