You’ve told them a hundred times.
You’ve trained it, explained it, even role-played it.
But when the moment comes… silence.
No life pivot.
No question.
No opportunity created.
It’s not because they don’t know how.
It’s because they don’t feel safe.
Reality check:
Most team members aren’t afraid of the customer —
they’re afraid of being rejected.
They don’t want to sound pushy.
They don’t want to “mess up” the conversation.
They don’t want to lose the sale they already have.
So they play it safe.
They stop asking.
And that’s where growth dies.
The trap:
We assume the problem is knowledge.
“It’s training… they just need more scripts.”
But information isn’t the issue.
Emotion is.
Your team doesn’t need more words.
They need more belief.
Belief that asking protects.
Belief that they’re helping — not selling.
Belief that saying nothing costs more than saying something.
The shift:
Confidence comes from clarity.
When your team understands why life insurance matters,
they stop fearing rejection and start protecting people.
Here’s what I teach every team:
- Shift the focus: It’s not about a policy — it’s about a promise.
- Use questions, not pressure: “If something happened tomorrow, who would be there to help financially?”
- Make it emotional, not transactional: People buy protection, not paperwork.
When they connect emotionally, they don’t need scripts — they need heart.
The insight:
Your team doesn’t stop asking because they don’t care.
They stop because they don’t believe it’ll matter.
And belief is built through repetition, stories, and wins.
When they feel the impact of what they’re protecting,
they’ll never skip the question again.
Try this:
At your next meeting, share one story of a family that was protected because someone asked the life question.
Then ask your team:
• “What would’ve happened if we hadn’t asked?”
• “Who in your book might be in that same spot right now?”
That one reflection will do more than any script ever could.
Next step:
If you want your team to gain the confidence, conviction, and skill to make life insurance a natural part of every conversation —
that’s exactly what Ignite Agency Training was built for.
👉 Book Your Strategy Session
Protect more families. Build more belief. Close more life.
Zach Sabin
Founder, Ignite Agency Training
👉 P.S. Want your team to perform consistently — even when you’re not at 100%? Check out how Ignite helps.