How To Sell Life Insurance (Easy Mode Unlocked)

So, in this video, I'm going to teach you how to sell insurance on EasyMoney. 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 changed my life because my first year as a life insurance agent, I sold over $550,000 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 EasyMode and 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 EasyMode. I want you to first understand the importance of three simple questions. Question number one. If all you had was this 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. 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 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 Miss 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? 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 some index universal whole life policy or an IUL? 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 $30,000 or $40,000 whole life insurance product, okay? So the why is so important. Now, 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 when you can understand this 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 you don't get the specific goal 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 sure 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 your funeral expenses are taken care of? Do you want to make sure that your family is 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? Ms. 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 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 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 covered in 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 going to elaborate on this, okay? 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, IDK, 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 burial expenses? If they say, I don't know, then do you think you're gonna 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 gonna 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? It would be my daughter. It would be my sister. It would be my brother. It would be my wife. 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, 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 pain is also partnered with the consequence question, okay? So Miss Betty, walk me through that. If you die without life insurance, how are your kids gonna pay for your burial expenses? I don't know, it's gonna be really difficult. I don't know, it's gonna be really hard. I don't know, it's gonna 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 that, you have to have them paint the picture. Well, Miss Betty, if you say it's gonna 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? Well, they're gonna have to get a loan. My gosh, is there anything else they're gonna have to do? They're gonna have to get money from the church. They're gonna have to ask people or go 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 gonna see, you're gonna tie it all back into the clothes. So I wanna 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 wanna 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, and this is why people will buy. Because everything that she just said can be used against her in the court of law in your sales process, and I'll get to that in a second. But that's question one, question two, and question number three. Now, question three is a very, very important question because it helps you understand why have people not made a decision yet? Why have people decided that, hey, maybe I, you know, I know I need this. I just told you that when I die, my wife's really screwed, it's not gonna be a good position. Why have they not purchased a product? What you need to do is you need to understand the goal of this question number three is to understand what fears, concerns, or constraints they have that has prevented them from buying, and I'll explain this for you, okay? So question number three is, what has prevented you from buying in the past? Or, you know, Miss Betty, it sounds like this is really important. What has prevented you from moving forward in the past in solving this problem, okay? So question number one, what is the goal? Who is responsible, and why haven't you moved forward in the past is question number three, okay? Now, here's a good answer. So here's a bad answer is they tell you, well, I haven't really, you know, I haven't found anything, I'm not really sure. So you ask them, why haven't you, I don't know, I just haven't found anything I like, okay? Does that solve why we can understand why they haven't moved forward? Absolutely not. But what's a good answer? Well, they tell you it's some type of variable, which is, well, my wife told me that I have to get something under $80, and I can't find anything without under $80, okay? This is why this is really, really cool. Why haven't you moved forward before, Jim, Tom? Oh, well, you know, everyone's been telling me that they have to put me in a two-year waiting period. Another variable that you might hear is, Miss Betty, what's prevented you from moving forward in the past? Well, everyone's saying that I can't get approved, okay? So we have three variables, okay? So the reason that they haven't been able to move forward is because they value it, they have a clear why, they have a clear goal who they want to protect, they understand if they don't get this, what's gonna happen, but the reason they haven't moved forward is because of x, okay? It's some type of variable, right? Go back to algebra one, right? Mx plus b, whatever the slope formulation, you just have to solve for what the x variable is. For example, so let me just play with you what this looks like in context. So Miss Betty, what has prevented you, I know this is so important, what has prevented you from moving forward and basically making sure your daughter is taken care of? Well, everyone's been telling me that I need to get a policy, but all the policies have a two-year waiting period, okay? So solving for x. So let me just think as an agent now. If I only have products with a two-year waiting period, do I have a high likelihood or a low likelihood that this product with a two-year waiting period would bring this situation value? Yes or no? It would bring the situation low value. So the likelihood of her buying is probably low because she says, I don't want a waiting period. That's like saying, I don't want a yellow Tacoma and all I see on the lot is yellow Tacomas. I would never buy that. I don't care if it's free. So when it comes to the variable, if you can bring her value, then you have a good product. So if she says, what's been holding you back? Well, everything's just been too expensive, okay? And you say, okay, so what have they been telling you? What has been too expensive to you? Well, the last guy told me for 10,000, it was 30, I don't know, it was $130, okay? That's sideways. The last guy told me that the 10,000 was $130. So what is my X variable? My X variable is the price. So what that looks like and what it's gonna sound like and how do you speak this over to your client is, well, Miss Betty, it sounds to me that you like, you value getting life insurance. You know this is gonna be a solution for you. You just gotta make sure that you can find something that's comfortable and affordable, is that right? She's gonna say, yeah. So as long as I can find you something like under $130 that fits your budget, would there be anything holding you back from even seeing if we can get you approved? And she's gonna say no. And this is why this question is so important because we're trying to sell people, we're trying to solve people's problems, but we're solving them the wrong way. We're like, hey, I don't want this and we're trying to pitch this and close them hard sell. Instead, we're just gonna ask questions to figure out why they haven't moved forward and most importantly, if we can solve for that variable, we can help them buy. Now I wanna put this all into context. The unlock, the easy mode. And this is how your process takes, I don't know, five to seven minutes and you can start pitching numbers, okay? So let's just walk this through live how this sounds. So Miss Betty, kind of fill me in. What is the goal of the life insurance? What do you wanna make sure gets taken care of? Well, when I die, I wanna make sure everything gets taken care of. That's not the right answer. Okay, so I'm gonna repeat back to her. So I guess, help me understand. When you say you wanna make sure everything gets taken care of, what is the goal of the life insurance? What do you mean by that? Well, I wanna make sure that I have enough money to cover my burial expenses. Ding, ding, ding, that's our answer. Now we're gonna go to question number two. Okay, so Miss Betty, it sounds like you wanna make sure that all your burial expenses are taken care of. Now, let's say, God forbid, you pass away tomorrow. Who would be responsible to cover those funeral expenses? Oh man, it's probably gonna be my, probably my daughter, Samantha. Okay, oh my gosh. So now we have the clear who. Then we're gonna go ahead and paint the picture. Oh my gosh, Samantha would be the one stuck with everything. Yeah, oh my gosh. Now walk me through that. Is Samantha in a position where she could come out of pocket 15 to $20,000 for your burial expenses? No, she can't. Well, let's paint the picture. Well, what does that look like? Well, she's gonna have to borrow money and probably beg money to start a GoFundMe. Oh my gosh. So if you don't get this life insurance in place, Samantha's gonna have to do X, Y, and Z. Is that correct? Man, I can see how this is so important. I'm just curious with Betty, question number three. What has prevented you from putting a solution in place to make sure Samantha is taken care of? Well, I just can't find a company that can approve me. I've been, you know, with my COPD, everyone's been declining me. Oh, so as long as you value the life insurance, as long as you can get medically approved, you would want a policy to put Samantha in a good position. Is that correct? And then she says yes. And then you go to the pitch and then you close your option. Now let's talk about the pitch. But it's simple, one, two, three. That is the money question there. Question, and then how you do it is you just have to tie it all in together. Now when you're presenting the prices and you're presenting the products, we use a three-option close. So we use option one, option two, and option number three. Now here's how you have to pitch the product. When you are in the pitch, you have a product. We're gonna use a made-up insurance company. Let's say we use a company called Zachary's Insurance, and this isn't a company. Here's how I'd pitch Zachary's Insurance. Now what I have to understand is I have to remember all question one, question two, and question three when I'm pitching the product. When you're selling a product, it's to solve someone's problem. So when I'm pitching option one or option two, I am pitching to solve their problem, and I'm helping them understand how it is. But most importantly, when I am pitching, I am selling not life insurance. I'm not selling a piece of paper. I am selling the peace of mind and feeling that she will feel if she spent $65 for a $15,000 policy, whatever that is. I will pitch her the peace of mind, the relief, that emotional, that emotional, I guess, release of stress that she's gonna feel if she picks one of these options. So I wanna share with you how you do that and what that sounds like. So Miss Betty, the first option is what we call the beginner program. This is for seniors just like you who wanna make sure that they have something in place to cover their basic funeral expenses or whatever they told you their goal was. This is the beginner program that will make sure that your funeral expenses are completely paid for. And this is also gonna make sure that your daughter, Samantha, that we just talked about earlier, your daughter, Samantha, will never have to go fund me, have to do a fish fry dinner, will never have to go to the church. And this will make sure that your daughter, Samantha, is in a really good position and that she's never gonna be stuck paying for your funeral expenses. Now, I know that you told me that you need to make sure that you can qualify for it, but ultimately, this $10,000 option, which will solve all your problems, it'll make you feel good as a mother and ultimately remove that stress that you've been feeling, that $10,000 to protect Samantha is gonna be $65 per month, okay? So did you guys listen to what I did there? I just didn't say, well, Miss Betty, the $10,000 is gonna be $65 per month. No, you need to dive deep into how this is going to solve their problem, how it's gonna make them feel, how it's gonna protect their daughter because they don't buy life insurance for themselves, they buy it for their who, and then you explain what the price is at the end. Now, you want to do this. You want to, I call the concept of stacking value. You want to stack the value, stack the value, explain the value, stack the value, stack the value, until you're out of words of explaining how it's going to help them, then you give them the price, okay? And then you do that, yes, you do that again for your second option. So you're gonna repeat yourself, and I'm gonna do this one more time for you to help you understand what this looks like. Now, the second option is the common program that most of our seniors, just like yourself, typically go with, okay? This is just to make sure that you have all that you need to cover all your burial expenses so that your daughter, Samantha, never has to pay for anything ever again. She'll never have to, consequence, have to go to a fish fry. She'll never have to start a GoFundMe. This $20,000 will make sure that she never has to ask friends, beg money, or have to go in her own pocket to pay for your funeral expenses. And most importantly, it's gonna allow her to know that mom loved her, mom was thinking about her, and mom put her in a really good position to protect her as a daughter and as a mother. And most importantly, this is gonna make sure that you as a mother can go to bed every single night knowing that you put your daughter, Samantha, in an incredible position where she'll never be stuck in a financial crisis. To make sure that you can get approved, this $20,000, which will solve all your problems and make sure that your daughter's in a good position, that $20,000 will be $110 per month, okay? And then you pause. So you stack it, you stack it, you stack it. You tie all the questions, one, two, all the consequences, and then you give the price. And then you ask Miss Betty which one is gonna give you the peace of mind, and then she's going to pay. Well, let's go with this option. And then you have just sold final expense insurance. So seal this script, seal question one, seal question two, seal question three, and this is by far the easiest way that anyone can sell life insurance. I promise you, if you do this, you will slay any script and make a ton of money as a life insurance agent. If you guys like these lovely Drawing Whiteboard videos, please let me know. I am more than happy to make more, but I need your feedback. And most importantly, if I haven't said this yet, we have an agency at Legacy Family Life. Dang, I should've said it earlier. Legacy Family Life, where we help agents win without chargebacks and leave costs, and you can literally learn all this inside the organization. Well, I love you guys. I hope this helps you win, and most importantly, I hope you can make more money as an agent. Keep subscribing, keep tuning in, and let's win. Cheers.