The following is an email from one of AccuQuote’s sales managers that went out to the sales floor.  Over time, as sales people we all have brushes with stories like this.  The fact is, as part of an elite group of professionals that make their living selling term life insurance, we have a serious responsibility to be GOOD AT WHAT WE DO!  If we aren’t, lots of people remain unprotected.  Our work is more important than most of our clients realize.  No one else in their life is going to make the case for life insurance.  Not their kids.  Not their spouse.  It’s all on US!

By getting people to own life insurance, we are providing them a great service.  Some of them will die with this coverage in force.  And when they do, we instantly have become the most important person they ever spoke with.

Unfortunately, some of those that we let “get away” without obtaining coverage will also die.  (Remember, we’re ALL going to die!)  And when they do, their family is often times (pardon my language) screwed.  Period.  And then, as agents, we have to come to grips with the fact that if we were just a little better at selling life insurance, their surviving spouse and children would have a chance at a less difficult life.

We are very lucky to be able to make our living doing such important work.  I think the following email will show everyone our true passion for life insurance – this is what differentiates us from the competition. I’m proud that my employees share this same passion.

From: Chris Klauck
Sent: Wed 4/22/2009 8:50 AM
Subject: Why we do what we do.

No one is better than you to give them the reasons to get Life Insurance now.

This weekend, my girlfriend’s half brother was killed in a car accident. He left behind a wife that doesn’t work and a 2-year-old daughter. He was 37 and he had no savings to speak of. The sad part is that he worked as a handy man and was on his way to a job to get the money to be able to fly out to join his wife, who is with her dying mother. The only car they own is totaled and without insurance, she doesn’t work and also has no savings to speak of either. Yet life insurance cost too much while he was alive…….

I was thinking about this all weekend. I logged into our system and looked up what an affordable life insurance policy would have cost for minimum coverage of a 37 year old in great health for 20 years. The cost was just over $300.00 a year, $25.00 a month. The real cost isn’t what they would have paid a month for insurance; it is the benefits his family would have had now. The family has lost a husband and father, both emotional and financial hardship to follow. We can’t stop the loss of a loved one, but we can help the family avoid the financial hardships they will face.

Our job as insurance agents isn’t only about fancy ways to overcome objections or the right words to say, it is about selling the benefit, protection for families. One of the best ways to do that is through personal stories that make people stop and think.  Overcoming objections and all the right words help, but nothing equates to getting on the customer’s level and making it personal. We all have stories; we all know someone that has suffered a tragic loss. What we don’t know is what life has in store for our customers. As Bill Rosenthal says, “You don’t need a reservation for the obituary column, they’ll make the room.” We all know what will happen if our customers don’t protect their families; it’s our job, our responsibility to make it matter.   It is up to us to make life insurance “important” to our customers; to make it personal and “real” for them, everyday and on every call.

Chris Klauck
Sales Manager