"Bill, as we've seen, you need additional capital of $______ when either of you dies to keep your family in their world. Not only has your financial analysis pointed this out, but you've also agreed to it. Let's assume for a moment neither of you could obtain life insurance, so you couldn't trade the 'capital risk' to an insurance company. If one of you died tomorrow, do you know where you'd get the $____ (capital needed) to maintain your family's lifestyle?In this way, you describe in simple terms how life insurance is the best solution. You can further build your prospect's interest by pushing those "hot buttons" — the dominant needs and wants — that were uncovered when fact-finding."Could you find that much capital in your savings, borrow the money, or receive a gift from a friend/family member? Of course not! What you need is time to accumulate that capital, or a plan that eliminates time.
"Let me show you a plan that eliminates time. Because the ordinary methods of saving and accumulating money won't work, let's look at how your capital problem of $_____ can be solved today. It's life insurance."
"It will accumulate value that can be available to you when you retire. Unlike those who fail because they failed to plan, you can look forward to a more rewarding and enjoyable retirement because you are taking steps now to plan for the future.Focusing your prospect's interests makes him or her anxious to hear more. It's a vital step in your closing strategy. Plan it carefully and execute it with conviction and enthusiasm."Second, you have the assurance and peace of mind of knowing that, should you die too soon, your family will be better able to maintain the standard of living you have worked so hard to provide.
"The plan also provides for emergency money when you need financial help. Through cash value accumulation, you have a reserve that you can use when and if the need arises."
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.