Make insurance pitch a family affair

Most people don’t like talking about insurance. Whether it’s a life policy, critical illness or long-term care, the discussion revolves around topics most people want to avoid.

Now think about the discussions around insuring children. Confronting the client’s own mortality is nothing compared the thought of their child’s death or disability.

How can an advisor broach such subjects without making parents feel uncomfortable or worse, offending them?

Below are a host of articles from the Advisor.ca archives that can point you in the right direction.

Insuring children

A challenging part of an advisor’s job is discussing two topics people least want to discuss: illness and death. Starting a conversation with clients about insuring their children is even more difficult. Parents don’t want to consider the possibility harm could come to them.

The value of insuring children

Selling children’s life insurance is a touchy subject for some advisors while it’s a ‘no brainer’ for others. Just as the “I don’t believe in life insurance” objection usually means that the objector needs to have some myths or misconceptions cleared up about life insurance, the same is true for advisors who find insuring children an unpalatable subject.

Children’s CI an underserved market

Critical illness insurance for children presents a good news-bad news scenario for advisors seeking to boost revenues. On the upside, the market is underserved and therefore less competitive. But it remains a difficult sale, as CI usually ranks fairly low on a list of client priorities.

Canadian couples avoiding insurance talk

When it comes to communication skills, women are often considered innately advantaged. Except when the subject of discussion is life insurance.

Study: Parents not adequately insured

Despite the prominence of cancer, stroke and heart disease in Canada, the majority of Canadian parents don’t have critical illness insurance, according to a new poll by TD Insurance.

Focus on protection aspects of insurance

One of the most common objections to purchasing an insurance policy is: “If I just saved that money instead of paying for this policy every month, I’d end up with more money than the insurance would pay me.”

Growing into your life insurance

Did you know that the consumer advice articles like “Tips on Saving Money on Your Life Insurance” are extremely short-sighted? All they really do is advocate “save money and only buy the amount of term life insurance you need.”