June 29, 2023
Are You Asking the Right Questions?
June is Alzheimer’s and Brain Awareness Month and offers a stark reminder of the urgent need for protection against this crippling crisis.
It’s been six months since National Life’s innovative Alzheimer’s Disease Rider hit the market. The need for this powerful benefit is only increasing with each passing day.
As you meet with prospects, remember that questions are your best friend. Questions uncover concerns, worries, fears, and potential objections.
The 80/20 rule applies here. Let the prospect talk 80% of the time and you 20%. Your “talk time” is about asking the right questions. Ask open-ended questions that encourage dialogue and help you get to the heart of the matter. Listen carefully to their answers and use them to probe the customer’s needs and desires further. Doing this will enable you to tailor your pitch to meet customer requirements.
If you’re looking for a starting place, consider adding these questions into your conversations:
- What is your plan to cover expenses should you need care?
- Have you, a family member, even a friend had an experience paying for care?
- Do you think you could live a long life? Maybe into your 80’s, 90’s or even longer?
- What would the impact be to your family emotionally if they had to provide care?
- What would the impact be to your family physically if they had to provide care?
- Would paying for professional care be possible for your family? If so, what financial toll would it have?
- You may never need it, but if you did,
o Where would you like to receive care?
o Who would you want to deliver that care?
o Who would be responsible for coordinating that care?
o What financial resources would you rely on to pay for care?
This is just a small sampling of questions that can help guide your conversations with prospects!
Alzheimer’s Disease Rider
National Life’s innovative Alzheimer’s Disease Rider can add vital protection to the peace of mind a life insurance policy already provides. For more ways to market our comprehensive Living Benefit suite, access our Living Benefits Campaign.
Find Campaign emails, social media posts, flyers, marketing materials, and a campaign timeline providing step-by-step instructions.
Click on the button below!
- Payment of Accelerated Benefits will reduce the Cash Value and Death Benefit otherwise payable under the policy. Receipt of Accelerated Benefits may be a taxable event, may affect your eligibility for public assistance programs, and may reduce or eliminate other policy and rider benefits. Please consult your personal tax advisor to determine the tax status of any benefits paid under this and with social service agencies concerning how receipt of such a payment will affect you. Riders are supplemental benefits that can be added to a life insurance policy and are not suitable unless you also have need for life insurance. Riders are optional, may require additional premium and may not be available in all states or on all products.
