When it comes to life insurance, one of the most common answers an agent may hear isn’t necessarily “no.” It’s “not yet.”
“I’m still young.”
“I already have coverage through work.”
“Let’s revisit this next year.”
But a lot can change between now and “next year.” Life Insurance Awareness Month is an opportunity to help clients understand that waiting to address their protection needs may limit their options down the road.
What Can Change While Clients Wait?
Life doesn’t stand still. A new home, marriage, growing family or career change can quickly change how much protection a client needs. At the same time, changes in age or health can affect the coverage available to them.
That’s why the life insurance conversation doesn’t have to focus on what happens at the end of someone’s life. Instead, talk about what could change during it.
Click here for a few guiding questions
- Has your family or financial situation changed?
- Is your current coverage still enough to meet your needs?
- If your only life insurance is through your employer, what happens if you change jobs?
- Have you been putting off a decision you intended to revisit?
Perception vs. Reality
For some clients, waiting may be driven by assumptions about affordability. According to the LIMRA and Life Happens 2025 Insurance Barometer Study,
adults age 30 and younger overestimate the cost of life insurance by 10 to 12 times. 1
That misconception creates an opportunity for a conversation. Rather than letting clients assume coverage is out of reach, help them understand their options and what may be available based on their individual needs and circumstances.
Follow Up
After connecting with clients and talking them through the misconceptions of life insurance, use these email templates to follow up. These can also be used for first time connections.
Gain confidence before your next conversation
Use these resources to brush up on your product knowledge before your next conversation and discover more opportunities to sell.
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