Increase Sales by Putting Insurance Clients in the Grave

Agents who are timid or weak-willed will not be able to sell insurance clients. The visual and emotional experience of placing a client in a grave gives medical insurance professionals an edge over other agents. You can see how emotional pain is necessary to sell the insurance client.

Although it sounds cold, this is actually not true. It is your responsibility as a medical insurance agent to make sure you do it right. Selling insurance clients is all about convincing prospects that they need major medical insurance right away. They could soon be in danger of losing their major medical insurance and may even go bankrupt.

Keep in mind that very few people will purchase insurance due to the company name. Your insurance company industry rating is a factor in fewer customers purchasing insurance. How your rate compares is another factor that can influence how many people purchase. Insurance clients don’t care about your name or any designations that you have.

Half of those who purchase car insurance do so because they need it. Everybody doesn’t want to be ticketed if they are pulled over. Most people are more concerned with the price of car insurance than about the consequences. To sell major medical insurance, you need to have a completely different skill set. To alert your senses, your client must picture himself in the grave.

Your client’s trust is key to achieving major medical insurance client sales. The medical insurance professional can sell based upon need, which is even more important in making a decision. It is not enough to just talk about policy benefits. It is not enough to show the client how high your rate compares with other rates. This only reminds them that there are other companies they could check with. Are you looking to close the transaction immediately or after your proposal has been selected from a pile of others?

People are familiar with relatives, friends, or family members who have serious medical conditions. They don’t think about the possibility of being in an accident or critical situation. They are more concerned about gas prices rising 10 cents per gallon than their own health. Let me tell you. I sold disability insurance and then dropped it. In 2002, I became Social Security disabled for the rest of my life.


YOU ARE THE INFLICTER OF PAIN. Your prospects deserve to feel their pain. You should paint a grim picture, not just physically. Visually implant the idea that the prospect is in a hospital bed in a potentially dangerous situation. Although his family, friends and relatives want him to succeed, there are still some questions. The immediate family must also worry about bills that have already been paid and will continue to increase if your prospect is able to recover.

INJECT A LITTLE MORE HEAVY. Recently, I was admitted to the hospital for a spinal-neck fusion scan. They needed to insert a second plate. My final bill was more than $50,000. All expenses were covered by insurance. This is where you have 4 total hospital bills statements. These statements are in different amounts and you can immediately pay them. The amounts should be highlighted in yellow. Explain that you aren’t there to prevent sickness or accident pains, but to alleviate financial pain that can be equally agonizing.

Ask yourself, “Is it the right time to show you two solutions to your risk?” Positive feedback will be given by 85% of real insurance clients. You might say, “I meet two types of people as a major medical insurance specialist. The first person wants a plan that will cover them more upfront in case of a serious health issue, but they pay less monthly or yearly. People choose to pay little or nothing for their health and accident issues, but are willing to pay more now. “I will show both of them, and then you can decide. Is that fair? If you don’t get a “yes”, pack up and move on. Don’t fight objections. An insurance client sales situation does not exist.


Insurance sales managers are so dumb that they tell their clients to refer three people when they make a sale. Do you give three referrals to your sales manager when he goes to a sporting event? Does he give three referrals to a sales manager who goes to a sporting event? The best time to receive referrals from major medical clients is after they have had a substantial claim paid. You, the medical insurance agent, were the one who initiated the benefit provisions. Your client has earned the right to refer you a few times.

Don Yerke is a published author who likes to focus on the things you don’t know and what no one else dares print. It’s okay to tell it as it is.

His new paperback book will be available on Amazon in the early part of this summer. This book is full of great information about insurance marketing and recruitment.