Leverage life insurance awareness materials, including presentations, videos, checklists, handouts and more

Initiate life insurance conversations with your clients and prospects … and win them over

Identifying and finding new clients is one of the biggest challenges you face every day. That’s why we believe it’s important to have a prospecting strategy and stick to it.

Learn more about life insurance:

More videos

Term vs. permanent insurance

"When I'm gone, there's a blue folder"

Why you should organize your financial files

5 Steps to organizing your personal finances

Consider using these three strategies to optimize your life insurance prospecting process:

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Educate your clients and prospects first - help them realize the need and the benefit

Help your clients and prospects understand the ‘why’ of life insurance and how it can help them. Start by sharing real life examples of when and how someone you know benefited from planning ahead. Sharing planning resources, like the videos and checklists on this page, is another great way to get your clients and prospects thinking about life insurance.

Tip: Share this information wherever you can, including client seminars, social media, email campaigns, monthly newsletters, local advertising and television/radio appearances.1

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Knowing when to tee up the conversation with a prospective client can lead to more sales. You know as well as we do that there are a few times in a person’s life when they’re typically more open to a life insurance conversation. Consider reaching out to people who recently:

  • Got married or engaged
  • Had a baby
  • Bought a house
  • Lost a friend or loved one
  • Had a significant birthday (i.e., 40, 50, 60)
  • Changed jobs
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As you know, most people don’t get all warm and fuzzy when you mention life insurance. Talk about ‘protecting the ones you love’ or ‘taking care of those who matter most to you’ to establish an emotional connection.

Use these tools and resources to help you with these strategies:

Working with individuals

Working with business owners

Marketing resources

1 Always follow your broker-dealer rules of engagement.
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