These messages, I felt, were overly focused on the “selling” aspect and often came across as pushy, even aggressive. The result was a lack of trust, leading to potential clients being hesitant or even completely turned off by the advice they received. This realization sparked a series of questions in my mind: What are the key characteristics of successful life insurance marketing?

* The author argues that individuals today are more focused on meeting their own needs than transferring wealth to the next generation. * This shift in focus is due to a change in financial lifecycle phases, where individuals prioritize conservation of their money at their generation. * The author emphasizes that the mere well-to-do associate estate planning almost exclusively with distribution.

The focus of their grief is on the loss of their loved one, and the immediate aftermath of the death. This is a crucial point. It is not on the financial or legal complexities of the estate.

* **First Concern:** Agents are often tasked with managing client expectations and ensuring they understand the complexities of the industry. This can be challenging, especially when dealing with clients who are unfamiliar with the industry or have unrealistic expectations. * **Second Concern:** Agents can leverage technology to streamline their workflow and improve client experience.

By speaking directly to their prospects’ real needs and concerns, agents will soon find they’re having more productive conversations with more prospects. Try it, you’ll see.