junior special term life insurance for a child
Sales Assessment Results
59
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is hovering around average, and it shows. You’ve got some solid instincts, especially when it comes to acknowledging prospects' concerns. But let’s be real, there’s a noticeable gap in emotional engagement and the ability to build rapport. You often provide good information but miss the mark on connecting with the feelings behind the questions. Instead of just highlighting potential issues, you need to weave in empathy and curiosity. This is where you can take your game to the next level.
You consistently approach the sales conversation from a logical standpoint, which is a great foundation. However, the emotional side is where you falter. You need to balance facts with feelings. Try incorporating more empathetic language to show you understand where your prospects are coming from. Instead of sounding alarmist or clinical, aim for a tone that reassures and connects.
To push your skills further, dive into techniques like Solution Selling and Consultative Selling. These will help you shift from just presenting solutions to truly understanding and addressing the emotional needs of your prospects. Ask open-ended questions that invite dialogue, showing genuine interest in their thoughts and feelings.
Here’s your coaching moment: think of your sales conversations as partnerships rather than transactions. Your prospects want to feel heard and understood, so put your focus on building a genuine connection. When you do that, you’re not just selling; you’re creating trust and loyalty that will lead to long-term success. Now get out there and make those connections!
Question Breakdown
1.
4
/ 10Question:
"I don't see how this life insurance will really benefit my child in the long run."
Answer:
This type of insurance will benefit your child because they could develop a health issue that might prohibit them from getting life insurance in the future. By signing them up right now, you not only lock in the lowest possible rate, which should be easy to afford, and you not only make it so that if the unthinkable does happen, funeral expenses will be handled without potentially costing your family's savings of putting you into debt. You also ensure that they can change the policy later, and be guaranteed to have a policy, which can benefit their future families. Not to mention that if you became disabled or died, the child's policy will still be in force because of a neat thing called the waiver of premium rider.
Feedback:
The response addresses the concern by highlighting the potential future health issues that could affect the child's insurability, but it lacks a clear structure and could be more concise. It does mention benefits such as locking in rates and the waiver of premium rider, which are good points, but there is little engagement with the prospect's feelings or thoughts on the matter. Active listening and curiosity could be improved by asking follow-up questions to better understand the prospect's perspective. Additionally, the tone could be more empathetic to build rapport. Overall, the answer could benefit from a solution-focused approach that explores the value of insurance in a more relatable manner.
Consider simplifying the explanation and fostering a dialogue to truly understand and address the prospect's concerns.
2.
5
/ 10Question:
"I'm concerned about adding another monthly payment to my budget right now."
Answer:
I get that adding another monthly payment might seem challenging. What kind of budget might you have, hypothetically speaking? It's important to keep in mind that waiting will only make the monthly payment higher, and we never know when the unthinkable could happen. I would be happy to talk over the specific amount of the policy, and how that might be found in your budget so the payment isn't even something you notice.
Feedback:
The response acknowledges the concern about adding a monthly payment, which is a good start. However, it could benefit from a more empathetic tone to build rapport with the prospect. Asking about their hypothetical budget is a good way to engage them, but it might come off as somewhat abstract. Instead, consider asking more specific questions about their current financial situation to facilitate a genuine conversation. The point about costs increasing over time is valid, but it could be articulated more clearly to emphasize urgency and the benefits of starting now. Overall, while there are some positive elements, the response lacks a strong solution-focused approach and could better explore the value of the insurance policy in a way that resonates with the prospect's feelings about budgeting.
3.
6
/ 10Question:
"Is this really necessary? Can't I just save money for my child's future instead?"
Answer:
Saving money for your child's future is a great idea! And while I encourage saving, you never know what the future may hold. The unthinkable could happen next week or next month. If you start saving now, you likely won't have much saved by then. You might also find it too easy to "dip into" the funds you've saved when a short-term problem arises. By getting this insurance policy right now, a small amount of money per month will result in immediately having this money if the worst-case scenario happens. If you have a moment, we can discuss how much money you can afford based on your specific household expenses and income.
Feedback:
This response effectively acknowledges the prospect's idea of saving for their child's future, which is a positive start. However, it does not fully engage with the emotional aspect of the question regarding necessity. While it provides valid points about the unpredictability of life and the risks of dipping into savings, it could benefit from more empathetic language to better connect with the prospect's concerns. Instead of solely highlighting the potential downsides of saving, also emphasize the security and peace of mind that insurance can provide. The offer to discuss household expenses is a good move towards a more personalized conversation, but it comes off as somewhat abrupt. Consider asking open-ended questions to further explore the prospect's feelings about insurance versus saving. Overall, the response could be improved by balancing logical arguments with emotional resonance to help the prospect feel more understood and supported.
4.
5
/ 10Question:
"What if I find a better plan later?"
Answer:
If you find a better plan later, you can potentially switch. What's most important is to get a great plan like this one into place immediately. Your child could die at any time, and while it's sad to think about, it is imperative that you plan ahead for the worst. Imagine how much peace you can feel, immediately, with a small monthly investment into your child's future. Waiting for the perfect plan could be disastrous. So let's have the conversation right now, determine exactly what your budget is, and get it handled, so it'll be one less major choice to have to make later!
Feedback:
The response addresses the prospect's concern about potentially finding a better plan later by emphasizing the importance of acting quickly to secure coverage. However, it lacks empathy and may come off as somewhat alarmist, particularly with phrases like "your child could die at any time." This could create discomfort rather than reassurance. While the mention of peace of mind is a positive aspect, it could be enhanced by exploring the prospect's feelings and concerns more deeply. Asking open-ended questions about their criteria for a better plan would also facilitate a more collaborative conversation. Additionally, the urgency created is valid, but it should be framed in a way that resonates with the prospect's values rather than focusing solely on the negative implications of waiting. Overall, the response could benefit from a more consultative and empathetic approach to build rapport and trust.
5.
6
/ 10Question:
"I’m already stretched thin with my current expenses; I need more time to think about this."
Answer:
I get that you may need to think on this. It won't cost anything to talk over your specific budget, and what you may realistically be able to afford. Have you considered that a funeral can cost up to 10,000 dollars? If you start soon, you can feel the peace of not having to worry about such a thing if the worst does come to pass. Have you thought much about your family's future, and the potential that having this policy can do, not only for your child but for their future family?
Feedback:
The response begins positively by acknowledging the prospect's need for more time to think, which is a good way to validate their feelings. However, the tone could be softened to show more empathy regarding their financial situation. Mentioning the cost of a funeral is a powerful point but can come off as somewhat alarming; it might be more effective to frame it within the context of peace of mind rather than fear. The question about the family's future is a good engagement technique, as it opens the door to a deeper discussion. However, follow-up questions could be more directly related to their specific concerns about budgeting and expenses to foster a more collaborative dialogue. Overall, the response has strengths but could improve in emotional connection and using curiosity to further explore the prospect's hesitations.
6.
6
/ 10Question:
"How can I be sure this will provide the security I want for my child?"
Answer:
We can discuss the precise amount you want, and the precise amount you can afford on a monthly basis. We can also run some numbers about how much it would cost if you waited a few years. It's important to remember that sometimes a child grows into health problems that make it more difficult to purchase a policy. Locking it in early means they can get guaranteed acceptance to a policy in the future, which can help your family's finances down the road. Here is a figure based on your child's current age, does this seem like a reasonably affordable sum? It's never too early to start thinking about saving, investing, and most importantly, protecting your child's future!
Feedback:
The response addresses the prospect's concern about security by discussing affordability and the importance of locking in a policy early. However, it could be more effective if it incorporated a stronger emotional appeal to connect with the prospect's desire for peace of mind regarding their child's future. Instead of focusing primarily on numbers and costs, it would be beneficial to emphasize the protection and security that the policy provides. Additionally, while the mention of potential health problems is relevant, it may come off as somewhat clinical without a deeper empathetic connection. Asking open-ended questions about what specific security means to the prospect could foster a more collaborative dialogue. Overall, enhancing the emotional resonance and providing reassurance about the future benefits of the policy would strengthen this response.
7.
7
/ 10Question:
"I’ve heard mixed reviews about these types of policies; how do I know it’s trustworthy?"
Answer:
We have numerous reviews, and our company has been authorized by the state for decades. As well, I am a licensed agent who has to maintain fiduciary and ethical standards to keep that license. Beyond the reviews, which I have here for you to look over, I'm happy to answer any questions you might have. Have you considered the value in having a policy that will guarantee that your child will be able to get a policy later on? Do you have a budget put together for saving for your child's future? What are your main concerns as far as making sure your child grows up with financial security? And what specific things have you heard that give you pause? I want to make sure you are as happy as possible with the policy you select!
Feedback:
The response effectively addresses the concern about trustworthiness by mentioning the company's authorization and the agent's fiduciary responsibilities, which can help build credibility. However, it could be enhanced by expressing empathy towards the prospect's apprehensions and acknowledging their feelings about mixed reviews. While the offer to provide reviews is positive, it may be more impactful to highlight specific success stories or testimonials that resonate emotionally. Additionally, asking about the specific concerns the prospect has allows for a better understanding of their viewpoint, which is a strong element of active listening. Overall, the response is informative but could benefit from a warmer, more engaging tone that reassures the prospect about their concerns.
Consider focusing more on building trust through emotional connection and storytelling, which can complement the factual information provided.
8.
7
/ 10Question:
"I’m worried about the commitment; what happens if my situation changes?"
Answer:
I understand that it can be scary to add "another bill" each month. We have a couple ways we can solve this: one is by doing a single-payment per year - that way you know your child is protected for the entire year, and you can make a plan and save for the start of the next year with plenty of time for bumps in the road. Another way is to do monthly payments, which based on your child's age won't be too much. We can discuss your budget, your income and bills, and come up with a plan that provides a bit of financial security for your child's future without compromising your ability to keep things rolling with your home budget. Further, if things got really tight, there are situations that allow waiving the premium for a time - and a policy can even be deactivated, and reactivated within a certain time period, if things got really bad. We can work with your situation, and I'm always a phone call or a text away, and I'll do everything I can to listen to your situation and help you roll with the punches. Remember that my company is all about helping you. Is that enough reassurance, or was there anything else that makes you nervous about the future?
Feedback:
The response effectively acknowledges the prospect's worry about financial commitment, which is important for building rapport. Offering a single annual payment option is a practical solution that can alleviate immediate concerns. However, the response could be improved by incorporating more empathetic language to connect with the prospect's feelings about change. Mentioning the flexibility of waiving premiums and reactivation options is a strong point, but these could be framed in a way that emphasizes security rather than potential hardship. The closing questions are a good touch, inviting further dialogue, but they should more directly address the prospect’s specific concerns about commitment. Overall, the response shows a solid understanding of the prospect's situation and offers solutions, but emotional resonance and proactive engagement could be enhanced.
9.
7
/ 10Question:
"There are cheaper options out there; why should I choose this one?"
Answer:
I get that we may not be the cheapest option out there, and it does make sense to guard your pocketbook. My company is among the highest rated in the country when it comes to customer service and paying claims promptly. If something terrible does happen, and it's never enjoyable to think about but it could happen, you want to work with a company that's got your back. Going with the "discount insurance" company may seem good at first, but that extra bit every month is all about peace of mind. Top quality and low costs rarely go together. Let's take a minute to go over your monthly budget, and find a niche that'll make your child's policy feel perfectly affordable!
Feedback:
The response begins with a good acknowledgment of the prospect's concern about price, showing that you respect their financial considerations. Highlighting your company's reputation for customer service and prompt claims payment adds credibility. However, the response could benefit from a more empathetic tone, especially when discussing the potential for unfortunate events. Phrasing like "something terrible could happen" may induce anxiety rather than reassurance. While you mention the importance of peace of mind, it should be articulated in a more comforting way. Instead of focusing on the negative aspects of cheaper options, emphasize the long-term value and security that your plan offers. The closing invitation to discuss the budget is a positive step towards collaboration, but reinforcing the specific benefits of choosing your policy over cheaper alternatives would strengthen your position. Overall, incorporating more empathetic language and focusing on the unique value proposition of your policy would enhance your response.
10.
6
/ 10Question:
"I need to consult with my partner before making any decisions."
Answer:
When it comes to a decision like this, it is important to have the family be onboard. The question then becomes, how much does your partner trust you to make a good decision when it comes to securing your family's future? If the roles were reversed, and I were talking to your partner, wouldn't you trust that they would make a solid and informed decision? Keep in mind that every policy comes with what's called a "free look" period, so if there is any problem, it can be adjusted or canceled with no risk to you. And since we're going to be careful with the policy you choose, you'll most likely end up looking great, with your partner being happy that you've taken initiative. What's the monthly amount you're confident that your budget can take without too much hurt?
Feedback:
The response acknowledges the importance of involving the partner in the decision-making process, which is a positive approach that respects the prospect's needs. However, the questioning about trust could come off as somewhat confrontational or presumptive. It might be more effective to emphasize the benefits of discussing the policy together with the partner rather than questioning their trust. The mention of the "free look" period is a strong point, providing reassurance about the flexibility of the policy. However, the follow-up question about the monthly amount could have been presented in a more engaging manner, inviting further dialogue on how to make the decision collectively. Overall, the response could benefit from a softer approach that encourages collaboration and addresses the prospect’s feelings about needing their partner’s input.