A direct chat with life insurance agents in the heat of action
—Okay, hands up: how many of you have had a client say, “this is just too complicated”?
(Several hands go up, a few laughs, and someone from the back says, “Always!”)
—Exactly. There you are, all set with your presentation, your printed brochure, talking about level premiums, living benefits, cash values, returns, inflation… and the client is already lost by the third word!
—Let me tell you something: if the client doesn’t understand, they don’t buy. Period.
Who’s making it complicated?
—Is life insurance complex? Maybe. But do you know who makes it worse? We do. Trying to sound like experts, reciting the brochure like we’re in a technical theater play. But clients don’t want jargon, they want clarity. They want to know:
👉 What’s in it for me?
👉 How does this help me?
👉 Can you explain it to me like I’m 10, without making me feel dumb?
Let’s go back to the basics
—At its core, life insurance answers one question: Who takes care of my family if I’m no longer here?
That’s the emotional door that opens the conversation. Everything else—benefits, types of policies, riders—can come in later, only if needed.
Live practice
—Let’s do a quick exercise. Imagine a client says: “I don’t get this cash value thing… what does that even mean?”
How do you explain it without sounding like the product manual?
(One agent answers technically. Another one tries using a piggy bank analogy.)
—Now we’re talking! I like that one: “It’s like a piggy bank that grows on its own while you keep living your life.” That makes sense! See the difference? Same idea, but said in everyday words.
Golden rule: simplify without dumbing down
—Let’s be clear: this isn’t about talking to the client like they’re ignorant. It’s about respecting them enough to make easy what others make difficult. That’s the art of selling—translating the technical into something useful and digestible.
Three practical tips you can start using today
🔹 Use analogies: A policy can be “an umbrella for rainy days,” “a structured inheritance,” or “a financial safety net.”
🔹 Let the client talk: If they say “it’s too complicated,” stop talking. Ask: “What part felt confusing to you?”
🔹 Break it into stages: First the why, then the how, and only then the how much. If you jump straight to the price, you’ve already lost the client’s heart.
To wrap up: when a client says “it’s too complicated,” what they’re really saying is, “you’re not helping me understand.” And if they don’t understand, they don’t buy.
So: less jargon, more stories. Fewer stats, more connection. And if you want to practice simplifying your presentations, you know I’m here to rehearse with you until it flows naturally.
See you at the next coaching session. In the meantime—keep it simple, and sell more! 💪😉
Best regards,
Dionisio Melo
📧 Email: dionisio.melo@dionisiomelo.com
📞 Phone: +54 9 1157962394
🌐 Website: www.dionisiomelo.com
📚 Amazon: My
Books
🔗 LinkedIn: Professional Profile
Escribir comentario