Remember when you were studying to get your life insurance license? You learned about term, whole life, UL and IUL. We gained the basic understanding of how these types of insurances worked. There were even some hypothetic situations where you had to choose which product best server the client’s situation.

What we didn’t learn was case design to meet clients’ needs. You have an idea of which product, but that is where, for most agents, the knowledge ends. This is where you reach out to your manager or the marketing departments of the carriers or both.

Advantages as Property

As we get further into the subject of life insurance, you’re soon going to ask yourself, “Since life insurance is such a rational purchase, why aren’t people more eager to buy it?” One of the main reasons people don’t come to an insurance producer as they do other types of salespeople is that they don’t recognize life insurance for what it is—a type of property.