Recently, I've been talking with a lot of agents who have used what I call the "people are always" approach to selling insurance.
"People are always getting married."
"People are always having children."
"People are always experiencing long term care events."
"People are always getting sick."
These are all really sound ways to get into the client's head, as well as to inspire yourself to keep on moving. In other words, it doesn't matter that the economy isn't as great as it once was – people always need insurance.
It was during the Great Depression, after all, that HMOs gained popularity as a way to ensure that providers got their money despite the financial insecurity of the patients they were seeing. See? Insurance is viable no matter the state of the country.
