When I recommend coverage for a prospect, one of the single most important advantages is the lock in of insurability. If I can't present the need for coverage today, the need to lock in coverage becomes the secondary advantage.
This is an emotional presentation and not fact based. If you are having issues at this stage of the process, I recommend presenting to another senior advisor and have them evaluate where you may not be making the emotional connection.
Insurance is a purchase of a future promise, period. That requires a prospect that cares about their future or an advisor who has the skill to present the future without that life insurance coverage.
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