Adam and Chris emphasize the importance of value-based selling in the insurance industry rather than just focusing on the lowest price. Highlighting the unique value and benefits helps agents differentiate themselves and build stronger client relationships.
- Value-based selling helps provide necessary coverage to low-income seniors while improving an agent's long-term business success
Agents need to truly value the products they sell, even if the death benefit amounts seem small.
- Authenticity and genuinely believing in the importance of the product is crucial for conveying its true value to prospects and closing sales. Customers can detect when a salesperson is not being genuine
- Working with reputable insurance carriers that quickly pay out claims is important for providing immediate support to families in need during difficult times.
- Adding value through educating clients on claims processes, providing pre-arranged funeral guides, and highlighting unique product features like nursing home waivers and funeral concierge services sets agents apart.
- American Amicable's "Platinum Solution" product with a funeral concierge service helps clients view it as a pre-arranged funeral plan rather than just life insurance, improving policy persistency
- In 2021, American Amicable paid over $141 million in claims to 13,000 families, demonstrating their significant impact in protecting underserved communities.
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