Life Insurance
Life insurance is a natural add-on to every health conversation. Most clients need it and haven't been asked recently — always work it into your Needs Analysis.
🎯 Why Sell Life Insurance?
Life insurance is one of the highest-commission products you'll sell. A single term life policy can pay more commission than months of health renewals — and the cross-sell is natural because you're already on the phone.
- Most people you talk to don't have enough life insurance — or any at all
- The question is easy and non-pushy: "Do you have any life insurance in place?" — always ask it
- Life insurance is not income-dependent the same way health is — almost everyone qualifies for something
- Cross-sell on every health call — it adds income without adding leads
🏢 Our Life Insurance Carriers
Mutual of Omaha
Term, whole life, final expense — flagship carrier. Excellent underwriting and fast issue.
AIG / Corebridge
Term and permanent life. Competitive rates for healthy clients.
Transamerica
Term and permanent life. Good for clients with some health history.
North American
IUL and indexed products. Strong for wealth accumulation cases.
💡 More Carriers
Check Pipeline Quote for additional carrier options — the list above covers your primary carriers but Pipeline Quote shows the full market.❓ When to Bring Up Life Insurance
1
End of Every Needs Analysis"One last thing while I have you — do you currently have any life insurance in place?" — ask this on every single call, no exceptions.
2
When Client Mentions FamilyIf they mention a spouse, kids, or dependents, that's a trigger. "With a family depending on you, life insurance is something worth talking about..."
3
Client is a Small Business OwnerKey person insurance, buy-sell agreements, and executive benefits — life insurance has a natural business angle.
4
Client is 50+Final expense and guaranteed-issue products become more relevant. Don't skip this conversation with older clients — it's often easier, not harder.
Life Insurance Products
Know the difference between each type before you're on a call. Clients will ask — and the right answer helps you recommend the right product.
📊 Product Comparison at a Glance
| Product | Coverage Period | Cash Value | Best For | Cost |
|---|---|---|---|---|
| Term Life | 10, 20, 30 yrs | No | Income replacement, mortgage protection, young families | Lowest |
| Whole Life | Lifetime | Yes (guaranteed) | Permanent protection, estate planning, final expense | High |
| IUL | Lifetime | Yes (indexed) | Wealth accumulation, tax-free retirement income | Medium-High |
| Final Expense | Lifetime | Yes (small) | Ages 50–85, burial costs, simplified underwriting | Medium |
| GUL | Lifetime | Minimal | Permanent protection at lower cost than whole life | Medium |
📋 Term Life — Deep Dive
✅ Best For
- Young families (25–45)
- Mortgage protection
- Income replacement
- Budget-conscious buyers
- Business loan protection
⚠️ Watch Out For
- Coverage expires — doesn't build value
- Premiums increase dramatically at renewal
- Uninsurable if health declines at renewal
- May not cover final expense needs
💡 Quoting Tip
Face amount and term length drive price. For a family with a mortgage and kids, $500K / 20-year term is the starting point. Use Pipeline Quote to compare rates across Mutual of Omaha, AIG, Transamerica, and North American.
📋 Final Expense — Deep Dive
✅ Best For
- Ages 50–85
- $5K–$25K face amounts
- No medical exam required
- Simplified underwriting
- Guaranteed issue options for uninsurables
⚠️ Watch Out For
- Graded death benefit on guaranteed issue (2-year wait)
- Higher cost per dollar of coverage vs. term
- Face amounts too small for income replacement
💡 Key Pitch
"The average funeral today costs $10,000–$15,000. Most people don't have that set aside, and when it happens, it falls on their family. Final expense insurance makes sure your family never has to scramble." — Mutual of Omaha is your go-to carrier for final expense.
📋 IUL — Deep Dive
IUL (Indexed Universal Life) is a more complex product. Learn the basics but don't try to sell it until you've done a few term and final expense cases first.
✅ Best For
- Higher-income earners (maxing 401k)
- Tax-free retirement income planning
- Business owners
- Long-term wealth accumulation
Key Points
- Cash value grows tied to market index (S&P 500)
- Floor protects against market losses (typically 0%)
- Cap limits upside (typically 10–12%)
- Loans against cash value are tax-free
Life Insurance Process & Scripts
Life insurance is a discovery-first sale. Find the need, then present the solution. Never lead with price.
① Cross-Sell Discovery (During Health Call)
🎤 The Ask
"One last thing while I have you — do you currently have any life insurance in place?"
🎤 If They Have Some Coverage
"Great — do you know how much coverage you have and who it's through? The reason I ask is a lot of people have a small policy through work that they'd lose if they changed jobs, or they have term coverage that's about to expire. I just want to make sure you have the right amount in place. Would you be open to a quick review?"
🎤 If They Have No Coverage
"That's actually really common — and it's worth looking at while we're already talking. Life insurance is a lot more affordable than most people think. Can I ask — do you have anyone depending on your income? ... [Yes] Then let me show you a couple quick options. It'll only take a few minutes and there's no commitment."
② Life Insurance Needs Analysis
🎤 Discovery Questions
"Let me ask you a few quick questions so I can find the right fit. How old are you? ... Do you use tobacco products? ... Any significant health conditions? ... Do you have a spouse or dependents? ... Do you have a mortgage or any major debts? ... If something happened to you, how long would your family need to replace your income?"
💡 Coverage Rule of Thumb
10–12x annual income is the standard recommendation for income replacement. For a $60K/year earner, that's $600K–$720K. Always anchor high, then work down to their budget.
③ Presentation
🎤 Present the Option
"Based on what you've told me, I'd recommend looking at a [term/whole/final expense] policy. Here's what I found — [Carrier] is offering $[face amount] in coverage for $[premium]/month. That's about $[daily cost] per day — less than a cup of coffee — to make sure your family is protected if anything ever happened to you. Does that sound reasonable?"
💡 Break It Down
Monthly premiums feel bigger than daily costs. $25/month = $0.83/day. Always convert to daily cost — it makes the price feel trivial compared to the coverage.
④ Close
🎤 Primary Close
"This is a great fit for what you're looking for. The application takes about 5 minutes — we can complete it right now while I have everything in front of me. What's the best payment method for you?"
🎤 Urgency Close
"The one thing I'd mention is that coverage is based on your health today. The rates I'm quoting you right now are locked in at your current health status. If anything changes health-wise before you apply, the rate could go up — or coverage could be declined. That's why I always say: the best time to lock in life insurance is today."
📋 Life Insurance Underwriting — What to Know
- Simplified Issue — A few health questions, no medical exam. Most final expense and some term policies. Fast approval (same day to 48 hours).
- Fully Underwritten — Medical exam + health history review. Required for larger face amounts. Best rates, but takes 2–6 weeks.
- Guaranteed Issue — No health questions, no exam. Anyone qualifies. 2-year graded death benefit. Last resort for uninsurable clients.
- Tobacco rates — Smokers pay 2–4x more. Tobacco-free for 12+ months = preferred rates. Always ask.
- Age buckets — Rates increase at each birthday. Apply sooner rather than later if someone is close to their next birthday.
Life Insurance Objections
Life insurance objections are usually about price or procrastination — not actual opposition to coverage. Find the real concern and address it.
💡 Formula: Acknowledge → Clarify → Reframe → Ask
"I can't afford life insurance." ▼
🎤 Rebuttal
"I completely understand — and that's actually the most common thing I hear. The good news is most people are shocked by how affordable it is. We're talking about $15–$30 a month for a healthy person your age — that's less than one dinner out. Can I just show you a quick number? If it doesn't work for your budget, no harm done."
"I have coverage through my job." ▼
🎤 Rebuttal
"That's a great start — but here's something to think about: employer coverage typically ends the day you leave that job. If you change jobs, get laid off, or retire, you could find yourself uninsured at a time in your life when coverage is more expensive to get. Having your own policy guarantees that you're covered no matter what happens at work. How much coverage does your employer policy have?"
💡 Tip
Most group life is 1–2x salary — far below the 10–12x recommendation. Point this out: "Even with your employer coverage, you'd still have a gap. Let me show you what it would cost to bridge that."
"I'm healthy — I don't need it yet." ▼
🎤 Rebuttal
"Actually, being healthy is exactly why you should get it now — and I mean today if possible. The rates I'm quoting you right now are based on your current health. Life insurance underwriting looks at your health history, and the older you get, the more likely something comes up that affects your rates — or your ability to qualify at all. The cheapest, most accessible life insurance you'll ever be able to get is the policy you buy when you're young and healthy."
"I need to think about it." ▼
🎤 Rebuttal
"I hear you — what is it specifically you want to think through? Because if it's about the cost, I can look at smaller amounts that fit better. If it's about which type is right, I can walk you through that in two minutes. The only thing I'd caution is: life insurance is one of those things people put off, and then something happens. I've had clients call me after a diagnosis and they couldn't get covered. I'd hate for that to be you. What's the specific hesitation?"
"I already have enough saved / I'm self-insured." ▼
🎤 Rebuttal
"That's great — and I'm not going to argue with having savings. But here's a question: if something happened to you tomorrow, would your savings fully replace your income for 10–20 years for your family, pay off your mortgage, cover your kids' college, and still have money left over? For most people, even with savings, the answer is no. Life insurance is the one tool that can do all of that at a fraction of the cost of self-insuring."
"I have a pre-existing condition — I won't qualify." ▼
🎤 Rebuttal
"A lot of people assume that, but there are more options than people realize. For simplified issue and final expense products, many health conditions are not automatic declines. And for guaranteed issue products, there are literally no health questions — you cannot be turned down. Let me ask you about your specific situation and I'll tell you exactly what we can do for you."
Faith Insurance — Internal Team
Life insurance commissions, team expectations, and internal processes. Internal use only.
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