The Art of Selling Life Insurance
feat. A Panel of Life Insurance Legends

About the Presenters:

Featured Guests:
A Panel of Life Insurance Legends


About this session:

Let’s get America insured!

September is Life Insurance Awareness Month, and we’re here to help you make the most of it. Our panel of Life Insurance Legends has been around the block. Van Mueller, Marv Feldman, John Wheeler and Jim Silbernagel are here to bring you the BEST ideas that have gotten them the MOST business over the course of their careers! This one-hour session will energize you with sales strategies that will take you to the Top of the Table and beyond.

Fixed Annuities are long term insurance contacts and there is a surrender charge imposed generally during the first 5 to 7 years that you own the annuity contract. Withdrawals prior to age 59-1/2 may result in a 10% IRS tax penalty, in addition to any ordinary income tax. Any guarantees of the annuity are backed by the financial strength of the underlying insurance company.

Indexed annuities are insurance contracts that, depending on the contract, may offer a guaranteed annual interest rate and some participation growth, if any, of a stock market index. Such contracts have substantial variation in terms, costs of guarantees and features and may cap participation or returns in significant ways. Any guarantees offered are backed by the financial strength of the insurance company. Surrender charges apply if not held to the end of the term. Withdrawals are taxed as ordinary income and, if taken prior to 59 ½, a 10% federal tax penalty. Investors are cautioned to carefully review an indexed annuity for its features, costs, risks, and how the variables are calculated.

Please consider the investment objectives, risks, charges, and expenses carefully before investing in Variable Annuities. The prospectus, which contains this and other information about the variable annuity contract and the underlying investment options, can be obtained from the insurance company or your financial professional. Be sure to read the prospectus carefully before deciding whether to invest.

The investment return and principal value of the variable annuity investment options are not guaranteed. Variable annuity sub-accounts fluctuate with changes in market conditions. The principal may be worth more or less than the original amount invested when the annuity is surrendered.

Not associated with or endorsed by the Social Security Administration or any other government agency.

Riders are available for an additional fee – some riders may not be available in all States.

What Advisors Think of this Session

Topic Rating
Presenter(s) Rating

We asked participants: What’s the one best thing you learned from this presentation? What are you going to do differently in your business now that you’ve heard these ideas?

“Remember to explain what life insurance does not what it is. Practice more. Once again a fantastic job of preparing a phenomenal program. So grateful for the generosity of leaders in our industry to take the time to share their knowledge. They are truly receiving human dividends as they are touching more lives than they can imagine!!” – Dan Guck

“Don’t sell life insurance. Sell what it does.” – Debi Walters

“Use of a system.” – Michael Sibbel

“All was extremely good. Been in Life Insurance for over 26 years. Just a great reminder and refresher to why I am doing this business!” – Grant Thompson

“How to have a conversation with a prospect without mentioning product. Sell what it does not what it is.” – Tonya Brown

“Future healthcare costs being so astronomical! ASK MORE QUESTIONS! GREAT as always!” – Heidi Hogan

“Govt is listing to NAIFA. We have the product clients need. Talk to more people.” – James Connole

“Just love the encouragement to keep practicing. Quit telling and start selling. Sell what life insurance does. Love the short sales idea format of 3 minutes. Great variety.” – Robert Stoltman

“Handling prospects by sending out 50 letters (and staffing) per week seguing and using term ins to build future business. Sell what life insurance does re: SS replacement at first spouse death, possible college funding and covers insurability, use to fund LTC,… Great venue! Thanks.” – Char Scurry

“3 important people to remember. Prospect better.” – Corey Greene

“I need to go back to basics!” – Robert Rifkin

“There’s no other product out there that can do what life insurance can. Set next year’s review appointment at that meeting.” – Edward Lozano

“Questions to ask clients to get the conversation started. Ask those questions.” – Jack Springmire

“Practice my questions.” – Randy Howe

“Constantly be practicing. talk about what the products do and not sell them a product.” – Alex Loncar

“Reminding me to ask good, open-ended questions and listen more. Find my favorite questions for my market segment.” – Gerald Garcia

“Ask great questions, discuss the benefits of life insurance instead of discussing life insurance. Outstanding session!!!” – Tim Kiesling

“That sales ideas that worked 40 yrs ago are still working.” – Jim Stueck

“Really practical information that does not require esoteric background to implement. Change the amount of “practice” that I do.” – Randall Reichenbach

“ Interviews focus on selling what it does not what it is.” – Steve Aune

“Set up a prospecting system. Thanks for a great session.” – Robert James

“Easy language and questions to gain interest. Ordered Van’s CD’s!” – Dan McGivern

“That I am not alone in hating prospecting. Going to start the introduction letter to small business owners. Thank you, it was an enjoyable and entertaining session.” – Laura Roeder

“Feldman’s ideas on prospecting. Change my talk to what Life insurance DOES, not what Life insurance IS.” – Monica Dike

“Many things today. Use some of websites listed.” – Steven Labroi

“When dealing with seniors, make sure their families are involved with process. Ask more and better leading questions. Great session!” – David Parker

“Talk about what life insurance does, not what it is. Never bring up the word “life insurance” in a meeting. This was great. Keep up the great work!” – Abraham Gonzalez

“Questions and listening. Work for client.” – David Holdinghausen

“The value of practice is asking the great questions that were presented today. Practice asking the questions, and check out the resources that were given.” – Sarah Kerr

“Retraining self on fundamentals and new tools available to keep me in check. Perhaps utilize new life products in my business.” – Spencer Woolley

“TOO MANY GOOD THINGS TO LIST! Ask different questions and target some different prospects. These webinars are so full of good things that it’s hard to take notes as fast as the presenters talk!” – Kevin Dernehl

“It is great to hear how simple we can make a presentation. Have different discussions about what it does rather than what it is. Great panel and topics!” – Thomas Ostler

“How to ask the right questions without ever mentioning life insurance. Great session. You bring the best!!!” – David Newbill

“Be your own banker with permanent life insurance. Sell more permanent life insurance.” – Lee Bowman

“Different ways people use life insurance and why it is so beneficial. Use the examples used in the presentations to explain why clients need life insurance.” – Theresa Richards

“Like the variety of speakers. Ask more questions. Your whole life guys are great and should be commended for sharing their expertise. Thank you for all you do. These are great.” – Jeff Taber

“Practice, practice and practice!! We as life insurance agents are the competition!! Great webinar!!” – Cathy Carlson

“Questions to start the conversation. Ask more people these questions.” – David Eickmeyer

“I keyed in on the idea Marv suggested on using an appointment setter. I am going to hire an appointment setter to follow up on pre-approach letters.” – Jeremy Dreesen

“How well-positioned our industry is as whole. Include health care cost in advantages to life insurance.” – David Powell

“It’s hard to pick one thing, but probably the art of asking questions, and not “disagreeing” with folks, but letting them come to conclusions. Ask better questions. Thanks!” – John Worrel, Jr.

“Use more questions and listen! These guys are the best. Thanks to all for so willingly sharing expertise.” – Susan McWright

“Pre-approach letter to clients. Also like the question “What should have an insurance agent asked you to encourage you to buy life insurance?” Do a pre-approach letter, have it approved by compliance and send out a determined number of letters each week for follow up. Excellent presentation. Some of it I had heard before but much of it was usable material.” – Lea Sommers

“Life ins cash value doesn’t show up for Medicare premium determination nor for the FAFSA.” – Sue DeBruin

“The language used. Ask more questions.” – Patricia Parker

“Many things to learn from such an outstanding panel. One take away I will share with my team is… “we take FOREVER taxed money to create NEVER taxed money and use the DB to cover Estate Liabilities.” Strive for excellence in my questioning skills, through PRACTICE! Please continue to provide this quality of service and speakers. Great Job!” – Brian Wilson

“All good. ‘Let me ask you a question…’ This is a great service for all of us in the field.” – Doug McMurry

“Prospecting ideas, question-based approach. Set up an automated prospecting system.” – Jessie Washington

“The Miracle of Life Insurance Client Acquisition Help (Cavalry) is out there if we just ask.” – Edward Bond

“Ask questions, don’t tell. Engage more people in what Life Insurance does not what it is. Great Webinar. Thank you!” – Joe Swiderski

“It’s all about the questions we ask—-and to Find The Money. Encourage seniors to schedule Family Meetings. Awesome presenters, very instructional and inspiring.” – David Janson

“Focus on what life insurance does, not what it is. Ask disturbing questions.” – Ginny Fallon

“Wheeler’s comparison of purchasing auto w/ installment loan versus 10 Pay Whole Life.” – Robert Billingsley

“Care, communicate what products do, not what it is and have a consistent system that works for you. Ask the questions and focus on them and their issues. Be consistent and practice, practice, practice. Set review at the last meeting for the future.” – Judy Baker

“Extremely practical advice and examples from the entire panel. Best webinar I’ve been part of. Practice more of what I heard today so I can better teach others and use myself.” – Shane Rogers

“That was excellent material. Develop a process and stick with it.” – Mark Rogers

“Ask underwriter how much more they would approve and present to client along with original applied for amount.” – Anna Hartwell

“People don’t buy Life Insurance they buy what it does. Ask more questions, and pay more attention to addressing the client’s concerns. I am really interested in increasing my business, and would love to know more about your organization, and the services you offer.” – Stanley Hunter

“Tax rates go up and deductions go down when one spouse dies relating to social security. I’m going to listen to this again!” – David Bearden

“There is too much to name. The best training I’ve ever heard! Practice my language more. It’s awesome. Wish we had this in Canada. Would like to find out more.” – Julie Kranitz

“How to better position life insurance and that people don’t buy life insurance, they buy what it does! Implement some of the ideas that I learned and put them into motion. If I don’t, I wasted an hour and a half of my time!” – Corrado Gugliotta

“I was planning to go to the Orlando Conference and had the day free so this was the next best option.” – Maureen Kirschhofer

“Liked Marv’s prospecting & Jim’s prospecting with Family mtg (mandatory). Propose more permanent & challenge 529’s! This was a strong panel & session!” – T.W. (Henry) McFadden

“Talk about what is does not what it is…. and the review process at the end… and I enjoyed reviewing the overall strategies. I will work on my review process.” – Paul Morassutti

“Total flow chart to uncover all needs – confirms mindset of end to end solutions implement family meetings. Missed seeing you in Orlando.” – Laurel Ziemann

“To ask great questions and to use an intro letter for prospecting. Use prospecting letters.” – Carl Noble

“Talk to people about what life insurance does. Learn more about life insurance products.” – John Russo

“Cannot narrow it down to just one. I am going to take every tip that was presented today and implement it, one by one, maybe 2 by 2, in my business over the next quarter.” – Andrew Powers

“I have three pages of notes – fantastic. The explanation as to why this is such a great time to be in this business!!!!!!!!!!!!!!!!!!!! That was absolutely fantastic!!!!!” – Randy Mader

“Ask Questions!!” – Kim Colby

“Talking concepts, not product. Ask more questions.” – Tom Gearhart

“Too many to list. I liked the quick Sales Ideas….my hand got tired writing notes! I will buy the books from the various speakers; Marv, Van, John & Jim. Thanks everyone!!!” – Michael Garrity

“Ask questions conversationally to get people to open up.” – Glenn Newlin

“I’m sorry to admit this but I’ve forgotten how great a product whole life can be! Will have to think that one though.” – Jeff Vodovoz

“Life insurance as your own bank (car illustration) Talk about what insurance does, not is.” – Calvin Kelly

“Sales ideas for prospecting and asking questions. Call on more prospects/clients. Great presentation.” – Wesley Teterud

“More sales ideas. 2 extra calls per day.” – Mike Grandgeorge

“Ask the right questions – what it does not what it is!! Come up with a flow chart with the team products and questions.” – Tammy Douthit

“Don’t sell life insurance policies, sell what it does. Prospect with business owners.” – Paiul Pinnon

“Which do you want to pay tax on: the seed or the harvest? # of years retired vs. # of years contributed, you can wind up paying a lot more in tax than you ever contributed. Do you think the gov’t is stupid? They know we have these products. Only the people who have these products will be allowed to keep them while we can. Try to get people to stop deferring tax. Best webinar I’ve listened to so far in this series!” – Phyllis Shelton

“Power of questions! I ordered Feldman’s book :)” – Bryan McCloskey

“Ask the questions, and talk about what LI does! Start more conversations with prospects.” – Doug Bird

“Talk about what it does, not what it is.” – R Allan Jensen

“Thanks for all you provide!” – Deborah Wagemann

“I need to learn to talk the talk. Continue learning until I have enough training to ‘practice’ what I have learned. First webinar with you. I have been subscribing to Van Mueller for a couple years. Not currently selling life insurance but want to.” – Jennifer McDonnell

“Talk about what life ins does not is. Use these ideas.” – Scott Kehoe

“Have some more open-ended questions during appointments.” – Richard Dennie

“Practice, I tend to want to well-educate myself first before talking to people. Talk to more people, or rather ask questions.” – Goh-Lang Eng

“Positive features of life insurance. Look for more opportunities. Good job!” – Michael Kirsh

“Asking the right questions. Access ‘life happens’ more, use more ‘what if’ questions.” – Timothy Haber

“Start practicing.” – Douglas Mock

“Discuss the benefits of what life insurance can do. Letters to business owners.” – Kyle Satterlee

“Practical advice. Sell what life insurance DOES. Ask more questions and talk less.” – Tom Avery

“Awesome questions.” – Suzette Livingston

“Confidence in using re-approach letters.” – Stephen Cable

“The continued confidence of the whole life product in a portfolio. How to act like you’re in the prospect’s shoes for the questions – what would I want them to ask me? Good deep probing questions. Good emphasis on taxes and the future of taxes. Ask more questions.” – John Seaman

“Sell what it does not what it is. Change the conversation.” – Glenn Tarter

“Marv Feldman showing their inventory of services.” – Mark Pittleman

“Get In Front of More People ! PRACTICE- PRACTICE- PRACTICE YOUR PROFESSION ! Send Personal Invitation to all the NAIFA Presidents in USA.” – Gilbert Mares