Defining and analyzing the target audience

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People buy this type of policy in two cases: At the request of the bank when applying for a loan. At your own discretion, with the goal of protecting yourself from risks. Selling policies of the first of the listed categories is not so difficult. For a borrower who does not want to buy a policy, the bank increases the interest rate or refuses to issue a loan. People are financially motivated to take out insurance. It is more difficult to work with the second category. The topic of risks to life is quite sensitive. Therefore, the agent is advised to avoid mentioning death, disability.


And the word "insurance" in this case is better replaced skype data by the expressions: "financial protection", "protection of life and health". Agent's arguments for the script when selling life insurance When convincing a client to buy a policy, it is useful to first ask the person about his life circumstances. And then show what can happen to his family when he does not have a life and health insurance policy: No one has a guarantee that he will not get sick or have an accident. By law, sick leave is not paid for long. If a person is incapacitated for more than a few months, he is sent for a medical and social examination and is assigned a disability group.


Then the employer has the right to fire the employee for the reason: "The company has no work that meets the conditions recommended by the medical and social examination." The disability benefit is small. If the salary was enough to support the family, then it will be harder to live on the social payment for loss of ability to work. Insurance will help maintain your standard of living. And also buy time to adapt to new realities. For example, family members will be able to get a new profession – move to an industry where salaries are higher. If a person who is the main breadwinner in the family dies, then his relatives will find themselves in a difficult life situation.