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A critical part of a life insurance agent’s responsibility is navigating grief in turbulent times. At one point or another, we have all dealt with death in our lives or those we know. People want to turn to an authority figure when they are grieving. They are looking for a voice of trust in a confusing world. It is also an opportunity for us to learn. As agents, we must provide the level of authority and position ourselves in that place. Let’s discuss some key points and considerations while breaking barriers by navigating grief with your clients.
We All Have a Story
We all have the common knowledge of what happens when someone passes away. We have heard stories of someone who benefited from a life insurance policy. Conversely, we have seen the opposite. A lack of a life insurance policy causes dismay in the passing of a loved one. We must remember that people do not recall commands, directions, graphs, or figures. They remember stories! The mention of something as familiar as little red riding hood or the tale of the three little pigs creates an image in your mind and immediately paints a portrait. That’s how the mind works. A heartfelt story can go far and help you better understand and empathize with your clients. Remember that we are incredible professionals who help people achieve their dreams.
Maintain Frame when Navigating Grief
We should never run and hide from the opportunity to help. Our clients turn to their attorneys, the funeral director, and you. Many people are like children when they are in a state of grief. People want to be held and given direction by a trusted authority. We are an authoritative source to our clients because our role is to deliver peace of mind. Family and friends offer condolences and casseroles at wakes, but an agent is also present to supply a death benefit of $250k. We are a source of direction and help to a beneficiary, and we should use this to build a strong network of relationships. When we have helped our clients and completed our assignments, we know we have done our duty.
We provide peace of mind and do not charge a single dime. The money you put into a life insurance policy goes into the plan, and when the time comes, the beneficiary will receive even more money. We must hold our heads high and know we give people peace of mind. We don’t put our clients in debt, and we don’t charge a single penny. It’s a great relationship to build.
Agents
We hope that this information on navigating grief is useful to you as an agent.
Empower Brokerage is dedicated to helping you make informed decisions about your health and finances. Whether it’s through webinar training, one-on-one calls, seminars, or marketing plans, we want you to be successful!
Give us a call at 888-539-1633 or leave a comment below if you have any questions. To read about the a similar topic click here.
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