Most agents jump straight into product pitches and premium numbers. But a quote without context can feel like a sales pitch.

Instead, start with a discovery call focused on the client’s goals, values, and lifestyle. Ask questions like:

• “What would happen financially if something unexpected happened tomorrow?”
• “Who would be impacted the most?”
• “Do you already have any coverage in place?”

Why it works: People don’t buy policies; they buy protection for people they love. Lead with empathy, not estimates.

Once you’ve uncovered their priorities, it’s time to quote; but keep it simple.

Best practice: Present 2–3 clear options, not a spreadsheet of carriers. Use language like:

“Based on what you shared, here are three smart options that fit your budget and goals.”

Structure your quote like this:

• Option A: Basic term coverage (lowest price)
• Option B: Mid-tier term with riders (balanced option)
• Option C: Permanent coverage or hybrid plan (higher value, long-term)

Pro Tip: Use visuals or a side-by-side chart to help clients compare. Avoid acronyms or jargon unless they ask

This is where deals often stall. If your application process is clunky or confusing, clients hesitate; even if they said yes.

To make it easy:

• Use digital apps with e-signature options whenever possible
• Pre-fill what you can and guide them through step-by-step
• Clearly explain what happens next: underwriting, approvals, possible delays

“It takes just 15 minutes to complete the app, and I’ll walk you through every step.”

Bonus Tip: Send a checklist of what they’ll need before your appointment (driver’s license, medications, doctor info, etc.)

This is where agents really set themselves apart. If you disappear during underwriting, clients start to question everything.

Instead:

• Keep the client updated weekly (even if there’s no news)
• Let them know if additional forms or tests are needed
• Provide timelines and set expectations

Message template:

“Just a quick update; your application is still in underwriting and should be reviewed within the next 5–7 business days. I’ll let you know as soon as I hear more!”

When the policy is approved, make it feel like a win; not just paperwork. Schedule a “policy delivery call” where you:

• Review the key details
• Reinforce the benefits
• Answer any last-minute questions

“Congratulations! Your policy is now active. Here’s a quick summary of what’s included and what to expect moving forward.”

Always send a digital copy AND offer to mail a hard copy in a branded folder.

Pro Tip: Ask for referrals at this stage!

“If you know someone else who’s thinking about life insurance, I’d be honored to help them too.”

Once you’ve fine-tuned your process, systematize it so you can scale.

Use a CRM or spreadsheet to track:

• Where each prospect is in the process
• What documents are missing
• When follow-ups are due

Automate your reminders, email templates, and client update messages.

Need help building your sales flow?
IAD offers training and plug-and-play tools to help you map out your entire process.

Contact us for a free sales process consult.

Want a step-by-step checklist you can use with every prospect?

Download the Life Insurance Sales Process Worksheet here.

Includes:

• Discovery call question prompts
• Quoting comparison table
• Follow-up tracking template
• Policy delivery script
• Referral request email

The simpler your sales process, the faster you close; and the more clients you help.

Whether you’re new to life insurance or want to streamline your current system, IAD is here to support you with coaching, tools, and marketing campaigns that get results.

Download the Sales Process Worksheet or Contact us today to refine your process and close more life insurance cases this fall.

• Life Happens – Planning Resources (https://lifehappens.org)
• LIMRA – Life Insurance Buyer Stats (https://www.limra.com/en/research/)