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I'm a captive P&C guy and, like all others, we have those pesky quotas.
I've been selling lots of term. Actually, I've been selling exclusively term. We have UL and WL, but I haven't sold any of it yet.
We also offer what most people consider to be a very innovative children's life insurance product. You pay a single premium and it provides coverage up to age 26. Then the insured has the option to convert it to a permanent insurance plan worth up to 5x the face amount with no health questions. They are given that opportunity again 5 more times. So a simple $10K term purchased on a 1 year old can be converted later for up to $300K of life insurance with virtually no health questions.
My problem is I am extremely uncomfortable talking about life insurance on children. I have a 2 year old and I don't know how comfortable I am with the whole life insurance on children concept.
I know many of you sell children's life so I was hoping for some advice. How do you start the conversation about it? How do you counteract the standard 'I don't believe in life insurance on children' response?
You start the conversation like this: Who do you have your kids life insurance with?
I don't think I've ever heard anyone respond with they don't believe in life insurance on children. If you think that's what you're going to get, you simply need to ask the question and prove yourself wrong.