Just have a conversation with them about life insurance. They already know you are there to sell them something. Be different. Ask questions, be engaging but more importantly, get them engaged.
Here's some things to work into the conversation;
What are your thoughts regarding life insurance?
How long do you want your life insurance to last? {That simple question will take you into details that you need to have}
Do you currently own your life insurance or rent it? {That question lets you know what they know about life insurance}
You don't need to ask them in that order or in those wrods. Just get those questions into the conversation.
I don't remember where I got this stuff but those questions are something I have written down and keep in my portfolio as a reminder to myself to stay on track. The most important thing is to have a two way conversation. It can't be just you telling them stuff.
I like this method. I think it's a good way to stay in control of the interview and maintain structure. that is something that I have been wavering on lately.
