How To Ask Your Clients For Life Insurance Referrals To Their Adult Children

Here is a script that includes a few questions in the first few lines of the script to help your clients get associated to the value that they are receiving from the products and services that you offer.

We’ve been working together… how long has it been??? 15 years helping you to create a plan, grow assets, protect assets, and leave a legacy.

What is it that you like best about working with me?

What is it that you have received that you did not expect?

You know, 15 years ago our goal was to create a plan and grow your assets. As our relationship matured from the early days my focus then changed to helping you to protect assets and leave a legacy.

We are in this instant gratification society where there are people that are in the Starbucks lineup one to three times a day ordering a venti vanilla non-fat latte at $5 a pop which could total $15 a day on things that are not really going to matter in the long run. People are not thinking about what really matters and that is growing and protecting assets and leaving a legacy.

A financial advisor friend of mine told me about a couple that he has been working with for the last 25 years. They started with a plan. They started growing assets. They started protecting assets, and they built it into leaving a legacy.

Along the way they had a son. The son grew up and in his mid-20s started dating a woman. They had an up and down relationship and the relationship ended. A little later on it turned out that the woman was pregnant with the son’s child. The parents spoke with the son and suggested that he attempt reconciliation with the woman. She did not want to get back together with the son and decided that she was going to raise the child on her own. The son reported this back to the parents.

The parents said that even though he wasn’t in a relationship with the woman, the child was still his and they recommended that he take out a life insurance policy.

About a year later unfortunately the son had an accident at work and was killed instantly. And because the parents talked to the son about taking care of what matters, about having a plan, growing assets, protecting assets and leaving a legacy, that child will not be the child of a single parent. That child will not be a child that is spending the early development years of its life in daycare. That child will not be a child that has to go without in respect to additional education, hobbies and sports activities. Because the son took responsibility, that child is going to have an entirely different life.

Getting back to $5 for a venti vanilla non-fat latte at $15 a day; $15 a day will buy a lot of life insurance. It’s not about protecting one’s life. It is about protecting the lives that you leave behind.

So based on what I told you, we’ve done a great job in creating a plan for you to grow assets, protect assets, and to leave a legacy… who in your family should we be meeting with together to talk with them about taking care of what matters.