The Big 3 of Life Insurance Marketing

Lucas Zerbe

The key to successful marketing is getting in front of consumers who want and or need your products. Determining who these people are is the difference between a successful marketing campaign or a failure. So, if you want to have the best chance to sell Life Insurance you must determine who has a need for Life Insurance with Living Benefits. 

Everybody! – Needs Life Insurance with Living Benefits. So, do I market to everyone? In a perfect world yes but we are looking for the most efficient way to market Life Insurance. In this area Life Insurance marketing is more closely tied to time periods of a person’s life. There are 3 key events during a person’s life where they have considered it a time they should buy life insurance.

  1. Getting Married: When people get married the idea of protecting their spouse is front and center in their thoughts. Most couples will discuss the idea of getting Life Insurance, however many do not know how or where to purchase Life Insurance.
  2. Buying a House: When making a large purchase like a house people consider the “What If’s” They will receive hundreds of mailers in the months after they purchase their home selling “Mortgage Protection” not the kind that protects the lender but the type you can assist them with that will pay off the house if either spouse passes away or becomes critical ill. 
  3. Birth of a Child: It is a natural human reaction to wanting to protect their children. That could be from a physical or a financial threat. What if something happens to one or even both parents? Not a subject many people want to think about, but parents are aware these things happen. The Birth of a child is still the #1 reason people buy Life Insurance in the US.

Now you know who and when to market Life Insurance, it should open many possible options. Let’s look at just a few.

  1. Wedding Expo’s or Stores – Set up a table offering a one-on-one evaluation at a Wedding Expo. Set up Magic Box at different Wedding Stores.
  2. Homeowner Events – People who are looking to improve their home want to protect their home.  Look into Home Improvement Expos or events.
  3. Partner with Relator or Mortgage Brokers – Set up relationships so right after they buy the home, they sit down with you to set up Mortgage Protection as if it is part of the process. 
  4. Baby Expo’s – Mom’s will make sure the dad sets up Life insurance to protect the new child. Go places to meet the new moms and you will fill your calendars with quality appointments.
  5. Family Events – Kid’s IUL are Gerber policy’s on steroids. The only reason more are not sold are people just do not know about them. Meeting with families will give you many opportunities to talk to great prospects. 

There are many more events and marketing ideas if you use the information we discussed above. Take some time and think about where you can market Life Insurance this month.

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