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hi my name is david olemian host of the it's about money radio show i'm also a life insurance agent a life insurance recruiter and a life insurance trainer today the question is closing techniques in selling life insurance well there are a lot of them but i'm going to cover something that i think is important you see life insurance is a tool and it's a new tool that can be used for many different reasons so we're sitting down with a prospect we've gotten to know them a little bit maybe used a fact finder and asked a lot of questions and we've uncovered say a type of problem whatever it is and we've decided that here is a tool that we can use that will solve this person's problem and make their life better what we're really trying to do is help them so we get to that point and remember you do this every day as a life insurance agent the customer the client may not have ever done it before maybe it's their first time buying life insurance and if they bought life insurance in the past how many times have they possibly bought it the point of it is they don't know when it's time for them to apply for life insurance and that is our closing technique we use the application you see once i present a solution to a prospect they can't just say hey i want that i'm going to buy it they can't do it why because they have to first apply for the coverage we can only propose some type of illustration with some type of rate because we don't really know what their health condition is for example we show someone what's called an illustration and a set of rates and so on and the prospect agrees that's pretty good well here comes the close well the first thing we need to do is see if we can get you covered and to do that we need to just apply for the insurance because it has to go through what's called medical underwriting and they're going to they won't they'll want to take you have to take an exam maybe draw a little blood and whatever else the requirements may be and then it goes to underwriting and they may decide they want to take a look at medical records in other words this is a process and then the insurance company will make an offer then it's time to decide but first what we need to do is to apply for the insurance does that sound like a good idea yes when they when they say yes i simply reach into my case pull out an application and start writing and then we just start with starting with spelling their last name and then we ask them uh we're confirming their phone number and so on and then we're just writing the application that is how you close a life insurance policy my name is david alemian thanks for watching you