There are only two things your prospect needs in order to have a successful life insurance program. They should have enough of it, and it should be in force the day they die. So the most important questions to ask are: how much and how long?
The prospect wants to protect their loved ones if/when something happens to them. Most prospects only think about covering the cost of a funeral and paying off the house. Some of them even think about the kids going to college, but that is all.
There are many other uses for life insurance. Some of the personal uses of life insurance are:
Burial expenses: Life insurance will pay for funeral expenses, and benefits can be assigned directly to the funeral home.
Overcoming sales resistance
Prospects have more sales resistance training than agents usually have in sales presentation skills.