Seniors’ top concerns tend to be outliving their assets, maintaining their independence, as well as their own health and safety issues. For seniors over age 75, their worries center on family and friends, leaving a legacy and their reputation.
If you have been selling for very long, you have heard about the concept of “features versus benefits.”
Also, use the brochure that your carrier provides. Go over the fact that the plan is guaranteed renewable (meaning as long as they pay their premium they can keep their coverage regardless of claims or health issues), there is no waiting period for pre-existing conditions, and any other benefits that the brochure shows. These are the things you’ll be leaving with the client.