HOW TO CROSS-SELL LIFE INSURANCE
PRE-SALE January 1, 2025
Tired of scrambling to hit your carrier's life insurance goals?
Say goodbye to last-minute pushes and hello to a sustainable strategy for success!
Our How To Cross-Sell Life Insurance Program Includes:
- Final Expense Markets
- Incentive Plans
- Goal Setting
- Accountability Plans
- New Business Cross-Sell Quote Sheet
- Renewal Review Cross-Sell Form
- Endorsement Cross-Sell Form
- Sample Underwriting Questions
- Plan for Non-Licensed Team Member
- Earning Buy-In
- Life Changes To Recommend Life
- Life Insurance False Beliefs
- Finding Time to Cross-Sell
- How To Ask for Life Insurance
- Scripts
- Role Playing Videos
- Outbound Phone Call Plan
- Underwriting Strategies
- Handling Objections
- Presenting Your Quote
- Follow-Up
- Post Bind Plan
WHAT THEY SAY
GOAL
The goal of the How To Cross-Sell Life Insurance Training Program is to help agencies consistently integrate life insurance sales into everyday client interactions. With clear strategies, scripts, and support, teams—licensed or not—can confidently ask for life insurance during new business quotes, renewals, and service calls, turning missed opportunities into sales.
The program also builds a culture where life insurance becomes a natural part of client conversations. Through role-playing, goal setting, and tracking, leaders can ensure their team actively participates in cross-selling, helping meet carrier goals and protect more clients.
WHY YOUR TEAM IS NOT ASKING ABOUT LIFE INSURANCE
Insurance agents often don’t ask about life insurance due to lack of confidence or fear of rejection. They may feel unsure about how to bring it up in conversations focused on other coverage or worry about being seen as pushy, causing them to miss valuable opportunities.
How To Cross-Sell Life Insurance helps agents overcome these challenges by providing scripts, role-playing, and practical scenarios that build confidence. It teaches agents how to seamlessly introduce life insurance into everyday conversations and handle objections, making it easier for them to consistently ask about life insurance and highlight its value.
HOW TO CROSS-SELL LIFE INSURANCE
Purchase the course
$295
Own the How To Cross Sell Life Insurance for!
- One Course Log-In
- Leadership Launch Guide
- Role Play Videos
- Cross-Selling on New Business
- Cross-Selling At Renewal
- Cross-Selling On Service Calls
- Presenting the Quote
- Overcoming Objections
- Follow-Up
SUBSCRIBE TO OUR SCHOOL
$295/Month
Get ALL of our courses to use at your leisure.
- One Course Log-In
- Downloadable workbooks
- Leadership Launch Guide
- Sales, Retention, Efficiency & More!
- Tracking Guide for AMS360, Epic & Hawksoft
- Scripts
- Training Videos
- Quizzes
- Bonus Content
HOW TO CROSS-SELL
life insurance
Section 1: How Leaders Can Use This Program
LEADERSHIP LAUNCH SECTION
The Leadership Launch section of our Cross-Sell Life Insurance Training Program equips agency leaders with the tools to effectively implement life insurance cross-selling across their teams. This section offers resources like incentive plans, sales goals, and strategies for both licensed and non-licensed staff to confidently introduce life insurance. Leaders will also learn how to embed life insurance sales into job descriptions, audit performance, and foster team buy-in, ensuring a sustainable and profitable approach to cross-selling life insurance agency-wide.
- Downloadable Resources
- Who Should Be in This Program
- Incentive Plans
- Goal Setting
- Final Expense Insurance
- Job Descriptions
- Accountability
- New Business Quote Sheet
- Renewal Review Life Sheet
- Endorsement Form with Life Questions
- Sample Life Insurance Underwriting Questions
- Role Playing Scenarios
- Routing Leads
- Non-Licensed Team Plans
- Earning Buy-In
Section 2: Introduction To Cross Selling Life Insurance
GET READY TO SUCCEED
Whether you’re new to life insurance or simply looking to sharpen your skills, you’ll find resources like cheat sheets, scripts, and sample quote sheets to guide you through each step of the process. Learn how to ask the right questions, overcome common objections, and confidently introduce life insurance into your client conversations. This section sets the foundation for success, ensuring you have the tools and knowledge to thrive in cross-selling life insurance.
- Types of Life Insurance
- Licensed vs. Non-Licensed
- Cross Selling & Cross Educating
- Why Life Insurance Is Critical
- Common False Beliefs
- Cross Education Life Philosophies
- Life Changes That Indicate Life Insurance
- Finding Time To Educate Clients
- Life Insurance Impact on Retention
- Cross Selling Strategy
- 4 Ways To Cross Sell
- Basic Information Needed To Start a Quote
Section 3: New Business
MAXIMIZING OPPORTUNITIES
In the Cross-Selling on New Business Quotes section, you’ll learn how to seamlessly incorporate life insurance into your conversations with new clients. This section covers essential strategies for building rapport, asking the right questions, and confidently including life insurance in every new business quote. With scripts, sample quote sheets, and role-playing exercises, you’ll be prepared to offer comprehensive protection from the start, ensuring you never miss an opportunity to cross-sell life insurance.
- Cross-Selling on New Business
- Building Rapport
- 3 Questions To Ask Prospects
- Sample New Business Quote Sheet with Life
- Assuming the Quote
- Potential on New Business
- Scripts
- Role Play Videos
Section 4: Cross-Selling at Renewal
STRENGTHENING RELATIONSHIPS
The Cross-Selling at Renewal section focuses on turning your renewal reviews into opportunities to introduce life insurance. You’ll learn how to ask key questions, identify life changes that signal the need for life insurance, and handle concerns about rates. With sample scripts, review forms, and role-play exercises, this section equips you to make life insurance a natural part of every renewal conversation, helping you deepen client relationships and maximize sales potential.
- Why Renewal Is a Great Time To Educate
- Renewal Reviews
- Sample Renewal Review Form with Life
- Questions to Ask on Renewal Reviews
- Life Changes That Indicate Life Insurance Needs
- Life Insurance When Rates Increase
- Assuming the Quote
- Life Insurance & Remarkets
- Hitting Your Potential
- Scripts
- Role Play Videos
Section 5: Inbound Service Requests
TURN SERVICE INTO SALES
The Cross-Selling on Inbound Service Requests section teaches you how to pivot everyday service calls into valuable opportunities to offer life insurance. You’ll discover how to listen for life changes, ask the right questions, and seamlessly transition from servicing an account to cross-educating on life insurance. With scripts, endorsement forms, and real-life examples, you’ll be equipped to use every inbound call as a chance to protect your clients more fully while boosting your agency’s life insurance sales.
- How Service Requests Are Opportunities
- How to Pivot From Service to Education
- Sample Endorsement Form with Life Insurance
- 3 Questions To Ask on Service Calls
- Life Changes That Indicate Life Insurance
- Assuming the Quote
- Service Call Opportunity
- Scripts
- Sample Role Play Videos
Section 6: Out Bound Calls
PROACTIVELY PROVIDING PROTECTION
The Making Outbound Calls section provides the tools and strategies to confidently reach out to your current clients about life insurance. Learn how to structure your calls, use scripts to introduce life insurance, and overcome common objections. With guidance on who to call, when to call, and how to follow up, this section ensures you’re prepared to proactively offer life insurance to clients, turning outreach into opportunities for deeper protection and increased sales.
- Why Making Outbound Calls Works
- Who & When To Call
- Outbound Call Voicemail & Follow-Ups
- Outbound Call Introduction
- Outbound Call Objections
- Setting Goals
- Outbound Call Scripts
- Role Playing Videos
Section 7: Life Insurance Underwriting
SMOOTH THE PATH TO APPROVAL
The Life Insurance Underwriting section guides you through the key steps of gathering underwriting information, setting client expectations, and navigating potential challenges. You’ll learn how to handle cases where clients don’t qualify, manage final expense policies, and provide check-ins during the underwriting process. This section equips you to confidently support your clients through the underwriting journey, ensuring a smooth experience from start to finish.
- Gathering Information
- Setting Expectations
- Handling Someone Who Doesn’t Qualify
- Final Expense Insurance
- Client Check-Ins During Underwriting
Section 8: Objections To Getting a Quote
HESITATION INTO OPPORTUNITY
The Handling Objections To Getting a Quote section equips you with the skills to overcome client concerns about receiving a life insurance quote. Learn why clients hesitate, how to address their fears, and how to present the value of simply getting a quote. With scripts and role-play exercises, you’ll be prepared to confidently navigate objections and turn hesitation into opportunities to protect your clients with life insurance.
- Why Clients Object To Life Quotes
- Overcoming Their Concerns
- Believing Your Client Needs a Quote
- Scripts
- Role Play Videos
Section 9: Presenting Your Quote
CLOSING WITH CONFIDENCE
The Presenting Your Life Insurance Quote section provides the tools to confidently deliver and explain life insurance quotes to clients. You’ll learn how to set appointments, include all decision-makers, and present the quote in a way that highlights its value. With tips on using video calls, in-person meetings, and asking for the business, this section ensures you can effectively close the sale while building trust with your clients.
- Setting the Appointment
- Including All Decision Makers
- Presenting the Life Insurance Quote
- Using Video Calls & In-Person Meetings
- Asking for the Business
Section 10: Handling Objections to Purchase & Follow-Up
OVERCOMING HESITATION
The Handling Objections to Purchase & Follow-Up section equips you with strategies to address clients’ concerns about committing to a life insurance policy. You’ll learn how to confidently overcome common objections, reinforce the value of protection, and create a follow-up plan that keeps the conversation going. With scripts and role-play exercises, this section helps you turn hesitation into action and successfully close the sale.
- Why Client’s Hesitate
- Overcoming Concerns
- Believing Your Clients Need Life Insurance
- Follow-Up Plan
- Scripts
- Role Play Videos
Section 11: Post Binding Plan
POST SALE RELATIONSHIPS
The Post Binding Plan section focuses on maintaining and deepening client relationships after a life insurance policy is bound. You’ll learn how to conduct 30-day post-sale check-ins, gather referrals, and integrate life insurance into future renewal reviews. This section ensures you stay connected with clients, reinforcing their decision and positioning your agency as a long-term partner in their financial protection.
- 30 Day Post Sales Check-In
- Referrals
- Life Insurance Renewal Reviews
Section 12: Conclusion
CELEBRATING SUCCESS
The Conclusion section recaps the key strategies and skills you’ve gained throughout the course, reinforcing your ability to cross-sell life insurance with confidence. You’ll be encouraged to challenge any lingering doubts, celebrate your wins, and continue building on the momentum you’ve created. This section serves as a final push to maximize your potential, reminding you to always lead by example and continue protecting your clients and loved ones through life insurance.
- Recap of Main Topics
- The Drive To Hit Your Goals
- Questioning Your False Beliefs
- Celebrate Your Wins
- Quote Yourself & Those You Love
- What’s Next
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