If you are like most agencies, service calls fill your day. But did you know they’re also an amazing opportunity to educate clients about life insurance? While life insurance is often sold during specific discussions, a simple, well-placed comment or question during a service call can plant the seed for future sales—and ensure your clients have this valuable protection that they need.
In this blog, we’ll explore four practical strategies for educating clients about life insurance during service calls. With the help of quick scripts, rapport building, and thoughtful questions, you can open the door to meaningful conversations about life insurance without feeling pushy or salesy.
1. Leverage Service Calls for Client Education
Every service call is a chance to connect with clients beyond their immediate concerns. Whether it’s a billing question or a policy change, your role as a service team member can shift from problem-solver to trusted advisor. When you approach calls with the mindset of helping clients understand their full insurance needs, you’re setting the stage for conversations about life insurance.
Having scripts at your fingertips can make these conversations easier and more effective. Scripts ensure consistency in messaging and help even the most hesitant team members feel confident discussing life insurance. By incorporating simple, natural language, you can guide the conversation while staying authentic and client-focused.
You can also watch our video on Converting Service Calls into Cross-Sells to get more insight.
2. The Top 4 Ways to Create Life Insurance Opportunities
As many of our readers know, we like helping agencies take their team to the next level. The easiest way to get your team up to speed on Cross Selling Life Insurance is to work with us or to get the new How To Cross Sell Life Insurance Course!
Here are 4 other things to think about:
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Ask Open-Ended Questions About Life Changes
Life events are prime opportunities to bring up life insurance. When you ask clients about recent changes, for instance, you’re inviting them to consider their evolving needs. Moreover, this approach helps identify opportunities to offer tailored solutions. As a result, you strengthen your relationship with clients while addressing their specific requirements.
Sample Script:
“Have there been any major changes in your life—like a new home, marriage, or a new family member—that might affect your insurance needs? Many clients find that life insurance is a great way to provide additional financial security during big transitions.”
This approach makes the conversation feel natural and relevant, showing clients you care about their unique circumstances.
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Reassess Current Coverage During Policy Reviews
Policy reviews are perfect for addressing potential gaps in coverage. While discussing existing policies, you can gently introduce life insurance as part of a comprehensive plan.
Sample Script:
“As we’re reviewing your policy today, have you thought about how life insurance might fit into your overall financial goals? It’s something many clients like to explore during these conversations.”
By framing life insurance as part of their broader protection strategy, you help clients see its value without applying pressure.
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Provide Educational Insights During Claim Inquiries
Claims-related calls can be emotionally charged, but they’re also moments when clients are more receptive to thinking about risk and future protection.
Sample Script:
“I know this claim process can be stressful, and it’s a good reminder of why having the right protection in place is so important. Have you ever considered life insurance as part of your overall coverage plan?”
This script positions you as empathetic and forward-thinking, helping clients see life insurance as a proactive choice.
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Promote Life Insurance as Part of Comprehensive Protection
Sometimes, a simple reminder about the importance of complete coverage is enough to spark interest. This works especially well when clients aren’t actively thinking about life insurance.
Sample Script:
“One of our goals is to make sure our clients are fully protected. Have you had a chance to explore how life insurance can complement your current policies?”
This subtle nudge keeps life insurance top of mind without coming across as overly sales-focused.
3. Empower Everyone on the Team to Identify Opportunities
Train Everyone on the Team to Spot Key Moments
Opportunities for life insurance education are everywhere—during policy reviews, address changes, or even during billing questions. Training everyone on the team to recognize these moments can transform everyday service calls into meaningful client interactions.
Provide Ongoing Support and Resources
Scripts, resources, and regular coaching can help the service team feel confident discussing life insurance. Whether it’s a role-playing exercise during a team meeting or perhaps sharing success stories from other team members, support is undoubtedly key to building a strong cross-selling culture. Moreover, these strategies help foster collaboration and inspire confidence among team members.
We also have a few extra tips here: Training Your Non-Licensed Service Team: Engaging the Client
Conclusion in Life Insurance Scripts
Service calls aren’t just about solving problems—they’re opportunities to educate and protect your clients in new ways. By using these strategies and scripts, your team can seamlessly integrate life insurance education into daily interactions, building trust and uncovering new opportunities along the way.
Looking for more ways to empower your service team? Check out our How To Prioritize Clients Video. Let’s make every service call count!
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