Why Insurance Selling Is Easy—If You Truly Understand Your Client

Don’t Sell Insurance—Educate First. Sales Will Follow. In my insurance journey, I've learned one powerful lesson.

Let me share one memorable experience from March 28, 2013, at 9 PM—a meeting that changed my perspective forever.

A friend referred me to a well-known businessman in Hyderabad. The client was planning to invest in a Jeevan Anand policy from LIC, with a yearly premium of ₹1 lakh. He just wanted a second opinion from someone with experience.

When I arrived at his home, I was impressed. A premium location, luxury cars, and elegant interiors—his lifestyle reflected success. While waiting for him, I crafted my approach in my mind, aligning it with his profile.

After introductions, we eased into a casual conversation. I didn’t jump straight into policies. Instead, I asked about his business, his journey, and the challenges he faced. I genuinely appreciated his success at a young age. This rapport building helped him relax and trust the discussion.

His Question: Is This a Good Policy?

I replied honestly:

“All insurance policies are good—but only when they match your goals and needs.”

I’m just investing because my friend is an LIC agent.

I appreciated his loyalty and responded. Since you've already decided to invest, let’s make sure it’s the right policy for your goals.”

Educate, Don’t Pitch

Then I said,

Let me help you understand the difference between ULIPs and traditional plans. Once you know the features, you can decide.

I explained charges, returns, liquidity, long-term benefits, and why ULIPs may suit him better—especially as a businessman already investing in equities.

At no point did I pitch my company or ask him to buy from me. My only goal: clarity for the client.

He listened carefully. And finally, he said:

“You’re right, ULIPs align more with my goals.”

From ₹1 Lakh to ₹50 Lakhs: The Power of Alignment

I then said something crucial-

Your financial profile is strong, why limit the investment to ₹1 lakh? ULIPs are not just insurance—they’re part of a strategic portfolio.

He nodded, thought for a moment, and agreed to invest ₹50 lakhs per year.

Even at this stage, I didn’t ask for the policy.

I shared fund performance of leading private insurance companies and said:

Now it’s your choice—go with whichever company you believe in.

He replied:

You explained things so clearly; I want to go with your company.

He handed me the ₹50 lakh cheque—not because I sold him something, but because I guided him honestly.

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