Life and Annuity Talking Points for the Fall

Will their children be prepared to care for them?

Long-term care insurance is a way of establishing financial independence when they need special care.

The younger they come around to seeing it’s value and buying it, the better.

5. Those Burial Insurance Ads on TV

The upside of cable TV stations like METV, Hallmark and COZI is they show repeats of iconic TV shows from the 1970s and 1980s.

The downside is the TV stations have determined that demographic is concerned about who will pay for their funeral expenses. Clients see these ads all the time.

This is an ideal time to review the life insurance coverage you have already provided for your client. Show them you did a good job.

Who else needs this kind of help?

6. Rising Interest Rates

Clients are concerned about interest rates that seem to be rising slowly (They still remember CDs yielding 8%) and prices that are rising much faster.

They want more income.

Depending what financial products you are licensed to sell, there are many income investment options to consider.

If you are focused on insurance, this may be a good time to revisit annuities. What are they paying now?

7. Unsettled Stock Market

After years of a market that seemed to head straight up, now the stock market has been zigging and zagging for months.

Many older people worry about a steep decline in the market.

They are concerned because, although they believe in the stock market long term, they might not have a long term in front of them.

There are hybrid insurance investments giving the client some stock market participation along with downside protection. Do your clients know about them?

After Labor Day, your client might be ready to “do something.” Here are a few talking points to get the conversation started.

(Photo: Lo Kin-hei/Shutterstock)