A Conversation Between a New Agent and a Seasoned Pro on the Value of Life Insurance
Do you ever wish you could talk to an older, wiser version of yourself? I imagine it would look something like this:
New Agent: Hi! Thanks for meeting with me today.
Experienced Agent: No problem. I’m always happy to talk with a new agent. What would you like to discuss first?
New Agent: When I talk to people about life insurance, I’m surprised by how many say they need it and want it—but then don’t buy it. Is that normal?
Experienced Agent: Absolutely. Most people understand that they’ll eventually pass away, but talking about it can be uncomfortable. I always focus on how, for a relatively small cost, they can protect their loved ones from financial hardship in case of an untimely death.
New Agent: That’s good advice. There are so many kinds of life insurance policies out there. Which one should I focus on selling?
Experienced Agent: There’s no “one-size-fits-all” policy. The best question you can ask is, “What do you want your life insurance to do for your loved ones?” While less than 5% of term policies ever pay out, nearly 100% of permanent policies that aren’t surrendered eventually do. The key is to help clients buy what they can afford and what truly meets their needs.
New Agent: I agree! At what age is it best for someone to buy life insurance?
Experienced Agent: In most cases, the younger the better. Younger people often have smaller budgets but the highest need for protection. Premiums are also far more affordable. Waiting until your mid-40s or later makes policies much more expensive, as that’s when life expectancy starts to come into play. Life insurance only gets costlier as you age or develop health issues.
New Agent: That makes sense. How healthy do you have to be? Are there people who can’t qualify because of their health?
Experienced Agent: Yes, that can happen. People eager to get a policy often already have health challenges—like diabetes, cancer, or other conditions. Factors such as weight, driving record, and even hobbies can affect eligibility. Pilots, racecar drivers, and bull riders, for instance, live exciting lives but might have trouble finding coverage.
New Agent: Good to know. Are there any benefits while you’re still living? It seems sad that someone has to die for there to be a payout.
Experienced Agent: You’re in luck! There are living benefits, too. Some life insurance policies can be used as collateral for loans or can build cash value over time. Life insurance isn’t just about what happens after you’re gone—it can also provide financial flexibility while you’re living. Some policies even build cash you can spend, and there are special add-ons that pay out in case of disability. There are lots of options available to meet different needs and budgets.
New Agent: Wow! Thanks so much for helping me. I feel like I can assist people in making a good decision.
Experienced Agent: I’m glad I could help!
Start a conversation about life insurance today. It won’t kill you!
