CheckMate logic involves a series of illustrations in which a client’s objections are anticipated -- and answered -- as part of the presentation process.  I believe it is fundamental to the effective sale of cash value life insurance.

When reviewing an illustration for cash value life insurance, many clients have the following two issues on their minds (if they don’t, their CPA or other adviser may when they share it):

• Would this work out better if I invested the money elsewhere?
• Should I buy term and invest the difference?

This is particularly true if substantial amounts of policy loans for retirement cash flow are a key part of the illustration.

Can’t these concerns be countered conversationally as part of the interview process?  In my opinion, they cannot be addressed with just words.  To do it effectively requires a realistic comparison of the numbers.

The internet is loaded with well-written articles on this subject -- but they typically are all words -- no numbers.  At InsMark, we do numbers and graphics and let the mathematical facts speak for themselves.

Steve Savant and Don Prehn continue with their informative video series demonstrating the logic of CheckMate.  You can view Don and Steve’s seven-minute video on this subject below.

If you’d like more detail plus a look at the three reports from the InsMark Illustration System that make up this powerful sales concept, see Blog #49: More CheckMate Selling which includes:

Life Plan*

Various Financial Alternatives

Permanent vs. Term

*Some prefer the Illustration of Values report.

Important Note:  The illustrations featured in the video and Blog #49 include participating policy loans (cash values securing these loans continue to participate in whatever interest is credited to the policy). ?This feature can produce significantly better results than fixed loans.  For a demonstration of this, see my Blog #52: Participating Loans vs. Fixed Loans.

Conclusion

If you adopt our CheckMate logic, it will have a profound effect on your closing ratios.

Important Note:  Many of you are rightly concerned about the potential tax bomb in life insurance that can accidentally be triggered by a careless policyowner.  Click here to read Blog #51: Avoiding the Tax Bomb in Life Insurance.

 

InsMark’s Digital Workbook Files

If you would like some help creating customized versions of the presentations in this Blog for your clients, watch the video below on how to download and use InsMark’s Digital Workbook Files.

Digital Workbook Files For This Blog

Blog49.zip (We used the workbook from Blog 49 for this presentation)

Download all workbook files for all blogs

Note:  If you are viewing this on a cell phone or tablet, the downloaded Workbook file won’t launch in your InsMark System.  Please forward the Workbook where you can launch it on your PC where your InsMark System(s) are installed.

 

Licensing

To license the InsMark Illustration System, contact Julie Nayeri at julien@insmark.com or 888-InsMark (467-6275), or you can click here to order it at the InsMark website.  Institutional inquiries should be directed to David Grant, Senior Vice President -- Sales, at dag@insmark.com or (925) 543-0513.

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