6. Profile 5 — The Skeptic
Has heard of fixed indemnity plans before, may have had a bad experience with a different product, or has been told by someone that "these plans don't cover anything."
Who They Are
Has heard of fixed indemnity plans before, may have had a bad experience with a different product, or has been told by someone that "these plans don't cover anything." They come into the conversation guarded and want to poke holes.
What They Are Dealing With
- Loss of trust from a past experience or something they heard secondhand
- Wants to understand exactly what pays and when before they will engage
- Feels like they have been oversold before
- Do not get defensive — acknowledge that there are bad products in this space and that is a fair concern
- The actual benefit schedule is your best tool here — let the numbers speak
- These clients often become strong long-term policyholders once they trust the product
What to Know Going In
- Do not get defensive — acknowledge that there are bad products in this space and that is a fair concern
- The actual benefit schedule is your best tool here — let the numbers speak
- These clients often become strong long-term policyholders once they trust the product