Convincing People That They Could Die Anytime yet Wishing Them a Long Life
I am talking about a very confident set of people who sell life insurance.
An insurance company is a for-profit company that invests its business into other financial segments and earns a profit. An insurance could cover life or assets.
An insurance contract between an insurance company and the insurer (person or a company), is a promise that the insurer pays a certain amount of money in equated
installments, while the insurance company assures to return a bulk amount in case there is any damage to the asset or the life of the insurer.
There is a lot of learning that goes into understanding how much money the insurance industry brings into the country, how any bank could increase yearly earnings, and how insurance is a good investment option.
But my topic of interest is; how do these people sell it?🤔
According to Wikipedia, The General Insurance Corporation of India was incorporated as a company in 1971 and it commenced business on 1 January 1973.
The Life InsuranceCorporation ( LIC ) had a monopoly till the late 90s until the insurance sector was reopened to the private sector. And now there are 23 private life insurance companies in India.
Clearly, for a long time, not many people thought about insurance as a saving or a viable financial option. With a strong family system that promises to support each other, a highly optimistic mindset that knows, you would live as long as possible, and the earning of an average Indian that served the food, shelter, and basic education for their children; investing in insurance was the last option.
With these challenges, how does a sales guy sell insurance?
India is a land of Dharma. The great epics talk about how a man is bound to his duties, while he is alive and after his death.
The stories of how Rama went exile to fulfill his stepmother's desire, Krishna became a Charioteer to help the Pandavas to win the battle, sati brought her husband back to life to follow her duties as a wife; is all about following your duties and principles in life.
The Sanskrit lines Dharmo Rakshati Rakshitaha and Karmanye Vadhikaraste Maa Phaleshu Kadachana, are deeply rooted in our culture and the way of living. It convinces us how important it is for us to follow our duties in life or death.
With this background and the banking system enabling insurance as a financial investment, a salesperson seeking an insurance business needs to convince people to invest a share of their earning, and the insurance company will promise to return this to their loved ones after their death.
A little personal story for you before i get to the details.
When, I got married to a stranger, that my parents chose for me, who happened to be a banker selling insurance, I thought the man had a secret motive while he convinced me how important it is for me to invest in insurance. Thanks to the detective stories I watched then.
Also when I don't trust my husband or my children to take care of me when I age how do I trust the bank, an outsider to return my money when I can't even see whether this happens.
Also what about the mourning?
Why would anyone have to worry about what I bring to the family after my death? They should be mourning. ..right?
People selling life insurance in my opinion are oxymorons. Smart and stupid at the same time. They magnify the liabilities and enable the customer to visualize their untimely death, and what could happen to their family if they did not invest in the insurance.
That's indeed an arduous task.
The salesperson convinces that their children's education, or the financial support for old parents, or the widowed wife would have been easier if the deceased did invest in insurance earlier.
These insurance agents convince adults who take up new jobs and help them imagine a beautiful house, loving mate, loads of richness. While they were only imagining all the wonderful things considering their great intellectual capabilities, the insurance agent will have to lead them to imagine misery, and now tell them that the insurance company is here to support them.
The insurance agents talk to these old people, tell them how fit and fine and energetic they are and how compassionate it could be, if they kept aside a part of their investment for their children.
They also assure that their dream home is covered even after the borrower's death. Interestingly, the family still owns a loan-free house even after the death of the working member of the family.
The brilliant part of their sales story is not use negative terms such as, death, alternative term: in your absence. They use terms such as securing the family in absence of the insurer, buying the risk of the insurers, and so on.
A big shout out to The hierarchy, From a sales guy to his manager and the manager's manager are all these wonderful souls who work tirelessly to make people's lives better.