PACIFIC LIFE INSIGHTS | THOUGHT LEADERSHIP IN ACTION FOR LIFE INSURANCE

How to Pivot the Conversation to Life Insurance—for the Whole Family

There’s a disconnect for many Americans when it comes to life insurance. While only 6% of drivers on the road are uninsured,¹ and only 12% of homeowners don’t have homeowner’s insurance,² a full 41% of Americans—both insured and uninsured—say they don’t have sufficient life insurance coverage.³ In fact, 60 million American households have an average life insurance need of $200,000.⁴ And while the financial impact from a car accident or home loss may be great, is it really greater than the loss of financial stability caused by the death of a spouse or breadwinner? The short answer is no. That’s why it’s important to include life insurance in the conversation when you get the chance—to help your clients not only see the value of protecting themselves, but also, their entire family.

Beyond the breadwinner—why life insurance for family members is important.

Talking about life insurance for the entire family can help lead clients to a more secure financial future, which can help build trust and strengthen your client relationships.

Consider the cost of hiring a babysitter, tutor, cook, housecleaner, and transportation for children if something happens to the stay-at-home parent. Life insurance can provide death benefit proceeds to help pay for these essential responsibilities and help the surviving family members continue more comfortably in their day-to-day lives.

While your clients may not ever have considered life insurance for a child, this type of insurance is becoming more prevalent and can be a way to help guarantee a child’s insurability for later in life. For example, clients may purchase a 30-year term policy at age 30. If they’re in good health, they could receive a good rating and may have the ability to convert that term policy to a permanent policy.

Adding a children’s term rider to the policy, may also help guarantee the child’s health insurability, potentially giving the child the ability to convert the policy to a permanent life insurance policy at age 25. Even if the child becomes uninsurable (i.e., is diagnosed with type 1 diabetes) after the policy is in force and before their 25th birthday, they may still be able to convert the policy and help to provide some financial security for years to come. In addition, the cost of a permanent policy prior to age 25 may be much less than if they decided to purchase a similar policy later in life, when they could start to have health issues.

Grandparents may want to purchase permanent life insurance on a grandchild as well. The goal here could be to provide protection and help ensure future insurability.

While understanding why clients might want or need to purchase life insurance for the family is important, it’s just the first step to helping your clients obtain the protection they need.

Not comfortable selling life insurance? It’s still important to offer it.

Perhaps you haven’t sold much or any life insurance in the past. Don’t let that stop you from providing what could be life-changing coverage to your clients and growing your business. Having a natural way to pivot to a discussion of the benefits of and need for life insurance can help you feel more confident and competent in your business and in executing a life insurance strategy.

Here are some specific ways to pivot to the life insurance conversation:

If you just wrote a disability policy for your client, you might say, “I’m glad you decided to get disability insurance. You know, disabilities can happen more often than we might think, and it is so important to protect your family from the loss of that income. And, while the loss of income for a disability might be temporary, what about the loss of income if you or your spouse/partner were to die unexpectedly? Let’s talk about what it would look like for your family if they were not protected with life insurance.”
If you just completed a review of your client’s homeowner’s policy, you might say, “Now that we’ve created a plan to safeguard your home, let’s discuss the largest asset you have—your family—and how we can protect them from financial hardship with a life insurance policy. Life insurance can be a way to help ensure that the family can pay off the mortgage and stay in the house if you were to die prematurely.”
If you are conducting an investment review, you might say, “I’m glad we’re going over your investments. Conducting a review like this is so important, as the markets are always changing, and your goals may have changed over time. I’d also like to conduct a life insurance review for you as your goals for your family may have changed. Let’s make sure you have enough protection if you were to die prematurely.”

“Sometimes, a small word change will get you out of the sea of sameness and catch the client’s attention enough to start a difficult conversation.”

Asking key questions can help establish suitability.

Once your clients are open to discussing life insurance, you’ll want to determine if they have a need for life insurance and how much they might need. When you ask the right questions, you not only help your clients feel secure financially, but you can build and expand your business by creating opportunities to obtain additional referrals to family members. Including life insurance in an overall financial plan also provides the opportunity to meet with the family each year to reevaluate their policy and needs going forward.

Here are some important questions to get you started:

What are your family’s financial goals?
Does your family rely on your income for financial security?
How would your family deal with the loss of your income?
- Do you have a mortgage to pay off?
- Do you have children that you’d like to send to college?
- Do you have children with special needs?
Have you considered how life insurance might fit into your retirement plans?
Do you have health issues that might affect your eligibility for life insurance?
Are you concerned about your child’s health, today or in the future?
Do you have grandchildren that you’d like to offer financial support later in their lives?

If your clients have children, they may also want to explore the interest and need for them to have life insurance. Consider these questions:

Have you considered how life insurance could benefit your child(ren) in the future?
How might a life insurance policy for your child fit into your overall financial plan?
How does life insurance for your child align with your family’s values and beliefs?

Here’s a slightly different approach that may help spark client interest.

To open the life insurance conversation, consider asking your clients, “When was the first time
you looked at your life insurance?” You read that right. It’s not “the last time” but “the first time.” When opening with the question “when was the last time,” the response is often “I’m good” or “I just did that.” But, by asking “when was the first time” you can get a dialogue going by making them think about how long it has been. Sometimes, a small word change will get you out of the sea of sameness and catch the client’s attention enough to start a difficult conversation.

If you don’t ask about life insurance, someone else will.

When a father or mother dies without life insurance, the surviving spouse and children can suffer financially. A crowdfunding site (such as Go Fund Me) is not a life insurance policy. It can be a temporary fix, providing short-term assistance for a month or two. That’s why the life insurance conversation is so important, and if you don’t have it with your clients, another financial professional will. These best practices can lead to significant more productive conversations and the knowledge that you’ve helped another family protect against the unknown. What a great feeling to be able to make a difference for generations.

For resources to help ensure clients' life insurance policies meet their current needs, visit https://cloud.email.pacificlife.com/plpromise-practicemanagement.

1 “Auto Insurance Statistics and Facts,” Bankrate, 2024.
2 Fields, Samantha, “More Americans Are Going without Homeowners Insurance. That Could Spell Trouble.” Marketplace, August 2023.
3 "Study Shows Interest in Life Insurance at All-Time High in 2023," LIMRA, April 24, 2023.
4 LIMRA 2023 Life Insurance Barometer Study, January, 2023.

Michelle Kosoi
Pacific Life
Field Vice President, West Coast
Michelle.Kosoi@PacificLife.com
(805) 422-1087

Broad Market Sales Desk
LynInternalSales@PacificLife.com
(888) 900-9777

The Power of Pacific

At Pacific Life, putting customers first has allowed us to serve families and businesses successfully for over 150 years. As part of a mutual holding company structure, we have no publicly-traded stock, so we can focus on long-term strategies, financial strength, and the best interest of our policyowners.

You and your clients, our policyowners, are at the heart of the business decisions we make.

This material is intended for financial professional use only. Not for public distribution.

The primary purpose of life insurance is to provide death benefit protection in the event of the insured’s death.

Pacific Life is a product provider. It is not a fiduciary and therefore does not give advice or make recommendations regarding insurance or investment products.

Pacific Life Insurance Company is licensed to issue insurance products in all states except New York.

Product/material availability and features may vary by state. Insurance products and their guarantees, including optional benefits and any crediting rates, are backed by the financial strength and claims paying ability of the issuing insurance company. Look to the strength of the life insurance company with regard to such guarantees as these guarantees are not backed by the broker dealer, insurance agency, or their affiliates from which products are purchased. Neither these entities nor their representatives make any representation or assurance regarding the claims paying ability of the life insurance company.

Life insurance is subject to underwriting and approval of the application and may incur monthly policy charges.

Pacific Life Insurance Company is located in Omaha, Nebraska.

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