[Roleplay] How to Offer a Life Insurance Review to Existing Clients

Watch Michael Sams, producer and agent trainer, show what a real-life insurance review looks like. This scenario is played out utilizing the Client Needs Assessment and a client who will end up needing additional final expense coverage.

ABOUT MICHAEL SAMS
Michael Sams is a 3rd generation, senior market insurance broker. He became a senior market insurance agent with Sams/Hockaday in August of 2005 and has been helping seniors with health and life-related products ever since.

Since adopting the use of a Client Needs Assessment to better serve the individual needs of his clients, Michael has not only formed closer relationships with his customers, but he saw his personal sales increase by 474% in one year. “It sounds silly to say this, but when I quit trying to sell insurance and began to meet the need of my client instead, my sales took off,” he says.

Michael continues to serve his local book of business that is 1,000+ customers strong, but he has also adopted the role of sales trainer and mentor to new agents.

In 2018, Michael Sams paved the way for a never-been-done-before online training course for senior market insurance agents called the VIP Bootcamp. During this 8-week course that is only offered twice per year, both new and experienced agents are learning how to dramatically increase their production and expand their books of business without feeling overwhelmed.

Michael takes the lead role by starring in 80+ training videos and offering a weekly video conference to personally mentor agents and answer questions that might arise. Michael is confident that agents across the country will be able to match the growth he and the Sams/Hockaday agency have seen by implementing the strategies and systems taught in the course.

Michael has been awarded Agent of the Year in 2011, 2014, 2015, 2016, 2017, and 2018. He has also written dozens of articles on senior market insurance topics for New Horizons Insurance Marketing.

Michael married his wife Jill in 2007, and they now have 2 children with plans for more. They live on a horse farm where they raise and train horses as a hobby. He loves to trail ride at home and in the Shawnee National forest.

WHAT IS NEW HORIZONS?
New Horizons is a Field Marketing Organization (FMO) located in the heart of central Illinois. We serve agents throughout the country, in the senior market, and represent products such as Medicare Supplements, Medicare Advantage, Life Insurance, Annuities, and more.

With almost 40 years in the industry and thousands of producers in the New Horizons family, we’re confident that you’ll find a home with us.