Selling to women: 2 trends to drive voluntary sales

January 16, 2013 by Ron Fields

When selling to women, many agents and brokers start conversations with a standard list of questions regarding marital status, children, income, financial goals, household expenses and other related topics.

This type of information is a great start, but it’s more important than ever for producers to pay close attention to their female clients’ lives, as there are two trends that likely affect women’s perception of voluntary insurance:

1. The divorce rate among people over 50 has doubled since 1990, according to the 2010 census report.
2. More than half (54 percent) of employed individuals who are part of the sandwich generation — meaning they care for their children and parents — are women.

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Originally Posted at LifeHealthPro on January 8, 2013 by Ron Fields.