182. Opening Spiels the Legends Use in Life Insurance Sales

In life insurance sales, the first words you say to a new prospect can make or break the entire conversation. Legends in our industry know this well. They don’t start by pushing products, rattling off numbers, or sounding like every other salesperson. Instead, they open with purpose, connection, and clarity.

Here are "Opening Spiels", inspired by how the greats in life insurance history start conversations that lead to trust and ultimately, to lives protected.

The Purpose First Approach

"I’m in the business of helping families secure their future. Most people I meet want to make sure that no matter what happens, their loved ones will be okay. May I ask what’s the most important thing you’d want to protect in your life?"

This style, drawn from Simon Sinek’s principle of “Start with Why,” puts purpose first. You’re not talking about policies; you’re talking about values. Prospects open up because the question is about them, not you.

The Storytelling Hook

"I just spoke with a client last month; he told me that getting his plan in place was the best gift he ever gave his family. Can I ask, have you ever thought about what your family would do if something unexpected happened?"

MDRT legends use stories because people trust stories more than statistics. A short, relatable story builds instant credibility and positions life insurance as an act of love.

The Respectful Directness

"I know your time is valuable, so I’ll keep this simple. My role is to help people like you prepare for life’s what-ifs. If there was a way to guarantee your family’s financial security no matter what, would that be worth a few minutes of conversation?"

This approach, often taught by the American College, shows professionalism. No fluff. No gimmicks. Just straight talk about what matters most, protecting loved ones.

The Future Vision

"When you think about the next 10, 20, even 30 years… what picture do you see for your family? My job is to make sure that picture happens, even if life throws a curveball. Would you mind if I asked a few questions to understand what that picture looks like for you?"

Ben Feldman, one of the greatest life insurance salesmen in history, always sold the dream first, then the protection. This opening pulls people into imagining their future and invites you to become the guardian of that vision.

The Question That Stops Them

"Let me ask you something important, if something were to happen to you tonight, who would you want me to deliver a check to tomorrow morning?"

This Brian Tracy inspired opening is bold, emotional, and unforgettable. It instantly highlights the reality of risk without being insensitive. It gets to the heart of why life insurance exists.

The legends of life insurance sales knew one thing: openings aren’t about selling, they’re about connecting. 

A great first line breaks down walls, builds trust, and invites the client into a meaningful conversation about what they truly value.

When you start with purpose, stories, respect, vision, and powerful questions, you don’t just sell insurance. You change lives.

All the best my friends!!

#acgadvice