INTRO

Advisor Training 102

Term Life, sold correctly.

Term is a time-based protection strategy. Your job is to match term length, coverage amount, and budget to the client’s real risk.

After this training, you can

Explain term life in 30 seconds without sounding like a brochure.
Choose the right term length based on debt, kids, and timeline.
Present 1–2 options only and move the client to a decision.
Avoid the most common underwriting mistakes that cause delays.

1–2

options per recommendation

Focus: clarity + control + clean files.

Best for: families

Also: mortgage

Also: income replacement

Navigate: ← → or Space

Keep it simple, keep it moving.

BASICS

Basics

Term life in one sentence

Term life is coverage for a specific period, designed to protect against financial loss during the years the risk is highest.

What term is

Protection while the need exists (kids, debt, income)
High coverage per dollar
Simple to understand, easy to own

What term is NOT

❌ “An investment”
❌ “Permanent coverage”
❌ “Mortgage insurance”

Rule

If a client wants “cheap”, anchor to outcome, not price.

30-second explanation: “Term life is simple. It protects your family for a set period, like 10, 20, or 30 years. We pick the term to match your timeline, like the years your kids depend on you or your mortgage. If something happens during that time, the payout replaces your income or clears the debt.”

If you can’t explain it simply, you don’t own the sale.

Term = protection timeline.

SUITABILITY

Suitability

Who term life is best for

Term is best when the need is high and the timeline is clear.

Young families

Income replacement
Childcare + education
Protect spouse

Mortgage + debt

Pay off mortgage
Debt cleanup
Protect co-signer

Business basics

Key person
Loan coverage
Short-term risk

When term is NOT the best fit

If the client wants lifetime coverage, estate planning, tax planning, or long-term wealth transfer, term might be a starter, but not the final solution.

Term is often the right first move, not always the last move.

Fit beats cheap.

AMOUNT

Coverage

How much coverage to recommend

Use a simple structure: income + debt + final costs − assets.

Fast calculator (advisor-friendly)

1

Income

5–10× annual income (depends on kids age + spouse income)

2

Debt

Mortgage + loans + credit lines you want cleaned up

3

Final costs

Funeral + legal + buffer (keep it simple)

4

Subtract assets

Savings/investments the family can actually use

How to present it

“Here’s the logic. If something happened, we want: • Mortgage cleared • Income replaced for the years your kids depend on you • A buffer so your family isn’t forced to sell or panic That’s why I’m recommending $X coverage. I’ll show a backup option at $Y if you want lower cost.”

Coverage is math + priorities, not vibes.

Show logic, not pressure.

TERM

Term length

How to pick 10 vs 20 vs 30

Term length should match the client’s risk timeline, not their “hope”.

Client situation

Typical recommendation

Reason

Mortgage almost done (under 10 yrs)

T10

Need ends soon, keep cost efficient

Kids are young (10–15 yrs to independence)

T20

Covers dependency years + stability

New mortgage + young kids

T30

Covers full mortgage and child timeline

Budget constrained but need is high

T10/T20 + ladder

Layer coverage: more now, less later

Ladder strategy

Example: $500k T20 + $500k T10. High coverage when kids are small, then it drops later when risk reduces.

Term length = timeline, not price.

Use laddering to control cost.

OBJECTIONS

Objections

Common objections and clean answers

Re-anchor to the outcome, then give one simple next step.

Objection → response

1

“It’s expensive.”

“Compared to what? Want me to show a lower backup option?”

2

“I’ll do it later.”

“Later usually costs more and health can change. Let’s lock it in while it’s easy.”

3

“I have insurance at work.”

“Group is a start. It’s tied to your job and may not be enough. Let’s check the gap.”

4

“I need to think.”

“Is it term length, coverage amount, or budget that you’re thinking about?”

Decision push (clean)

“Based on your goal, Option A fits best. Option B is the backup if you want lower cost. Which one do you want to go with?”

If they hesitate: “Is the hesitation about the price, or the idea of having coverage at all?”

Objections = missing clarity.

Ask one tight question.

UW

Underwriting

Underwriting flags advisors miss

Clean file = faster approval. Sloppy file = delays, requirements, postpones, declines.

Medical

Recent tests (ECG, bloodwork)
Medications + dosage changes
Sleep apnea, diabetes, BP
Mental health treatment timeline

Lifestyle

Smoking/vaping clarity
Driving record (DUI)
Hazard hobbies
Travel to high-risk regions

Admin

Wrong dates
Missing signatures
Inconsistent disclosures
Wrong occupation class

Advisor rule

If you think “it’s probably nothing”, write the note anyway. Underwriters hate surprises.

Speed comes from clean files.

Surprises create delays.

PROSPECT

Prospecting

How to find term clients (real world)

Term clients are everywhere. You just need to target moments where people have new responsibility or new debt.

Life events

New baby
Marriage / moving in
New home / mortgage
New job / promotion

Debt triggers

Mortgage renewal
Business loan
Line of credit growth
Co-signing

Business triggers

New incorporation
Partner dependency
Key employee
Buy-sell discussion

Best channels for term (simple)

Referrals • group chats • community groups • realtor/mortgage partnerships • workplace connections • inbound leads. Keep it personal and direct.

Prospecting message (DM/Text): “Quick question. If something happened to you this year, would your family be financially okay? If not, I can show you a simple term plan that covers the mortgage and replaces income. 10 minutes.”

Term sells best at life events + debt triggers.

Ask one direct question.

EXECUTE

Execution

The daily plan (what to do, not what to “learn”)

This is how an advisor actually produces term business without excuses.

Daily activity targets

1

20 outbound touches

10 texts + 5 calls + 5 DMs (same script)

2

2 booked calls/day

Short discovery, collect timeline + budget

3

1 recommendation/day

1–2 options, ask for choice

4

1 application/week minimum

Clean file, no missing info

Call opener (direct)

“I’ll keep it simple. Most people with a mortgage or kids are underinsured. If something happened, would your family be okay financially? If the answer is ‘not really’, I can show a simple term plan in 10 minutes. What’s a better time today, or tomorrow?”

Close (decision question)

“Option A is the best fit. Option B is the backup. Which one do you want to go with?”

Final standard

Term is not complicated. The advisor who wins is the advisor who follows up, asks for the decision, and submits clean files.

End of Training 102

Next: 103 = Disability Insurance basics