Thanksgiving Special: An Interview with John Marshall from Family First Life

Dustin DeTorres (DD):
Hi everyone, Dustin DeTorres here, Co-Founder of Badass Insurance Leads. Today, I’m excited to bring you an insightful interview with John Marshall, a top-performing insurance broker at Family First Life (a part of Integrity Marketing). John has mastered the art of introducing life insurance during family gatherings, especially Thanksgiving. John, thanks for joining me today!

John Marshall (JM):
Thanks for having me, Dustin! Thanksgiving is such a meaningful time for families, so I’m thrilled to share tips on how agents can make the most of it.

Starting the Conversation About Life Insurance at Thanksgiving

DD:
John, talking about insurance at Thanksgiving could seem awkward for some people. How do you recommend sales agents approach it without ruining the festive mood?

JM:
That’s a great question, Dustin. Thanksgiving is all about gratitude and family, so the key is to frame life insurance in a positive light—emphasizing it as a gift of security and love. Here’s how I usually bring it up:

1. Keep it light and casual. I might start with, “This year has reminded me how important family is. Have you guys thought about ways to make sure your loved ones are always protected?”
2. Share a personal story. If I’ve recently helped someone get a policy, I’ll mention how it gave them peace of mind. Stories resonate.
3. Don’t push. The goal is to plant the seed, not close a deal over dessert.

Real-Life Stories to Inspire Sales Agents

DD:
Speaking of stories, do you have a real-life example of when this worked well for you?

JM:
Absolutely. Last Thanksgiving, I casually mentioned to my brother-in-law that I’d helped a friend set up a life insurance policy to ensure his kids’ college would be covered no matter what. That sparked a conversation where he admitted he’d been putting off his own policy for years. Within a week, he called me, and we got everything sorted. Now, every time we see each other, he thanks me for bringing it up.

Overcoming Objections During Thanksgiving

DD:
That’s powerful, John. But what about objections? A lot of people might say, “Now isn’t the time” or “I can’t afford it right now.” How do you handle that?

JM:
Objections are common, but Thanksgiving actually gives you an advantage because it’s all about family. I respond by saying something like:

• “I get it—money is tight with the holidays coming up. But even a small policy can make a huge difference for your loved ones.”
• “The new year is a great time for fresh starts. Why not set this up now so you can check it off your list and focus on your other goals?”

By keeping the focus on family and long-term benefits, I’ve found people are more willing to reconsider.

Sales Tips for Life Insurance Agents

DD:
What specific tips do you have for agents looking to turn Thanksgiving into a lead-generating opportunity without being too salesy?

JM:
Great question! Here are my top tips:

1. Be prepared. Have simple talking points ready in case the topic comes up organically.
2. Bring value. Offer free policy reviews to your family members. It’s a way to help without pushing them to buy anything new.
3. Follow up after the holidays. Don’t try to close the deal during Thanksgiving dinner. Instead, say, “I’d love to chat more about this next week—can I give you a call?”
4. Use tools to stay organized. Apps like Calendly or your CRM can help you set up quick follow-up appointments.

How Life Insurance Helps Families During the Holidays

DD:
Let’s shift gears a little. From your perspective, why is Thanksgiving such an ideal time for families to think about life insurance?

JM:
Thanksgiving is one of the few times a year where the whole family is together. That makes it easier to discuss big-picture topics like financial security. Plus, people are already in a reflective mindset. It’s an opportunity to highlight how life insurance isn’t just a policy; it’s a way to show love and gratitude for the people who matter most.

Fun Ways to Introduce the Topic

DD:
I love that. Any creative or fun ways you’ve seen agents bring up insurance during the holidays?

JM:
One idea I’ve seen work well is using holiday cards or small gifts. For example, you could give out cards with a message like, “Thankful for you and your family’s future—let’s chat about how to protect it.” Another fun idea is a Thanksgiving trivia game with questions about life insurance facts. It’s a great icebreaker and gets people thinking!

Final Thoughts

DD:
This has been fantastic, John. Before we wrap up, do you have any final advice for agents who are hesitant to bring up insurance during Thanksgiving?

JM:
Don’t overthink it. You’re not selling; you’re helping. Approach it with a servant’s heart and focus on how life insurance can truly make a difference. The holidays are about showing love and gratitude, and what better way to do that than by helping your loved ones plan for a secure future?

DD:
Thanks, John. This has been incredibly helpful for agents looking to make the most of the Thanksgiving season. And for those reading, remember: the holidays aren’t just about turkey—they’re about taking care of what matters most. Until next time, happy selling and happy Thanksgiving!

For more info on Family First Life Leads vs Badass Insurance Leads, click here.

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