I keep forgetting to mention this but I found that it's really important to recap everything at the end of a sale.
I usually will do this when they are signing the applications.
I will say, "Mrs. Jones, I just need to verify that I got all your information correct (I will go over her DOB, SSN etc)... and Mrs. Jones, you are purchasing a $10,000 Whole Life insurance policy and I want to make sure that you understand that this policy will never go up in price, the face amount of $10,000 will never decrease and that this a Whole Life Insurance policy, not a Term Insurance Policy."
"Mrs. Jones, I want to make it clear to you, so you are confident in what you are purchasing, that this is a Whole Life Insurance policy, with immediate benefits so if you were to pass way the day this policy goes into effect, you are completely covered and your daughter will receive $10,000. Do you understand Mrs. Jones? You will pay $43 dollars a month for the life of the policy and you are covered immediately."
Then, I go through the legal mumbo jumbo on the application and make sure she understands that she is giving us permission to check her medical records and that all the answers she gave on the application are true and correct to the best of her knowledge.
Guys, you want to make these points clear because you will find insurance agents coming behind you and since their price is more expensive than yours, they will tell Mrs. Jones that she purchased a term policy from you or that it doesn't have immediate benefits or that the price will go up every 5 years.
I had a guy from American National do this to me back when I first started. He told hold her that the policy I sold her was a term policy, had a two year wait period and that it would go up in price every few years. My client called in furry, yelling at me and even though I was able to convince her that he was lying to her, I still lost the sale.
From that day forward, I drilled the point home and I encourage you to do the same.