If statistics alone sold Long Term Care insurance policies, industry sales would be growing exponentially year after year. However, clients take in more than just the numbers – their decision-making process doesn’t rely solely on statistics.
In order to ignite desire in a client, an advisor must be able to humanize “the need” through personal stories, experiences, and emotions.
In other words, something the buyers can connect with while coming to a decision.
Although, statistics do help serve as a reminder of why you need to protect your clients – knowing the numbers provides facts to support your stories and spark your clients’ interests in purchasing protection.
A client’s statistical probability of needing assistance:
Learn to create a desire within your clients to purchase LTCi – contact your LTCi Sales Rep for assistance.