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 – something the buyers can connect with while coming to a decision.
The statistics do serve as a reminder of why you need to protect your clients. Know the statistics so you can have facts to support your stories and spark your clients’ interests in purchasing protection.
The pictorial graphics below demonstrate the 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.