How Two Chairs And Your Client’s Marriage Vows Can Change Your Career Forever

LTC INSURANCE ROUND TABLE

Our industry is full of hype, and with hype comes the problem of “noise.” You are a consumer. Your clients are consumers. Who do you believe? Is that really true? Is that fact or speculation? Fox News or MSNBC? You get the point…or do you?

Your clients are bombarded each day with this noise. All of it goes right to the five inches between their ears. If you really want to break through this noise barrier, don’t go there. Go to the other five inches—the distance you’ll travel to go around and into the hearts of your clients.
Insurance is actuarial science, but to change your career and your fortune, stop reciting statistics, product features, bonus interest rates, and all the other noise that’s polluting your clients and prospects.

 Insurance is and always will be an emotional purchase. For years I’ve shared this one line with agents across the country: “Auto and homeowners insurance is required by law. Life insurance is the only insurance required by love.” So let’s show your clients the power of love!
Here’s how taking two chairs in your office, client’s home, or in a seminar setting will help you touch the lives of your clients in a personal and emotional way—and secure a client for life.
Before you find two chairs, ask your clients how long they’ve been married. Ask them to explain their wedding day to you. Then go over their vows with them.
For example, you have a 55-year-old couple (Jim and Mary Smith) who have been married 25 years. Here’s how your dialogue should begin: “Mary, you told Jim that you would be with him forever. In good times and in bad, for richer or poorer, and in sickness and in health, is that true?” Clients will smile, laugh, and vividly remember their wedding vows, regardless of their age or years of marriage.
At this point, find two chairs and move them 20 feet apart facing the same direction. Next, ask Jim to sit in the chair with his back facing you and have Mary sit in the other chair facing Jim’s back. Ask Mary, “You did say in sickness and in health, right?” To which you will always hear, “Yes.”
Then, inform Mary that today is a bad day for Jim. He is sick and unable to get out of his chair. Then ask her, “Will you come with me and help Jim?” You both walk over and ask Jim to remain stationary in his chair and provide no assistance.
Next, ask Mary to lift Jim from under his arms and drag him to the other chair. You may hear laughter, see disbelief, or likely hear Mary say, “I can’t lift and drag him that far!” To which you say, “Yes, you can. Just bend your knees, keep your back straight, lift and drag.”
Mary may chuckle, shake her head or say that she cannot do this, again. “He’s big and too heavy,” is probably what you will hear. At this point reiterate with, “Remember, in sickness and health.” On the third try, Mary may become frustrated and most likely reflective, because you have touched a chord.
At this point, ask your clients to come together and begin to openly discuss the need for long term care and planning for life when their health (not their money) begins to leave them…“ ‘Til death do us part.”

By Steve Bontell for February issue of Broker World Magazine. Steve Bontell is the vice president of asset protection for Insurance Office of America

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