A key piece of your sales arsenal is the ability to create insurance case studies. Customers love to hear about the experiences of customers who have purchased your insurance products. Customers prefer case studies over photos. Sometimes pictures convey wrong visuals, while a true story will create desire and emotion in your customers.
Insurance home office headquarters may want you to apply for the saying “every picture tells an story” and “very image is worth 100 words”. A company presentation book may be filled with useless photos of the home office and diagrams of their financial success. You might even find a photo of yourself in the book. Customers are attracted to you by the things they hear.
Imagine that you have an appointment with a potential customer who is interested in a presentation on disability income. You first show the customer photos of your home office, a company rating table, your license and a photo of someone who has been in a car accident. This was as per your insurance home office. The pictures and illustrations are worth more than 2,500 words. It was 2,500 words that allowed customers to think. What story was it? What message was sent to the customer that he is dealing with an old sales representative of an insurance company?
It makes the client feel uncomfortable and perhaps even grateful that they don’t drive as much. Do you show them 2,000 photos of possible causes for a person to become disabled? Ask them what they think it might take to become disabled. You won’t get new customers if you ask the wrong questions.
You can see why telling an insurance case study story is so effective. A case study for insurance conveys the right emotions to the customer by telling the right story. An insurance case study must provide facts and answer all questions in order to be useful. It must ask questions about the customer, their problem, the financial and emotional wounds that were opened and the solutions available. The case study story should continue to discuss the problems that arose, the solution or benefits offered by insurance, the end result, and how the person is feeling right now.
I can help you with your disability insurance case study.
Donald Yerke was a highly successful insurance agent. He specialized in health insurance products and made sure to have a quality disability policy. After rising up the ranks, he founded his own company and worked with marketing companies to streamline their recruitment programs. Don found the golden egg. He believed that no roadblocks would stop him from reaching his goal.
He was so busy working with insurance companies that he forgot to let his personal disability policy lapse. He was not covered by his insurance agent and they neglected to reach out to him about a disability plan. Don was a smart businessman who saved money for retirement by investing in mutual funds nest eggs. Don wasn’t medically predestined to live past 53 years. Disability is always better than death, even though some may say it is hell sometimes. When you are unable to work anymore, disability insurance will take over a significant portion of your income. This is similar to Don’s case.
It is possible to believe that Don was lucky, as he had a large retirement fund that he could tap into. For someone who was once hardworking, Social Security is not a good excuse to provide true assistance. When the economy plunged into chaos, more misfortunes followed. Don’s mutual funds values dropped by more than 50% and his home value was significantly reduced. Don lived the American Dream, but he did make one mistake.
He would have received a monthly steady paycheck if he had retained his disability income insurance. Are you ready to risk losing everything, no matter how successful? Are you okay with me continuing? I will show you some options that might be worth your consideration.
A case study about insurance can run up to 1,500 words. You were only given 500 words. If you give enough details, case studies can hit the emotional needs of customers who need insurance. Next, move on to the next step. This will be using both a “good” or “best” plan. I would have purchased DI insurance again if I was presented with a similar case study.
You are welcome to share my story with others and help them avoid making the same mistakes as I made.