Now it’s time to face your fears and start asking your clients for those appointments.
If you’re not doing it, your clients are moving their business to a new agent. Because if you’re not talking to your clients another agent is going to have the discussion. You’ve got to keep your clients for life and get those other agents out of your market.
Remember, 7 in 10 Americans are going to need long-term care assistance in their lifetime and currently only 10% have some kind of plan. That means 90% out there don’t and believe me, the baby boomers are starting to have experiences with their own family members.
So if you don’t let them know that you can do this for them, they will go to somebody else. It’s not if you or a family member needs care, it’s when and then for how long and how much is it going to cost.
Ask your clients and listen to them. What have you done to prepare for your future long term care needs? Listen! Listen! Listen!
Expect them to resist you – they’ve read all kinds of horrible stories about long-term care. Show empathy and feel with them:
- I understand how you feel …
- In fact, most of my clients felt exactly the same way …
- But what they don’t know is that long-term care solutions have changed dramatically and it was in their family’s best interest to fully understand their options.
Empathy and feeling builds trust. When can we get together so you can have all the facts?
Listen and let them be the next one to speak.
If they go back and object again, empathize and close the appointment. When can we get together so you can have all the facts?
I’m not trying to sell you anything. I’m just trying to explain the problem and show you that there are some great solutions.
You need to face your fear and ask for the appointment. Help them to face a fear they may not even know they have.
If you don’t, somebody else will!
Next in our series is “Understand the Long-Term Care Conversation.”