Nobody cares how much you know, until they know how much you care.
Let’s take a look at understanding the long-term care conversation.
If all you do is spew out a lot of statistics, you’re going to put everybody to sleep.
They may be sitting there and smiling at you, but trust me, their mind is somewhere else.
This is a really emotional topic and the best way to address it is by story telling. Because stories sell, everyone of you remembers these stories:
- Twas the Night before Christmas, when all through the house
- The Wizard of Oz, Dorothy, the Tin Man, the Scarecrow
- Goofus and Gallant from Highlights
At the end of the day, stories sell.
Sharing is Caring
It’s perfectly OK to share your long-term care stories. This is why you do what you do.
So share the story you have to share with your clients, but make it short and sweet so that they can share their long term care story with you.
Have you ever known anyone that needed this type of care? If they don’t, go back to your story.
If they do tell you their story, make sure you weave their story through your presentation because it makes it personal and emotional and you’ll get a connection.
Next in our series, “The New Rules of Long-Term Care Plan Design.”