Facts tell, but stories sell.
So, what is your long-term care story?
- Who do you know that needed long-term care?
Parent? Aunt? Uncle? Grandparent? Sibling? Friend?
- Why did they need long-term care?
- How would you describe their health before and after?
- Where did they receive care?
- What type of care was needed?
- Who provided their care?
- What was the impact on the caregiver?
- How much did their care cost?
- How did they pay for it?
You’ll need to weave some of these “facts” into your story, but the real power lies in the emotion you can evoke in sharing your story.
- How did the person needing care feel?
- How did the caregivers feel?
- How did the experience affect the family?
You need to have and know your story. But your story isn’t center-stage in the conversation with your clients.
The only purpose of your long-term care story is to help you draw their long-term care story out of your prospects and clients!
Then, weave your story into the conversation to demonstrate empathy for your client’s experience.
Nobody cares how much you know, until they know how much you care.
Your client’s long-term care story is the foundation of your long-term care conversation with them.
How does their story impact how they feel about their future possibilities of needing long-term care?
Selling Long-Term Care Solutions is an Emotional Journey
You can tell, tell, tell your clients all of the facts (yawn!) or you can get them emotionally involved in creating a solution for their future long-term care needs.
How do you feel about those facts?
Author: Cindy Eisenhower
Cindy Eisenhower is a successful Long-Term Care sales professional with over twenty years of LTC Insurance experience.