It’s a very noble effort the LIFE Foundation puts forth, this whole DI Insurance Awareness month. One of the taglines that you’ll see often in May is:
This is a great symbol. But truth be told, in my humble DI opinion it really sells the dynamic short. I had an ol’ DI warhorse tell me once that he doesn’t really protect his clients income, he protects their lifestyle. I think that’s what you should focus on. It’s not always materialistic gluttony that fuels a client’s lifestyle. He wants nice stuff!
Your successful clients have worked hard, made sacrifices, maybe paid hundreds of thousands of dollars in tuition bills and school loans to achieve the standard of living they have. Yes, DI protects their paycheck, but more abstractly, it protects that new SUV in the driveway; the beautiful house on the cul-de-sac where he lives, and the vacation home he owns on the beach.
A client can make it to the 7-Eleven for milk just as fast in an ol’ beat up Yugo as his new BMW. Heck, he could live in a box down by the river (if you remember the old Chris Farley Saturday night live skit); and there’s plenty of cheap motels down at the beach.
But guess what? He doesn’t want the Yugo. Doesn’t want the cheap motel. And, can’t stand Chris Farley. No he doesn’t need an expensive car. But you are the one that can protect what he wants – which is to keep that car!
So when you approach a DI prospect – yes, tell him that it will protect that chit from his employer (or electronic transaction per my previous post) -his paycheck - but also make sure he knows it protects the lifestyle he’s sacrificed and worked so hard to attain.
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