There is something very powerful — and motivating — about listening to another person’s story. This is especially true when an agent is trying to underscore the importance of an insurance product, like disability insurance. The LIFE Foundation website features a dozen web-based realLIFEstories videos that focus on the power of disability insurance – videos that you can access and use with your clients for free.
1. How DI saved a family
Matthew Tassey of Burwell & Burwell in Portland, ME, who has been selling disability insurance to small-business owners for three decades, talks about how he uses one of these videos with his clients:
“We like using the LIFE website when we’re working with business owners and disability insurance,” said Tassey. “There’s one online realLIFEstory in particular that we focus on: Rick Matthews. He’s the poster child of a self-made business owner, and this video shows how disability insurance ‘saved’ his life and his family’s life — it’s just a marvelous story.
“If you’re in the business world, the key is to get an owner to listen to what another owner went through — in his own words — because both of them share the same problems of: How do I face the payroll? What am I going to about benefits? How am I going to pay the taxes and keep the ship afloat? Matthews is the perfect person to relay the message: ‘Talk to your advisor. Talk to someone who can help you plan … Don’t think you can do it on your own and don’t think you’re infallible.’ This story has been very effective.”
2. Cold, hard facts