You, the MDRT member, can leverage the Real Life Stories program of The Life and Health Insurance Foundation for Education (LIFE), in your overall marketing strategy. Each year, LIFE asks producers of its member companies and other members of the National Association of Insurance and Financial Advisors (NAIFA) to submit stories on how their clients’ families were impacted by life, disability and/or long term care insurance. LIFE receives many entries, and an independent panel selects five winning stories. Those stories are developed into a supplement, which is inserted in Newsweek magazine in September - Life Insurance Awareness Month. In addition to the inserts for Newsweek, LIFE prints many separate supplements for producers to use.
A proven successful way to use the supplement, is to send it to a prospect as a pre-approach piece. Each supplement will contain stories on all of the subjects previously mentioned: life, disability and long term care. This is the text of the letter I would recommend you send to someone in advance of your meeting:
“ Dear__________,
I am looking forward to meeting with you next week. I hope you will review the enclosed, which was featured in Newsweek magazine, because it is relevant to what we will be discussing.”
I don’t say anything else, I don’t have to do so. If my prospect reads only one of the moving stories contained in the supplement, he or she will be sufficiently motivated, so that we can move right into a discussion of his or her needs.
