Do you at times feel overwhelmed with all there is to know about Insurance, all the products, all the coverages, all the riders, endorsements, exclusions etc.? Imagine how your clients feel!
Why then do so many of us make it so complicated? Insurance is truly the ability to envoke a story that instills emotions to your clients to act. If you don’t have a story to share about what Insurance can do, maybe you are new to the Industry, then steal one from someone you know.
Today, I will share my first story of Insurance and the power of what it can do for a client. My first year in the industry and the year was 2002. I had insured a Home and Cars for a nice young family, in fact it was their first home. I recall this client because there Home had a pool and we discussed the increase need for liability protection in owning a pool. My clients went on vacation and upon returning heard the fateful news that their neighbors child had drowned in their pool when they were gone. As you can only imagine they felt completely awful and were dealing with the pain and offering to help their neighbors in any way possible, holding car washes, bake sales, yard sales etc. to raise money for the family. As a short time went by, the mother came to my clients door one day and asked, “do you have Homeowners Insurance?” Someone had recommended she look into it because if there wasn’t a hole in my clients fence her daughter wouldn’t have climbed through and fatefully passed away. This was when I was first notified of all these events. So of course we submitted the claim and had the increased liability protection for the pool and although it wasn’t intentional by any means, the carrier paid the claim and found my client was at fault for not preventing entry into her yard. You could agree or disagree with this decision BUT that is not the point. This became a story I could share (in fact I am 16 years later) about what Insurance can do for you. What I failed to mention is that the neighbor, even after all my client did to help in raising funds said this, “It is okay if you don’t have Homeowners Insurance because our attorney said we have a good enough case if we file a lawsuit for your faulty fence.”
THOUGHTS TO PONDER TODAY: How does this story make you feel? Do you have a story you share when explaining complicated Insurance matters? If not, who can you steal a story from (feel free to steal mine)? Insurance is intangible, it is only a solution to the stories that Life throws at all of us, they are called accidents for a reason!
John Lucero, is a successful business owner with over 20 years of experience in multi-line insurance agency operations for several major National Brands. With an expertise in Recruiting, Educating, Coaching, Developing and Product Knowledge, his passion and drive to ELEVATE Insurance Agencies to higher levels of success is what keeps him inspired about the future and motivated about making a difference.
