value for short-term
potential future needs
Humans are hardwired to think short term. Even when long-term outcomes are better, we often opt for an immediate, short-term gain.
By helping your clients focus on the future, you can assist them in understanding that value is more than simply a short-term gain such as a lower premium. The total value they receive is made up of a number of factors, including utility and impact, which can be either short or long term.
of clients have a clear understanding of the value an insurance agent delivers to them. You just need to remind them
Ask questions like these to help your client think long term:
Stretch the time horizon by presenting long-term strategies. In planning your approach, ask yourself how you can help your clients:
Plan and design the right strategy
Example: “I design insurance strategies that ensure that you’re fully covered in case of an unfortunate accident or loss and that your retirement savings stay intact.”
Implement or adapt to the strategy
Example: “As your needs and circumstances change, you want to make sure you have a strategy in place to protect it.”
Capture the most value from the strategy
Example: “By working with us, we will make sure you’re taking advantage of complimentary services, like those designed to help you protect your valuables or secondary home when you’re away.”
Agents and brokers are vital to Chubb’s success. To help you grow faster and more efficiently, we’ve created resource centers, tools, and programming you can use, and are actively investing in research and partnering with industry experts to share with you the best ways to understand and work with successful families and individuals.Explore