Use bracelets to show clients the value of disability insurance

Clients don’t want to hear about products; they want to know what solutions they provide. That’s not new, but Shane E. Westhoelter, AEP, CLU, a 13-year MDRT member from Albuquerque, New Mexico, USA, has some new ways of demonstrating the value.

To show clients the value of disability insurance, Westhoelter said during his ConneXion Zone presentation at the 2017 MDRT Annual Meeting, he puts them through a one-day exercise. He buys rubber bracelets with his company branding and hands them out to clients, asking them to commit to wearing the bracelet for an entire day. The trick? Whichever wrist they wear it on, he asks them not to use that hand or arm for the whole day. Later, he asks them to consider how easy it was to eat, dress themselves and tie their shoes.

This demonstrates paralysis from a stroke and quickly proves how different life can be with a disability.  


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