“Tell me a story” 

The late Don Hewitt reinvented television news.  And  he invented the CBS broadcast phenomenon, 60 Minutes.  When asked what the secret to the show’s success was,  Hewitt said, “Tell me a story.”  As he pointed out, over and over, in interviews, people love to hear stories, and they love to tell stories. This simple mantra applies to your agency sales and marketing efforts. 

Let your “Tell me a story” genie out of the bottle 

You have wonderful stories: unusual claims situations and settlements; case histories about what can happen if a customer is underinsured or has no coverage at all;  real-life stories about going the extra mile to help customers solve problems and make sound decisions. You also have a bountiful warehouse of testimonials available.

Your best customers will be glad to “tell a story” about the ways you’ve helped them.  

Need to keep telling customers how good you are

As our business partner, Frank Herberg, agency development coach, cautions: In a service business, especially one like insurance where the benefits seem intangible to most customers, you need to keep reminding them of the great job you’re doing for them.  And you need to remind them frequently. 

How are you getting your story out? 

Are you getting the story out about the benefits your products and services provide through newsletters, promotional literature, your website, one-on-one sales presentations, and networking functions?   

Tell them a story every chance you get!