Andy NearyI help insurance professionals turn brand awareness into business growth.

The Power of Case Studies and Showing Your Clients the Journey

8 Nov 2021 · 1 min

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1:26

A short talk by Andy Neary explaining how advisors should use case studies and step-by-step client journeys to make ambitious outcomes believable. He argues that showing comparable examples and the path to transformation helps prospects envision themselves achieving large savings (e.g., in health insurance), increasing trust and conversion.

Chapters

And then at the end, once you've shared those case studies showed them the path you need to help them complete the transformation. What do I mean by that? I go back to what I just shared. So many advisors talk about all these amazing results. They are creating results that are almost too good to be true. Let me give you an example. In the health insurance world, which is where I come from, which is where most of you come from, we talk about how we're helping organizations save 30, 40, 40% of their health insurance premiums. But if they just spent the last five years taking on 10% increases, do you think they really believe you're going to help them reduce their cost by 30, 40%? Do you think they can really put themselves in that story? They can't. They can't transform. However, if you show them the answers, you show them case studies of other people who have done it just like them, now you are giving them the chance to put themselves in that story. You are making it believable to them. And if they walk out of your talk going, not only do I like that man, that woman on stage, not only do I like what they're saying, I love their stories. I feel like he or she is one of us. But I see the path they've created, and I believe I can do it. Whoa. Game over. They are going to take action, and they're going to take action with you.