A short advice video by Timothy Schucker (uploaded July 5, 2023) arguing that life insurance feels intangible to clients unless paired with physical items. The speaker recommends giving clients tangible reminders—business cards, fridge magnets, a dedicated policy folder, or mailed PDFs explaining the policy—so clients perceive value and are less likely to cancel.
Whenever somebody buys life insurance, they're literally just buying an idea that if they die, something will happen to them. It's just a thought in their mind and a piece of paper that might come to their house three weeks later. So if you can give them something to hold on to so that they feel like they actually have something, makes it much harder to replace. Here's some examples of some tangible things that you can give them. Business cards, fridge magnets, folder to put their policy in so that when their family goes to find it, it's inside of the folder and kept safely. You could even mail them like a PDF that kind of explains how life insurance work so that whenever they go and look, they're like, oh, I have all this paperwork and all this stuff that represents my insurance policy. Your client should feel like they bought something, not like an insurance company is just siphoning money out of their bank account every month. You want to make them feel like they actually are paying for something.
