Bringing life to the intangible sale
July 6, 2023 by Sheryl Moore
I have learned that the art of storytelling is essential in the life insurance business. My grandfather taught me this lesson when I was only nine years old, and yet it has continued to stand out starkly in my mind over the past twenty-four years.
I had been playing hide-and-seek with my little brother when my grandfather came into the house and slumped down in the kitchen breakfast nook. He looked tired, spent. He was a career insurance agent with New York Life and he had just paid his first death claim.
My grandmother came in and inquired what was the matter. My grandfather began to cry. The funeral he had just attended had been taxing and he wasn’t prepared for the difficult day. He hadn’t wanted to be there. He had been standing the entire afternoon, holding a widow’s hand at times, allowing her to lean against him at other times. Once all the guests had left, she had a poignant exchanged with him.
Click HERE to read the full story via Aspire Magazine, page 30.
