Every professional salesperson understands “people buy emotionally, then rationalize their decision logically.”
The discussion of Long-Term Care can quickly become an emotional time bomb for insurance agents and financial planners:
- I will never go to a nursing home
- My family will care for me
- I will just go on Medicaid
- I won’t buy insurance that I lose if I don’t use
None of these “objections” are rational, logical arguments, but they are highly charged emotional responses that will result in agents being shown the door.