You've gotta know your numbers
As insurance advisers you have to tell people that risk is real and they should do something about it.
Telling stories and connecting with people about how risk works is a vital part of that process - probably the greater part of it. But every now and then you need to need to show some steel: a cold hard fact provides great strength to an anecdote and is the only way to reach your more analytical types of people.
Fortunately there are some great resources out there to help you. Government and voluntary sectors work hard to alert people to the risks of heart disease, cancer, obesity, and so many of the other things that can lead to poor health, disability, and death.
Their resources, being independent and completely without interest in your sales process, have rock-solid credibility.
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